July 2014 magazine final by Small Business Today Magazine

SBT Houston Staff JULY 2014

PUBLISHER SCOLUMN

Chairman John Cruise President/Executive Publisher Steve Levine Vice President /Associate Publisher/ Creative Director/Editor Barbara Davis-Levine

From the Publisher

Steve Levine

Business Development/PR Maria Deborah DuBose Bill Huff Aaron Kaplan Intern Jesus Gonzalez Graphic Designer Lavinia Menchaca Photographers Gwen Juarez Contributing Writers Don Brown Barbara Davis Mila Golovine Lorraine Grubbs Bruce Hurta Jeff Jones Aaron Kaplan Craig Klein Hank Moore

Mike Muhney Mayor Annise Parker Howard Partridge Christi Ruiz Rita Santamaria Gail Stolzenburg Holly Uverity Aimee Woodall

Chief Advisor Hank Moore Publisher’s Advisory Board Shah Ardalan Roger Burks Helen Callier Sonia Clayton Donna Cole John Cruise Dirk Cummins April Day Dr. John Demartini Maya Durnovo Kathie Edwards Leonard Faucher Mila Golovine David Holt Richard Huebner Congresswoman Sheila Jackson Lee Jeffrey Jones Darryl King Craig Klein

Wea Lee Hank Moore Lisa M. Morton Mike Muhney Leisa Holland Nelson Mayor Annise Parker Page Parkes Howard Partridge Susan Repka Maria Rios Grant Sadler Rita Santamaria Allen Shapiro William Sherrill Pam Terry Linda Toyota Jack Warkenthien Carlecia D. Wright Aaron Young

Phone: 832-419-2814 E-Mail: Steve.Levine@SBTMagazine.net Or Write: Small Business Today 5380 West 34th Street, Ste 230 Houston,TX 77092 See us on the web at www.SBTMagazine.net Free APP for Android & iPhone go to your APP Store and type in Small Business Today Magazine SMALL BUSINESS Today MAGAZINE IS PUBLISHED MONTHLY BY LEGACY PUBLISHING GROUP, LLC. 5380 WEST 34TH ST., STE. 230 HOUSTON, TX 77092 EXECUTIVE PUBLISHER - STEVE LEVINE: 832-419-2814 CHAIRMAN - JOHN CRUISE: 832-460-2020 www.SBTMagazine.net ADVERTISING RATES ON REQUEST. BULK THIRD CLASS MAIL PAID IN TUCSON, AZ. POSTMASTER: PLEASE SEND NOTICES ON FORM 3579 TO 5380 WEST 34TH ST., STE. 230 HOUSTON, TX 77092. ALTHOUGH EVERY PRECAUTION IS TAKEN TO ENSURE ACCURACY OF PUBLISHED MATERIALS, SMALL BUSINESS TODAY MAGAZINE CANNOT BE HELD RESPONSIBLE FOR OPINIONS EXPRESSED OR FACTS SUPPLIED BY ITS AUTHORS. COPYRIGHT 2012, LEGACY PUBLISHING GROUP, LLC. ALL RIGHTS RESERVED. REPRODUCTION IN WHOLE OR IN PART WITHOUT WRITTEN PERMISSION IS PROHIBITED.

Who Is In Your Corner?

nyone who is familiar with me knows that one of my favorite movie series is “Rocky” (I, II, III, IV, & V) which starred Sylvester Stallone as Rocky, Talia Shire as Adrian, Burgess Meredith as Mickey, Carl Weathers as Apollo Creed, and Burt Young as Paulie. Small-time boxer Rocky Balboa gets a rare chance to take on the heavyweight champions of the world. From the beginning as an unknown fighter, Rocky (literally) “fights” his way to become a champion with the help of his manager/trainer Mickey, the prayers from his priest Father Carmine (played by Paul Micale), the encouragement from his friend Paulie, and the inspiration from his girlfriend Adrian (Paulie’s younger sister who later becomes Rocky’s wife in “Rocky II”). All of these characters were “in Rocky’s corner” and helped him achieve greatness. In “Rocky III”, Mickey suffers a heart attack and Rocky’s opponent from “Rocky I & II”, Apollo Creed, steps in to take over as his coach, trainer, mentor, and friend. There were other characters that were ringside during the fights and each had a role to play in Rocky’s success and bringing him back from defeat. Where I am going with all of this has to do with what I have learned from our cover honorees: 1.No one accomplishes greatness on their own. 2.There is always a team of people that encourage us to achieve our goals and dreams. For me, they are my partners Barbara Davis-Levine and John Cruise, our Publisher’s Advisory Board members, my many friends and mentors (like Marshall Haas, Ruben Gonzalez, and John Duffy), and my new coach and mentor who is this month’s cover honoree, Howard Partridge of Phenomenal Products and Howard Partridge Roundtables. I met Howard at a Women’s Council of Realtors® Luncheon in 2005. I had the opportunity to share his story and the story of his (now) multimillion dollar “turnkey” business, in a November 2006 issue of “REAL ESTATE EXECUTIVE”. When my partner John Cruise came to me with the idea of us producing a publication for and about aspiring entrepreneurs and small business owners, Howard was the first person who came to my mind as a potential cover honoree. Howard is one of the most positive, motivating, and knowledgeable people I know who also shares the same passion that we do for empowering small business owners to achieve their dreams of big business success. It made sense to not only have Howard nominated for a cover honor but also added to the Publisher’s Advisory Board and included as a monthly columnist. He truly understands our mission and shares our passion.You will enjoy his story! Speaking about “teams”, I am very proud to announce the newest members of the SBT “TEAM”, Maria Deborah DuBose/Business Development, Jim Johnson/Business Development, and our new intern from the University of Houston, (Advertising Major) Jesus Gonzalez. With these new members of the team, I know that we are bound for greatness! “Yo, Adrian!” Good Reading, Good Sales, and Great Success to You All!

Steve Levine

President/Executive Publisher, Small Business Today Magazine

[ JULY 2014 ] www.SBTMagazine.net 3

INSIDE JULY 2014 EDITION HOUSTON

Publisher’s Column

The Assessment of Your Business is Personal

Sweet Leads are Made of This – Marketing Automation Works!

High-Speed Rail Option Good for Houston and Dallas

Malaysia: Doing Business with the Multiethnic Dynamo

Avoid the Tired, Trite Terms

Redefining Yourself through Entrepreneurship

How the Loyalty of Friends and Family in Your Community Can Help Jumpstart Your Small Business

How To Take The CHILL Out of Cold Calls (Part 1)

Getting Organized: Use the 6 Cs to Organize Your Office

The Greatest Business Lesson I Have Ever Learned

Are You Getting a Divorce and Own a Business? Unique Issues Impacting the Business Value - Part 1

SBA Loans for Franchises

Giving Back: An Expectation, Not an Option

The Millennials are Coming! The Millennials are Coming!

The What, the Why, and the How of Success

Converting Contacts to Customers: Part 1

Financial Astrology for July 2014

Howard Partridge Phenomenal Products A Phenomenal Life by His Own Design and Systems

HOUSTON SMALL BUSINESS EXPO SATURDAY OCTOBER 11 2014

HOUSTON MINORITY SUPPLIER INSIDE DEVELOPMENT COUNCIL BACK

COVER

[ JULY 2014 ] www.SBTMagazine.net 5

Howard Partridge Phenomenal Products A Phenomenal Life by His Own Design and Systems

By Barbara R. Davis

oward Partridge has a phenomenal life by his own design and systems in place, but it hasn’t always been like that. Originally from Mobile, Alabama, Howard grew up on welfare living with his mother and six siblings crammed into a 600 square foot shack. The roof was so bad that every time it rained, they had to get out every pot and pan to catch the leaks. Single most of the time, Howard’s mother managed to take care of everyone on a meager $100 a month. Needless to say, Howard’s life was pretty difficult. His mother had been married three times and at 18, Howard was kicked out of the house when he had a fight with his stepdad who told him to never come back. As it turned out, that was the one of the best things that could have happened to Howard.

With long hair past his shoulders and a quarter in his pocket (just enough to make a phone call), Howard and his buddy “bummed up” $39.95 to buy a bus ticket from Mobile to Houston where Howard’s favorite sister lived with their birth father who had left when Howard was a year old. Having only met his father twice since he left, Howard called him and informed him that he was moving to Houston and arriving the next day. Fortunately, Howard’s dad picked him up when his bus arrived and changed his life. As it turns out, Howard’s dad and stepmother had a successful design firm and from them Howard began learning about the finer things in life. Howard got a job waiting on tables and was making about $500 a week but he didn’t make enough to save any of it. During that time, he met Denise who in 1984 would become his wife. Denise was from a big Italian family in New Jersey and that is where she and Howard were married. Like most Italian families, 6 SMALL BUSINESS TODAY MAGAZINE [ JULY 2014 ]

Howard speaking at one of the Howard Partridge Round Table Conferences that are held three times a year. Photograph courtesy of Howard Partridge.

Howard and Denise received money as wedding gifts and they were delighted to rake in $3,000. While in New Jersey, Howard met a friend of Denise’s family who was 23 years old (the same age as Howard) and was driving around in a red Mercedes SL convertible. That really got Howard’s attention. He wanted to know what the friend did and if it was legal! As it turned out, the friend owned his own business. With the $3,000 in cash that Howard and Denise had been given at their wedding, Howard emulated the friend and began his first business working out of the trunk of his car. In 1987, about three years after he got married, Howard had a spiritual awakening. He reflected, “I still wasn’t working smart but my wife said I had the potential. The “Holy Spirit” just came over me and I gave my life to Jesus Christ. It came completely out of nowhere. When I was 15 years old, I started smoking pot and I became addicted to marijuana but when I came to know the Lord, that addiction that I had tried to quit many times and couldn’t was completely and utterly broken. I was delivered from it. It was just broken and all of a sudden I had my mind back and it was like this weight was lifted off my shoulders. I could actually think clearly for a change. That really was the turning point of my life.” Howard elaborated,“When you have a spiritual awakening, you start looking at all parts of your life. I felt like I got my mind back and all of a sudden I wanted to be more successful and to just understand life. It’s a wonderful world and I want to understand everything that I can.” Even with his epiphany, for 13 long years, Howard struggled in his business making every mistake an entrepreneur could possibly make. Eventually, he was able to get up to about $30,000 a

month. He had a handful of employees and was making a decent amount of money but the problem was that he was working 24 hours a day and 7 days a week. Howard’s staff wasn’t empowered because he didn’t have any systems and he didn’t understand leadership at the time. Therefore, nothing could happen in Howard’s business unless he was involved with it which basically made him a slave to his business. Even when he was on vacation, he couldn’t get a break from his business. He would spend half of his time on the phone dealing with issues. Then Howard got wise. He started educating himself as he searched for ways to improve his business. He learned about the “E-Myth”, a book penned by Michael E. Gerber. After reading it, Howard spent a week on the beach in Destin, Florida (his most favorite place in the world) just thinking about his life and rewriting his destiny. He realized that he had to extricate himself from his business if he was ever going to be able to work on his business. He knew the answer was to have systems in place so he invited two of his competitors to join him. The first thing they did was become organized. Howard was over marketing and sales, one partner was over operations, and another partner was over the administrative office. In addition, Howard started building turnkey automated referral systems and hired staff to handle sales, service, and data entry. Last but not least, each partner moved up to a management level and trained someone to replace them so that they wouldn’t have to be the one doing the work all of the time. Together, they were able to go from $360,000 a year that Howard had been doing and increase it to $500,000 a year. After that, they went to $2.8 million a year. During that time Howard started Phenomenal Products which eventually became one of [ JULY 2014 ] www.SBTMagazine.net 7

Howard is very proud to be one of only 14 people in John Maxwell’s exclusive mentoring group, “The Circle”! John Maxwell is the world’s #1 Leadership Expert and recently presented a program at one of Howard’s conferences. Photograph courtesy of Howard Partridge.

Howard Partridge and Tom Ziglar presented at the prestigious Cambridge University last summer. Photograph courtesy of Howard Partridge.

the biggest sources of conflict between the partners. Frequently traveling and doing things that left his partners tending to the business, Howard spent a lot of money and built up debt without showing a return of investment. Howard joked, “I learned from one of my mentors that vision plus vision equals division! Even though each vision might be right, they still were quite different from each other.” After having a partnership for eight years, Howard bought out his partners because each of them had a different vision of what they wanted from the company. After learning how to be fiscally responsible, Howard became debt-free and was able to pay his partners off in five years. Because Howard became so successful when he found a way to take himself out of his business so he could work on his business, he decided to share it with others. He started doing some 8 SMALL BUSINESS TODAY MAGAZINE [ JULY 2014 ]

association work and sharing some of his philosophies (his business systems). Every time he shared his knowledge, people really liked what he was saying. Then Howard decided to write some manuals on how to generate referrals, how to organize one’s business, and how to sell, etc. Another big hit, Howard started selling them. In addition, he started doing seminars without knowing how to do seminars and it just grew from there. Fast forward, both of Howard’s businesses are extremely profitable. His service company does over $3 million in business per year. Howard has now taught thousands of people around the world how to free themselves from being slaves to their businesses by incorporating turnkey business systems. Speaking, writing, training, and teaching are Howard’s passions as long as it benefits business owners. Howard has written two books, “7 Secrets of a

Both of Howard’s books have been on Amazon.com “Best Sellers!” Both books cover the “Secrets” of a “Phenomenal Business” and “Life”! Photo by Gwen Juarez Photography.

Phenomenal Life” and “The 5 Secrets of a Phenomenal Business”. Howard delights in being able to give business owners back their lives! In fact, he loves giving so much that he has a website, www. HowardPartridge.com, where he offers a lot of free resources. Over the period when Howard bought out his partners and to the present, he began developing himself as a better leader and he also started developing his people as leaders. He began studying and was able to meet Michael Gerber who wrote the book that changed his life. Then he met Zig Ziglar and John Maxwell and started learning from them. In addition, Howard would bring them to speak at the conferences that he started doing. Presently, the Howard Partridge Round Table Conferences have some of the world’s top business authors speak at these events that are held three times a year. In addition, Howard spends his time coaching and teaching others to implement his proven systems. He does weekly group coaching and also one-on-one coaching. He has a membership website where all of his training is located and members can download it. Every week on Tuesday mornings, Howard does live training on a webinar. Howard has many success stories of those he has helped “free” from being slaves to their business. One of these people is John Browning in Nashville. He had been doing about ten thousand dollars a month when he joined Howard’s Round Table but now

makes ten times that amount each month and is also coaching in Howard’s program. Another phenomenal story Howard likes to share is about a lady by the name of Azure Grillo who lives in Austin and has a spa. When she first joined Howard’s program, she had a very small staff and a lot of employee challenges. As much as she tried, she couldn’t get her employees to do what she needed them to do. They had their own agenda including coming in late. As she started learning Howard’s systems and committing to them, eventually all of her employees were let go or left because they weren’t up to running the kind of show that was required. Then Azure started rebuilding and doing some of the marketing strategies that she had been taught in the program. One of the referral marketing sources that she was calling on had another spa that did related but different services. It was one of the top companies in Austin. The owner asked Azure if she was interested in buying her business. Azure answered, “Well, if it’s free!” At the time, Azure didn’t have any money to buy it but, long story short, through the processes that she learned from Howard’s program, she was able to acquire that business and is doing tremendously well because she has become a phenomenal leader and is developing her team including taking them to a Round Table Conference. [ JULY 2014 ] www.SBTMagazine.net 9

Howard has a total of forty team members. Some are part time and others are coaches who are independent. As a certified Zig Ziglar legacy trainer and an independent, certified John Maxwell coach, Howard teaches his leadership team the vision, the mission, and the purpose. After teaching them about personal development and goal setting, he encourages them to pass on what they have learned to the rest of the team. As a result, almost everyday Howard has some sort of education program for his employees. The personal development program that is given to his team covers all seven areas of life. They also share camaraderie by celebrating holidays, birthdays, and also going out together such as to a ball game. Always appreciative of his phenomenal success, Howard believes in giving back to the community. At the last Round Table Conference, they raised $21,000 for “Operation Give Back”, a program run by a group of wounded warriors who care for the families of fallen and wounded heroes. Howard’s personal goal is to go global and have ten thousand business owners really understanding and having real freedom by experiencing a phenomenal life because they’re learning how to build a phenomenal business. He would like to develop a youth program where he can help young people become entrepreneurs but more importantly learn and understand they have value and purpose. Howard shared, “You don’t have to be rich and famous to have meaning to your life. You don’t have to be an athlete or an entertainer. The Lord has a plan and I feel this is my life work.”

Over the last two and a half years,Tom Ziglar (son of Zig Ziglar) and Howard have traveled all over the world, including Australia and the United Kingdom. They have coaching members in 7 different countries and in 54 different industries and still growing. What they found is that it’s hard for people to travel and they needed to find a way to duplicate them selves. They have a number of people who have come through their program who know the material, know the mission, and also have a passion to help small business owners. So their goal is to have 200 local tribes worldwide that have 50 business owners each that would meet locally and in person. Everywhere Howard goes, he asks business owners to remember why they wanted to own a business - “Was it to make a lot of money, be your own boss, chart your own course, and have a little more free time?” He concludes, “The brutal reality for most small business is that you feel like a slave to your business. You have very little family time because the business ends up consuming your life 24/7 which causes major stress…and with no real freedom, you feel like you have a job instead of a business. If you feel like that you need to get in touch with me!” One would think after reading all that Howard does that he might still be a slave to his business but you would be wrong. He now takes uninterrupted, leisurely trips spending time with his wife on the beaches of Destin, Florida. He also has time to take his mother on trips to exotic destinations. With systems in place, Howard truly has a phenomenal life.

Take Away Notes on Howard’s Best Words of Advice 1. Do remember why you started your business. 2. Do build relationships with people who can help you and people who can refer you to others. 3. Do educate yourself. Read books. Leaders are learners. Leaders are readers. Read and go to conferences. 4. Do get a coach. Find someone who has already done what you want to do. Spend time with them and listen and learn what they do and how they do it. 5. Do help other people. 6. Do set goals. 7. Do pray. 8. Do learn how to communicate and how to relate to those people who are closest to you - your spouse, your children, and your employees. 9. Do get a vision for your life and your business. The number one reason that small businesses don’t grow is what I call FTI (Failure To Implement). It’s not that they don’t know what to do and it’s not that they are not busy. They are just taking action but don’t have a clear vision of where they’re going. They’re just getting through the day so they are failing to implement the right things that are going to take them closer to their vision because they probably don’t have a vision. One of my favorite quotes that really sum this up is a Japanese proverb, “Vision without action is a daydream. Action without vision is a nightmare.” 10 SMALL BUSINESS TODAY MAGAZINE [ JULY 2014 ]

EDITORIALFEATURE

The Assessment of Your

Business is Personal Rita Santamaria

t is time to assess your goals that you put in place the first of the year. We are half way through the year and if you are not where you intended to be, ask yourself; why not? Here are my personal suggestions for moving your business forward, fast and efficiently.

pand either on the personal level or on the E-Social Media level. Do an assessment of where your contacts or referrals are coming from. That is the area which deserves extra emphasis including old school “thank you notes” to those loyal persons who are helping you succeed.

As part of the process, you might call your good customers and ask them for any feedback they can give you to increase your business. Use this feedback in the second half of the year to reach the level you expect based on your good business planning and goals.

Speaking of E-Social media, how does your website look? It should be easy to navigate and please make sure there is a phone number as well as e-mail contact on your home page. In today’s world of technology, being accessible via a mobile device is mandatory. People will contact you while traveling and they typically are using their mobile devices.

Work on your marketing program over the next 30 days. Your networking may need to ex-

12 SMALL BUSINESS TODAY MAGAZINE [ JULY 2014 ]

»Continued on Page 35

EDITORIALFEATURE

Sweet Leads are Made of This –

Marketing Automation Works! By Craig Klein, SalesNexus.com CEO

isten to salespeople in any industry and you will hear about how everything has changed in the way customers buy. Most of the comments are in the form of whining and complaining… or worse yet…making excuses for failure. Companies that have implemented marketing automation using their online CRM coupled with an effective email campaign are singing a different tune. Let’s use some lyrics from a Eurythmics single that was released in 1983, “Sweet Dreams are Made of This,” to make our point.

Who Am I to Disagree?

Using CRM software to deliver email campaigns can really bring “Sweet Dreams.” According to a new study conducted by the Chief Marketing Officer Council, 87% of B2B buyers claimed that content had either moderate or major influence over their selection of a vendor or product. These B2B buyers had predictable opinions about what they liked and disliked too. The quality of the content was important to them with 77% saying that blatant promotion or uninformed content turned them off. What they found valuable was breadth and depth of the information (47%); readability and ease of access (44%); and original thinking with good ideas (39%). Clearly, your buyers are no different. Yet many small to medium size businesses still resist the idea of using content to build a customer relationship. One of the reasons for this resistance is they don’t know what content to create or how to make it work for them. It is much easier than you think. Dig into your CRM software and look at current customers. Isolate your ideal

Your CRM software will be stuffed with frustrated buyers who are not likely to consider your company. client and recognize why you are valuable. What was their struggle before you provided your solution to them? Answer the questions asked by those companies in the initial stages of your relationship by creating a content piece. Launch an email campaign with a link to the online content for the purpose of helping the sales leads become educated.

Everybody’s Looking for Something

hype. This is where marketing automation can help.

Hold Your Head Up

Let me remind you, if your email campaign is all about your product or service, you will send today’s buyer running. Your CRM software will be stuffed with frustrated buyers who are not likely to consider your company. However, interesting content that informs and educates will be welcomed. If you want the internet-enabled consumer to hear what you have to say, use your online CRM to create email marketing that is digestible, visually appealing, and gives them information they need to make a decision.

This is the type of marketing that can make your company proud on four important levels: 1. Don’t you simply feel better being generous educating sales leads instead of using aggressive sales tactics? 2. Well-planned use of your CRM for email marketing and lead nurturing yields a highly qualified lead to your sales team. 3. Buyers will be ready to make a decision based on the real facts you have furnished them rather than the Sales cycles are much longer because rubbish they might find without your the buyers want to research their options content. without having to talk to a salesperson. They feel responsible for doing their own 4. TRUST is the big result of building a customer relationship over time with research, comparing the features and benmarketing automation. Trust has long efits on their own. They select the proterm value to your company. vider that offers the best combination of Sweet Dreams! both – plus – an element of TRUST. We are becoming a consumer-driven world. Before the internet, consumer economics were driven by sales organizations. People charged with finding buyers were taught to stop flogging buyers with features and sell the benefits. Their sales methods were solution-based…and it worked flawlessly for awhile. Offering the benefits of your company’s solution is still part of the equation. It simply is not enough in today’s competitive selling market.

Another effect of information overload is the plethora of misinformation, misleading data, and downright lies. While the buyer wants to control the process of buying, they don’t want to believe the

Craig Klein is the founder/CEO of SalesNexus.com which is a leading provider of CRM, email marketing, and lead generation solutions for business-2-business sales teams. [ JULY 2014 ] www.SBTMagazine.net 13

EDITORIALFEATURE

High-Speed Rail Option Good

for Houston and Dallas A joint editorial by Mayor Annise Parker of Houston and Mayor Mike Rawlings of Dallas

e are proud to be the Mayors of two of the top 10 largest and fastest growing cities in America. Houston and Dallas have weathered the recent economic downturn and are now the engines powering our state’s tremendous job growth. While we celebrate the individual successes of our respective cities, we also recognize how important Dallas and Houston are to each other. With the bounty of economic growth comes the challenge of thousands of new people relocating to our cities as well as increased commerce in the form of trucks on our highways. Moreover, many Texans are surprised to learn that more than 50,000 “super-commuters” travel between Dallas and Houston every day. Additionally, millions of our respective residents have friends and family separated by the 240mile stretch of I-45. Combined, these factors create congestion and place a massive and growing strain on our infrastructure. A privately funded company,Texas Central Railway is currently working on a highspeed rail route between Houston and Dallas. We support the addition of new alternatives for travel between our two growing cities. This privately funded project could transform the way we travel not just between our city centers but could be the model for other parts of the country. Traveling between downtown Dallas and downtown Houston currently takes approximately four hours and according to TxDOT, this commute is expected to increase to over 6.5 hours by 2035. A high-speed railroad could play an integral role in alleviating this problem by taking cars off the road and reducing

With the bounty of economic growth comes the challenge of thousands of new people relocating to our cities as well as increased commerce in the form of trucks on our highways.

travel times for drivers trying to reach the central business districts of Houston and Dallas. In addition to easing our traffic congestion, another benefit of high-speed rail in Texas is the impact it could have in cutting harmful emissions One of the reasons high-speed rail projects in the United States have been unsuccessful thus far is that they have relied solely on government funding for completion. We are hopeful that Texas Central Railway can succeed because its approach to this project is completely unique. For the first time, we are seeing a market-driven, privately funded approach to highspeed rail. We applaud the way in which Texas Central brought a much-needed project, an innovative approach and its checkbook to Texas. Countries across Europe and Asia have enjoyed high-speed rail service for decades but the United States is not yet

14 SMALL BUSINESS TODAY MAGAZINE [ JULY 2014 ]

home to the kind of rail line proposed by Texas Central. As Texans, we take great pride in blazing a path for the rest of the country to follow. This effort by Texas Central is a privately funded attempt to do just that. High-speed rail offers an opportunity to improve the way Dallas and Houston residents connect with one another. We are rooting for the state of Texas to be at the forefront of innovation with this transformational, privately funded, high-speed rail initiative. High-speed rail will provide a travel alternative that will help alleviate traffic congestion on I-45, create thousands of quality jobs, and may help Texas travelers reduce their carbon footprint. We look forward to the day when the residents of Dallas and Houston can travel on a high-speed rail between our two downtowns in less than 90 minutes.

Serving since January 2, 2010, Annise D. Parker has been elected as the Mayor of Houston three times. She is Houston’s 61st Mayor and one of only two women to hold the City’s highest elected office. In 2010, Time Magazine named Mayor Parker one the 100 most influential people in the world. Mayor Annise Parker is a Steering Committee Member of the C40 Cities Climate Leadership Group and serves on President Barack Obama’s State, Local, and Tribal Leaders Task Force on Climate Preparedness and Resilience. She is also on the advisory board of Small Business Today Magazine. For more information, go to www.houstontx.gov/mayor/.

Mike Rawlings has been the Mayor of Dallas since the 2011 Dallas mayoral election. He is also the former CEO of Pizza Hut, former chief executive of the Tracy-Locke ad agency, and former Managing Partner of CIC Partners where he provided business counsel and capital helping to grow small and mid-sized businesses in Dallas and across the U.S.

EDITORIALFEATURE

Malaysia:

Doing Business with the Multiethnic Dynamo By Ludmila (Mila) Rusakova Golovine

n today’s world of rapidly rising economies, most of the news reports center around China, Brazil, and India. Nevertheless, there is one country that has not garnered much attention but is definitely on a solid rise: Malaysia. This multiethnic country of nearly 30 million people is strategically located where Southeast Asia ends and Oceania begins, making it a strategic crossroads for international commerce. It has also become a major manufacturing center and one of the world’s largest exporters of semiconductors and other electronic components. Due to its petroleum exports and economic diversification, the country is set to join the ranks of other independent industrialized nations by 2020. Nothing demonstrates Malaysia’s rise more clearly than the recent visit to the country by U.S. President Barack Obama, the first American president to do so since Lyndon B. Johnson in 1966. Everything indicates that Malaysia will be an increasingly attractive place to invest; however, the country’s unique culture must be taken into consideration in order to achieve success there. Malaysia is very interesting demographically. Malays account for about 50 percent of the population. The Han Chinese group encompasses around 25 percent while the remainder of the population is composed of Indians and Indigenous Peoples. Moreover, 60 percent of the population practices Islam, 20 percent are Buddhists, 10 percent are Christians, and 6 percent are Hindus. Since Malaysia’s ethnic and religious population is so diverse, one must be well aware of his/her counterpart’s background before conducting business. Introductions are very important because they are the first impression to your Malaysian counterpart. The handshake is the usual greeting but the Westerner should always wait until the Malaysian extends his hand first. Never shake hands with a Malaysian woman unless she initiates because contact with females is culturally restricted. If your counterpart is of Malay descent then

The Han Chinese group encompasses around 25 percent while the remainder of the population is composed of Indians and Indigenous Peoples. the handshake should be done with both hands but without a grasp. If your counterpart is of Chinese or Indian descent then your handshake will be similar to the Western handshake.The grip should be firm but not aggressive. In the case of the Chinese, the handshake may be somewhat prolonged and the grip will be much lighter than is customary in the West. In addition, the Chinese may lower their eyes as a sign of respect. As with most East Asian cultures, business card etiquette is absolutely essential to making a good introduction. Once the initial greeting is completed, business cards should be exchanged. It is important to recognize that in Malaysian culture the business card represents an extension of the person. Therefore, it should be handled with great care. Typically, the Malaysian counterpart will present the card with both hands or, in the case of Malays, the right hand only will be extended. In most Islamic cultures, the left hand is viewed as unclean.Therefore, if the counterpart is Malay then the card should be accepted with the right hand only. The card should then be examined recognizing the person’s name and title. This action shows that the person is being paid proper respect. Finally, the card can be put away in a special case or in the shirt pocket. Be sure to never put a Malaysian’s business card in a pants pocket or wallet. It is viewed as disrespectful. When presenting your card, you should reciprocate by offering it the Malaysian way. It is advisable to know ahead of time what ethnic group your counterpart represents. If he/she is Malay, then you should have your business card translated on one side in Bahasa Malaysia, the Malay language. If Chinese, then the translation should be [ JULY 2014 ] www.SBTMagazine.net 15

EDITORIALFEATURE

in Chinese but printed in golden letters because gold is an important and favorable color in the Chinese culture. Regardless of the ethnic group, it is important not to write on the business card. It will be received as a personal slight. Communication is the most challenging part of doing business in Malaysia. Malaysians communicate in a very indirect way because they are careful to remain in harmony with their interlocutor. Maintaining a good relationship and keeping “face,” or honor, is more important than any business deal. Consequently, nothing negative should ever be brought up and no accusation should ever be made publicly. Since Malaysians eschew negativity, they will never say “no” directly. Therefore, you will be obliged to read their body language and facial expressions for clues as to how they react to a proposal. Moreover, very often they will employ expressions like “I

16 SMALL BUSINESS TODAY MAGAZINE [ JULY 2014 ]

will try” or “I’ll see.” This is one of the polite ways of saying “no.” While Malaysia has not traditionally been a popular place for investments, the opportunity there is enormous. The multiethnic nature of the country may seem intimidating but it is by no means insurmountable as long as proper cultural sensitivity is employed.

As a graduate of the Wolff Center for Entrepreneurship at the University of Houston, Ludmila (Mila) Rusakova Golovine, Founder, CEO, and President of MasterWord Services, Inc., started her company with a vision of seamlessly connecting people across any language, any time, and any culture. Mila can be reached by email at mgolovine@masterword.com, by phone at 281-589-0810, or visit her website at www.masterword.com.

EDITORIALFEATURE

Avoid the Tired, Trite Terms By Hank Moore, Corporate Strategist™

ords count. Put together, they reflect corporate culture. Used out of context, words become excuses, gibberish, and a basic waste of energy. It is important to encourage original thought by focusing on priorities and strategy. When people hear certain words and expressions often enough, they parrot them. Rather than use critical thinking to communicate, many people often gravitate to the same old, tired catchphrases. I sat in a meeting of highly educated business executives. The presenter was dropping the term “brand” into every other sentence. The word had lost its power and came across as a fill-in-the-blank substitution for a more appropriate thought. Many people used to do the same thing with the word “technology,” using it far from its reasonable definitions. These clichés do not belong in business dialog, in strategic planning, and in corporate strategy. These expressions are trite and reflect a copy-cat way of talking and thinking: • “Solutions” is a tired 1990s term taken from technology hype. People who use it are vendors, selling what they have to solve your “problems” rather than diagnosing and providing what your company needs. It is a misnomer to think that a quick-fix pawned off as a “solution” will take care of a problem once and for all. Such a word does not belong in conversation and business strategy, let alone the name of the company. • “Brand” is a marketing term. Strategy, culture, and vision are many times greater and more important.

• “So…” In the 1960s, TV sitcom writers began every scene with “So…” After enough years of hearing it, people intersperse that dialog into corporate conversations. It is intended to reduce the common denominator of the discussion to that of the questioner. It is monotonous and there are more creative ways to engage others into conversation aside from minimizing the dialog. • “Value proposition” is a sales term and is one-sided toward the person offering it. It implies that the other side must buy in without question. • “Right now” is a vendor term for what they’re peddling rather than what the marketplace really needs. Expect to render good business all of the time. • “Customer care” means that customer service is palmed off on some call center. • “Customer experience” comes right out of marketing surveys which rarely ask for real feedback or share the findings with company decision makers. That is so wrong, as customer service must be every business person’s responsibility. Service should not be something that is sold but which nurtures client relationships. Many of these stock phrases represent “copywriting” by people who don’t know about corporate vision. Their words overstate, get into the media, and are accepted by audiences as fact. Companies put too much of their public persona in the hands of marketers and should examine more closely the partial images which they put into the cyberspace. Our culture hears

18 SMALL BUSINESS TODAY MAGAZINE [ JULY 2014 ]

and believes the hype without looking beyond the obvious. Here are some examples of the misleading and misrepresenting things one sees and hears in the Information Age. These terms are judgmental and should not be used in marketing, least of all in business strategy: easy; better; best; for all your needs; perfection; number one; good to go; results; world class; hearts and minds; cool; at the end of the day; virtual; right now; not so much; and game changer. Street talk, misleading slogans, and terms taken out of context do not belong in the business vocabulary. Business planning requires insightful thinking and language which clearly delineates what the company mission is and how it will grow. These are the characteristics of effective words, phrases, and thus, company philosophy: • Focus upon the customer. • Honor the employees. • Define business as a process, not a quick fix. • Portray their company as a contributor, not a savior. • Clearly define their niche. • Say things that inspire you to think.

Hank Moore has advised over 5,000 client organizations including public sector agencies, small businesses, non-profit organizations, and 100 of the Fortune 500. Contact Hank by phone at 713-668-0664, by email at hankmoore4218@sbcglobal.net, or visit his website at www.hankmoore.com.

EDITORIALFEATURE

Redefining Yourself Through

Entrepreneurship By Aaron Kaplan

hen we find ourselves experiencing a calamity such as a job loss that immediately changes the landscape of our life, we are often told that “everything happens for a reason, and something positive will ultimately come from this.” As well-meaning and well-intentioned others may be in attempting to offer sympathetic gestures of support and ways to attach a more empowering and positive meaning to our present circumstances, the reality is that statements like those I just mentioned are the last thing one wants to hear in the midst of a life-altering crisis. I know because I’ve been there myself. But after surviving an unexpected job loss followed by an even unexpected divorce just a few short weeks later that ultimately brought me to Houston about a year ago, I am living proof that a lot of really great lemonade can be made from what may seem like not many quality lemons. The reality is that losing a job, regardless of whatever stage one might be experiencing in their professional life, can truly be an opportunity of a lifetime to reconnect with their core authenticity and, thus, redefine themselves and their environment. Entrepreneurship provides the process in which to accomplish that. The path toward entrepreneurial success begins with an honest and forthright examination and clarification of your authentic values and needs. Focusing on our values helps us recognize and apply our attention towards what matters most. We can avoid getting hijacked by the things that happened in our past by setting the necessary boundaries and that focus generates positive energy necessary for the creative process. Once we recognize what our authentic values and needs are, we can then align both our internal and external environments to reflect those values. Have realistic expectations for how long it will take you to redefine yourself and achieve entrepreneurial success. In all likelihood, it will take much longer than you initially thought and the process will also likely be more difficult than expected. You will encounter yourself getting distracted by all of your other life responsibilities. There will be moments when you will feel as though you are doing all of the necessary work but not receiving the expected reward. These challenges are normal, so continue hanging in there and discover new and exciting ways to remain resilient. Apply the GROW Model which stands for Goals, Reality, Options, and Willingness. Ask yourself, “What is ultimately most important to you? What is your current state of mind? What will happen if you decide to do nothing? What are the options you

are considering, and what other options COULD you consider?” And finally, “What are you willing to do? What will your next actions be, and when specifically will you take those actions?” Finally, as you embark upon your entrepreneurial endeavors that will ultimately redefine you and enable your true authenticity to manifest itself, always remember, regardless of what you may encounter, to always trust the process, trust your clients, and most importantly, trust yourself. If you do, you will quickly discover that there is genuine truth behind the lyric from the song “Closing Time” which states “every new beginning comes from some other beginning’s end”. Aaron Kaplan, Founder/Director of the Kaplan Project LLC, can be reached by phone at 832-831-9451, by email at AKaplan@thekaplanproject.com, or visit his website at www.thekaplanproject.com.

[ JULY 2014 ] www.SBTMagazine.net 19

EDITORIALFEATURE

How the Loyalty of Friends and Family in Your Community Can Help Jumpstart

Your Small Business By Lorraine Grubbs, President of Lessons in Loyalty

his is a story about how a small business in San Leon, Texas overcame the hurdle most start-ups face – lack of working capital. That means no money for help or advertising. Owners Matt and Kelly Railean relied on the loyalty of their friends and family to help launch their rum distilling business. “People thought we were crazy”, said Kelly. “They told us that the sale of rum was a huge market better served by the big brands, not some mom and pop distillery out of San Leon.” Well, Matt and Kelly proved all the naysayers wrong. In 2007, the building, the equipment, and the permits to distill the rum were in place. They were in business but their seed money was spent. Their budget tight, they worried about how they could afford to hire people to bottle and label the rum. Then Kelly did the thing that came naturally - she asked her friends and family to help… not with money but through volunteering of their time. Because Matt and Kelly had been great friends and huge community supporters over the years, when they called, people came. Thus the “Rumbassador” program was born. Kelly explained, “What we do is pretty unique. Most people have never been to a distillery, let alone bottled rum and filled barrels! I guess it also helps that most of our friends are either rum-drinking sailors or in the beverage industry. So they literally had the spirit.” To show the community her appreciation, Kelly decided to run for Mayor of San Leon which is a volunteer position. Her campaign strategy was to donate all monies raised during the race to the San Leon Volunteer Fire Department. Needless to say, she didn’t win but the community did not forget her generosity. Vendors, business owners, and the fire department joined the legions of “Rumbassadors”. You see, being a Rumbassador carries responsibilities. They ensure that every bar or restaurant they frequent carries the Railean 20 SMALL BUSINESS TODAY MAGAZINE [ JULY 2014 ]

Kelly explained, “What we do is pretty unique. Most people have never been to a distillery, let alone bottled rum and filled barrels! I guess it also helps that most of our friends are either rum-drinking sailors or in the beverage industry. So they literally had the spirit.” Rum line. Soon, sales were going up. While Matt and Kelly were busy making deals with major chains like Specs, the Rumbassadors got their rum in the majority of restaurants and bars in the Kemah/Seabrook area. They became great eyes and ears for Matt and Kelly as they alerted them to new bars and restaurants being built. The results speak for themselves. Today, Railean Rum has expanded their product offerings to include Light and Dark Rum, Agave, and Spiced rum. Their sales are up and their Rumbassadors number in the hundreds. The next time you are in San Leon, look up Railean Rum and schedule a tour. They’ll be glad to have you…and you’ll most likely become a fan! So, here’s to a small business that recognizes the value of loyal friends and family in their community. Railean Rumbassadors are a great example of how a small business can turn that loyalty into a winning combination.

Lorraine Grubbs is the president of Lessons in Loyalty. You can contact Lorraine by phone at 281-813-0305, by email at lorrainegrubbs@gmail.com, or visit her website at www.lessonsinloyalty.com.

EDITORIALFEATURE

How to Take the CHILL

Out of Cold Calls (Part 1) By Jack Warkenthien, CEO of NextStep Solutions

ast month, I was invited to speak to a roomful of Sales and Business Development Professionals that was sponsored by the National Business Development Association (NBDA). Their choice of topics: COLD CALLING! In Sales, there are few topics as polarizing as cold calling. Is it a necessary activity or a complete waste of time? On this day, I was the Judge, Jury, and Attorney in the Compass Bank “court room” and all eyes were on me as I made my opening remarks. Imagine the surprise on the faces of over 130 of my closest friends in the room when the first words out of my mouth were, “Cold-calling does NOT work, and I try to avoid them”. With pen in hand and eager to learn how they too could take the CHILL out of their frequent “cold” telephone prospecting calls and door-knocking activities, they didn’t expect me to say, “Don’t make ‘em”. Wait a minute, Sheriff, everybody makes cold calls-always have and always will. Let me approach the “bench” and provide evidence against them.

Cold Calling Doesn’t Work

In a study done several years ago at the Kenan-Flagler Business School at the University of North Carolina, it concluded that four out of every five B2B decision-makers in the U.S. (that’s 80%) absolutely, positively would NOT buy as a result of a cold call. over a two week period. To say the results were dismal would be an understatement. The verdict: • 72% of the calls were outright rejections. This included hang-ups, people saying “No”, and so on. • 28% of the calls were labeled as “productive”. Productive? Yes. These were people who didn’t hang up right away, showed some interest, and asked to be called at a later time, etc. Before you jump out of your box and “object”..... • The 28% totaling 1,774 calls resulted in 19 (yes, that’s NINETEEN) appointments out of the total 6,264 cold calls made. • Success rate of cold calls to appointments: 0.3%. Based on the average closing rate of 20% or one out of five deals. That equates to barely four sales. Four sales from 6,264 cold calls. In summary Your Honor, experienced Sales Reps can expect to SPEND (v. invest) 7.5 hours of cold-calling to get ONE qualified appointment!

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Since most Sales Reps DO NOT GET PAID TO PROSPECT, they’re always looking for ways to increase their SELLING TIME. Sadly, when we do some introspective thinking, most of us, if we’re lucky, are investing 20% of our time in Sales activities. The remainder of the time is spent in lower payoff activities such as administration, marketing, and non-Sales related tasks.

Your Jack’s Snack:

Before you ever pick up the phone again, do your “3 x 3 Research”. Find three pieces of relevant information about your Candidate in three minutes. This bit of research takes the chill out of any cold call since before you dial you’ve learned something about their business, their potential challenges, and even about their competition. Understand there’s a fine line between doing too much research and not doing enough. The co-founder of Vorsight, a Consulting practice, taught me there are two (Sales) types: Librarians and Cowboys. Librarians spend all day researching and they don’t make enough calls. Cowboys are so gung ho about dialing for dollars that they never do any research. As a Sales Professional, you want to always do quick and easy research, attack that phone, and never look back! Next month, you’ll learn “You Never Get a Second Chance at a First Impression” and how a little Research converts your Cold Call list into a Century Club of Warm and Hot leads. Court is adjourned for the month. Jack Warkenthien, CEO, NextStep Solutions, can be contacted by email at www.jwarkenthien@nextstep-solutions.com or call him at 832-344-6998. You can also visit his website at www.nextstep-solutions. com.

EDITORIALFEATURE

Getting Organized:

Use the 6 Cs to Organize Your Office By Holly Uverity, CPO®, Office Organizers

believe that anyone who truly wants to get his or her office organized can. It’s much more than just tossing things out and making new folders; it requires time, energy, and commitment to change – or what I call the 6 Cs.

Consciousness

We are all familiar with the quote, “The definition of insanity is doing the same thing over and over again and expecting different results.” When it comes to organizing, people often believe that this is the time that they are going to get and stay organized; this is the time that it will work. Yet they’re not really aware of what’s going on. They don’t understand that getting organized, like any other behavior change you want to make, begins with being conscious. Being conscious means that you are aware of what is actually going on with you and your office. For most people, that means stopping and taking an inventory of not only your physical space but your emotional space. It’s important to become fully aware of what the issues are and what possible solutions might be. Beginning an organizing project without becoming conscious first will ensure that your organizing efforts will fail. You’ll continue to do the same thing, expect different results, and never understand why it isn’t working.

We are all familiar with the quote, “The definition of insanity is doing the same thing over and over again and expecting different results.” feel guilty? Are you getting organized out of fear or out of a true desire to become more productive and efficient?” These are all valid reasons to begin an organizing project but require different approaches, different skills, and different resources. If you don’t have clear ideas of what you want your space to look like and how you want to make changes, it won’t happen. It’s important to get clear about both the how and the why before you begin so you’ll be able to make adjustments later. Understanding the why helps you as you are faced with making decisions throughout the course of the organizing project.

Commitment

Organizing is a skill and as such, it can be learned. As with learning any new skill, getting organized requires commitment; commitment to the process, commitment Clarity to change, and commitment to making ad If you don’t know why you want to get justments. organized, you won’t. It’s critical that you have clarity before you begin; otherwise it’s a We know that it takes 28 days to crewaste of time to start. Ask yourself,“Why are ate a new habit, so start making changes in you getting organized; what are your goals? one small area and commit to those new Are you doing this for you, for your spouse, behaviors for 28 days. If you miss a day for your boss? Are you doing this because and accidentally backslide, the 28 days start you want to or is it because you have to? over. Remember that the behavior change Are you ashamed of your space? Do you doesn’t have to be something huge – it’s 24 SMALL BUSINESS TODAY MAGAZINE [ JULY 2014 ]

important that you commit to the process and have some positive results and that will give you the motivation to continue. You can commit to change.

Creativity

One size does not fit all when it comes to organizing so be sure to tap into your creativity when trying to design your new system. Take a look at what works for others but don’t be afraid to tweak what you see to make it work for you. Be creative in your tools – look for organizing products in non-traditional places. There are lots of places now where you can buy fun and functional organizing products. If your system isn’t your own, you won’t use it. And remember, it’s ok to tweak it as you go.

Calculations

One of the biggest mistakes people make is not realizing what they need for their organizing project before they need it; they neglect to calculate their time, tools, and resources. To calculate your time, begin by writing down how you spend your day. Write down everything you do and how long it takes you and you’ll begin to see how much time you’ll have to budget for this project. To calculate your tools, recognize what organizing tools and products you already have so you don’t buy what you don’t need. To calculate your resources, plan the project. What will you need when? Will you need extra recycling bins at your desk? And don’t forget people – they are one of your best resources – who can help you with this? How can they help you? What can you do and what can they do that will move you along this project?

»Continued on Page 35

EDITORIALFEATURE

The Greatest Business Lesson

I Have Ever Learned By Howard Partridge

ast month, I shared that I had learned two secrets that changed my life. The first is that you’ve got to have systems in your business if you want a predictable, profitable, turnkey operation. The second secret is what I call “the greatest business lesson I have ever learned”. The greatest business lesson I have ever learned is that my business exists for ONE and ONE reason ONLY. And your business exists for the same reason…to be a VEHICLE to help you achieve your L.I.F.E. Goals! The everyday demands of a business have a dramatic impact on our personal lives. The good news (no, phenomenal news) is that the impact can be POSITIVE! It doesn’t have to be negative. So, the first step toward a phenomenal business is to understand why it exists – to enhance your life.To be a vehicle that takes your life from where it is to where you want to go. You went into business because you had a dream of working for yourself and having more free time, but then you got sucked into the constant demands of the business. Before too long, you were enslaved by it. The key is to design your LIFE GOALS first.You must have a vision for what freedom looks like to you. One of the tools I use is the Wheel of Life that has the 7 core areas of life.You rate yourself on the 7 areas on a scale of 1 through 10.You assess your life as it is now and compare each area to what you want it to look like.

And your business exists for the same reason…to be a VEHICLE to help you achieve your L.I.F.E. Goals! goals. It’s the vehicle you have chosen. You design the business to facilitate your life goals. Don’t get me wrong – you’ll still work just as hard – and if you don’t have money, you may have to invest more “sweat equity” than you ever imagined to get where you need it to be.You may have to work long and hard in the beginning. But if you design your life goals first and build your business around that vision, you will avoid being a slave to your business.Your business will add to your life instead of taking away from it. When I first read The E-Myth Revisited, I finally understood how to stop being a slave to my business. Michael Gerber talks about your primary aim.When you design a compelling, purposeful, phenomenal picture for your life and design your business around your life goals, you’ll approach your business with more purpose and direction. You’ll have a compelling reason to build it. With a compelling vision for your life, you’ll be willing to learn what you need to learn and, more importantly, implement it. The other side of the proverbial coin is that your personal habits have a dramatic impact on your business. To grow a phenomenal business, you’ve got to become a phenomenally successful person with positive habits. Just knowing how to build a business is not enough.

You develop a vision for your life first.

If you don’t have a clear vision for the life you want, you won’t build the right kind of business. You must get the fact that your business works for you. You don’t work for the business. Your business is a vehicle to help you live out your life

Howard Partridge, President of Phenomenal Products, Inc., is the author of 7 Secrets of a Phenomenal L.I.F.E. and 5 Secrets of a Phenomenal Business.You can contact Howard by phone at 281-634-0404 or visit his website at www.HowardPartridge. com. [ JULY 2014 ] www.SBTMagazine.net 25

EDITORIALFEATURE

Are You Getting a Divorce and Own a Business? Unique Issues Impacting the Business Value - Part 1 By Jeffrey D. Jones, ASA, CBA, CBI

f you own a business and you are getting a divorce, there are some unique factors that can have a major impact your marital estate in Texas. Whether or not your spouse works in the business or owns stock or partnership interest in the business, your spouse is deemed to own 50% of your ownership interest in the business. The spouse operating the business is known as the In-Spouse and the non-operating Spouse is known as the Out-Spouse. Before a divorce can be finalized, the Court will require that both sides submit an inventory of all the assets owned by the estate and their market values. If you and your spouse are unable to come to an agreement as to the value of the business, real estate, and personal property, the Court will require appraisals of the items in dispute. The value of the business will often be the single largest item in the marital estate. Its value, along with the value of the other items owned by the marital estate, will be utilized by the Court in reaching a final opinion as to how these assets will be divided among the parties. Usually, the Court will allow the In-Spouse to keep the business and offset that value with the other assets owned by the estate for the Out-Spouse. Sometimes, however, there is not enough value in the other assets to offset the business value. In this case, the Court may require the business to be sold or utilize loans or promissory notes to equalize the values. In Texas, State and Case Law dictates some unique factors that must be considered when valuing a business and/or ownership interest therein. These factors include who is qualified to conduct a business appraisal and which items are to be included and excluded in the final opinion

There are two circumstances under which separate property assets may come back into the marital estate.

business acquired during the marriage, will be included in the marital estate. Assets acquired by either party prior to the marriage or assets obtained by way of gifts or inheritance are usually considered separate property not included in the marital estate for division purposes.

of value. These factors will be addressed in a series of articles to come in the following issues of this publication.

There are two circumstances under which separate property assets may come back into the marital estate. The first is when marital assets and/or community time and effort have been expended upon the separate property assets. An example would be when community funds are used to pay expenses of separate property assets or separate property income is used to pay community expenses. In these circumstances, many courts have determined that the separate property and marital property assets have become so commingled that they are indistinguishable. The other circumstance which can bring separate property into the marital estate is when there has been growth in value of these assets from the date of marriage to the date of marital dissolution. In several States, including Texas, case law dictates that the growth in value was due at least in part to the community efforts and therefore allows the increase in value during marriage to become a marital asset. To protect your separate property assets from becoming part of the marital estate, extreme care should be taken to maintain separate business and personal accounts for the income and expenses and not intertwine the income and expenses.

MARITAL ASSETS

All States consider a business a marital asset whether in a Community Property State or Equitable Distribution State. In Community Property States, like Texas, the husband and wife are deemed to own a business on a 50/50 basis regardless of their actual ownership or participation in the business. In Equitable Distribution States, the courts look at the financial situation that each spouse will be in after the termination of the marriage and divides the assets in a manner fair to each spouse, taking into consideration the earning power of the spouses, separate property of the spouses, the value that one spouse contributed as the homemaker, the duration of the marriage, the age and health of the spouses, marital infidelity, and who has the children, among others. In Texas, the Courts will consider the financial situation of each spouse after the divorce, the earning power of the spouses, and separate property of the spouses, in reaching a final opinion of value of the assets and their distribution among the parties. In marital dissolution cases, the courts will require that both parties render a list of the assets they own along with a determination of value. These assets are to be identified as either marital assets or separate property assets. Assets, including a

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Jeff Jones is the President of Certified Appraisers, Inc. and Advanced Business Brokers, Inc. located at 10500 Northwest Freeway, Suite 200, Houston, TX 77092. He can be contacted by phone at 713-401-9110 or by email at jdj@advancedbb.com.

EDITORIALFEATURE

SBA Loans for Franchises By Bruce Hurta, Business Lending Manager

BA government-guaranteed loans are often used for financing the purchase or startup of a franchise business. As with non-franchise businesses, SBA loans have lower down payments, longer repayment terms, and easier qualifying criteria than conventional bank loans. Since small businesses have traditionally obtained financing from their community banks and since there are now more big banks interested in middle market and public companies, SBA loans have become a very important alternative to conventional bank financing for them. Will the typical SBA lender show preference for a loan application to finance a franchise as compared to a non-franchise business? Perhaps the best way to contrast and compare would be to look at the five qualifying criteria for SBA small business loans: 1. Evaluating repayment ability – The easiest way for a lender to evaluate small business repayment ability is to view the track record of earnings and cash flow available for debt service. New business startups without track records bear the burden of predicting income rather than demonstrating past income available for debt obligations. This is true for both franchises and non-franchise businesses. If, however, the small business borrower is affiliated with a franchise, the SBA lender is able to evaluate the track record of the franchisor and its franchisees. Therefore, being part of a franchise with a good financial track record can be very helpful. Of course, the longer the successful track record of a franchise, the more expensive the franchise fees become for the franchisee!

2. Evaluating business management experience – A most important ingredient for a successful business qualified to repay an SBA loan is the management experience of the borrower(s). It is critical for the SBA lender to understand that management is capable of running the business based upon their education and work experience background. It becomes less essential if the small business borrower is affiliated with a successful franchise operator. Some franchises actually prefer franchisees without prior same industry experience. It assures them that the franchisee is more likely to follow their model for success rather than trying to run things “their way”. 3. Evaluating the adequacy of owners’ equity – Every SBA lender must require the borrower to use some of his own funds to start the business. No SBA lender can loan 100% of the project cost. The borrower must have some of his own “skin in the game”. Once again, if the SBA small business borrower has affiliated with a franchise that has a successful track record, that can be a factor which lowers the down payment or equity requirement to borrow with SBA funds. 4. Evaluating credit history of the applicant(s) – Affiliation with a franchise will not fix a small business borrower’s bad credit. Good personal and business credit records are required for most types of small business loans. 5. Evaluating collateral sufficiency – SBA loans do not require collateral if the

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small business borrower does not have assets they can pledge. With that said, it is always helpful to provide assets for collateral when borrowing small business funds. Having collateral strengthens the transaction. Having an affiliation with a franchise that has a successful track record also strengthens the loan application. Therefore, it can positively influence the amount of collateral required for the loan.

In most cases, to receive favorable consideration from an SBA lender, the franchise needs to be one with a lengthy, successful financial track record. Affiliating with new franchises or franchises with poor track records is not that helpful to the SBA lender. If the borrower believes in the new franchise model, it may be helpful to affiliate for cooperative marketing with other franchisees for trademarked recipes or operations or for financial and inventory management systems. With new franchises, however, the lender will not be able to see the benefit of these systems without a track record. In summary, the benefits of franchise affiliation for the small business owner can be just what the banker ordered to approve the loan.

You can learn more about SBA lending and small business finance on Bruce’s blog at brucehurta.wordpress.com. For more information about SBA real estate loans for small businesses, contact Bruce Hurta, Business Lending Manager at Members Choice Credit Union, by phone at 281-384-2595 or by email at bhurta@mccu.com.

EDITORIALFEATURE

Giving Back:

An Expectation, Not an Option By Aimee Woodall, Owner of the Black Sheep Agency

ncluding a substantial giving component into your branding strategy is no longer an option — it is an expectation. Just look at the success of brands like TOMS, Warby Parker, and FEED, all of which incorporate giving into nearly everything they do. Consumers are increasingly more conscious about issues that are important to them and they want to know the products and services they use are making a difference. I encourage everyone to not view giving back as something a brand should do but something a brand must do. And companies should not only take note, they should take ACTION, because it’s good business and it’s also good for the world.

Here are five tips for incorporating a giving strategy into a brand:

1. Look to your community. To incorporate a giving portion into any strategy, you should first take a look around you at those who are already doing good in your community. What are the local organizations, clubs, and institutions that are serving the area and how can you get involved? We are ALL stronger and can do more when we collaborate. 2. Devote substantial time to focus on giving back. For any giving strategy to REALLY make a difference, you should build in enough time to think critically about your approach and what you want to ultimately accomplish. Sponsoring a little league team, writing a check, or donating a silent auction item isn’t enough. An effective giving strategy needs to have targeted, well thought out goals. 3. Keep your giving strategy consistent with brand voice. Let’s say, for example, your client owns a restaurant that serves delicious, fried, artery-clogging treats. Should they be giving money to help eradicate heart disease? Well, probably not. That looks kind of funny. Instead, identify a cause that is connected to your brand or one that

your client is passionate about. This will help consumers understand WHY the brand is investing time into giving back to a cause. 4. Consider creating a standardized giving program. If you LOVE to give back to the community, it may be hard at times for you to say no to worthy causes that come knocking at your door. Creating an organized system that will allow you to filter through requests and find those that are most appropriate for your organization is critical. Not only will it help you avoid wasting time on opportunities that don’t “fit” with your company, it will also help you maintain a positive relationship with the requestor by clearly defining your decision-making criteria. 5. Don’t fake it. Consumers are smart. They can pick out a brand that isn’t fully invested in a giving strategy or is doing it solely for recognition. The best way to avoid coming across as fake is to choose a mission you sincerely care about. There are no one-size-fits-all plans for giving back. Make it work the best way you can. Giving back is no longer an option. I intend for my business to be on the forefront of what marketing agencies are doing to foster this movement. That is why I made the commitment to require a substantial giving component as a part of every marketing strategy my company develops and I encourage every company to do the same. Aimee Woodall is the owner of the Black Sheep Agency, a Houston-based creative agency specializing in non-traditional public relations, social media, and experiential marketing.Whether the client is a nonprofit already doing amazing work in the community, a small business that has a cause-driven mission, or a larger company that wants to connect with consumers by giving back, the Black Sheep Agency has a commitment to propel positive change through the work they do with their clients. Contact Amy by phone at 832-971-7725, by email at aimee@theblacksheepagency.com, or visit the website at www.theblacksheepagency.com. [ JULY 2014 ] www.SBTMagazine.net 29

EDITORIALFEATURE

The Millennials are Coming!

The Millennials are Coming! By N.D. Brown

Maybe you missed it because there wasn’t a “one if by land” and “two if by sea” warning. The ‘Y’ generation got renamed Millennials and at light speed they became the next big thing.

of your target audience! • Every year, almost 400,000 are turning 21. • This vibrant, better-educated, and more socially aware group makes up almost half of the workforce and that means they are spenders.

And if you are not one of them, or even if you qualify to be one, you need to start understanding them and thinking like them.

More important than the immense size of the Millennial Group is the shift in their attitude toward work, life, and brands.

Who are they?

Are you sure your small business (your brand) is positioned to answer what this population segment wants?

oo late! They’re already here.

Like the Baby Boomers who were defined as those born in the late ‘40s and ‘50s, the Millennials are defined by the decade in which they were born - the ‘80s and ‘90s. They are twenty to thirtysomethings. The Boomers are often described as the bulge in the population progression but the Millennials are right behind with a new, more powerful bulge. As the “Greatest Generation” dies off, the Boomers are close behind taxing the healthcare system and frustrating the work force. They are too healthy to worry about an overburdened healthcare industry and tomorrow is not as important as today. Check out the obituary pages. It used to be unusual to see a nonagenarian listed but now it is almost a daily occurrence. We all know that Americans are living longer and the Millennials are right behind the Boomers, shoving them aside to take their deserved place.

Here are a few facts to consider as you look at your customer base:

• In the U.S., there are about 80 million Millennials versus 70 million Baby Boomers. That is about 25% of our population and probably close to 70%

Motivational guru Zig Ziglar (now deceased) used to say, “You can have everything you want if you will just help other people get what they want.” Is your business ready? Because the Millennials want things their parents wouldn’t have thought to expect. As employees, they want to work with companies not for them. They expect to be listened to and heard. We all are motivated by money but this digitally knowledgeable and talented group wants meaningful work where they understand and are included in the bigger picture. They want to know how their efforts affect the end result. Their lives are filled with digital objects so they are willing to shop a wider marketplace evaluating more brands than their parents ever thought to consider. And instant gratification is too slow. We have all sat in darkened movie theaters when, in spite of the multiple requests to turn them off, a smart phone

30 SMALL BUSINESS TODAY MAGAZINE [ JULY 2014 ]

lights up pulling all eyes and minds away from the screen. Are they that important that they must see and respond to every message and every tweet that very instant? Yes they are. A friend of mine who teaches marketing and advertising at the college level recently wrote a blog about the possible demise of TV. I suggested TV was still the most powerful selling tool a marketer has. The difference is, TV is moving from the living room to the hand. A well known director of popular films, David Lynch, amidst a flurry of expletives, railed against watching one of his movies on a phone! Too late David! The medium is still the message but the device has changed. This new group of consumers seems to be satisfied with whatever will allow them to be connected to the most people in the fastest time. Is your business addressing the “new” ways to get your message into the right hands at the right time? As a small business, one of your key benefits is size and speed. Your business should be a perfect fit for the Millennials. Are you sure your brand fits into the life expectation of this socially conscious group. They participate, they feel power, they want their voices heard, and they expect action when they express an opinion. Are you green? Does your customer base know it? Does your brand demonstrate your participation in social issues?

»Continued on Page 35

EDITORIALFEATURE

The What, the Why,

and the How of Success By Mike Muhney

f you are like most people, you want to be more successful in your career, your recognition from others, or even your social network. Perhaps you are applying yourself in a way that you believe your journey of improvement is taking you toward your definition of success. Becoming what you want requires evaluating the steps you need to take to realize your goals. It requires stepping outside your comfort zone. It also requires you to make investments in yourself. And, it requires a determined commitment on your part for which no amount of self-help books on success, inspirational speeches, or encouragement from others will compensate. In its purest form, commitment doesn’t require any of those things. In order to get where you’re going, it helps to acknowledge what might deter you. I suggest taking a look at yourself from some other angles, you know, those “blind spots” that we all have trouble seeing. Don’t be fooled into believing that everything is fine or “under control”. As the saying goes, even if you’re on the right track, you’ll still get run over if you stand still. Instead, let’s consider these three essential components that may help to shine a spotlight on those blind spots: ability, motivation, and attitude.

The What: Ability

Ability is the possession of a natural aptitude, whether physical or mental, in your power to perform. But possession does not automatically translate to the application of it. If you subscribe to the saying that there is greatness in all of us, the core of that greatness starts with the raw material that you must discover and from which that greatness will derive. We often hear the phrase “find your passion”. Discovering your passion is the genesis, but it is only a starting point on your journey. Assuming that you have a clear grasp on what your passion is; it then has to ultimately be married to an innate ability that, with further practice, training, and commitment will manifest the potential within you.

The Why: Motivation

Motivation is a force or condition of eagerness that causes you to act. Recognizing and acknowledging your ability is the key. Turning that key in the ignition of your mind requires motivation. It has been said that there is no greater personal loss than having ability and doing nothing with it. With regards to the potential 32 SMALL BUSINESS TODAY MAGAZINE [ JULY 2014 ]

for personal achievement and fulfillment of your purpose here on earth, I agree. Herein lays a secret that is so often overlooked. I believe this could be what causes your motivation to live or die. The secret is the difference between having a self-serving motivation versus a motivation that seeks to serve others. Paraphrasing what Winston Churchill said, “We make a living by what we get; we make a life by what we give.” In my experience, for motivation to truly thrive, it must be directed toward the purpose of giving rather than getting.

The How: Attitude

Attitude is the Holy Grail, the ongoing culmination of your ability and motivation. It represents the feelings or frame of mind that determines your behavior. After all, no one can see your ability or your motivation. They see only your actions; they hear only your words. In effect, your behavior is your brand and your brand reveals your destiny. If birthing motivation begins in your mind, then building the attitude that gives it life comes from your heart. There are thousands of examples of people—celebrities and civilians—who made something of themselves by joining ability, motivation, and attitude to reach their definition of success. But even if we recognize them all as “professionals” in the sense of being at the top of their game, you must understand that what it took to get there will actually intensify in order to stay there. In a nutshell, ability is what you are capable of doing, motivation determines what you do with it, and most importantly attitude determines how well you do it. The greatest frontier of opportunity to achieve success, however you define it, exists in your mind. To become what you envision, there are no shortcuts. Start by examining whether or not you are capable of producing more than what you are presently accomplishing. As Mark Twain said, “There are a thousand excuses for failure but never a good reason”. Mike Muhney is the co-inventor of ACT! He is also the CEO & co-founder of VIPorbit Software - creators of VIPorbit mobile relationship management apps for iPhone, iPad, and Mac.viporbit.com. You can contact him at www.mikemuhney.com.

EDITORIALFEATURE

Converting Contacts to Customers: Part 1 By Gail Stolzenburg

ike most entrepreneurs, I went to my first networking event with the idea that I would collect a lot of business cards of prospects for my business. I approached the attendees with information on my products, my company, and myself, thinking that they would be excited about an opportunity to purchase my products or services. What a rude awakening when I found that most people were just turned off. It was a paradigm shift learning to begin by giving referrals or other gifts rather than asking for them. I heard Zig Ziglar say, “You can get anything you want in this life if you just help enough other people get what they want”, but I was unaware that it applied to me. One of the top sales trainers in the world, Brian Tracy, used to focus on the best closing techniques. Now, he focuses on building trust and rapport. There is a story about two radio stations. The first is KIAAM and it stands for “Keep it all about me”, one of the biggest mistakes made in networking. The other station is WIIFM which stands for “What’s in it for me”, what the person you’re talking with is thinking. A good practice is to write out your anticipated conversation before networking then count the number of times you write “I” and “We” and change them to “You”. One of my mentors, Dr. Ivan Misner, founder of BNI, says we should be listening 70% of the time and only talking 30% of the time. And, the 30% of the time should be spent asking questions. Some of the questions I ask are: “What got you started in that line of work? What do you enjoy best about it? What is your greatest challenge? Where else do you network? Is there someone here who you would like to meet? What would be a good referral for you? How do you market your business? Would you like to attend other networking events? I publish a list of networking events; would you like for me to send you that list? I sub-

It was a paradigm shift learning to begin by giving referrals or other gifts rather than asking for them. scribe to an e-newsletter with valuable business building tips at no cost; would you like for me to send you the link?” After learning something about each other, we can decide if we want to continue the conversation by setting up a meeting. The cardinal rule of networking is to never try to sell someone, just share information and see if there’s a reason to continue the conversation later. After saying hello, the most asked question is, “What do you do?” Most people say they are a banker, realtor®, insurance agent, salesman, etc. and the conversation stops. That is what they are rather than what they do. To keep the conversation going, I use these magic words from best-selling author and networking trainer Tom “Big Al” Schreiter: “Do you know how…most busy entrepreneurs have little time for optimum health? Well what I do is…show them three ways to get and stay healthy in 15 minutes a day.” You can develop your own answer by just filling in the blanks. Would you join me in committing to never “upchuck” on someone while networking? In our next article, we will cover what you can do and say at your first one-to-one meeting to begin converting your contact to a customer.

Gail Stolzenburg, Chief People Connector, can be contacted by email at Gail@GailStolzenburg.com, by phone at 281-4931955, or visit his website at [ JULY 2014 ] www.SBTMagazine.net 33

EDITORIALFEATURE

Financial Astrology for

July 2014

By Christi Ruiz, Business Spiritual and Intuitive Life Coach

ARIES (March 21 - April 20)

Mars enters into your house of investments on the 25th. Now is the time to cash in. This also is the time to work hard for your goals. You can gain economic support during this time period.

TAURUS (April 21 - May 21)

Mercury goes direct on the 1st of the month. This means that all the financial obstacles you have seen in the last month are at the end. Venus enters into your wages zone and can cause you to spend more than you should.

GEMINI (May 22 - June 21)

The Sun, Mercury, and Venus are influencing your earnings zone bringing new opportunities of income. These planets are up against Pluto’s influence and you may need to seek joint resources. Uranus is in your networking house making tense negotiations and financial matters a bit more difficult.

CANCER (June 22 - July 22)

Jupiter enters into your income zone on the 16th and brings luck and financial opportunities. These opportunities to increase your income will continue for the next 12 months. A generous New Moon is conjunct (together) with Jupiter on the 26th making this the time to focus on your goals and put them into action.

LEO (July 23 - August 22)

Mercury and Venus are in your intuition zone which makes this a time to dream up the new business plan, project, or goal. Neptune enters your finance zone on the 19th and will sort out any lingering credit matters. The Grand Trine of planets will enhance any prognosticating of the markets or investments during the 24th and 25th.

VIRGO (August 23 - September 23)

Mars is in your income zone until the 25th giving you the drive, determination, and opportunity to increase your earnings. Now is the time to make the most of these opportunities. You may seek out and conquer all that you can of cash.

positions, business opportunities, and just plain money opportunities.

SCORPIO (October 24 - November 22)

Mercury turns direct on the 1st bringing you luck and money opportunities. Venus and Uranus impact your work zone with opportunity for unforeseen cash. Jupiter enters your career zone on the 16th allowing finances to soar for the next 12 months.

SAGITTARIUS (November 23 - December 21)

Full Moon and Grand Cross of planets in your earnings zone will make you empty your savings and extra cash to pay off debts and credit obligations. Jupiter, Mars, and Uranus enter into your loan zone and your joint resources zone. Jupiter will assist in finally normalizing financial matters.

CAPRICORN (December 22 - January 20)

Jupiter enters your zone of joint resources on the 16th for one year. This will allow you to reach out to others for cash without rejection. This is a great time to restructure your debt, seek capital, invest in the markets, or combine forces through marriage. Just beware of the fine print or of taking on too much debt.

AQUARIUS (January 21 - February 19)

This month Neptune trines (harmonious effect) with Mercury bringing new opportunities for cash. In addition, the super charming of the Moon – Venus are in conjunction (come together) on the 19th and 24th which makes this a perfect period for negotiations, networking, and influencing others. All of this will increase your income and revenue.

PISCES (February 20 - March 20)

You have seen difficulty since the beginning of the year in finances due to the influence of Uranus and aggressive Mars. Venus enters your community zone on the 7th which makes this a good time to volunteer or financially help the community. Mars will leave your financial zone on the 25th and things will calm down and go back to normal in your financial zone.

.LIBRA (September 24 - October 23)

Saturn is in your income zone and makes you a bit of a tightwad with your pocket book. The New Moon will square (a good influence) Mars in your wages zone. Luckily, Saturn forms a Grand Trine of planets in your work zone. This will bring you new job 34 SMALL BUSINESS TODAY MAGAZINE [ JULY 2014 ]

Christi Ruiz is an expert in spiritual and intuitive sciences. She uses these skills to assist with one’s success in real estate, business, and personal matters. In addition, Christi’s many years of experience working for banks and mortgage companies gives her an extra edge in

»Continued From Page 12 The Assessment of Your Business is Personal Diversification and delegation are ongoing training platforms which the business owner must consistently visit. Diversify responsibilities while at the same time cross train each associate working with you. Examine your own task list and decide what specific tasks can be delegated to a trained associate in your office. Spend time away from your business to do better “in your business”. Business owners need time to “sharpen the saw”. The best new ideas for change that can take your business activity to the next level often happen while away from the daily must-do on your task list. Go to the beach, the mountains or your backyard and spend time alone to get clarity on growth and development of your company.You didn’t decide to become an entrepreneur by being a slave to your company. We, as human beings, are constantly maintaining stability in our lives. We work hard to get our business to where we feel safe and comfortable. It’s difficult to institute change. The most difficult challenge is the battle we have within ourselves to allow change to happen. If your business model is lacking what you need to bring your production and services to the next level, break the current pattern and replace it with a new pattern. New patterns to institute change within you and your business can be time away from the business to work on yourself and your business model. Reading new literature of substance relating to your business proves fruitful. Signing up and taking a course that allows your creative juices to flow will always improve your business. The same routines that keep us comfortable, predictable, where our ideas are safe and where our skills are sufficient will not produce lives and a company that are wise and skillful. Take a company temperature reading and make plans for change, today.

»Continued From Page 24 Getting Organized: Use the 6 Cs to Organize Your Office Consistency

Keeping your desk clear, emptying your email inbox, processing your paperwork in a timely manner, these are all examples of consistency. Being consistent is truly the key to staying organized – it’s not workable to create new systems all the time so it’s important that once you make a decision about how to handle your paper, you do it that same way over and over again. When you are consistent, you begin to run on autopilot for the mundane, ordinary things and you actually clear space in your brain for the creative, fun parts of your work. Automate the routine things in your office so you’ll have the time and energy to deal with the things that are not.

Office Organizers, founded in 1993 by Holly Uverity, is The Entrepreneur’s Organizer. They work with business people to create solutions for their organizational challenges. You can contact them by phone at 281-655-5022 or visit them on the web at www.OfficeOrganizers.com. “Like” them on Facebook at www.fb.com/OfficeOrganizers.

»Continued From Page 30

The Millennials are Coming! The Millennials are Coming!

Millennials expect the products they buy and use to have a face. They do not and will not trust anonymity in the products they buy. Are you on Facebook, Twitter, LinkedIn, YouTube, Instagram, etc.? Your customers want you there and if you are not, you are in danger of being dismissed. Don’t expect loyalty. These people are arrogant. As buyers, they expect to be in charge of the purchase process. They have been taught to be creative, to think outside the box, to push the envelope, to see the big picture. They live the whole lexicon of clichés but would never admit it. Why? Because they think of themselves as individuals even though they relish being like others. Does your marketing strategy account for that? The Millennials are here. They are big, powerful, and ripe for the benefits of small businesses.

Rita Santamaria is the owner and founder of the largest real estate school in the nation, Champions School of Real Estate. www.ChampionsSchool.com and Champions School of Professional Development at www.TheChampionsProfessional.com

N.D. (Don) Brown is a Principal of Brownchild Ltd., Inc. located at 3754 Sunset Blvd., Houston,TX 77005. You can reach him by phone at 713-8079000-O or 713-822-8370-C. Email him at don.brown@brownchild.com or visit his website at www.brownchild.com. [ JULY 2014 ] www.SBTMagazine.net 35

ADVERTISERS INDEX 1

Champions School of Business Development Champions School of Real Estate

Dosey Doe

Elite Limo Houston

Gwen Juarez Photography

Houston Minority Supplier Development Council

INSIDE BACK COVER

Howard Partridge

Main Street Chamber of Commerce 21 MasterWord Services

MJWJ Talk Radio 23 My Body Restore 21

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JULY 2014 EDITION HOUSTON NAWBO

Nerium

RushMed Pharmacy

Sales Nexus

Seamless Industries/Small Business Expo

Small Business Today Magazine Radio Show The Bougainvilleas Virtual Intellegence Providers Westpark Communications

BACK COVER 27 31 INSIDE FRONT COVER