Exceptional People Magazine March/April 2021 by Atela Productions, Inc.

March/April 2021

The Art of Persuasion: Getting Others to Agree with You Know Who You Are and Sell It How to Achieve Exceptional Results with Systems

From a Refugee Camp to the

American Dream Dr. Katarzyna Tesmer

Founder and Publisher Editor-in-Chief Monica Davis Writers & Editors Jon Crump Marla Gem Suzanne Harris Company Writers & Contributors Donna Carletta Kathy Kentty Pat Markel Other Contributors Andrew Horton Greg Williams Jack Canfield Annemarie Cross Art and Graphics Designer Jenette Antonio Sityar Exceptional People Magazine is published bi-monthly by Atela Productions, Inc. The opinions of the contributors are not necessarily those of Atela Productions, Inc. Exceptional People Magazine is a copyright of Atela Productions, Inc. The contents of this publication may not be printed, copied or distributed without the express written consent of the Publisher. Copyright © 2020 All rights reserved.

LETTER FROM THE PUBLISHER Dear Friend: I am pleased to introduce the March/April 2021 issue of Exceptional People Magazine. The year 2021 is moving right along. Although last year was a very challenging year for all of us, and in many cases still is for millions of people, many have established new dreams and have set new goals as a result of those trials. We believe the stories in this issue will help inspire you to keep pressing forward no matter the circumstances in front of you. With consistent faith, perseverance, patience, and an attitude of gratitude, you’ll accomplish more than you can imagine. As you continue your journey, ensure that you adopt the right mindset, be prepared, do at least one thing every day to bring you closer to your goal, and position yourself for success by having the right people on your team who believe in your vision and are committed to helping you achieve it. Remember, always seek to use your gifts, talents, and skills in ways that are a blessing to others. We thank you for your continued readership. With every wish for great achievements,

Monica Davis Founder

For advertising information please contact. The advertising department at 703-273-2035. Contact us: Atela Productions, Inc., 2961-A Hunter Mill Rd., PMB 624, Oakton, VA 22124-1704 www.exceptionalmag.com

P R O D U C T I O N S , INC.

CONTENTS EXTRAORDINARY PROFILES

DR. KATARZYNA TESMER From a Refugee Camp to the American Dream

MINDING MY BUSINESS

14 16

Business Book Review How Crazy Ideas Sometimes Change the World Empathy + Ego = Sales

How to Achieve Exceptional Results with Systems

Sweet Success: The Impossible Little Treat That Made a Fortune

The Impact of Target Marketing in Small Business

The Power of Business Storytelling

Business Networking Advice: Know Who You Are and Sell It

Key Components That Lead to Steady Business Growth

What to Include in Your Market Analysis

We know that life is not without challenges or adversity but our resilience can genuinely be tested during such times as these. Think about what lessons you are learning and how those lessons be can become the foundation for improving and teaching others how to be resilient.

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From a Refugee Camp to the

American Dream Dr. Katarzyna Tesmer

EXTRAORDINARY PROFILES

very year on January 9, Dr. Katarzyna Tesmer pops a bottle of champagne to celebrate the day she first arrived from Poland to the United States, in 1987, with her husband and their two small children. But Tesmer’s gratitude doesn’t surface only once a year. Every day, she marvels at how far she has come by holding tight to her dreams — and working hard to achieve them. Today Tesmer is an award-winning Aesthetic Medicine Specialist and Board-certified Neonatologist with three successful kids and a thriving aesthetic medicine practice in California. Moving permanently to the U.S. is rarely easy. But Tesmer’s harrowing escape from her home in Poland was actually dangerous. If caught, she could have faced life imprisonment or worse, in a country with a long history of brutal political repression. Tesmer was born in 1960s Warsaw, Poland, a city mercilessly bombed to ruins during World War II and still barely struggling to its knees after Josef Stalin’s “Iron Fist” rule over Eastern Bloc Europe. As the little girl grew up, she and everyone she knew lived in constant fear of political persecution. Worker uprisings became a daily reality, a symptom of the country’s volatile economic instability. As she entered early adulthood, Tesmer became active in the growing Solidarity movement while studying at the Medical School of Gdańsk. She believed that change and freedom would come soon to her homeland, and that she could help. But in 1981, martial law was declared, sparking off two years of violent armed “shoot to kill” suppression of strikes and protests, with thousands of arrests, detention, and torture.

The last straw for Tesmer came in 1986: The Chernobyl accident, known as the worst nuclear disaster in history, occurred less than 400 miles from Poland, well within the heavy radioactive contamination range. Now a young mother, the horrified Tesmer and her husband saw no option other than to escape to the United States, knowing they’d have to lie to the authorities and live in an Italian refugee camp for six months before crossing the Atlantic. As soon as they landed in the U.S., Tesmer was finally able to live the dream she’d pursued for years. She completed her pediatrics residency at White Memorial Medical Center in East Los Angeles and started her first practice at Children’s Hospital of Orange County (CHOC). She soon became known for her unique ability to deal with lifethreatening medical emergencies, saving countless babies’ lives. Today, Tesmer is also owner and Medical Director of Visage Laser & Skin Care, proud to have overcome tight border controls, language and cultural barriers, and one of the world’s most brutal totalitarian governments to get there. Tesmer recently talked to us about her incredible journey. While you probably won't have to seek political asylum from the Soviet bloc to reach your goals, we think Tesmer stands as a beacon of hope for anyone driven by a dream — regardless of your background, circumstance, or challenge. Monica: You graduated from medical school in Poland during a long period of major economic instability there. As a new doctor with scarce opportunities, what was your future perspective? Dr. Tesmer: I finished medical school in 1983. I was studying in the city of Gdańsk, which is in the north. That’s where the Solidarity movement started. As a medical student, I was involved in Solidarity in our medical school. I had an opportunity to visit western Europe. I was in England, France, and Italy, and I saw what kind of life people have over there. I always wanted to have a better life for my kids. I was dreaming about leaving the country to better our lives.

March-April 2021 | Exceptional People Magazine

EXTRAORDINARY PROFILES

However, they would never allow the whole family to go to the western country, so we arranged a very safe escape with my husband and my two kids. We did it right after the nuclear reactor explosion in Chernobyl occurred. That was the final nail to the coffin. We decided that there was no way we would stay in a country that was hiding such an incident from us. We escaped and stayed in Italy for six months as political refugees. We applied to the American embassy for visas. As political refugees, if we were to return to Poland, we could have been imprisoned. Had they stopped us at the border and learned that we were escaping, we would never have been able to do so. The economic and political atmosphere in Poland was challenging. It’s been 33 years since we came to America, and I will tell you, this was the best decision we ever made. They lost our luggage on the flight from Rome to Los Angeles, so we came with absolutely nothing: two kids and the clothes on our backs. When you look at us now, it’s a pretty fantastic immigrant story. I do feel like I could write a book because it would be very optimistic. Yes, it is hard work, but anything is possible in America. Those are not just words. You can accomplish whatever you want. We escaped from Poland in our small Polish Fiat, which we sold in Italy for $1,000. This is what we brought to America. It was $1,000. That was enough for us to buy a car, which of course, is a necessity here. Because we were political refugees, in the airport, a couple of organization representatives met us, and they actually arranged for the apartment, and we also got a little stipend. Then we applied for Social Security and welfare. The people from the Catholic organization were accommodating. We arrived in America on January 9th.

My husband, who is an electronic engineer, was able to get a job relatively quickly. I had to do my fourth board exam in America, and I needed to raise my kids, who were then two and three years old. I finally passed all the exams, and I did my residency in pediatrics at the White Memorial Medical Center. While working in intensive care, I fell in love with neonatology, which is much more intense than regular pediatrics. I finished my fellowship at USC and Children’s Hospital Los Angeles (CHLA). Once completed, I was looking for an opportunity to be a partner in a business. I learned that Children’s Hospital of Orange County (CHOC) had a private group of sub specialists. They invited me for an interview. You have to have two specialties to be a member. They were providing services to the Children’s Hospital of Orange County. That was what I was looking for -- to be a partner in the future. That’s what I am right now. I became a partner after 8 years. Now I am a senior partner at CHOC and director of one of the NIC units. I’m also Secretary of an international organization, the Children’s Medical Care Foundation. This organization supports Eastern European neonatologists by spending time in our hospital. This was in the beginning. Now, doctors from Russia and Ukraine are coming and training with the doctors from Poland whom we train here. I love to see results from my work. If a baby becomes sick and cannot breathe, I intubate the baby. If the blood pressure is low or high, I correct it. I can see instant results from my treatment. As I was looking for another opportunity, I was exposed to how impactful lasers can be. They are very impressive. You can correct so many different skin conditions quite rapidly. So, I also fell in love with laser technology. From there, I decided to purchase a laser center. And voilà, it’s now 18 years since I opened my office in January of 2004. Over these 18 years, I've trained with many excellent Exceptional People Magazine | March-April 2021

EXTRAORDINARY PROFILES

physicians. I’ve worked hard to accomplish what I did in my career. Working with laser technology was also a “Plan B” because you cannot be an intensive care physician forever. It’s a very demanding job. There is a saying: What should a doctor do before they retire? They should find a job. Because from our crazy, busy life as a doctor, we may end up doing nothing once we retire. It’s life-changing and not always a good change. I’m not a person who can sit on the couch and do nothing. I have to be doing something all the time. So, this is also my way of being able to retire at some point. When I work on my patients, I often joke that I should be paying them because making them look the best they can gives me such tremendous pleasure and satisfaction. Monica: It’s great that you indeed find satisfaction in what you do, making a difference in young babies’ lives and other people you support.

All photos, courtesy of Jeff Cortez. Instagram: @jeffcrtz

March-April 2021 | Exceptional People Magazine

Dr. Tesmer: I’ve worked on the opposite ends of two spectrums. A few years ago, I was taking care of the smallest baby that weighed 460 grams. In the same week, I took care of a lady who was turning 90. Her daughter brought her to me because she wanted to look her best for her 90th birthday. What a privilege to be taking care of babies as small as they come, and then the oldest person ever. Medical aesthetics is medicine. It’s incredible what we do to the patient’s soul while we’re correcting their face, and how much I can improve the lives of teenagers who are hiding their face because of severe acne. It changes them inside. It’s pretty amazing. It is aesthetics, but it’s aesthetical medicine because we change the person’s outlook on life while correcting their face.

EXTRAORDINARY PROFILES

Monica: Would you say that most of your customers are men or women? Dr. Tesmer: Mostly women. But I would say I have about 25% to 30% male. What is happening nowadays is that it’s not age and experience that counts. What counts in America is youth and energy. There was a time when it was okay to have lines and wrinkles and spots of pigmentation. But it’s unacceptable these days. That’s why the aesthetics business is growing. Monica: What was your motivation for getting into skincare? Dr. Tesmer: Again, I was looking for a “Plan B” in America, and I always wanted my own business. I became aware of what laser technology can do, and because of my intense care personality, I do like to see the results. When you use lasers, you get a speedy outcome. There is this artistic part of me that loves correcting the face and helping improve its appearance. Monica: As a doctor, why did you choose to work with children instead of some other medicine area? Dr. Tesmer: I was always attracted to pediatrics. My mother was a pediatrician. When you are an intern, you go to different places in the hospital -- internal medicine, OB-GYN, surgery. When you get to the pediatrics floor, you are surrounded by kids. I love working with sick babies, and I like to use my hands to perform procedures. As a neonatologist, that’s what I do. Monica: As an activist in Poland, you witnessed political persecution. What was that like, before you escaped to Italy?

Dr. Tesmer: I understood what life was like in other countries, compared to what was happening in my country. I knew I wouldn’t be satisfied with what I was able to accomplish in Poland. I needed more in my life. I personally did not experience political persecution. Yes, if I had been caught escaping, there would have been a problem, and because I was involved in Solidarity, my career opportunities would be limited. The Berlin Wall came down long after we left Poland. The dream about having a different life was a driving force behind our leaving the country, as well as the Chernobyl event, where Russia and my government hid the incident for almost a week. We had no idea that something like that happened. It was infuriating to us. I thank God for the friends I had in the western countries, who were a saving grace for my family and me, sending us powdered milk and other necessities after the nuclear disaster in Russia. I dreamed of seeing the world. I always said to God, “I’m not going to tell you that the world is beautiful. Let me see it, and then I will tell you.” Here I am, in the most beautiful part of the world, living my dream in California. All year long, there is always something blooming. I am still ecstatic about how my life turned out and how I have the opportunity to enjoy life here in California.

LOVE WHAT YOU DO AND PERSEVERE. HARD WORK IS NECESSARY. DO NOT LISTEN TO NAYSAYERS. Exceptional People Magazine | March-April 2021

EXTRAORDINARY PROFILES

Monica: As you were getting ready to leave Poland to go to Italy, where you sought asylum, was there any fear that something may go wrong, and you might not be able to escape? Dr. Tesmer: No, never. My husband had his doubts. But any idea of me leaving the country would always bring a smile to my face. I was just so happy and excited about the adventure. I never doubted my decision. I knew that I wanted to experience a different life. America is such a wonderful country. I can have breakfast with a doctor from Vietnam who escaped by hiding under a net on a fishing boat. I can have lunch with a doctor from South Africa who gives me an idea about how things are in his country. Or I can talk with people from South America. I love being exposed to different cultures. The experience enriching. I never had a second thought that it would be better to go back.

March-April 2021 | Exceptional People Magazine

If anything, immigrants sometimes have this dream. The Italian word for refugee is profuga. We all know about profuga dreams about being back in your country, and you could not escape. I did have profuga dreams, but I never was worried about what was going to happen. God loves me, and you can tell from how successful we are. I have three kids. Two of them are doctors, and the third is going into medical school. My husband is an electronics engineer. Monica: What would you say has impacted you the most, from a personal perspective? Is it your work as an activist in Poland, helping babies, both, or something else? Dr. Tesmer: Being a neonatologist. That’s it. I spent 22 years being a neonatologist. It’s the satisfaction you have

EXTRAORDINARY PROFILES

when you save a life and give a baby many years of life. There’s nothing that you can compare to that. It is very intense work, but it’s incredibly satisfying. Monica: What advice can you offer other people who are seeking to come to this country, and once here, what advice can you give them about following through on their dreams?

Monica: Thank you for this wonderful opportunity. It has been a pleasure. Would you mind closing the interview with your last word?

Dr. Tesmer: Follow your dreams and stick to them. It is not easy. I’m not saying that developing a successful business like mine was easy. The most important thing is to love what you do. When I go to the hospital, I love that I’m needed. I’m the only person in the hospital who is a neonatologist that can intubate a one-pound baby and save the baby’s life.

Dr. Tesmer: Love what you do and persevere. Hard work is necessary. Do not listen to naysayers. When I came to this country, so many people were telling me, “Oh, you’re never going to be a doctor in America.” When I wanted to be a neonatologist, again they said things like, “It’s going to be so hard, and you have two kids.”

I also love working in my business at Visage Laser & Skin Care, where the atmosphere is fully relaxed and happy.

But I did it. Don’t let naysayers keep you from following your dreams. 

Exceptional People Magazine | March-April 2021

DON’T

KEEP SAYING,

‘I don’t know where the time goes.’ It goes the same place it’s always gone and no one has ever known where that is. Andrew A. Rooney

March-April 2021 | Exceptional People Magazine

MINDING MY BUSINESS

Quick Business Tip: Understand what the challenges are in your business. It’s tough to resolve challenges when you don’t clarify the issue. For example, perhaps profits are down, but what’s the real cause? Is it because your widget costs too much, so few people are buying? Or is it because there’s a design flaw that causes it not to work? Clarifying the real issue will help you make a smart decision.

BUSINESS BOOK REVIEW

Crazy Ideas

How Sometimes Change the World BY PAT MARKEL

n 2004, a team of engineers was struck with a fantastic idea: They would make a handheld phone with a big color screen and give it the ability to connect to the internet. Plus, they would set up a store where people could download applications for the phone. Sound familiar? Surprise. Those engineers were not at Apple. They were at Nokia, where that crazy idea was shot down soon after birth. Three years later, writes Safi Bachall, Nokia engineers watched Steve Jobs introduce their dumb idea on a San Francisco stage. Bachall's book chronicles Loonshots, crazy ideas that change the world -- or would change the world if they weren't buried and forgotten. Bachall's exceedingly readable book combines the principles of science with business to show how good teams often kill good ideas.

The structure of companies and teams means more than culture, he writes. Bachall points out that small, starving companies can produce dazzling results because the stakes are high for all members. Rank doesn't matter. But as the teams get bigger and more successful, the stakes aren't nearly as high. Then rank matters more, and at that point, they can ditch good ideas. Small changes in structure, not culture, can transform a team, he writes. This book will interest business leaders for its unique take on teams and culture. However, anyone who wants to know about the nature of success and failure will be fascinated by the stories Bachall tells. Loonshots: How to Nurture the Crazy Ideas That Win Wars, Cure Diseases, and Transform Industries 

By Safi Bachall St. Martin's Press, 368 pages Available on Amazon.com

MINDING MY BUSINESS

Exceptional People Magazine | March-April 2021

Empathy + Ego = Sales BY DONNA CARLETTA

MINDING MY BUSINESS

mong the wealth of great articles in the Harvard Business Review (HBR) Classics series is one published in 1964, entitled “What Makes a Good Salesman.” Before writing it, David Mayer and Herbert M. Greenberg spent seven years pursuing the clues. During that time, a fellow HBR contributor, Robert N. McMurray, wrote, “We must look into the mysteries of personality and psychology if we want the real answers.” Mayer and Greenberg’s conclusions: “Based on the insights we gained about the essential characteristics necessary for a salesperson to sell successfully, our basic theory is that a good salesperson must have at least two basic qualities: empathy and ego drive.” According to Webster’s, empathy is “understanding, being aware of, being sensitive to, and vicariously experiencing” the feelings of others. Moreover, according to Mayer and Greenberg, no salesperson can sell consistently without the skilled use of empathy.

Mayer and Greenberg declare that empathy is vital to the process of obtaining honest, accurate customer feedback. Once provided with a strong sense of the customer’s feelings, the empathetic salesperson can react accordingly. With his or her ego-driven techniques, the agent can alter the pace of discussion and weigh alternatives and options before making whatever creative adjustments are necessary to close the sale. On the other hand, the authors assert that ego drive—a subtle need to conquer--pushes a salesperson to make the deal or else. It becomes a mission, a mandate. Mayer and Greenberg conclude it is an active blend of empathy and ego drive—each reinforcing the other—that will best serve a salesperson’s career interests. 

Exceptional People Magazine | March-April 2021

How to Achieve

Exceptional Results with Systems

MINDING MY BUSINESS

’m sure you’ve often heard that you must set goals if you want to be productive. Big goals. S.M.A.R.T. goals.

The thinking goes that to achieve anything meaningful, you need to turn it into a goal. Well, maybe or maybe not. While goals can be beneficial, they aren’t always ideal. Goals Can Be Problematic Why, because they have an end -- they have a termination point. In other words, you’re not successful until you’ve reached your goal, and until you’ve reached it, you might feel like:

For example, if you want to own and successfully run a Fortune 500 company, nothing you do until you reach that goal will make you feel like you’re succeeding. You may be making incredible strides in your business, but they will fall flat compared to your hard-to-achieve goal. Since goals have an “end,” you never feel like a success until you’ve achieved that end. Even when you achieve your goal, you have to start all over again with the next one. You might often not even know what the “next” goal should be, which can make you feel like you’re aimlessly going forward. You know you should be seeking to accomplish something, but you’re not sure what it should be.

• You haven’t achieved anything since the goal seems distant.

Even worse, you might feel that since you already accomplished your goal, you can go back to your old habits instead of pushing yourself and continuously growing. You lose all the forward progress that you made.

By measuring success this way, you can feel defeated, especially if you have big, ambitious goals.

If you’re not careful, it can be a setup to make you feel like a consistent failure.

• You’re on a never-ending rollercoaster, not going anywhere. • You’re a failure.

Exceptional People Magazine | March-April 2021

MINDING MY BUSINESS

The Power of Systems

So, What’s Wrong with Goals?

However, there is another way to achieve more.

You’ve probably been told your whole life to set lofty goals and work hard to achieve them.

They’re called systems. Systems allow you to: • Make progress on your goals every single day • Guarantee your success

On its face, there’s nothing wrong with having goals. Goals can inspire, motivate, and challenge us. They give us something to look forward to and a reason to continue striving.

• Help you reach your milestones

But goals can also be rigid and unmoving.

• Avoid the feeling that you’re just spinning your wheels

Let’s imagine you’ve set a firm goal for your company. You would like to make a certain amount of sales by a specific date.

So, What are Systems? Scott Adams, whom you may know as the author of the famous Dilbert cartoons, wrote about systems in his book, How to Fail at Almost Everything and Still Win Big: Kind of the Story of My Life.

You hustle to make those sales. You push your employees to do the same, and you may make many sales.

He explained the difference between systems and goals like this: “Losing ten pounds may be a goal, while the system is learning to eat right.”

Chances are, you’ll feel like you’re very good at what you do.

Here’s another example. Suppose your goal is to clean the house from top to bottom. You’ve spent the whole day cleaning, and you momentarily feel satisfied with what you’ve done. However, if you have no system in place, your home will quickly go into disarray shortly after that. A system, on the other hand, would be establishing a cleaning routine. Instead of cleaning the entire house in one day, you train yourself to do small tasks each day. The result is a house that’s tidy for more than a few hours. Here’s a business example: • Goal: Generate $100,000 in revenue over the next two months. • System: Every morning, you make five cold calls (or however many is necessary) to new prospects. This system ensures that you reach the result you’re seeking. Using a system doesn’t mean that you have no goals. It just means that you start to focus more on the process than the final destination. 20

March-April 2021 | Exceptional People Magazine

But what happens when you don’t reach your stated amount?

All the sales that you did make won’t bring you joy because you didn’t sell enough. You’ll feel unproductive, and you may even want to quit. What’s unfortunate about this scenario is that you may have missed many opportunities along the way. What’s the bottom line? Being overly focused on a distant goal can easily give you tunnel vision. Your determination to complete a singular goal may have kept you from taking the time to develop a new product that you can sell for twice as much. Goals Limit Your Threshold for Happiness The big issue with goals is that you’re so focused on a future time that you aren’t happy until you hit that mark. Once you reach a goal: • The feeling of happiness will likely fade quickly. • You’ll then feel the need to achieve the next goal and the next. • You’re continually chasing something that is, at its best, fleeting.

MINDING MY BUSINESS

Productivity expert James Clear has also written extensively about systems versus goals. In his book, Atomic Habits, he explains: “When you fall in love with the process rather than the product, you don’t have to wait to give yourself permission to be happy. You can be satisfied anytime your system is running. And a system can be successful in many different forms, not just the one you first envision.” What Happens When You Reach Your Goal? You may also realize that you have nothing else to work towards once you’ve achieved a specific goal. For example, let’s suppose you set a personal goal to run a marathon. To achieve your goal: • You forced yourself to go to the gym four times a week. • You went running even though you didn’t feel like it.

Pretty soon, you’ve abandoned your running routine, and you’ve gone back to your former lifestyle. Your muscles soften, you put the weight back on, and you can’t stand to look at your running shoes. What went wrong? You focused on the goal, but the system was unbearable. You probably started training for a marathon because you wanted to be healthier and stronger. Scott Adams explains that while you can set a goal to exercise three to four times a week on a rigid schedule, if you’re not enjoying the exercise, there’s a much higher risk that you’re not going to continue. You may do it for a time, but in the long run, you’ll probably lack the willpower to continue because it feels like a burden -- a punishment, if you will. Instead, he suggests choosing to be active each day to a level that feels good.

• You cut things out of your diet even though you didn’t want to.

In this scenario,

You worked hard, but you didn’t enjoy the process that got you there.

• You’re going to get a psychological lift from the exercise.

Once you met your goal, you couldn’t stand the thought of going back to that regimented schedule.

• You’re training yourself that being active is positive. • You’re slowly training your body and mind to enjoy being active as opposed to hating it.

Exceptional People Magazine | March-April 2021

MINDING MY BUSINESS

You’ll naturally want to challenge yourself as you continue to enjoy being active more. Your original activity level may start with short, slow walks, but you may eventually find that you like running as well. You’ll do so because you want to and not because you’re forcing yourself to do it. How Do Systems Help Entrepreneurs? First and foremost, systems are much more flexible than goals. If you have a type-A personality, this shift may make you feel a little uncomfortable at first. It may feel like you’re giving up control by not focusing as much energy on a future outcome. The big question you have to ask yourself is: What happens when you shift your focus from a concrete goal to the process that gets you there? If you’re focused on the system, does that mean you’re abandoning your goals and aimlessly wandering? The short answer is no, and here’s why. Suppose a sports coach chooses to focus on picking great players, developing incredible plays, and creating effective practice routines instead of winning. What would be the result? They’ll probably have a winning team. To be successful in business, it’s vital to understand what is working and what isn’t working in your process. Think about the things in your system that are working and those that are not. • What kind of hiring process do you have? • Do you have employees that fit your vision? • If not, what practices can you change to hire better employees? • Think about your marketing campaign and the system that drives it. • Is it working?

March-April 2021 | Exceptional People Magazine

A SYSTEM TEACHES YOU HOW TO BECOME BETTER AT WHAT YOU DO, AND IT DRAMATICALLY DEVELOPS YOUR SKILL LEVEL. IF SOMETHING ISN’T WORKING WELL, YOU HAVE THE FLEXIBILITY TO CHANGE IT AND MOVE ON. • What changes can you implement in your system to reach more customers and drive more business? • Now, think about your products or services and the systems you have in place to support them. • What can you do to improve your product? • How can you streamline the process and make things more efficient? • Are your products or services testing well? • If not, what can you do to improve them? These small, day-to-day improvements will make you feel successful, fulfilled, and productive. Learning how to push through daily struggles will bring you confidence and happiness in a way that hard to reach goals never will. A system teaches you how to become better at what you do, and it dramatically develops your skill level. If something isn’t working well, you have the flexibility to change it and move on. You still have the skills you developed, but you can now use them in a new way. That’s the gift of a system. 

Sweet Success

The Impossible Little Treat That Made a Fortune BY KATHY KENTTY

Exceptional People Magazine | March-April 2021

MINDING MY BUSINESS

he Eskimo Pie--or chocolate-covered ice cream bar--is something we take for granted, but think about it for a second: Why does it even work?

How do you get hot chocolate around ice cream without melting the ice cream? That's a question everyone had when inventor C.K. Nelson began shopping around the idea in the 1920s, and Nelson hadn't figured out the process either. It took a man named Russell Stover, a former chocolate factory superintendent, to make the sweet idea a reality. And the trick, in part, was the temperature of the chocolate. If you heat it to 115 degrees, then let it cool to 90 degrees, you can dip in a hard

March-April 2021 | Exceptional People Magazine

block of ice cream. Instead of the hot chocolate causing the ice cream to melt, the ice cream causes the chocolate to harden. Russell and Nelson teamed up and sold the idea to ice cream companies, taking a penny royalty for every dozen bars made. They were soon bringing in $30,000 a week in royalties -- virtually an overnight success. You might recognize Stover's name because he and his wife Clara went on to form Russell Stover Candies, a venture that started right in Clara's kitchen. At the time of Russell's death on May 11, 1954, the Stovers were selling 11 million pounds of candy every year. 

The Impact of TARGET MARKETING

in Small Business BY MARLA GEM

MINDING MY BUSINESS

ccording to Inc., target marketing is collecting information to determine your ideal customers among those who also need and will pay for your product or service. For these purposes, you need their age, gender, family size, education level, and occupation. To find out where they are, you need their zip codes, size of the area, population, and climate. How does your ideal customer decide to make a purchase? The answer helps you determine why they buy what you're selling, how much of it they need, and how often they must buy it.

person or on the phone, conduct a few customer surveys. You don't need a ton of responses to acquire a pretty good sense of your customer base. In addition to basic demographics, if you have a physical location, these should be among the takeaways from your target customers: Is the distance to your location a problem? Parking? Public Transportation? Do, or can you, deliver?

Most social media profiles for your business provide a free demographic breakdown of customers like yours. Zip Codes can furnish vast amounts of info from the U.S. Census Bureau.

How do they make a living? Knowing what your primary customers do can help you adjust your hours to fit their needs or devise special offers. Having an idea of the money they can or are willing to spend can help with your pricing. With this kind of information, you can confirm your customers' assumptions and dismiss others.

If you're currently in business, your sales data clearly show what products and services your customers are buying, when they are buying, and their purchase prices, among other data. For the essential feedback, talk to them in

Practical target marketing is almost always beneficial. And genuine interaction with your patrons—plus giving them what they want—is nearly always a pathway to loyalty and future growth. 

March-April 2021 | Exceptional People Magazine

THE

POWER OF BUSINESS STORYTELLING BY JON CRUMP

MINDING MY BUSINESS

torytelling in business is just like doing so in a motion picture, television series, a Broadway theater, books, newspapers, magazines, and on the Internet.

Everybody loves a good story. Stories connect people with people, businesses, brands, products, needs, and dreams. Few enterprises succeed without this connection. According to Forbes.com, storytelling has become a topof-mind issue because technology has "democratized" the power to share our stories with the world. When people think of a business, they want to learn more about it, trust it, and believe what they hear. They need to know why they should care.

Too often, according to TechnologyAdvice.com, a business focuses on the product or idea instead of the people behind it. Stories answer those questions. A business needs a good story to tell to attract and retain the best talent. Simplicity is functional, but business development requires more than a question-and-answer approach. Your strategy-your story--must be personalized to make your potential customer care. For a branding campaign, tell the story of your struggle, how you faced it, and how you succeeded with your product(s) or service(s).

From the evolution of a product to marketing it, from culture to talent, storytelling is omnipresent. Few people are convinced by cold facts and figures today.

Keep your story consistent through advertising, marketing, social media, print and electronic media, website, public relations—and most importantly, your employees.

Stories carry meaning and lots of it.

When you've got a good story, tell it. 

March-April 2021 | Exceptional People Magazine

Business Networking Advice: Know Who You Are and Sell It BY DONNA CARLETTA

MINDING MY BUSINESS

efore you attend your next networking event, you might want to consider these snippets of advice.

First, interview yourself. Get to know who you are so that you will connect with the right people. Second, put yourself in your customer’s shoes. Why should they hire you? Finally, be prepared with your questions for the customer. Interviewing yourself is an exercise that will benefit you immensely in networking. A couple of questions to ask yourself are: • What are your strengths? • What would your last client say about you? • What is one of your weaknesses? How will knowing the answers to these questions help you? First, it will highlight what your key benefits are to your client. Knowing what you offer, why you offer it, and how you offer it under pressure is essential. Ten words to use for describing your strengths:

self-starter

creative

motivated

decisive

organized

adaptable

responsible persistent

productive resourceful

Now that you know who you are, take the time to get to know your ideal customer. Who are they? Are they college-age or middle age? Are they female or male? What type of job do they have? Why do they need your

March-April 2021 | Exceptional People Magazine

service or product? What qualities would their ideal company have? When you compare your interview with that of your ideal customer’s – do they match up? If they do, you are on the right track. If they don’t, you either don’t know your ideal customer well enough, or you’re marketing the wrong product. Knowing your similarities or differences before a networking event is valuable because you can take the time to alter or enhance your product or service. Before attending your next network gathering, the last step is to prepare a set of questions for your contacts. This is how you find out whether they are a fit for you. Remember, just because it is a networking event doesn’t mean you have to do business with everyone you meet. Be highly selective in the people you choose to do business with because your brand is at stake. Some questions you might ask are: • If you have a very successful 2021, what would that look like? • What keeps you up at night? Knowing the answers to these two questions will tell you a lot about a person. First, it will tell you how they interpret success, and finally, it will tell you how they interpret their weaknesses. Knowing these two things will prepare you for a possible business relationship. Networking isn’t tricky; you need to know what you want in a business relationship and go after it. Don’t settle for just anyone as a client. Although you are in business to make a living, don’t let that cloud your business sense. Only if you can communicate and meet each other’s goals can you truly develop a lasting partnership. 

Key Components That

Lead to Steady Business Growth BY KATHY KENTTY

MINDING MY BUSINESS

For decades, people have been trying to discover what makes the difference between a small business achieving sustained growth or stagnating or failing. Unfortunately, no hard and fast formula can guarantee your small business will grow. Nevertheless, there are seven critical elements on which companies that enjoy growth tend to focus.

A sense of purpose. The majority of those who run companies that enjoy growth are those who have something else driving them other than merely making more money; they have a sense of purpose and vision that keeps them going.

K nowing the market. The most successful companies can identify and quickly adapt to any changes within their market. Too many small business owners don't take a broad view of their market, so change comes as a shock to them, and they find it challenging to move with the market.

P lanning effectively for growth. This is the most crucial element in business growth. Growth plans don't have to be set in stone or intensely complicated, but they should be in writing. Everyone in the company should be informed, and they should be updated regularly.

Customer-driven processes. All companies think they are customer-driven, but this is rarely the case. Companies should look at every aspect of their operations and ask themselves if they genuinely help deliver better value and service for consumers or whether their processes are geared towards their needs. Successful growth comes from the former.

Staying tech-savvy. There will always be trends and fluctuations in technology. Successful companies will adapt to these changes and make sure they are using the best technology most efficiently. Whatever your company sells, it needs technology.

Employing the best people. The best leaders know that they will only remain the best if they employ the best people. Being able to recruit, train, and keep the best employees can frequently be the dividing line between successful growth and stagnation.

L ooking ahead. Too many small business owners work in the here and now. They don't think about what may lie ahead. Companies that grow are the ones who are continually monitoring the market and reacting fastest to the inevitable changes it will experience. 

March-April 2021 | Exceptional People Magazine

What to Include in Your

Market Analysis BY DONNA CARLETTA

MINDING MY BUSINESS

ntrepreneurs can frequently be confused by the term "market analysis," particularly if they are focused on a very narrow area of their market. It's quite common to find small business owners who don't know how to conduct market analysis or think it's complicated, expensive, and unnecessary. What is Market Analysis? Simply put, market analysis allows you to assess specific problems or opportunities within markets, find out what your target market needs to address these problems or opportunities, and find ways of marketing your products or services to fulfill the target market's requirements. You should conduct a market analysis when you launch your business if you want to enter new markets or you're

March-April 2021 | Exceptional People Magazine

thinking of launching new products or services. Market analysis will help you minimize risk and understand both problems and opportunities in the market. It will allow you to recognize specific opportunities and optimize planning for marketing and sales. There are essentially three segments to conducting market analysis: 1. Understanding market conditions: this is where you gather the necessary facts about the market you are targeting, how big it is, who your competitors are, and your potential customers. 2. Identifying opportunities: this stage will provide more specific information regarding opportunities and possible problems in the market you are targeting; it will include

MINDING MY BUSINESS

data regarding market growth, current/future trends, and external influences, and it will also provide you with more detailed information regarding your competition. 3. Developing Market-driven Strategies: this is where market research can work very well for you. It will enable you to zoom in on the best opportunities for business growth. Having a full understanding of your market and potential opportunities will allow you to build marketing strategies that will help you surpass the competition. The ten questions below will help you focus your thinking on market analysis: 1. What is my target market? • What type of people make up my target market? • What is the most significant problem that exists in this market? • Is my target market well served by the services/ products currently available? 2. Who are my competitors? • Are my competitors successful? • Are my competitors offering the same sort of services/products as me? • What kind of market share do my three biggest competitors hold? 3. Is there room for growth in this market? 4. What is the market size?

5. What makes my products/services stand out from my competitors? 6. How can I access my target market? • How are my competitors accessing the market? • Is it the most effective way? • Are there other ways I could access the market? 7. What are my competitors' business models? • Are they effective? • Can I develop a different/better business model? 8. What do my target consumers expect from this type of product/service? • What are the essential elements of these products/ services? • How could these products/services be improved or varied, and what new products might consumers want? 9. What price range for these products/services is acceptable to consumers? 10. What features of our products/services provide us with a competitive advantage? If you can address all of these questions, you'll be able to see whether your products/services are needed, the optimal way of accessing your target demographic, and the best pricing for your products/services, all of which will add up to improved sales. 

• Can the market expand? • Is the industry growing? Is it stable, unstable, saturated, or shrinking?

Exceptional People Magazine | March-April 2021

March/April 2021

HOW TO REGAIN TRUST AFTER YOU LOSE YOUR JOB

THE POWER OF BUSINESS STORYTELLING

WHAT TO INCLUDE IN YOUR MARKET ANALYSIS

MYKO DOVETAILING HIS PASSION WITH

Entrepreneurial

Success

WELCOME TO THE TOP SECOND EDITION

Learn from the best and get proven and time-tested advice needed to succeed. Discover powerful strategies and systems, and endless possibilities to rapidly grow your business in any economy. Gain powerful insights to help you achieve growth quickly and save your most precious resources—time and money. Wow, I simply love this book. I was personally empowered by this tome of collective wisdom and insights. WELCOME TO THE TOP IS A MUST-READ FOR EVERY PERSON WHO IS SERIOUS ABOUT LEADING A FULFILLING AND PRODUCTIVE LIFE. My heartfelt thanks go out to Monica for providing us a clear way to manifest our destiny. Dr. George C. Fraser, CEO, FraserNet, Inc.

WELCOME TO THE TOP IS A MASTERPIECE AND AN ABSOLUTE MUST-READ FOR ENTREPRENEURS. It should be mandatory reading in every business school. Many of the ideas and the advice they offer can be applied immediately to any business. I have used them for my business and had great results. The wisdom they each share is profound and will shorten the learning curve for readers and save them from making a boatload of costly mistakes. Chrissy Carew, Hall of Fame Master Certified Coach & Founder of Insightful Player, LLC

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CONTENTS EXTRAORDINARY PROFILES

MYKO Dovetailing His Passion with Entrepreneurial Success

EMPOWER YOURSELF

The Art of Persuasion Getting Others to Agree with You

Easy Ways to Show Appreciation

Have You Discovered Your True Purpose?

How to Improve Your Office Interpersonal Skills

How to Regain Trust After You Lose Your Job

LIGHTER SIDE OF LIFE

Have Flat Abs and Write Better Headlines

Recipes

Ambition is the path to success; persistence is the vehicle you arrive in.

—William Eardley IV

MYKO DOVETAILING HIS PASSION WITH

Entrepreneurial

Success

EXTRAORDINARY PROFILES

wo kinds of people live in this world: Those who shrug and walk away when faced with a problem that can’t be solved, and those who spring into action with that same problem. For this latter breed, the word “impossible” is their cue to start noodling, tinkering, and most of all, questioning. These are the world’s inventors, groundbreakers… and entrepreneurs. Whatever the field, industry, or niche, they’re driven to create solutions that have never existed before. And they’re willing to fail in order to get there. Myko is one of these innovative few, so please don’t try to tell him that something’s impossible. He’ll just squint at you as if you’re speaking in an ancient Egyptian dialect. As it happens, Myko’s latest inventions — TailSpin Calibrated Collinear Marking Tools — are literally the first innovations in a category of woodworking tools that hasn’t changed since King Tutankhamun’s rule over 3000 years ago. Raised by a florist dad and an accountant mom who figured out how to rehab their own dilapidated house by themselves, Myko grew up hearing the word “crazy” a

lot. No worries. Along with “impossible,” he’s seen “crazy” proven wrong so many times that he won’t even bother trying to convince you otherwise. Who’s got time for that anyway, when you’re too busy creating your next invention? The woodworking bug had bitten him as a child, when his parents gave him a block of wood and a set of tools for his birthday. They must’ve known that little Myko was a born visionary, and they were right. To this day, the canoe he carved from that block of wood is proudly displayed in his home and on his website. Myko learned early on that working for himself came far more naturally than punching a clock. After three years excelling in — but hating — a university engineering program, he knew he was destined for more independence and creative freedom than any conventional job could offer. Fascinated with photography, the young man apprenticed at a local photo studio, trading work time for studio time to build his own portfolio. Soon he was flying on his own, learning from the ground up the highs and lows of freelancing and entrepreneurship.

Exceptional People Magazine | March-April 2021

EXTRAORDINARY PROFILES

Whenever Myko encountered problems that his peers said were “unsolvable,” he’d start experimenting, and ended up patenting several of his photography inventions. Over his 35-year career as a professional photographer in Manhattan, he built out four photography studios and mastered product development first-hand by bringing a product for large-format digital photography to market in 2010. This can-do entrepreneurial spirit has served Myko well, even after he decided to point his lens in the direction of woodworking about ten years ago. One thing this born entrepreneur has learned over the years is that without sales income, no one is free to indulge their imagination. So today, a good deal of Myko’s time is spent promoting his woodworking business, with practical how-to videos and an active social media campaign. This affords him the time to do what he loves best: Spending time in his wood shop, creating furniture and tools, sketching out ideas, experimenting, and most of all, innovating. We caught up with Myko recently and learned a lot from him. We think you will too. Monica: You say you grew up being “encouraged to try.” Who encouraged you not to be afraid of trying new things? Myko: That would be my parents. We grew up poor without being aware of it because my parents went out of their way to make sure that the basics were always covered. We didn't know that the food we were eating was inexpensive. We didn't understand that other people lived in less crowded conditions in larger houses. You go over to your friend's house and it's bigger. It never felt like we were lacking in anything. The house was full of love and full of people. I shared a very small room with my brother. My sisters shared another room. 42

March-April 2021 | Exceptional People Magazine

Along the way, my parents bought a house that was in horrible condition. Everybody told them they were crazy. My grandmother walked in the door, took one look, told them they were crazy, turned around and walked out. My dad was a florist and my mom was a bookkeeper. With basically no experience at all, they rebuilt that house while we were living in it. They knew they had to get it done. If a pipe needs replacing, you learn how to replace pipes. Want to change the walls or open a room up? How do you do that? This was all in the age before YouTube, when you couldn't just go online and get a lesson on how to do anything. They learned it all as they went, and we watched it happen. When something needed to be fixed, you wanted to try to fix it. It wasn't a matter of “you can't do that,” or “we can’t afford that.” If you wanted it and you were willing to work for it, you could get it done. That's basically how I grew up. Monica: How did that way of thinking carry you through to what you're doing today? Myko: I went to school for engineering for three years of a five-year program and hated it the whole time. What I enjoyed — and how I was basically making my money — was photography. I was a hobbyist photographer and later got into photographing parties and weddings. I've been to about 500 weddings over the years. Monica: At the age of 10 you received a couple of lifechanging gifts: a block of wood and an X-Acto carving set. How did those two gifts change the trajectory of your life? Myko: It's kind of funny the way my parents did this. After the birthday cake, the first present they gave me was a lightweight rectangular package. I opened it up and it was literally a block of wood. I was confused.

EXTRAORDINARY PROFILES

Then there was a bigger box. I opened that and it was the carving set. I went right to work on that block of wood, and I turned it into the canoe that's on my website. I still have that canoe in a place of honor in my home. It was the first thing I ever made, and it set me on the road toward making things in wood. Since that day, the creative process for me has been pretty much continuous. I've enjoyed woodworking as a hobby for 47 years now. My woodworking shop is pretty extreme by most standards. I make furniture. I make a lot of stuff. Monica: Would you say that you always had that creative side? Or did you become more creative as you began to create things out of wood? Myko: I always had the creative side. I always had the art side. That's something that I remember my parents and my teachers encouraging because they saw a spark there. As far as the medium of wood, that became the long-term focus. I do a little work with metal. I don't do much in the way of drawing or painting anymore except as it relates to sketches for furniture pieces I want to build. Wood became my medium of choice over the years, and that led directly to the tools that I'm manufacturing now.

I'VE ENJOYED WOODWORKING AS A HOBBY FOR 47 YEARS NOW. MY WOODWORKING SHOP IS PRETTY EXTREME BY MOST STANDARDS. I MAKE FURNITURE. I MAKE A LOT OF STUFF. Monica: You grew up learning that hard work could provide you with an extraordinary imagination and that working with your hands can be very rewarding. The proof is in what you have accomplished, even as a hobby. The amazing things you’ve created have also led to your innovations and inventions. But coming out of college, you were a commercial photographer. Did you think at that time that you would be doing photography decades later? Exceptional People Magazine | March-April 2021

EXTRAORDINARY PROFILES

Myko: Yes. After three years of hating engineering but doing well at it, I decided to change to a photography major. I was at Saint John's University. Normally changing majors after three years isn’t allowed, but they made an exception for me. They created a program for me to get a physics degree in optics as well as a BFA in photography. But then they pulled the rug on that major at some point. When they did that, I left school and began my full-time photography career. I started out assisting photographers in Manhattan, eventually freelancing, and then I grew that into a career. I photographed 15 or 20 covers for Newsweek magazine. I worked for MTV and AMC. I worked with Estée Lauder for many years. I did a lot of architectural work. It was all large format studio and location work. Monica: What is it that you like about photography? Myko: It's a very creative process. But photography alone wouldn't hold my interest as much as commercial photography. With commercial photography you're creating an image to serve a purpose. You're creating an image to sell a product, or to get people to show up to look at apartments. It could be to promote an event, or to document that event. The purpose of the images is paramount.

March-April 2021 | Exceptional People Magazine

Competing in New York, you have to be able to both serve the purpose and create beauty. That's where the challenge is — creating something that will do the job and still be beautiful — because one without the other means nothing. Monica: When wood became your canvas, you found that the existing tools couldn’t help you create as effectively as you wished. But rather than wait for something new to come along, you created the tools you needed. What got you to the point where you said, "You know what? I need to create something to fix this problem that I'm having"? Myko: That actually hearkens back to the photography industry as well, in that the tools for commercial photography are largely created by the person trying to get an image. There's not always an available gizmo to do what you want to do. I have a couple of patents in the digital photography world for large format work. Those products are no longer in production because the technology changed dramatically. It's something I've always had to do: Figure out a way to create the result I’m imagining with no roadmap to get there. For instance, how do you photograph a spherical object without seeing yourself or the camera in it? I worked out a one-way mirror system, like in the police shows, with a semi-reflective, semi-transparent glass.

EXTRAORDINARY PROFILES

Trying to work out the different problems in photography, I developed a very wide skill set which resulted in several photographic products and my first patents. That same attitude and approach in the wood shop put me in a position of not just accepting processes as they exist. I would look at something that I wanted to do and I'd research how everybody did it. That way might be effective, but in the back of my mind I’d think, "This is horrifically difficult. There should be an easier way to do this. How do I make that happen?" That led me down the road toward these tools. They’re probably the seventh iteration of what I'm bringing to market; completely unrecognizable from the first version that I made for myself to solve my own problem. It's just a refinement process of getting it to work better and better. Monica: Your product is called a TailSpin tool. What exactly does the TailSpin do? Myko: It’s a new class of marking tool which I call calibrated collinear marking tools. This category didn’t exist until the TailSpin. My challenge now is explaining its benefits to the people who should be using it. Imagine you put two rulers down on a table up against each other, and then slide one of them out of the way and draw a line with a pencil. Then without moving that, you put the other ruler back next to it, take the first one away, and draw another line. What you end up with is two parallel lines.

The reason there are two parallel lines is because the marking implement, in this case a pencil, has thickness and a radius to it. It's writing outside of that ruler. What I've done with my tools is created an undercut offset in the marking surfaces, so that if you take two of my tools and do the same thing, you get a single line. That gives you the unique ability to draw lines around corners and have them line up perfectly. The tools are calibrated to a 0.7-millimeter mechanical pencil, so the offset that's built into the tools allows you to draw a line. Monica: What industries can benefit from this tool? Myko: The woodworking industry is my primary target right now. I believe the machinist industry can benefit from it as well. That's something I'm going to pursue shortly. My patent has just been published, which makes it possible for me to approach larger companies to license the technology. The patent hasn’t been granted yet. That's probably a year down the road. That's something else that creating photographic products gave me — an in-depth education on how to bring a product to market. There are many barriers. Many great ideas never make it to market because there is so much in the way of getting it there. As I like to say, most overnight successes take somewhere around five to ten years. Monica: Some entrepreneurs say, "I don't have the right tools, so this is not for me.” What can you say to others, regardless of their trade, to inspire them to find solutions to their problems instead of giving up on their dreams? Exceptional People Magazine | March-April 2021

EXTRAORDINARY PROFILES

Myko: If they see a lack of tools as an impediment, then the problem isn't the tools. People sometimes say, "This camera takes great pictures,” or “This phone takes great pictures.” I always say, "No. You take great pictures. Take credit for the good pictures. Blame the equipment for the bad pictures." If somebody says, "I don't have the right tools. I'm going to give up," is that because the right tools don't exist for what you're attempting? Are you actually trying to do something innovative? Are the tools simply expensive and you've got to figure out a different way to get access to them? Sometimes breaking past barriers means taking a job. My first studio photography work was in somebody else's studio, and I needed a studio for my own project. So, I traded three or four days of assisting work for one day in the studio. There are ways to get to where the tools are. If the tools that exist aren't working for you, that's either a matter of educating yourself and building your skill to use those tools to get where you want to go, or in my case it's quite often creating a tool that does what I need to do. It's always easy to throw money at something that somebody else has already created. If it doesn't exist and

March-April 2021 | Exceptional People Magazine

everybody's saying, “You can't do that,” but in your mind, you know that that's what you want to do, and you should be able to do it, and the results are going to be awesome, then figure out how to do it. Research the problem that you're trying to solve for yourself. Maybe it’s a pervasive challenge with others in your field. If everybody is running into the same barrier, then it could be worth pursuing. I literally solve my own problems, and I can say, "I don't do it that way anymore. I do it this way." I often hear, "You can't do that. That doesn't exist. It's impossible." That's where I am with these tools. Specifically, the dovetail marking tools. My tagline is, "It's the first real innovation in handcut dovetails since King Tut." It's actually true because the techniques used to cut dovetails by hand are the same today that were employed on furniture that came out of King Tut's tomb. Monica: For those who may not know what a dovetail marker is, can you briefly explain it? Myko: Dovetails are cut in ratios, which is a scale. They range generally from one to four. Think about a piece of graph paper, with one box over for four boxes up. You draw that angle across four boxes and up one. Then

EXTRAORDINARY PROFILES

there's one to four, one to six, one to eight, which are progressively steeper angles. Depending upon the wood you're working with, one is recommended over the other. With very soft woods, you need a very steep angle because of the weakness of the material. With very hard woods, you can use a steep angle, which is a little prettier looking. The strength of the material lets you do that. The dovetail marker is a tool that sits on the edge of your board to give you that angle. You mark with either a knife, or in the case of my tools, a 0.7-millimeter pencil. That's what allows you to mark the angles that you intend to cut. You lay out your joints and mark them on the edges of your boards using a dovetail marker. Monica: What are some key lessons that you apply consistently to your life? Myko: Keep moving and keep working. I have been selfemployed my whole life. The last time I had a job was in high school. Everything I've ever done is what you would consider freelance or self-employed. Self-employment and unemployment are dangerously close to being the same thing. You just have to keep working, keep improving, keep going after that next job. I realized early that if you are not in sales, you're dead in the water, whether as a freelance assistant, or trying to get the next advertising or magazine job in photography. The fall down point for most people who are trading skills for money is sales. You do your promotions, push your portfolios around, see a lot of people, and do all the lunches. Then things get busy and you don't have time for the lunches or the phone calls. You run a rollercoaster. When you’re selling yourself, the money goes up but the amount of promotion you're doing goes down. You hit the top of the rollercoaster and realize, "Wow. I don't have any work." It's a continuous cycle. Figuring out how to do sales while you're working is probably the most effective thing you can do if you want to exist as a self-employed individual. Monica: What other lessons did you learn to be better at what you do and to be successful?

IF YOU WANT TO SUCCEED AS AN ENTREPRENEUR, KEEP GOING, KEEP LEARNING, BE NICE, AND ALWAYS WORK HARD TO EARN PEOPLE’S TRUST. Myko: Be nice to everybody because everybody else is trying. Take rejection well. Learn from it. Ask why. If you don't get the job, politely ask why you didn't get the job. You’ll get more useful information if you ask questions when you don’t get the job than when you do get the job. Always ask “Why?” Try to figure out what they rejected. Did they reject me or something I did? Or is their direction simply more suitable to another candidate? I firmly believe that every decision we make, every single day, is the best decision we can make in that moment with the information we have available. Monica: Would you mind ending the interview with your last word? Myko: Entrepreneurship is hard. People think being their own boss will give them total freedom, but the reality is that everybody’s your boss. On top of that, selling your services can almost feel like retail work. But for me, working for myself is worth it all. The beauty is that life is different every day because you’re applying your skills to different people’s needs every day. It’s inspiring to have your talents and your art entrusted to other people’s businesses and crafts. Earning that trust and holding that trust is what always keeps me going. Trust is gained a drop at a time, and lost in buckets. So, if you want to succeed as an entrepreneur, keep going, keep learning, be nice, and always work hard to earn people’s trust.  Exceptional People Magazine | March-April 2021

Start Your Business Right

A Comprehensive Guide to Entrepreneurship Success SECOND EDITION Monica Davis’ book ‘Start Your Business Right, A Comprehensive Guide to Entrepreneurship Success’ is a musthave tool for every entrepreneur and anyone contemplating that decision. She gives you the tools first and follows it with the roadmap. Your journey is mapped out. Judy Hoberman, President, Selling In A Skirt

Ever wondered what it would be like to read a relevant guide that can take you through each step of starting your business the right way? Monica Davis has brilliantly written that guide. If you want to start your business the right way or turn an existing business around in the right direction, I WOULD HIGHLY RECOMMEND YOU READ THIS INSTRUCTIONAL GUIDE. THANK YOU, MONICA, FOR THIS MARVELOUS RESOURCE! Faye Hill, CEO, The Hill Agency International LLC

The ultimate guide to help you plan your business and make smart decisions at the most detailed level before and while you’re developing your business. Start Your Business Right gives you a blueprint for success and provides critical insights, tools, and resources that most entrepreneurs spend thousands of hours and dollars discovering.

Only

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EMPOWER YOURSELF

Reframe failure. Your fear of success might be a fear of failure. Keep in mind that failure is just an undesired result. It says nothing about you. It merely means that you need more practice, more time, or a better approach. When you can view failure in this manner, there’s nothing to fear.

The Art of Persuasion

Getting Others to Agree with You

EMPOWER YOURSELF

Checklist

efore attempting to persuade someone, go through this checklist to remind yourself of the critical points necessary for persuading others to take action.

Consider implementing these points as you engage in discussion with them. Focus only on them. Focus on their needs, wants, and desires. Always view things from their perspective try to understand their situation. Communicate clearly. Thoroughly know your argument. Take time before your meeting or discussion to rehearse your argument. Try not to memorize it. Start with small points of agreement. Avoid the temptation to begin with the significant facts of your argument. Don’t try to get them to agree on the most important things right away. Instead to get them to agree with you on small points. Be authentic. When talking with another person, be yourself. Allow your authentic self to shine and be honest and transparent. Use reciprocity. Seek to give the other person something meaningful but small toward the beginning of your discussion. It can even be a little compliment. This will make them feel obligated to give you something in return. Use effective speech patterns. If they’re more likely to disagree with you, speak faster. This gives them less time to formulate counterarguments. If they’re more likely to agree with you, talk slowly, as this will give them time to process your arguments. Create a sense of scarcity. Instill fear of missing out (FOMO) to make your offer seem more appealing. Create curiosity by getting them to ponder what they will lose by not buying into your offer.

Be confident. When you present your arguments, avoid wavering or being indecisive. Present your information with total confidence. Paint a vivid picture. As you try to persuade your prospect, help them visualize how your offer will benefit them. Don’t overly focus on statistics or dull logic. Appeal to their emotions. Consider how your audience processes information. If your audience is more likely to make a quick decision, encourage them to decide. However, if they need time to decide, give them the time and space required to make an informed decision. Acknowledge and overcome objections. There will inevitably be some objections to your arguments. Don’t try to avoid them. Instead, address them directly. Speak using positive words and tone. Show them how your offer will bring benefits into their life. Match the body language. Mirror the general body language of the person with whom you’re talking. Don’t copy it directly, but generally behave as they do. For example, if they’re using hand gestures, use hand gestures yourself but use them minimally. Pay attention to what matters. Notice the words and phrases they use repeatedly. These words are a signal of what truly matters to them. Use these words and phrases as you present your arguments. Demonstrate your expertise and authority. Wherever possible, try to show that you’re an expert in your subject. Show off any credentials that you have. Always be right. Ultimately, you want your arguments to be correct, so take the necessary time to ensure that your points, logic, and arguments are valid. 

Exceptional People Magazine | March-April 2021

Easy Ways to

Show Appreciation BY PAT MARKEL

ven a small expression of gratitude can have a big impact. Understanding how to appropriately say thank you or simply show your appreciation of someone else can improve how you communicate with others and lead to more rewarding interpersonal relationships. A big display of thanks can be nice, but it is the small, everyday signs of gratitude that can enhance your day-today existence and that of others. These small actions can be worked into your routine and become positive habits that help you express the loving feelings you have for the people around you. To help you get started, here are some simple ways to say thank you: 1. Talk. Yes, that’s it. People aren’t mind-readers, so the first way to express gratitude and love is to express it. Whether you are at work, at home, or out with a loved one, expressing how you feel can make someone feel special. Don’t hesitate to point out something about the other person that you like. If a positive thought pops into your head, don’t keep it there, talk. 2. Listen. While you’re doing all that talking, don’t forget to listen. Listening is a skill and something you need to practice. When someone speaks to you, immediately 52

March-April 2021 | Exceptional People Magazine

reflect on what they have said and try to remember key points. Mentioning something that a colleague or loved one mentioned a month ago is a great way to show that you value them. 3. Be affectionate. While physical affection is rarely appropriate in the workplace, giving your friends, family, and significant other a kiss or a hug can generate intimacy and show gratitude and appreciation. 4. Surprise people with a card. Giving a colleague or loved one a thank-you note is a great way to let them know the positive thoughts you have about them and the appreciation you feel toward them. This works particularly well if it comes as a surprise and can make a great memento that lifts the recipient’s spirits when needed. 5. Make the effort. Either daily or even just every so often, make the effort to do a bit more than is expected of you. Maybe you could make a co-worker a coffee, or unload the dishwasher at home, whatever it is, doing that little bit extra for someone will make them feel appreciated. 6. Give a handmade gift. Gifts are always great on birthdays, holidays, and other special occasions, but making a present for someone with your own two

EMPOWER YOURSELF

hands really is priceless. Perhaps it’s not the most complicated or expensive gift, but if it’s made with love and appreciation, it will be a winner. 7. Cook. A homecooked meal, perhaps of a cherished family favorite or a dish you haven’t made before, is a simple but great way to say thank you to your nearest and dearest. If you are cooking for workmates or your teammates at your local sporting club, a bag full of brownies or a tray of cake will be a welcome display of your appreciation. 8. Say thank you. This is undoubtedly the most straightforward way to show appreciation but we often forget to say the words “thank you” to the people around us. You say thanks to the barista who serves you coffee, why wouldn’t you say it to a colleague or loved one? When kindness and support become habitual, you can

start to forget to say thank you, but you mustn’t. Even something as small as your partner passing you the pepper at the breakfast table should always be met with a thank you.  Living a grateful life To help you make these small expressions of appreciation part of your life, it helps to make gratitude part of your mindset. By focusing on what the people in your life need and not allowing yourself to take their positive behavior toward you for granted, you will enjoy better relationships and a happier existence.

Exceptional People Magazine | March-April 2021

HAVE YOU

discovered YOUR

true purpose? BY JON CRUMP

EMPOWER YOURSELF

t is rare for someone to say with certainty, “Yes, I have discovered my true purpose in life!” Many may think they are on the right track yet they are still plagued by that nagging feeling that something is not quite right. If you are unsure whether you’re on the right path, we have nine questions that will reveal all. By asking yourself the following, you will be better placed to decide whether to go full steam ahead or find a new direction. When you have discovered your purpose and start pursuing it, you will immediately notice your life start to come together. Let’s get started: 1. Do your days drag on and on or pass in a flash? Most great days end with the exclamation, “Where did the time go?” If your days flash past you and you find ease and joy in what you’re doing, stick with it, you’re one of the lucky ones. However, if your days drag on and on and the clock seems to be ticking backward, it is very unlikely that you are pursuing your purpose. 2. When you open your eyes in the morning, do you welcome the coming day or fight the urge to crawl back under the covers? Pursuing your purpose in life has a great many benefits, the most striking of which is that feeling you get first thing in the morning when you can’t wait for your day to begin. However, if you feel that you are swimming against the current and view the day before you with a sense of dread, things are definitely not as they should be. 3. Are you driven by financial concerns? If your purpose in life comes with a big bonus check, good for you, but fulfilment and money don’t always go hand-in-hand. If your actions in life are driven by your bank balance, you have not discovered your purpose. Nonetheless, pursuing your purpose doesn’t mean financial ruin! When you do what you love, you are passionate and motivated and this results in added value and financial, as well as emotional rewards. 4. Do you feel a sense of ease in your daily life or are you struggling with stress and annoyance? When you are pursuing your purpose, you can feel it. It comes with a sense of ease and an awareness that you are doing things exactly as you should be. Perhaps you experienced a similar sense of peace when you found your ideal partner?

If you move through your day with a sense of comfort and belief that things are in their right place, you’ve found it. If you struggle with discomfort, you may need to look again. 5. Are you energized or exhausted by your daily life? Being tired is one thing, all of us get tired sometimes, but feeling dragged down and exhausted by your life is something else entirely. However, if what you do day-to-day energizes you and leaves you feeling uplifted, then you have discovered your purpose. 6. Do you embrace risk or run from it? Being careless is never a good thing but feeling confident enough to take on some risks is. Most people are riskaverse. Driven by stress and uncertainty, they stick to the dependable if unrewarding path. In contrast, when you are doing something you feel has significance, you will start to embrace risk more. Your sense of purpose will give you the courage you need to take a chance. 8. Do you spend money mindlessly? People spend money for only a few reasons. Firstly, because they need food, water and shelter, which are sensible things to spend money on. Secondly, because they really want a particular item, say a new outfit. Finally, as a way to lift their spirits. When you are feeling down, spending money you don’t have on something you don’t need, or even really want, can give you a temporary emotional boost. If you are more mindful of your spending, chances are that you are happier. Perhaps it’s because you’ve discovered your purpose? 9. Are you worried about other people’s opinion or do you not give two hoots? As with mindless spending, an elevated concern about what the people around you think can indicate that you are discontented and aimless. When you are pursuing your purpose, you will find that other people opinions become a whole lot less important. You will know that what you are doing is right. You won’t need anyone else to tell you. It may be difficult to describe, but when things just aren’t right, you will know about it deep inside yourself. If you feel this way, don’t despair. Harness this unhappiness and use it to inspire you to search for your true purpose in life. Put simply, pursuing your purpose is the most rewarding way to live and there is always time to turn things around and get on the right path.  Exceptional People Magazine | March-April 2021

How to Improve Your Office Interpersonal Skills BY MARLA GEM

EMPOWER YOURSELF

ccording to The Conover Company, research demonstrates that poor interpersonal skills are the primary cause of employees not building good relationships, failing to achieve promotions, and being dismissed. Below are some suggestions for displaying essential interpersonal skills in today's workplace. If you work full time, you will be in the company of your fellow employees and managers for a minimum of 40 hours every week. Try to create a good relationship with them, as well as new employees that come on board. It will keep the workplace atmosphere pleasant, and you will gain new friends. If a fellow employee or manager makes things difficult, retain your professionalism and politeness and professionally and thoughtfully address the problem. Empathy is the ability to understand and relate to the way others feel, and it is essential. If a fellow employee wants to talk to you about a problem or personal issue, imagine that problem being your own, and think about how you

would react and what you would like other people to do about it. If someone says they want a private word with you, focus entirely on them, turn off your computer screen, put aside your tasks, and mute your phone. Make eye contact with them, nod to show you are listening, and clarify any issues you don't understand. One of the most critical skills in the workplace is cooperating, mainly if you are in a job where teamwork is required. It might be that everybody on the team has their specific aims and objectives, but everyone must share one fundamental purpose, which is to make the company a success. If workers don't cooperate, the atmosphere can quickly deteriorate. Lastly, whoever you're talking to, always stand a respectful distance away; never make people feel that you are invading their personal space. Apart from perhaps a handshake or occasional pat on the back, it's probably wise to refrain from touching anyone in the workplace. 

Exceptional People Magazine | March-April 2021

How to Regain

TRUST

After You Lose Your Job BY DONNA CARLETTA

EMPOWER YOURSELF

osing a job is tough, particularly when it comes to rebuilding the ability to trust others. Research has shown that people who have been fired are less trusting than others and this lack of trust can endure for a decade and long after the individual finds new employment. Given the redundancies that followed the last recession, this is a disturbing finding. However, there are several things you can do to regain trust after losing your job or simply if you put a premium on trust in the workplace. There are also a number of elements to consider when seeking out a new employer.

Creating a Trusting Work Environment Establishing boundaries: The first thing to take into account is that a healthy degree of trust has boundaries. If you were escorted from your desk by security, there will be a lot of trust to rebuild with management when you re-enter the workplace. Establishing reasonable boundaries such as saying no to overtime or refusing to engage in harmful office gossip will help you feel safe enough to start to open up again. Give to receive: You cannot expect others to be trusting if you aren’t. If you engage with your co-workers on a basis of trust, they will reciprocate. Do as you say: Don’t overpromise. When what you say is not backed up by what you do then you are telling the people around you that you cannot be relied upon. If you promise your boss that you can complete your report before the deadline, make sure that you do. Show appreciation: Showing your colleagues that you appreciate them goes a long way to creating trust. Never forget to say

please and thank you, but also think about other small gestures that express appreciation. If a colleague managed your workload while you were on vacation, why not bring them back a sweet treat from your travels? Give credit where credit is due: In the workplace, reaching objectives is typically the result of teamwork. Don’t hog the credit and be a team player not just in work tasks but by doing small things to help your team such as organizing a meeting and tidying the coffee room. Speak to people face-to-face: Using technology to communicate is convenient and often unavoidable but it can separate you from your co-workers. Whenever you can find the time, give someone a message or discuss something with them in person rather than via email. Nurture interpersonal relationships: The trust you enjoy at work will be decided by the strength of your relationships with your colleagues. Be respectful and patient with people and show a willingness to compromise and you will nurture mutually beneficial relationships.

Exceptional People Magazine | March-April 2021

EMPOWER YOURSELF

Signs You Can Trust an Employer Turnover:

Fairness:

When you are considering a job, ask your prospective employer about the turnover in the company. Typically, a trusting, engaged workforce will stick around longer, so high turnover can be a warning sign.

Dedication to fairness typically reflects an equal commitment to trust. When entry-level employees and senior management are expected to play by the same rules and are subject to the same disciplinary processes, then you know that fairness and trust are important to this employer. Also, inquire about whether employees enjoy the autonomy to exercise their judgement in the workplace, which also displays and cultivates trust across the company.

Your direct colleagues: An impressive statement from a CEO is nice, but trust starts from the bottom. Think about who will be your manager and co-workers. It is the people you work with daily that you need to trust and who will need to trust you. Innovation:

Incentivizing good work:

A company that embraces new ideas is generally a company that trusts its employees. Ask your prospective employer who you should talk to about new ideas and what employee ideas have been adopted in the company. If this line of questioning is met positively, you may have a winner.

A fundamental element of trust in the workplace is an awareness that competence and achievement will be rewarded. Working for an employer that incentivizes good work and provides employees with training and feedback opportunities can help you to rebuild both trust and confidence moving forward.

If you have lost your job, you know how devastating that can be. Fortunately, there are many ways in which you can rebuild trust and start to get back on your feet. When you move into your new job role, think about yourself, your team, and your company and work to nurture trust. This will help you become an asset in your new workplace. 

March-April 2021 | Exceptional People Magazine

LIGHTER

e d i S

of Life

By Dorothy Rosby

HAVE FLAT ABS AND

WRITE BETTER HEADLINES

n article’s headline is like a carnival barker without the midway. Metaphorically speaking, it calls out to readers as they hurry by. “Read this! You won’t win a giant teddy bear, but you won’t have to play ring toss either.” I admire writers who can come up with succinct, eyecatching headlines—also people who can win giant teddy bears by playing ring toss. Headline writers on my internet newsfeed know how to get us to read their articles. At least they know how to get me to read their articles. I’ve whiled away many hours clicking

on article links because the headlines were irresistible—also because I didn’t want to do any actual work. But it’s not been for nothing. I’ve come up with a list of tips I can use to make my column headlines more interesting. First, a disclaimer. I don’t have the space to summarize every fascinating story behind the actual headlines below. But if you type them into your internet search bar, you’ll be as enlightened as I am, which is to say, not very. You’ll also be behind on all your work.

QUALITIES OF AN EYE-CATCHING HEADLINE

T HEY APPEAL TO OUR SELF-INTEREST. Who wouldn’t want to read articles with headlines like, “6 steps to flat abs,” “Are you making this huge mistake with peaches?” or “The best haircuts for older women,” except maybe younger women and men. I was also very interested in the headline, “Why you should never call Queen Elizabeth by her name.” Now there’s news you can use. You never know when you might run into the queen, get all tongue-tied and say something like, “It’s nice to meet you Liz.”

March-April 2021 | Exceptional People Magazine

I’m not in the market for a new house now, but I might be someday, so naturally, I clicked on the link to a story with the headline, “Elon Musk is selling his $4.5 million home that overlooks Los Angeles. Here’s a look inside.” I looked, and frankly I was surprised and a little disappointed that it only has four bedrooms. I’d expect more for 4.5 million. Maybe that’s why he’s moving.

LIGHTER SIDE OF LIFE

T HEY OVERPROMISE. I clicked on the headline, “How to target fat loss in every area,” but a few lines into the article came the truth: “Unfortunately you can’t specifically target fat loss.” Dang! I read an article with the alluring title, “The real reason we kiss under the mistletoe will blow your mind.” My mind was not blown. And this one really overpromised: “This question can supposedly tell you whether or not you’re

a psychopath.” Who wouldn’t want to clear that up? I went right to the article, but the author spent most of it reassuring readers that one question wasn’t enough. I won’t tell you the question because it’s really long and it doesn’t work anyway. And that’s unfortunate because I’m sure the people in my life would like to know.

T HEY’RE INTRIGUING. I’m always drawn to headlines for stories about the best, worst, most and least of everything, for example, “The most boring town in every state,” The 10 most disgusting foods in the world” and “The 55 worst tattoos ever.” Don’t you want to make sure your tattoo isn’t on the list? Or your cooking? There’s plenty of bests too, for example, “The world’s best places to retire” and the “The best ice cream shop

in every state.” How do they know? Does someone travel around trying ice cream all over the country so they can write about it? That does sound like more fun than tracking down the worst tattoos. And finally, I’m always intrigued by headlines that promise to address life’s big issues, for example, “Why you can’t tickle yourself,” “Why do we have eyebrows” and “How to stop wasting time.” 

Exceptional People Magazine | March-April 2021

RECIPES

Herbed Cucumber Salad INGREDIENTS:

DIRECTIONS:

1 lb small cucumbers, scrubbed clean 1/2 Tbsp kosher salt 1 garlic clove, minced 1 Tbsp chives 2 Tbsp fresh mint, chopped 2 Tbsp fresh dill, chopped 1 Tbsp fresh lemon thyme, chopped 1 cup rice vinegar 2 Tbsp honey Greek yogurt and sprig of mint for garnish

1. Scrub the cucumbers to remove any tiny bumps. Take a fork and run down the length of the cucumbers to score them. Cut the cucumbers in half lengthwise, then slice paper thin. 2. To remove some of the moisture from the cucumbers, place them in a big bowl and sprinkle with the kosher salt. Let it sit for about an hour, stirring a few times to mix. Put cucumbers into a colander or sieve and allow to drain thoroughly, patting with paper towels, then put in salad bowl. 3. Make the herbed dressing by whisking together the garlic, chives, mint, dill, lemon thyme, rice vinegar, and honey; adjust taste if necessary. 4. Pour the herbed dressing over the cucumbers in the salad bowl, cover and chill in refrigerator for several hours until flavors blend well. 5. Serve in salad bowls with a dollop of Greek yogurt on top if desired, with a small mint sprig.

March-April 2021 | Exceptional People Magazine

RECIPES

Lemon-Garlic Jumbo Shrimp It doesn’t get much easier than this! This versatile main course goes from refrigerator to dinner table in less than 15 minutes. The classic flavors of this dish go with just about any side dish you choose. In addition to the serving suggestions noted here, it also makes a delicious low carb entrée when paired with steamed vegetables or a green side salad. INGREDIENTS: 3 T. unsalted butter 1 T. garlic, finely minced 1 lb. Jumbo shrimp (10/15 ct.), peeled, deveined, and tail removed 1 large organic lemon, zest and juice 1 T. ground cumin Optional: Salt and pepper, to taste Fresh parsley leaves, chopped

Prep time: 5 minutes Cooking time: approximately 6-7 minutes* Serves 4

DIRECTIONS: 1. Melt butter in a large skillet over medium heat. Add garlic and sauté for 1-2 minutes, stirring occasionally. 2. Add shrimp to skillet and cook for 4-5 minutes, stirring occasionally, or until shrimp starts to turn pink. 3. Add lemon zest, lemon juice, and ground cumin to the skillet and stir to combine thoroughly. Season with salt and black pepper, to taste, and remove from heat. 4. Pour the herbed dressing over the cucumbers in the salad bowl, cover and chill in refrigerator for several hours until flavors blend well. 5. Spoon shrimp mixture over a bed of cooked quinoa, brown rice, or your favorite gluten-free pasta. Drizzle some pan juices over each serving and garnish with fresh chopped parsley, if desired. Serve immediately and enjoy! Exceptional People Magazine | March-April 2021

RECIPES

Roasted Baby Beets

with Greens and Grapefruit Salad INGREDIENTS: 6 small garden beets with greens attached 1 medium ruby red grapefruit (and reserved juice) all reserved grapefruit juice 1/4 cup red wine vinegar 1 medium shallot, minced very fine

1/3 cup light olive oil 1/8 tsp kosher salt 1/8 tsp ground black pepper 1 tsp fresh thyme

DIRECTIONS: 1. Preheat oven to 325 degrees. 2. Trim greens off beets, trim any thick stalks, wash, dry, and course chop fresh greens. Put in a bowl and cover with plastic. Refrigerate while preparing the rest of the salad. 3. Scrub the beats, trim off any extra green tops or roots, then place them on a sheet of aluminum foil. Drizzle oil over beets to coat well, then fold the foil up to form a sealed packet around the beets. Place on a baking sheet and bake in the preheated oven for about 45 minutes or until fork tender. Remove and let cool until you can pull off the skins, then slice into wedges. 4. While the beets are roasting, peel the grapefruit, making sure you remove all the white pithy coating. With a sharp 66

March-April 2021 | Exceptional People Magazine

paring knife, remove each segment, making sure you do not include any of the skin. Do this over a bowl so you can capture the juice. Set the segments and juice aside. 5. Prepare the dressing by whisking together the reserved grapefruit juice, the red wine vinegar, and the shallots. When combined, start pouring in olive oil, whisking steadily until creamy, then continue whisking and add the salt, pepper, and thyme, whisking until just combined. 6. To assemble the salad, place the cold beet greens on salad plates, top with beets, then with grapefruit segments. Drizzle the vinaigrette dressing over the top of each salad, then adjust seasoning by adding salt and pepper if desired. 7. Serve immediately.

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Magazine Design and Graphics, and Cover Design by Jenette Antonio Sityar

Every act of kindness can have a ripple effect. What will you do today to make a difference?