Network Magazine Summer 2019 | Issue 16

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SUMMER 2019

CONNECTING LEADERS | CREATING BUSINESS

Join the Lehigh Valley’s first ever, high end, business leader driven, B2B magazine.

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NETWORK MAGAZINE™ is direct mailed to Lehigh Valley’s professional services industries as highlighted below along with manufacturing companies and attorney’s representing Lehigh County and beyond.

• Accounting • Construction • Consulting • Engineering • Financial • Human Resources • Legal • Marketing • Medical • Real Estate • Technology

NETWORK MAGAZINE™ Spring 2019 Release Party at Edge Restaurant PHOTOS BY Vanessa Guevara

Anthony Onorata, Chris Morganelli and LoriAnn Wukitsch

Jack Morrone, Leslie Morrone, Richard DeGuiseppi, Maribeth DeGuiseppi and Elias Aoun

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Ed Easterly, Bob Robinson and Tim Fallon

Frank Smith and Jim Klunk

Tom Capeheart, Jill McComsey and Catherine Heimbach

Knowledge | Experience | Results With over 100 years of experience in the Lehigh Valley, our attorneys offer services in nearly every area of law, including: Bankruptcy & Creditors' Rights Business Law Environmental Health Care & Life Sciences

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contents 06 Trust but Verify 08 What the future holds for

Social Security and should you expect to receive benefits when you retire?

10 Long term care – What is it?

Who needs it? Should you have it?

12 Digital Marketing – What You Need to Know

24 This Word Unleashes Change 40 Mild Traumatic Brain Injuries & Innovation

26 Women and Imposter Syndrome

28 LifeAire Brings Air Purity

to Critical-Care Medical Environments Worldwide

30 Is My Employee’s Work Injury

Legit? Red Flags A Claim May Be Bogus

14 The 3 “T’s” of Professional

32 Telemedicine: Its Legal

18 Get DISC-Connected 20 Companies Use New Office

34 The Ugly Truth Sex Trafficking

Services Marketing

Space in Downtown Allentown for Recruitment and Growth

Challenges

is Happening Here

36 MAYDAY, MAYDAY, ITS

PAYDAY: The Dangers of Paying Employees Improperly

- A Silent Epidemic

44 Do You Use Protection?

46 From Devastation to

Transformation: Amy Robach Reflects on Life Before, During and After Breast Cancer

48 Navigating and Negotiating In a Seller's Market

50 Lehigh Valley’s Economic

Renaissance Continues at Remarkable Paces

52 Cigar Reviews 54 Become Your Own Fitic

•adindex 29 Alcom Printing 35 Anthony Limousine 51 ArtsQuest 31 CBRE 05 Clinique 07 Cornerstone 38 Edge Restaurant and Lounge 16 Embassy Bank 15 ESQuisite Marketing 45 European Wax Center 42 First United Land Transfer 39 Greater Lehigh Valley Chamber

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49 Greater Lehigh Valley Realtors

56 Historic Bethlehem Museum and Sites

37 Hoffman, Hlavac & Easterly 22 Huber, Waldron & Williams 27 JVI 56 John Brown & The Hatchets 41 MC IT - MSP 21 Morganelli Properties 23 N2Growth 09 NFP 01 Norris McLaughlin

25 Olde Homestead Golf Club 16 OneHope 53 PenTeleData 17 Punch Garage 57 Renaissance Hotel 03 St Luke’s OMS 43 State Farm, Tom Bartholomew, Agent

22 The Barristers Club 58 The Dime 11 Tri Outdoor 56 Weyerbacher Brewery

Attorneys at Law

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The partners of NETWORK MAGAZINE™ proudly present the latest edition of the Lehigh Valley's first ever, high end, business leader driven B2B magazine. Our goal is to continually present our readers relevant content to build your organization, from the region's top business leaders and experts on today’s industry news and trends.

Our leading contributors will continue to change quarterly, sharing information that stays fresh and current. The opinions, tips, and insights on how to best navigate business pitfalls are all provided by the Lehigh Valley's best thought leaders. Our writers are un-censored giving you profound insight from their years of experience from their given field of expertise.

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PUBLISHERS

Ray Bridgeman, Alai Caetano, Casey Damrose, Chris Morganelli, David Olson ART DIRECTOR Casey Damrose EDITORIAL DIRECTOR Ray Bridgeman BUSINESS EDITOR David Olson CIGAR AFICIONADO Steve Rowbottom EVENT PHOTOS Vanessa Guevara For advertising inquiry and rates please contact Chris Morganelli 610.248.6138 or email ChrisM@MyNetworkMag.com

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All Materials © 2019 Network Magazine, LLC. NETWORK MAGAZINE™ is a trademark of Network Magazine, LLC. All rights reserved.

Reproduction in part or in full is strictly prohibited. NETWORK MAGAZINE™ is a quarterly publication. The views and opinions expressed in this publication are those of the authors and do not necessarily reflect the official policy or position of NETWORK MAGAZINE™.

NETWORK MAGAZINE™ assumes no responsibility for content of advertisement. No representation is made as to the accuracy hereof and is printed subject to errors and omissions.

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Trust but Verify CHRISTOPHER LAKATOSH, CFP®, AIF® PRINCIPAL & SENIOR CONSULTANT CORNERSTONE ADVISORS ASSET MANAGEMENT, LLC

Few people would argue if I said that your health is your greatest asset. Given the importance of physical health, it is wise to work with a caregiver that you trust implicitly.

Doctors proudly frame their educational accolades on the wall, are backed by large health networks, and possess specialized skills and experience a layperson does not have. The general public expects a vetting process allowing only the best and brightest to practice medicine.

A close second to physical health, in terms of importance, should be financial wellness. Doctors go through stringent training and accreditation procedures, but can the same be said for professionals in financial services? The industry has tests ensuring a basic level of competence, but the hurdles to begin practicing are not nearly as rigorous as those in the medical field.

Investment services, unlike medicine, also have varying levels of responsibility that firms owe to their clients. In some cases, the duty owed is merely to ensure that an investment is suitable at the time of purchase, whereas, in other instances, an ongoing duty of undivided loyalty exists. The distinction may seem subtle, but in plain English, would you rather have a service provider who merely chooses what is suitable for you or one that must act in your best interest? There is also a myriad of legal means by which the provider of services can be compensated, not all of which are fully disclosed. Given the potential for misaligned interests between investors and their financial advisors, an implicit trust may not suffice. How, then, can investors structure their relationships with advisors to more closely align with those found in the medical field?

By asking a simple question: “Are you a fiduciary?”

Investment fiduciaries provide advice and direction for their clients. Fiduciaries work with individuals, institutions such as corporations and not-for-profits, and retirement plans. Today, advisors are even applying a fiduciary process in the wealth preservation and insurance markets.

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The same principles can be applied to all aspects of a client’s financial plan.

So, what is a fiduciary? A fiduciary is a party that owes a legal responsibility to another. A fiduciary is required to make decisions that are in the best interests of the people and assets in their care without regard to their own wellbeing -- it is a relationship of undivided loyalty and trust. A fiduciary should always be willing to commemorate this great responsibility in writing; otherwise, the promise of loyalty is not worth the paper it is written on.

There are critical factors in the due diligence process before engaging a financial professional. Client goals and needs, professional experience, asset management philosophy, tenure, and advanced designations are all important considerations, but a base level of peace of mind can be achieved knowing that you are interviewing a fiduciary.

The role of a fiduciary is so important that the SEC has recently approved its new Best Interest Regulation that provides a framework for regulation of investment professionals. It is no coincidence that the SEC Chairman Rob Jackson said in his prepared remarks that “investors should seek out true fiduciary advice from financial professionals who have chosen to hold themselves to a higher standard.”

I was raised to believe that trust is earned, never given. I teach my children this lesson. I believe you can and should trust. Trust should be nurtured and deepened over time, and even after it is earned, I still believe we should all follow the wisdom of President Ronald Regan to always, “Trust but verify.” The fiduciary standard should act as that explicit verification.

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What the future holds for Social Security and should you expect to receive benefits when you retire?

JOSEPH A. MASTRIANI, CPA/PFS, CFP SHAREHOLDER, BUCKNO LISICKY & COMPANY

Most Americans will eventually receive Social Security benefits. Each year, the Trustees of the Social Security Trust Fund release a lengthy report to Congress that assesses the health of this important program. The newest report, released back in April of this year, discusses the current financial condition and ongoing financial challenges that the program faces.

HIGHLIGHTS OF SOCIAL SECURITY TRUSTEES REPORT Social Security's total cost is projected to exceed its total income (including interest) in 2020 and remain higher for the next 75 years. The U.S. Treasury will need to withdraw from trust fund reserves to help pay benefits. The Trustees project that the Old-Age and Survivors Insurance/ Disability Insurance trust fund reserves or (OASDI) will be depleted in 2035, one year later than projected in last year's report, unless Congress acts.

Once the trust fund reserves are depleted, payroll tax revenue alone should still be sufficient to pay about 80% of scheduled benefits for 2035, with the percentage falling gradually to 75% by 2093.

The OASI Trust Fund, when considered separately, is projected to be depleted in 2034. Payroll tax revenue alone would then be sufficient to pay 77% of scheduled benefits.

These figures are unchanged from last year's report.

The DI Trust Fund is expected to be depleted in 2052, 20 8

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years later than projected in last year's report. The significant depletion date change reflects the fact that both benefit applications and the total number of disabled workers currently receiving benefits have been declining over the past few years. Once the DI Trust Fund is depleted, payroll tax revenue alone would be sufficient to pay 91% of scheduled benefits.

WHY IS SOCIAL SECURITY FACING FINANCIAL CHALLENGES? Social Security is funded primarily through the collection of payroll taxes. Because of demographic and economic factors, including higher retirement rates and lower birth rates, there will be fewer workers per beneficiary over the long term, worsening the strain on the trust funds.

WHAT IS BEING DONE TO ADDRESS THESE CHALLENGES? Currently, not much, but the reports urge Congress to address the financial challenges facing these programs soon, so that solutions will be less drastic and may be implemented gradually, lessening the impact on the pubMyNetworkMag.com

lic. Combining some of these solutions may also lessen the impact of any one solution.

Some Social Security reform proposals on the table are: RAISING THE CURRENT SOCIAL SECURITY PAYROLL TAX RATE. According to this year's report, an immediate and permanent payroll tax increase of 2.7 percentage points to 15.1% would be necessary to address the long-range revenue shortfall (3.65 percentage points to 16.05% if the increase started in 2035).

Raising or eliminating the ceiling on wages currently subject to Social Security payroll taxes ($132,900 in 2019).

Raising the full retirement age beyond the currently scheduled age of 67 (for anyone born in 1960 or later).

REDUCING FUTURE BENEFITS. According to this year's report, to address the long-term revenue shortfall, scheduled benefits would have to be immediately and permanently reduced by about 17% for all current and future beneficiaries, or by about 20% if reductions were applied only to those who initially become eligible

for benefits in 2019 or later.

Some financial advisors believe that although Social Security is not expected to be depleted until 2035, which means today’s retirees should not worry too much, those about 15 to 20 years out from retirement should start acting now to bolster their retirement savings should Congress fail to act. Social Security was initially envisioned as one leg of a three-legged stool, the other legs being pensions and personal saving.

Other advisors increasingly see annuities as a solution to the challenges facing Social Security by serving as an income replacement to the looming cut in monthly social security benefits. However, at the present time, annuities have been a misunderstood, complex and frustrating option for individuals and many advisors recommend that annuities should not represent more than half of an individual’s retirement assets.

Lastly, whether you have been saving for your retirement for decades or whether you’ve had to deal with health issues or layoffs, it is important to periodically review your personal social security statement on the Social Security Administration website at www.ssa.gov.

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Long term care – What is it? Who needs it? Should you have it?

MIRIAM ZETTLEMOYER, OWNER & CONSULTANT ALLIANCE PLANNING Long term care is a range of support and services affecting your personal care needs. When you can’t do activities of daily living that includes bathing, dressing, toileting, incontinence care, transferring from a bed or chair, eating or you have severe cognitive impairment that requires substantial care then you need long-term care. Many of these things we can take for granted, but as we age, or health becomes a challenge, it becomes more challenging to do these seemingly simple tasks. Long term care insurance is one way to help cover some of the costs that you would have to pay out of pocket for or have a family member assist you in your day to day routine.

Medicare doesn't cover long term care – the fact is it only covers a short term stay in a nursing facility but under strict guidelines that you are in a hospital for 3-days and then transfer directly to a facility because you are unable to return home but have expectations to return home and live independently. It is important to get insurance while you are young and healthy as you must qualify in good health to get coverage. Many people say that it is an expensive insurance, but if you think about the costs associated with long term care, the insurance can be a bargain. Personal care with a home health aide can cost upwards of $22/hour, assisted living costs start at $3,500/ month, and skilled care can be double assisted living costs. Paying for long term care insurance in advance of needing care instead of expending your life’s savings for care can be a huge value.

There are various levels of care, and they are adjusted as care needs change. Personal care can be given at home or in a facility which includes some basic daily needs. The next level is assisted living and then finally, skilled nursing care. The only covered services via Health and Human Services through Medicaid is skilled nursing care. You may have reduced quality of life if you don’t need that high level of care but don't have insurance or assets to pay for the first steps of needing basic assistance.

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Long term care insurance is a big part of your financial well being offering you peace of mind to know that if the unexpected happens, you won't need to depend on your family or go through all of your assets to get the care you need. Once you reach the age of 65, you have a 70% chance of needing some form of long-term care during your lifetime. (Medicare and You, 2015) The unexpected need for care can arise at any age. Over 50% of people on a claim are between the ages of 40-64. (Unum Ins Co) If you are a business owner depending on how your business is structured, you can get a tax deduction based on your age and other factors when you buy long term care insurance through your business. This offering can be extended to your employees at no cost to you and can be part of your health insurance benefit package. They too can qualify for a tax deduction on their individual taxes.

If you have a health savings account (HAS) premiums can be paid pre-tax.

Traditional long-term care insurance is still available but new products have given rise to alternative ways to protect assets, provide care and offer a different option versus a use it or lose it benefit. Hybrid whole life insurance policies have a rider add on that will allow you to pull forward the death benefit to use towards long term care while still leaving some death benefit coverage. There are one-time lump sum policies that allow you to carve out a piece of your savings and secure it for long term care needs instead of having a monthly payment moving into retirement years. If it turns out, you don’t need long-term care in each of these scenarios at some point your family will get the benefit of the insurance upon your death. Protecting yourself and your loved ones, taking the burden off your family to care for you is one of the best gifts you can give to you and them.

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Digital Marketing – What You Need to Know JASON WILSON, TRI OUTDOOR HILLARY LONG, CITRO DIGITAL

Are you lost in the Wild West digital marketing space? As you trek along the seemingly vast wilderness littered with new technology and terminology – you are not alone. While there are no defined road maps, getting overwhelmed by the mountains of endless data, countless platforms, and product offerings won’t help your cause. In fact, there is so much happening in the digital space that often even the most experienced marketers can be found scratching their heads. As this space grows more sophisticated and crowded day by day, going back to basics can be the most overlooked, yet valuable, place to start.

LET’S TALK BASICS. Anything that is placed in/on/through internet technology qualifies as digital marketing. It’s advertising delivered through digital channels, and it takes on many forms such as SEO, Content, Paid Search, Mobile, Email, or Social Media – just to name a few.

Going back to the basics is important, but don’t forget to become familiar with new opportunities that may present you with a unique way to connect with your customers as well.

2. While digital marketing can be easier, that doesn’t mean it is. Sometimes, clients can get lost (or obsessed) in the data. Instead of getting lost in the data, get lost in your WHY. Why should customers use you? What sets you apart?

Content Personalization As technology has evolved, so has the ability to customize your website and tailor messages to be delivered to your target audience as they interact with your website in real time. Content personalization is the new frontier and if your website is a few years old and in need of an update – start thinking about how you can incorporate personalized content to meet the unique needs of your target audiences. If you have several unique products or service offerings that serve multiple industries, consider opportunities to tailor content and content offerings to those unique potential customers. A more personalized content offering can lead to a higher rate of customer acquisition through your website.

3. Take the time to get a baseline understanding of the different digital channels, then, talk to your current clients about their online behaviors. Do they use certain social platforms? Do they Google everything? Maybe they are Podcast junkies. You won’t know until you ask.

Trending…

Smart Speakers Smart speakers are growing at a rapid pace and are considered to have a faster adoption rate than smartphones with more than a quarter of U.S. Adults having a smart speaker in their home as of March 2019 according to Voicebot.ai. While voice applications are still very much new, consumers are creating heavy demand for

It’s way bigger than you might think; everything is connected, but these simple principles apply: 1. Know who your customers really are. If you know who your customer is, there are lots of data that can help you find and connect with them.

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businesses to catch up with the growing tech. Additionally, the quick rise in Voice Search popularity has made the opportunity for local businesses in this space a real possibility. We are seeing real-time growth as this tech is transcending from our homes into our cars with the release of Amazon’s Echo Auto. This category will continue to grow, and with it, the use cases between marketing opportunities and simplifying business operational challenges will as well.

all parts of the business. This partner should be seeking information around the internal and external elements that affect your business.

Artificial Intelligence (AI) This is a big one that we can’t cover in its entirety here, but knowing what science is and what is closer to science fiction may help to clarify. Computers are not becoming “intelligent humans,” as the famous computer scientist, Edsger W. Dijkstra said, “The question of whether a computer can think is no more interesting than the question of whether a submarine can swim.” AI really is new programming that can help make sense of massive sets of data. An easy example is Natural Language Processing (ex: Grammarly, Google Translate). NLP may sound like ultra tech, but really it is just the interaction of humans and computers. Just know, that there are some major ways a business can benefit from AI including data and analytics; Chatbots and other customer service tools; or even the automation of backend office processes.

Everyone is after the same thing – conversions – the Holy Grail of marketing. Conversions are anytime a consumer takes action in response to a brand’s marketing message.

That means impact and something specifically sought after.

It’s OK to test, re-strategize, make changes, and move your budget around. Be willing to get into the weeds with a good partner who can help you decipher data.

Be willing to invest in tools that will help you generate a good plan and track your ROI.

So set goals, establish the parameters, and give it time!

We can’t stress this enough. Time is your ally or your enemy. It all depends on how you look at it. Enjoy the process; technology is a wonderful tool and will help you in a number of ways.

This all seems really technical…what do I do next?

This is a very exciting time to be a marketer; businesses have more opportunities to connect with current and potential clients than ever before. The entire landscape has transformed from just Marketing to “MarTech.”

Start by looking for a consultative partner that is willing to work through a discovery process in which you cover more than just your advertising – marketing touches

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The 3 “T’s” of Professional Services Marketing CADY DARAGO AND ED MILLER, ESQUISITE MARKETING

Marketing can be a scary word. Where do you start?

What is the most effective way to market? How do you budget? Slow down. With a little planning, some focus, and a straightforward to-do list, you can handle this.

Whether you are an accountant, lawyer, financial planner, or an engineer – these tips can be applied regardless of your service and focused on your niche area.

Are you a natural at having close relationships? Schedule one-on-one meetings with clients, prospects, and referral sources. Your reputation and relationships are what makes you memorable.

TIME: Identify how much time are you willing to commit to your marketing? You can’t run a marathon if you are only willing to devote one hour/week to training.

Same with marketing. You can’t plan to write 5 blogs, an article and do two presentations a week if you can only commit an hour/week to marketing, because that will only get you 2-3 blogs or an article. That’s not even a half marathon.

TARGET: What are your goals? Tangible goals. For example, if you are 34, retirement at 40 with $18 million in your 401K isn’t what I want to hear, unless you already have $15m banked, then let’s talk. Set tangible goals for the next year, keeping in mind your talent and time. Set small goals for three weeks from now, 3 months from now, 6 months from now, and so on. If you make all your goals due at the end of the year, you will keep procrastinating. Hold yourself accountable – or rally some co-workers to join you in your efforts and create a wager, so you stay motivated.

TALENT: What are you good at – besides CrossFit or watching Game of Thrones? Were you on the debate team or just love public speaking? Get involved at an industry event as a panelist, emcee, or speaker. Did you minor in journalism or keep diaries? Start blogging, find industry publications to write articles for, and write articles for LinkedIn. Are you a social butterfly and love working the room? Get out to networking events and join boards at your local Chamber of Commerce and other business organizations.

Do you love helping others and have a soft spot for the needy? Volunteer and sit on the board for non-profits.

EXAMPLE 1: You are an outgoing accountant looking to meet small business owners as prospective clients, and you commit to setting aside an hour/week. You set a goal to meet 3 business owners in three weeks. Reach out to some people in your network and ask if they will set up a lunch meeting with someone whom you want to meet or that they think you should meet. Attend an event where you can meet small business owners. Reach out to a

In an ideal world, you would have 20 hours a week for marketing and be good at everything. But this is real life. So, let’s be real.

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connection on LinkedIn that you don’t really know and set up a phone call or meeting.

EXAMPLE 2: You are an associate attorney working in your firm’s liquor law department where you are hoping to drum up new distillery clients. You have 10 hours/ month for marketing, and you enjoy writing and public speaking. Start a blog or contribute to your firm's existing blog. Set a schedule and make sure you have at least two blogs in the hopper, you never know when a work or a personal emergency will arise. Sign up to do a CLE at your local bar association or team up with another practice area in your firm and do an in-house presentation (you and a labor & employment attorney covering things distilleries need to think about). Attend events at the local distilleries – get to know the owners and their needs.

EXAMPLE 3: You are an engineer and need to drum up more business outside of your immediate area. Your goal is to connect with construction companies, developers, planning commissions, and zoning boards. You hate public speaking and writing, but you don't mind social settings. You work during the day, but most evenings

are free for marketing. Attend events for the economic development organization in the geographic area you want to target, register for land development conferences, and see if there are any real estate development/ planning commission events at your local Chamber.

Long story short – it's not rocket science. It takes planning, discipline, and accountability. Just like a diet or exercise plan, you need to stay the course and vary the activity to see results - eating only broccoli and doing bicep curls will not help you achieve your fitness goals – and neither will only blogging and connecting with people on LinkedIn. However, stick with activities that you like – you will be more likely to stick with it.

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Get DISC-Connected MICHAEL BARROVECCHIO , PRESIDENT, CAPO LEADERSHIP CONSULTING How would your leadership impact change if you knew exactly how to connect with your team?

D-types are very direct and focus on results.

What would happen if your company phone directory included each person’s communication style?

The Influencing or I-type personality is outgoing and people-oriented. They persuade others with words and are often the life of the party. I-types are spontaneous, friendly, and love the spotlight.

How would your sales team perform if they understood their own selling style and could discern the buying style of your customers?

The Maxwell DISC Method empowers you to do all of this and more.

WHAT IS DISC? In 1928, Dr. William Marston authored his DISC theory, which says that each of us is a unique combination of four primary personality styles: Dominant, Influencing, Steady, and Compliant.

A person’s style is determined by the survey answers that he or she provides. While each of us is a combination of all four styles, we usually have one that is stronger than the others.

I – Influencing

S – Steady The Steady or S-type personality is reserved and peopleoriented. They make great team players and consistently follow through on tasks. S-types are motivated by loyalty and acceptance.

C – Compliant The Compliant or C-type personality is reserved and task-oriented. They are on time, very analytical, and rely on facts. C-types are planners who take great pride in their accuracy.

DISC-Connecting

Let’s take a look at the four primary types.

According to the Harvard Business Review, “The number one criteria for advancement and promotion for professionals is an ability to communicate effectively.”

D – Dominant

That means connecting!

The Dominant or D-type personality is outgoing and taskoriented. They seek control and make quick decisions.

Connecting increases your influence in every situation,

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TAKE ACTION

according to John C. Maxwell, the world’s leading authority on Leadership.

We believe that DISC information must be used to empower your leadership and your entire team.

Connecting increases Leadership impact.

At CAPO, we put action to DISC by providing the following:

Connecting increases Teamwork impact.

Connecting increases Sales impact.

1.

DISC Overview for your team

Connecting increases Relationship impact.

2. DISC Survey for each team member (15 minutes to complete online)

Connecting increases Empowerment impact.

DISC gives us the knowledge that helps us to connect with each other on a deeper level. It allows us to engage each team member the way THEY need to be engaged.

It helps us value them.

PUTTING DISC TO WORK At CAPO Leadership Consulting, we fundamentally believe that there is immense power in understanding yourself. We also believe that teams perform much more efficiently, effectively, and with less conflict when they truly understand each other.

Using the Maxwell DISC Method, we have seen teams achieve more with greater accuracy as they increase their understanding of themselves and their teammates in areas that include: •

Communication Style, including Communication Dos and Don’ts

•

Behavioral Style, including Motivation, Ideal Environment, and Primary Fear

•

Strengths as indicated using PowerDISC™

•

Work Style and how to leverage this in a team environment

THE NUMBER ONE MISTAKE The number one mistake that we have seen organizations make when using any personality profile system is to fail to act on the resulting information in a meaningful way.

The information is held within HR and management and is never leveraged to provide real value to the business.

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3. Individualized DISC Report for each team member 4. Action Plan for each team member based on DISC Report 5. DISC Team Communication Workshop with your entire team, focusing on communication, collaboration, and execution while honoring the strengths and style of each teammate.

6. Coaching with the leadership and the team to ensure that this new information is applied and leveraged to positively impact the business.

Don’t miss the opportunity to bring this powerful tool to your most valuable asset – your people.

About the Author Michael Barrovecchio believes that everyone is “Born Brilliant”, possessing everything they need to be truly successful. Michael coaches Business Leaders, Executives, and their Teams to become aware of their Brilliance and engage it to live and lead with authenticity and balance. Michael is President of CAPO Leadership Consulting, an Executive Director with The John Maxwell Team, and a Certified DISC Behavioral Consultant. He can be reached at 732-713-1900 or Michael@CAPOLeadershipConsulting.com.

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Companies Use New Office Space in Downtown Allentown for Recruitment and Growth J.B. REILLY, COFOUNDER & PRESIDENT, CITY CENTER INVESTMENT CORP.

Today's businesses, large and small, are focused on attracting and retaining talent. As a result, human resource professionals need to be actively involved in the decisionmaking around their companies’ facility expansions and relocations, according to a recent study by Lehigh Valley Economic Development Corp.

Chris Reber, Market Executive at Merrill Lynch’s downtown Allentown office in Tower 6, says, “For Merrill Lynch and companies like it, locating our offices in an energized city environment with walk-to-work opportunities like downtown Allentown is critical to attracting and retaining talented employees and expanding our business.”

While much has been made of Fortune 500 company ADP moving 1,600 employees to the new Five City Center office tower in downtown Allentown this summer, the strong demand for office space of all sizes in the revitalized city serves to illustrate companies’ use of new, urban real estate for recruitment and growth.

Smart companies are also realizing the many benefits of leasing the new; Class A space downtown Allentown has to offer. Only 10 percent of the Lehigh Valley's office inventory is less than a decade old, with most of it being more than 30 years old. With today’s trend of open and flexible office space that promotes collaboration, the larger floorplates of new office buildings surpass the divided ones of older buildings. In today’s quickly changing market, flexibility in both office space and lease terms, as well as a happier and more productive workforce, ultimately help businesses grow.

By 2020, 50 percent of the U.S. workforce will be from the Millennial Generation, whose members want to live and work in vibrant downtown environments, as seen in the state’s larger cities, Philadelphia and Pittsburgh. Businesses are paying attention to that trend and discovering how leasing new office space in downtown Allentown can help them recruit millennials.

At a symposium on opportunity zones held in downtown Allentown last year, Tom Murphy, a senior resident fellow at the Urban Land Institute, said, “For the first time in history we’re seeing jobs move to where people are, rather than vice versa. For companies, it’s all about being where talent wants to be. Tech giants, startups, Fortune 500 firms, small businesses…”

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Companies are beginning to realize they are losing money by staying in employee-unfriendly, inefficient office space.

Unhappy and unproductive employees lead to higher turnover and increased recruitment costs, and costs to operate inefficient space are higher, reducing the overall efficiency of their business. Fortunately, there is plenty of room to add new, open office space in downtown Allentown, but if developers don’t supply it, it will hurt the Lehigh Valley office market overall.

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Another trend among downtown Allentown businesses is the desire to network with other companies within the central business district. Companies, like people, want to be connected and to grow through those connections.

Kerry Kulp, a Network Systems Consultant and Partner at Velaspan in Three City Center, says, “We moved to downtown Allentown with expansion in mind because of the great location and opportunities to collaborate with other downtown companies. As a direct result of our location, we have built relationships that have led to additional business, requiring us to recruit and expand our workforce.”

Attracting and retaining a young, educated workforce; designing new, open office space from scratch; and collaborating with dozens of companies within walking distance are all goals that can be met in downtown Allentown’s reenergized office community.

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ments. Teaching someone how to get to a yes is one of the most valuable things a leader can do. It was Sir Richard Branson who said: “I have enjoyed life a lot more by saying yes than by saying no.” Saying yes is both valuable and fun, so why not learn how to help people to a yes?

As a leader you should challenge, probe, assess, validate, and even confront on a regular basis. By all means ask people to justify their logic. It’s perfectly okay to ask “Why should I say yes to this?” and it’s even more okay to expect a good answer. Make sure however that when you send a person back to the drawing board it’s a teaching exercise and not a death sentence.

This Word Unleashes Change & Innovation MIKE MYATT, FOUNDER AND CHAIRMAN, N2GROWTH Have you ever worked for a boss who always said no?

If you have, my first guess is it was a frustrating experience. My second guess is you don’t hold said boss in high regard as a leader. I’ve always been amazed at the number of well-known axioms espousing the benefits of learning to use the word “no” with greater frequency. In fact, there are some very bright people who believe you simply cannot become a good leader without developing a mastery for using the word no – I couldn’t disagree more. I’ve never been a big fan of telling people no, but I’m a huge proponent of the advantages of helping people learn how to get to a yes. Smart leadership creates an environment where yes is not viewed as a weakness, but as an opportunity.

While inherently obvious, it should not go unnoticed that the use of the word no is 100% negative. The word no ends discussions, stifles creativity, kills innovation, impedes learning, and gates initiative. Put simply, the word no advances nothing, grows nothing, builds nothing and incentivizes nothing. No is not all it’s cracked-up to be.

Smart leaders create and foster a culture of “yes” rather than use “no” as a tactical weapon just because they can.

Unless accompanied by a tremendous amount of reasoned dialog, the use of “no” is rarely informative, much less instructive. Most leaders simply don’t take the time to have the needed conversation surrounding a no. Moreover, when those conversations do occur they tend to be focused on admonishment rather than teachable mo24

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By helping people refine their thinking you’re in essence clarifying your expectations, developing them in the process, and advancing the ball at the same time – this is simply good leadership. Where leadership is concerned, a slow “yes” is often more instructive, and ultimately much more productive than a fast “no.” When you’re tempted to give a no as your answer, stop and ask some of the following questions first – you’ll be glad you did: 1. Before I give you an answer, I’d like to know more about your thought process here. Can you tell me more about how you arrived at this point?

2. Let’s peel back the layers on this issue a bit – can you help me better understand your logic on this?

3. That’s an interesting idea – who else is onboard with this?

4. I’m not sure I understand how this aligns with our current direction. How does this add value to our core mission?

5. Help me connect the dots on this one – why will this take us where we want to go?

6. Have you identified all the risks here, and what are your contingency plans should things not progress as expected?

7. What’s the downside should we not move forward with this?

Ask yourself this question – If as a leader you find yourself always saying no, what does that tell you about your leadership ability? It means your vision is not understood, your team is not aligned, and your talent is not performing up to par. It means you’re not teaching, mentoring, communicating, or leading. The perception that strong leaders say no and weak leaders say yes is simply flawed thinking. Leaders need to communicate trust in their team – they need to create an environment where people are not afraid to seek opportunity, to pursue innovation, or to change their mind. A constant stream of “no’s” is not a positive sign, it’s a warning sign that needs to be heeded.

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I have found that the most common reasons people tend to cite in support of using no are as follows: •

Excuse: It helps to keep them from wasting time – Reality: For a leader to believe their time is somehow more important than other’s time is usually not correct and is often the height of arrogance.

•

Excuse: It somehow manages risk – Reality: A quick no often keeps opportunities hidden, creates information deficits, and causes blind spots – all of which actually increase the potential for risk.

•

Excuse: It builds character – Reality: While its true adversity builds character, so does empathy and understanding. Life brings about enough adversity on its own – leaders who manufacture it as a teaching method have missed the point.

•

Excuse: It helps them focus by not biting off more than they can chew –Reality: if your only way to prioritize is by saying no, then you are missing out on a lot of what life has to offer. Rather than prioritize by exclusion, use systems, processes, etc., to prioritize by inclusion.

While saying no might be more convenient, the aforementioned agendas are better accomplished with clear communication, effective collaboration, and prudent resourcing – not by saying no. Great leaders help people get to a yes – in other words, they teach them how not to receive a no. Rather than just kill something with a quick no, a good leader uses every adverse scenario as a development opportunity to help people advance their critical thinking and decisioning skills. The word yes is a catalyst – it begins rather than ends. It inspires rather than demoralizes, and it communicates trust rather than doubt.

but instead, fostering a scalable culture which focuses on optimism and not pessimism. I have always believed if you want to bring out the best in people, give them the opportunity to succeed – the best way to do this is to begin with the assumption they won’t fail. If you’ve hired smart people, trust they’ll do the right thing rather than fear they’ll do the wrong thing.

While I understand that there are times when using no may be your only option, those times should be the exception and not the rule. It’s also important to note that the use of “yes” and “no” are neither universally right or wrong, but there is much greater upside to enabling a yes. Think of it like this: Yes paves the path toward the future, while no affirms the status quo. Bottom line: Yes is not a sign of weakness – it’s a sign of intelligent leadership. Next time you’re tempted to say no, do yourself a big favor and find a way to work around the obstacle and toward a yes.

Mike Myatt is a leadership advisor to Fortune 500 CEOs and their Board of Directors. Widely regarded as America’s Top CEO Coach, he is recognized by Thinkers50 as a global authority on leadership. He is the bestselling author of Hacking Leadership and Leadership Matters, and a Forbes leadership columnist.

In the link to the following video, Google’s Eric Schmidt shares his reasoning for creating a culture of yes. Schmidt stresses the importance of not creating a negative culture,

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Women and Imposter Syndrome AMY DAWS, FOUNDER YOU SAY TOMATO LLC

It can creep up unsuspected like a distant ache in your gut, like dread in the face of an insurmountable obstacle, or like the paralysis of doing everything except the one thing you know you were meant to do.

Imposter Syndrome. That sense that you are not up to the task, that they promoted the wrong person and will soon discover their error. Or, if you are self-employed, the struggle to put a dollar amount on your time and convince potential clients you are worth it. The pain of “marketing” one’s services while inhabiting the same body that was once a child: the one who skinned her knees, and who cried when she couldn’t break open the piñata at her own birthday party. Now, she is a Human Resources Director, a Family Therapist, a Department Manager. And you know that girl is still in there somewhere.

In addition to seeing our own past or present weaknesses, many of us fear seeming disingenuous offering our services to people within our network with whom we have collaborated in the past. We do not want a friend or former colleague to feel used, or like we are selling to them. To flip our mindset to see that we offer something that will benefit them far beyond the dollar cost, we need to realize the value of what we bring. This is easily done intellectually, but to bring that knowledge to the heart often requires time in conversation with a neutral party who is trained to help you change the underlying beliefs that feed the mindset.

While Imposter Syndrome is not unique to women, we seem to experience it more. In London, England when I was first promoted to HR Director, I called my mom stateside to tell her the news. Her first comment was, “Do you think you can do it?” I was bilingual, well-educated, experienced, and living in my third European country of 26

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residence. But her question threw me off balance for a split-second as I wondered how to answer.

When I relayed this story over the years to other female friends, they identified with the feeling and shared similar tales of their own. In some cases, our beloved mothers unwittingly transferred their self-doubt onto us. Many of us did not realize this had happened until our 30s or 40s, when we got a renewed energy for stepping into our bigness.

One of the barriers to self-actualizing in this way is concealing our vulnerabilities. Sometimes when we try to explore how we might step outside our comfort zone or reach for the stars, we mention it to the wrong person, who shoots us down in the blink of an eye. They speak out of their own narrow view of self, lumbering you with their own set of perceived limitations, their own shoulds, musts, and can’ts. The result is that we clam up, unable to state out loud the thing that holds us back. Yet, saying it out loud and looking it full in the face may be the key to disarming it.

Another dynamic that may leave women bewildered is that many (not all of course) are big enough people to see and praise others’ giftedness. We are confident enough MyNetworkMag.com

to see our own strengths and those of our colleagues, and to see the value of collaborating. This ability is one of the hallmarks of an excellent, mature leader. However, in an ego-driven or male-dominated work environment, the person who does this may be left doubting herself as she celebrates others’ expertise and no one returns the favor. In fact, as she applauds her male colleagues’ gifts, everyone else is doing the same, and hers may remain unseen. This reinforces her nagging suspicion that she is an imposter and unworthy of her position.

My response to this is not, as you might expect, for women to band together and support each other, giving each other a leg up whenever possible. This is no bad thing, but I would suggest instead that male and female leaders actively work together to dissolve the unconscious divide between men and women; that we seek the person underneath the gender. This is becoming particularly important in an age when socially, and especially amongst millennials and Generation Y, gender roles and even gender itself has become a blurred line or a point somewhere on a spectrum rather than the traditional cut and dried definitions of male and female.

To find courage to navigate leading in a changing world, a coach who helps you see new possibilities and open your eyes to perspectives you would not have found alone can be an enormous asset. Some coaches function as advisers, mentors, or consultants. I believe to get beyond Imposter Syndrome and make the kind of self-discoveries that will help you improve your mindset and make good decisions, you need a non-judgmental thought partner who asks questions that help you see what lies beneath the issue for you so you can design your own actions. My advice would always be limited by the fact that I am not you. That is why I help you better understand what you know about yourself and the situation, to enable you to design your own action steps. The actions you design yourself are far more motivating to you because they are authentically yours.

LifeAire Brings Air Purity to Critical-Care Medical Environments Worldwide LAURA S. EPPLER, CHIEF MARKETING OFFICER BEN FRANKLIN TECHNOLOGY PARTNERS OF NORTHEASTERN PENNSYLVANIA

Medical facilities strive to keep surfaces in critical care environments as sterile as possible. But one of the most serious threats in those areas is in the air surrounding the patients and staff. Airborne chemical and biological pathogens can readily bypass many air filtration measures commonly used by medical facilities, including

HEPA, ULPA, and UV light, and can enter areas where compromised patients, human embryos, and gene/cell therapies are susceptible to attack and contamination.

With a focus on this, LifeAire Systems’ Founder and CEO, Dr. Kathryn C. Worrilow, conducted more than two decades of research into air remediation, initially in the In Vitro Fertilization (IVF) environment. She found that the first-line air filtration techniques in use, even combined with best-practice protocols, were inadequate to guard against airborne volatile organic compounds (VOC). This shortcoming places operating rooms, recovery rooms, rehabilitation centers, long-term care facilities, and cell manufacturing facilities at risk.

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Dr. Worrilow’s research determined that external environmental events can greatly impact the clinical outcomes of a facility. The VOCs that permeate basic filtration are generated through many sources, including seasonal changes, construction, vehicle exhaust, paint, cleaning fluids, and road resurfacing. Dr. Worrilow found that the IVF success rate dropped precipitously when nearby projects, such as road resurfacing, contaminated the air. She also determined that airborne contaminants play a major role, not only in reproductive and cell culture success, but also in the rate of hospital acquired infections (HAI) within hospital and assisted living settings.

This discovery was the genesis of the technology of Allentownbased LifeAire Systems. Dr. Worrilow led a team of chemists, engineers, and physicists to develop the LifeAire System — a patented, in-duct air purification system that incorporates a multi-stage approach with a blend of strategies that capture, kill, and filter airborne chemical and biological contaminants. Unlike common HEPA filters, the LifeAire System provides comprehensive molecular destruction of biological and chemical contaminants, delivering air with purity levels as high as 99.99 percent in a single pass.

With financial investments and strategic business insights from the Ben Franklin Technology Partners of Northeastern Pennsylvania, Dr. Worrilow was able to move forward with transforming her realization into a commercially viable product that benefits several types of medical and research facilities. Teaming with H.T. Lyons, also based MyNetworkMag.com

in Allentown, to manufacture Aire-IVF air purification units, LifeAire now holds 26 patents globally and has deployed units to more than 45 IVF programs worldwide. Clinical pregnancy rates have improved an average of 15 percent across all installations.

“My vision at LifeAire is to help healthcare professionals eliminate air as a potentially adverse factor in the function of a facility. The realization of that vision is the LifeAire System,” said Dr. Worrilow. “The support that we have received from the Ben Franklin Technology Partners has been comprehensive and pivotal to LifeAire. In addition to providing part of the seed funding, Ben Franklin introduced us to an angel investor for follow-on investment, helped us build our management team, and linked us to marketing, business planning, and financial projection experts. We are privileged to have such comprehensive guidance and support right here in the Lehigh Valley to help us bring our industryleading solution to the world.”

LifeAire’s transformational, multi-stage air purification approach is significantly improving patient outcomes in several facilities. The Mayo Clinic, UCSF Medical Cen-

ter, Stanford University Medical Center, Northwestern University Medical Center, University of Connecticut Health Center, and the University of Iowa Hospital are using the LifeAire System to control sensitive clinical spaces within their environments. The top three IVF programs with the highest live-birth rates in the U.S. for patients under the age of 35 are also reporting dramatic improvements from using the LifeAire System.

The IVF, life sciences, healthcare, and long-term care industries continue to experience the shortcomings of standard HEPA/ULPA filtration and the risks associated with the presence of contaminants in the air. Current news stories depict extremely dangerous diseases resurfacing in healthcare environments — diseases that were long thought to be dormant or defeated — and which can be disastrous to patients. LifeAire Systems’ technology is poised to be part of the solution. www.lifeaire.com

Is My Employee’s Work Injury Legit?

Red Flags A Claim May Be Bogus AMY J. ANDREWS, ESQUIRE, ZATOR LAW

tains only basic information. After all, isn’t it the responsibility of the claims professional to conduct the investigation? Yes and no. While the insurer should do its own investigation, the devil is in the details and the most critical information can only come from the employer.

An excellent starting point, whether you’re a mom and pop shop or huge conglomerate, is to promptly gather all essential information and look for any red flags.

Here’s a checklist to jumpstart the investigation. üü

New or recent hire.

üü Injury is reported while employee is working through a temporary agency. üü Pennsylvania employees reported 174,216 work injuries in 2017. This is an increase of more than 15,000 on-the-job injuries reported in 2016 when Pennsylvania employers and insurers paid out a whopping 3.1 BILLION to cover lost wages and medical treatment. As this figure illustrates, the costs associated with employee injuries can be staggering and while workers’ compensation is an unavoidable cost of doing business, how many injuries are not legitimate? How many accidents are phony or staged turning a pre-existing condition into a work-related liability? It’s impossible to gauge the number of bogus claims or what impact they have on premiums, but business owners are not helpless. Companies can take simple measures when conducting injury investigations to effectively uncover and stamp out bogus claims improving their bottom line.

It should be a no-brainer that all claims, no matter how big or small, must be investigated but many companies surprisingly have no formal procedure in place or their “investigation” is limited to completing a report which con30

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Delay in reporting injury.

üü Injury allegedly happens on a Friday but is not reported until the following week. üü Injury occurs prior to news of a layoff, strike or plant closure. üü Injury reported after employee was fired or laid off. üü Employee is disgruntled (i.e., denied vacation, demoted or passed over for a promotion, poor performance review, job dissatisfaction, conflict with co-worker(s)). üü Recent discipline and termination imminent. üü Spike in absenteeism. üü Injury coincides with change in personal circumstances (i.e., illness of spouse, pregnancy of employee/spouse, end of seasonal work or project, spouse relocation, separation/divorce, childcare issues, enrollment in college).

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üü Injury reported before a planned retirement or vacation. üü Employee regularly uses FMLA leave or has history of STD or LTD claims. üü Employee has a history of work-related and/or personal injury claims. üü Employee is self-employed on the side with no workers’ comp coverage. üü Rumors that accident outside of work. üü Employee account of accident/injury does not make sense or has varied. üü CCTV does not corroborate accident/injury. üü Body part(s) allegedly hurt changes. üü Incident is unwitnessed or witnessed only by friend or relative.

üü Refuses offers of modified work. üü Insists treating with “own doctor” instead of panel provider. üü Shows up at work utilizing “props” when not prescribed (i.e., back/neck/knee brace, arm sling, crutches/cane). üü Quickly hires attorney and asks about settlement.

Employers must promptly relay any red flags to their claims professional since we are under a 21-day deadline from the employee’s first missed day of work to make a compensability determination or risk penalties. This is only 15 business days. Naturally, the presence of one or more red flags does not necessarily mean a claim is not legitimate and the totality of the circumstances must always be considered but identifying red flags early on has proven to be an effective way of weeding out bogus claims.

üü Witness statements are contrary to employee account. üü Employee is uncooperative with investigation (i.e., refuses to sign Medical Authorization or limits to post-injury records, refuses to provide Statement, does not return calls).

Amy has been representing employers, insurers and thirdparty administrators in workers’ compensation matters for over 23 years. If you have any questions or would like more information, Amy can be reached at aandrews@ zatorlaw.com or 610-841-5863.

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Telemedicine: Its Legal Challenges ALEXANDER R. VERVERELI AND MICHELLE L. WILSON, ESQUIRE DICKIE McCAMEY The advent of internet-enabled technologies and the expansion of telecommunication services has made a new form of medicine possible, appropriately branded telemedicine. The simple definition of telemedicine is the use of electronic communications and software to provide clinical services to patients without an in-person visit. At this point, many of you have probably heard of telemedicine. In fact, the idea is certainly not new. As far back as the 1950s hospital systems and medical centers attempted to share information and images via the phone.

One of the first reported successes of this foray occurred in this state when two Pennsylvania health centers transmitted radiologic images over the phone.

Unlike telehealth, which is a broad term referring to any health services conducted with the aid of internet technologies, telemedicine specifically entails replacing the traditional doctor’s visit with a secure online interaction.

There are two primary forms of telemedicine technologies, “synchronous” and “asynchronous.” “Synchronous” technology allows real-time communication between the patient at the “originating site” and the practitioner at the “distant site.” “Asynchronous” technology, also known as “store and forward,” refers to the transmission of medical information from the “originating site” to the “distant site” that the practitioner then reviews at a later time. Policymakers and physicians alike strongly prefer “synchronous” technology as having a live, interactive conference is much less likely to impact the quality of care. Many of the existing insurance carriers that offer reimbursement for telemedicine services strictly prohibit "asynchronous" technology.

The popularization of telemedicine arose from its theorized diverse applications, especially its use for providing specialty care for remote patients who have previously lacked the availability and means to seek such care. Other applications include "follow-up" visits, remote chronic disease management, remote post-hospitalization care, preventative care support, school-based telehealth, and assisted living center support. "Follow-up" visits are 32

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often missed or rescheduled. Telemedicine eliminates this inefficiency and increases the convenience for the patient and provider. Utilizing telemedicine for chronic disease management decreases cost and allows patients to maintain better control over their health. Readmissions due to a lack of proficient post-hospitalization care can be significantly reduced by employing telemedicine to assess and advise patients whether to return to the hospital. Mental health and addiction treatment can benefit patients by ensuring they receive the immediate care and support they require. By instituting telemedicine in school systems, children can receive immediate diagnoses from practitioners without ever having to leave school. This diagnostic triaging can determine the severity of the child's condition and thereby reduce the unnecessary and costly process of parent pickups and immediate emergency center care. Parents can be provided with instructions and reassurances all in a convenient, streamlined manner.

Assisted living centers now have an avenue for less urgent issues that arise at night or on the weekend that forego hospitalization. On-call practitioners can now provide immediate care. With a multitude of applications and availability of technology telemedicine should be widely available; however, two hurdles, regulation and reimbursement, continue to block the way.

Though the idea is old, the adoption and practice of telemedicine are still in its infancy. Not only did the concept of telemedicine have to wait for the production of expensive and complex equipment capable of reliably connecting doctors to their patients, but it also had to wait for the adaptation of the legal and regulatory framework to support it. Much like the adoption of universal electronic medical records, the process to implement widespread access to telemedicine has been arduous. Even in this modern technological age, long after the necessary equipment and network infrastructure have been developed, legislatures have been slow to pass bills that specifically outline the regulations on telemedicine and the limitations on insurance carriers reimbursing practitioners.

The regulatory environment for telemedicine presents various key issues that state medical boards and legislatures have worked to define and resolve. Chiefly among those issues, online prescribing, physician-patient relationship, cross-state licensing, and patient consent for treatment have posed strenuous challenges. Online prescribing of medications via telemedicine, especially that of scheduled drugs, typically requires an initial in-person physical exam. How the physician-patient relationship is established for telemedicine differs from state to state.

Some states require the first "new-patient" visit to be in person with subsequent "follow-up" visits allowed to be MyNetworkMag.com

conducted through telemedicine. Other states allow the physician-patient relationship to be established entirely through telemedicine interaction. Each state has its own laws regarding patient consent for treatment, and some states do not require it at all. Traditionally, written consent is required, and some states maintain this requirement for telemedicine care. Other states have adopted the written consent to an interactive online form that ensures patients read and check each pertinent line item.

Lastly, cross-state licensing, which allows practitioners to provide telemedicine care to a patient in a neighboring state in which the practitioner is not licensed, requires the cooperation of state medical boards to form working models. These models include reciprocity, licensure by endorsement, and mutual recognition. Reciprocity is the simplest model allowing practitioners to utilize their existing license in another state.

Licensure by endorsement involves state boards granting licenses to practitioners who hold valid licenses in states with similar standards. Some endorsement states require the practitioner to attain additional qualifications.

Mutual recognition involves the organization of a multi-state pact that forms a legal agreement to accept the policy and processes of each participant-state with efforts made to promote the “harmonization of standards.” Each of these issues has required significant consideration by policymakers to ensure that the quality of patient care does not decline as a result of telemedicine.

ment that both private payers and Medicaid consider are the medical specialty type, the type of service provided, the “originating site,” and the “distant site.” The framework for telemedicine reimbursement undergoes consistent changes that adapt as the availability of care expands.

State-mandated reimbursement programs are vital to the survival of telemedicine. In each state, both private payer reimbursement and Medicaid & Medicare reimbursement require legislation. Private carriers almost universally exclude "asynchronous" telemedicine. They also have stringent requirements regarding the technological platforms utilized for the "appointment." Third-party platforms, such as Skype are not permitted. Only platforms that are specifically designed for telemedicine are allowed. This ensures patient privacy and prevents connectivity-related issues. Reimbursement levels are also controlled by the state with most requiring the same level of reimbursement for telemedicine as for in-person visits. Medicaid has the same reimbursement protocols as Medicare for telemedicine. The only variation is that Medicaid offers lower reimbursement levels for certain types of care. Forty-eight states provide Medicaid reimbursement for "synchronous" telemedicine, the exceptions being Massachusetts and Rhode Island. The factors for telemedicine reimburse-

use of telemedicine technologies. Pennsylvania mandates that telemedicine care complies with the current health care regulations such as the establishment of the patientprovider relationship, consent for treatment, appropriate examinations, and maintaining electronic medical records.

“Out-of-State health care providers” are only permitted to offer telemedicine care through a federally operated facility or in certain emergency cases. Lastly, the bill discusses the framework for reimbursement for both private payers and Medicaid. Currently, both Highmark and Independence Blue Cross offer coverage for telemedicine care in Pennsylvania; furthermore, Medicaid & Medicare reimbursement is supported outside of metropolitan statistical areas. All in all, general access to telemedicine care in Pennsylvania is expanding. As the need for medical services in multi-state remote areas grows, so too will telemedicine. With the expansion of telemedicine nationwide, we will continue to see an increased necessity for legal guidance to ensure the quality of patient care.

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The General Assembly of Pennsylvania heard House Bill No. 15, which outlined the regulations for Pennsylvania telemedicine, in the 2019 session on March 5th. The bill includes guidelines for state licensure boards on how to regulate telemedicine. It discusses explicitly patient privacy and data security standards, which must comply with the Health Insurance Portability and Accountability Act of 1996 and the Health Information Technology for Economic and Clinical Health Act. Under the same section, the bill also considers model policies for the appropriate

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The Ugly Truth

Sex Trafficking is Happening Here GAVIN P. HOLIHAN ESQUIRE

The trafficking of humans for sexual exploitation sounds terrifyingly exotic; the plot in a Hollywood movie like Taken where beautiful women are abducted and sold to the highest bidder in an auction attended by the ultra-rich. In reality sex trafficking arrests are increasing in places like Allentown, Bethlehem, Easton, South Whitehall, Lower Macungie, Palmer and Bethlehem Townships. The victims are mostly young women from those same communities.

Today, sex trafficking takes place in your hometown. It happens at fake massage businesses, strip clubs, truck stops, hotels, and motels. It is made easy by online “escort” services and websites like skipthegames.com that allow the explicit advertisement of any and all sexual acts.

One can browse through hundreds of “profiles,” many including X-rated images, each of which includes a list of the sexual acts the “escort” is willing to perform. So far these websites have been able to avoid the fate of backpage.com which served the same purpose until April 2018 when the Federal Government indicted several people connected to the site for facilitating prostitution.

This sex trafficking is brutal and humiliating. The victims are often children and young adults. The Hollywood imagery of Julia Roberts in Pretty Woman could not be less accurate. The overwhelming majority of women (and yes men also) being sold for sex have no choice in the matter. There is no “hooker with a heart of gold” story when a man pays $80 to have sex with a drug addicted teen in a motel room off Airport Road.

The truth is that most of these women are controlled by men; pimps or traffickers, who manipulate, exploit, control, extort, beat, and rape them. The pattern seen repeatedly in this business is a young woman, typically vulnerable, alone, and unsophisticated. Often overconfident in her ability to control the situation or the man who will exploit her. The pimp starts out as caring, protective, even charming. The promise of easy money, access to drugs, physical protection, and someone to take care of her is enticing to one unfamiliar with exploitation and violence. Often the victim is plied with drugs to the point 34

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of addiction. Opioids have become the favorite drug, especially fentanyl, because of how quickly the addiction is set and how long and torturously painful withdrawal can be. The need for the drug drives the women to acts they never would have previously considered. Refusal leads to withholding of the next fix and the pain of withdrawal.

Physical assault and rape are constant threats against any woman who fails to follow the rules set down by her trafficker. Often degrading photos and videos of the women are used as a means extortion, with threats to release the images to family or more publicly on social media.

A woman trying to break free from this cycle fears the drug withdrawal, perhaps as much as she fears the rapes and beatings. Many who are in the control of a trafficker are also in fear of law enforcement due to their own criminal acts. The shame and humiliation threatened by the release of the videos and pictures often means returning to family is a fraught option they cannot face. Few believe they can escape safely.

While the ugliness of sex trafficking remains somewhat hidden, the damage it does affects the entire community. Illegal drug use and violence often accompany trafficking. The broken lives of the victims and their families cause a devasting ripple effect across generations. This is not just occurring in exotic locations. It is happening is Fogelsville, Hanover Township, Lehighton, Reading, and every local community.

The response is also occurring throughout our area. Local police and prosecutors work together, often with the Department of Homeland Security, to identify traffickers and prosecute them. Some high-profile cases have increased community awareness. A non-profit group Valley Against Sex Trafficking (VAST) has been working to end sexual exploitation and empower survivors of sex trafficking. Increased community awareness is part of the plan to eliminate human trafficking. One part of the solution is to shed light on the issue instead of allowing it to remain hidden or ignored. Resources are available locally and nationwide at www.thevast.org; 484.560.6836 and 1.888.373.7888.

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MAYDAY, MAYDAY, ITS PAYDAY: The Dangers of Paying Employees Improperly EDWARD EASTERLY, ESQ. HOFFMAN HLAVAC & EASTERLY Much like the iceberg that sunk the Titanic, improperly classifying and paying employees has sunk its fair share of employers. It seems like each week, or at least each month, employers are faced with a new law, regulation, or case interpretation which impacts the manner in which they have to pay employees.

By way of example, recently, the Pennsylvania Supreme Court heard argument in the matter of Chevalier v. Gen. Nutrition Centers, Inc., which pertains to an employer’s use of what is referred to as the “fluctuating workweek” and the potential significant difference between the federal and the Commonwealth’s interpretation of the law. The federal Fair Labor Standards Act (FLSA) permits an employer to use the fluctuating workweek to pay an employee a fixed weekly salary for all hours worked, so long as the employer also pays an overtime premium equal to one-half of the employee's regular hourly rate for hours worked in excess of forty (40) per week. All states must adhere to the requirements of the FLSA. States, however, are also permitted to implement their own wage and hour laws, and employers must follow whichever law is more beneficial to the employee.

In this regard, Pennsylvania has implemented the Pennsylvania Minimum Wage Act (PMWA), which mirrors the FLSA in most regards; however, it does include differing language as it pertains to the fluctuating workweek. The PMWA is more "employee-friendly" because it requires employers to pay 1 and ½ times the regular rate to employees for overtime worked rather than merely adding the "one-half" to such an amount as required by the 36

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FLSA. As such, under the PMWA, an employer would be required to pay an employee more for the overtime hours worked than if the FLSA language applied. The foregoing is significant because employers are required to follow the law that is more beneficial to the employee, not the employer. Depending on how the Pennsylvania Supreme Court rules, it may have a significant impact on an employer who uses a "fluctuating workweek" and may result in claims by employees for unpaid wages.

The fluctuating workweek is just one example of the potential pitfalls employers face when dealing with properly paying employees. Given that it is summer, two other potential issues arise more often: the use of independent contractors and unpaid interns. Employers love using independent contractors because they do not have to pay overtime or payroll taxes. Employers also love using unpaid interns because they are, well, unpaid.

In order for a worker to be classified as an independent contractor or an unpaid intern, however, they must meet specifically defined tests. If they do not meet such tests, they have to be paid at least minimum wage and overtime for all hours worked over forty in a workweek.

So, who is an “independent contractor”? As a general matter, for someone to be an independent contractor, the company cannot control the manner or means by which the individual performs the work. By way of example, a company should not inform the worker how to do the work, what hours to do the work, or provide the tools to complete the job. The company also should not provide the worker with any benefits that MyNetworkMag.com

penalties and potential damages including attorneys' fees and a twenty-five percent additional payment on the money due to a worker for unpaid wages.

Similarly, if a company misclassifies an employee as an unpaid intern, it could expose the company to similar damages and penalties. In order to determine if an intern can be "unpaid," a company should determine who is the primary beneficiary of the work being performed. If the company is the "primary beneficiary," then the internship must be paid. If, on the other hand, the student is the "primary beneficiary," then the internship may be unpaid.

are provided to a regular employee, such as vacation time, health insurance, or a pension plan. The worker should be free to work for other entities and should not spend the entirety of a workweek working for one company. Further, the worker should have some potential liability with regard to the work being performed. For example, if the company is not paid for work performed by the end client, the worker also does not get paid.

The foregoing is not an exhaustive list of factors which would be considered, but merely examples of what a court, or the Department of Labor, would review when determining if a company misclassified an employee as an independent contractor. If such a determination is made, the company would be subjected to significant

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In order to determine the “primary beneficiary”, a company can look to certain factors which include the following: the intern clearly understands that there is no expectation of compensation; the internship provides training that would be similar to that which would be given in an educational environment; the internship is tied to the intern's formal education program; the internship's duration is limited; the intern's work complements the work of paid employees; and the intern and the employer understand that the internship is conducted without entitlement to a paid job at the conclusion of the internship.

Improper use of the fluctuating workweek, independent contractors, and unpaid interns are merely a few ways in which wage and hour issues can sink an employer. It is imperative that an employer remains aware of all the changes and updates to the laws and regulations and properly pays its employees. If an employer fails to do so, it will end up hitting an iceberg without a lifeboat.

Hoffman Hlavac & Easterly represents private and public employers in all aspects of the employment relationship. The Firm’s clients include employers of all sizes in a broad industry range, including health care, banking, manufacturing, education, retail, hospitality, and car dealerships. HHE can help your company with all of its employment related needs and ensure that you are not the next target for an employee’s claims. www.HHE-Law.com

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MILD TRAUMATIC BRAIN INJURIES - A SILENT EPIDEMIC PHILIP M. HOF, HOF & REID, LLC PERSONAL INJURY LAW We hear more about brain injuries than ever before. After his tour bus was struck by a Walmart tractor-trailer in 2014, actor and comedian Tracy Morgan underwent daily speech, cognitive, occupational and physical therapy for his traumatic brain injury. In an interview a year later, Morgan said, “I have my good days and my bad days, or I forget things,” as he also described recurring headaches.

And in sports, with the beginning of the 2013-14 NFL season, an independent neurological consultant stays on the sideline of each team for every game as part of the NFL’s concussion protocol.

MORE COMMON EFFECTS OF MILD TRAUMATIC BRAIN INJURY

About 85% of the time, symptoms from a concussion or minor head trauma (other names for mild TBI) resolve within a short time. More than 50% of these cases result from falls or motor vehicle crashes. Unfortunately, about 15% of those injured have more persistent effects, some permanent.

Within months, many generally feel better, but upon returning to the workplace or to school, some are overwhelmed. Unable to remember the name of a coworker or a simple chemical formula, they have problems with basic cognitive skills. It becomes challenging to learn new material, to concentrate or to pay attention. The injured person has a low threshold for confusion and thinks more slowly. When using a computer screen, headaches return, often accompanied by problems with double vision or blurriness.

Complaints of disbelief range from, “I’ve forgotten my bank account PIN number,” to “I can no longer parallel park.”

Mild TBI has been referred to as a “silent epidemic” because the signs and symptoms are often subtle.

Someone feels fine a few weeks after an accident, only to find out from a loved one, co-worker or friend that all is not the same. Many people experience the most common signs of mild TBI, including nausea, persistent headaches, double vision, or dizziness. Problems with concentration and recurrent headaches are common and are viewed by some as the brain "working overtime” to heal completely.

PSYCHOLOGICAL DISRUPTION Not expecting what may have been a relatively mild car crash to cause long-term issues, the mild TBI patient often minimizes the deficits or tries to compensate. In leaving notes all over the house or carrying an index card with the names of coworkers, there is an effort to both dismiss and to compensate. If recall and concentration abilities continue to fail, then frustration and depression can set in. The TBI patient feels socially isolated, not wanting the “secret” to be disclosed. However, the deficits are often apparent to others, and they may encourage the injured to seek further medical evaluation and care.

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THE CLINICAL SETTING Because mild TBI can be difficult to identify objectively, medical providers look at the entire clinical picture, including the severity of the original blow to the head, whether there was a loss of consciousness, how the patient scores on basic tests of recalling numbers and words, and, upon reviewing test results, whether more subtle neuropsychological symptoms emerge. Vision disturbances, including subtle but rapid movement of the eyeball, may provide clues. Even more recent developments in MRI imaging of the white matter of the brain can help the radiologist determine whether the axons (the connectors between the brain cells) have been torn.

TREATMENT AND SUPPORT When all of these tests, evaluations, and scans are considered together by a treatment team, then truly effective treatment can begin. Eyeglasses with subtle prisms can help restore peripheral vision and re-train the brain to see. Social workers, psychologists and concussion specialists are more in tune with the cognitive and emotional effects. A mild TBI patient’s sense of mental wellness can be improved with acceptance and rehabilitation of the brain through mental and visual

exercises. Targeted medication can alleviate mood impairment. Family, co-workers and friends can be educated to understand that a person with TBI may be irritable, experience mood swings or may simply zone out, but these are not intentional, and over time they can be better controlled.

SUMMARY The impact of a traumatic brain injury may not become apparent until long after the cuts and bruises have healed following an accident and blow to the head. The feelings of isolation, depression, and frustration can only be lessened through an inter-disciplinary approach with the patient, the family, and health care professionals.

While this collective effort can never lessen the blow to the head, it can make the “new normal” easier to bear for the patient, as well as the injured’s friends, co-workers, and family.

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Do You Use Protection?

DAVID B. VASILY, MD, FOUNDER LEHIGH VALLEY DERMATOLOGY Do you use protection?

Melanoma is the most serious.

No, not the kind of protection you’re likely thinking of. It’s a provocative question from the American Academy of Dermatology, designed to get you to think about and use sunscreen regularly. It’s imperative to slather on the sunscreen during the summer but also important year-round.

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Frequently develops in a mole or suddenly appears as a new dark spot on the skin.

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Early diagnosis and treatment are crucial.

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I’ve been a member of AAD since I began my career as a board-certified dermatologist, and the need for sunscreen has never been greater. Skin cancer is the most common cancer diagnosis in United States. In fact, one in five Americans will develop some form of skin cancer in their lifetime. It is estimated that approximately 9,500 people in the U.S. are diagnosed with skin cancer every day.

Is often treated surgically. May also require chemotherapy.

Squamous Cell is the second most common form of cancer.

By definition, skin cancer is an abnormal growth of skin cells. It most often develops on areas of the skin exposed to the sun’s rays. Skin cancer affects people of all colors and races, although those with light skin who sunburn easily have a higher risk. It’s why we encourage everyone to wear protective sunscreen daily. We also encourage annual skin cancer checks in our office.

Melanoma is the deadliest form of skin cancer, while basal cell and squamous cell carcinomas, are the two most common forms of skin cancer. Here are some basic facts about each: 44

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Squamous cell carcinoma often looks like scaly red patches, open sores, elevated growths with a central depression, or warts; they may crust or bleed.

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Cases tend to form on skin that gets frequent sun exposure, such as the rim of the ear, face, neck, arms, chest, and back.

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Most squamous cell carcinomas of the skin can be completely removed with surgery, radiation therapy or occasionally with a topical medication.

Basal Cell is the most common and slowest growing form of skin cancer.

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Basal cell carcinomas often look like open sores, red patches, pink growths, shiny bumps, or scars.

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Early diagnosis and treatment are important.

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Doesn’t commonly spread to other parts of the body, MyNetworkMag.com

but it’s still recommended to be removed.

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Basal cell carcinoma that is superficial and doesn't extend very far into the skin may be treated with creams or ointments.

While Mohs surgery remains the “go to” treatment for melanoma, it has also been the traditional choice for basal cell carcinoma and squamous cell carcinoma treatment.

Depending on the severity of the case, it has drawbacks.

Moh’s surgery, even when done by the best surgeon , can develop complications such as post-operative bleeding, infection or scarring Patients must also stop taking their blood thinners before surgery, which puts susceptible patients at risk for blood clots or stroke, especially in patients with AFib. With that, we were looking for an alternative for patients who don’t need Mohs.

At Lehigh Valley Dermatology, we’re excited by the renewed use of superficial radiation therapy (SRT) for non-melanoma skin cancer. Interestingly, it’s one of the oldest treatments, having been developed more than 100 years ago. It’s been refined for use today. In fact, we’ve just added this treatment back into our arsenal at the practice by bringing in SkinCure, a leader in this SRT Therapy renaissance.

SRT is a highly evolved technology that allows high resolution imaging of the tumor, and delivery of safe and precise doses of superficial radiation. It’s a proven non-invasive procedure that has been used to treat non-melanoma skin cancer for decades. Because the x-rays concentrate the superficial radiation dose on the skin surface, the treatment has several advantages over surgical procedures for skin cancer. Cosmetic results are excellent and no cutting is necessary. Most importantly patients are not put at risk by holding their anticoagulants! It's a painless, safe and highly effective non-surgical option for skin cancer treatment. We’re pleased to be putting the power of it to use again in the Lehigh Valley.

The best offense is a good defense when it comes to fighting skin cancer. Start with that sun protection and be vigilant with skin cancer checks. If treatment is needed, technology is on your side. We hope our provocative question prompts you to protect yourself this summer and year-round.

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From Devastation to Transformation: Amy Robach Reflects on Life Before, During and After Breast Cancer MALLORY SIEGFRIED, E-COMMUNICATIONS SPECIALIST, GREATER LEHIGH VALLEY REALTORS® She reported on the terrorist attacks in Manchester, UK and in Brussels, Belgium, as well as the mass shootings at the First Baptist Church in Sutherland Springs, TX, Pulse nightclub in Orlando, Florida, Sandy Hook elementary school in Newton, Connecticut, and the targeting of police officers in Dallas, TX.

Photo Credit: Elaine Zelker Photography

While reflecting on a conversation with Captain Chesley Sullenberger and the passengers who were aboard U.S. Airways Flight 1549 – the Airbus A320 they were flying in struck a flock of geese and Sullenberger was forced to ditch the plane in the Hudson River; all 155 people aboard survived – Amy Robach was best able to summarize her keynote speech for the Greater Lehigh Valley REALTORS® 7th Annual Signature Event held on June 13, 2019: “One of the [Miracle on the Hudson] passengers said to me, ‘At one point in everyone's life, everyone experiences their plane crash,’” Robach remembered. "It doesn't have to be cancer. It doesn't have to be an actual plane crash.

At one point in everyone's life, you reach a point where you realize that life is not guaranteed. That tomorrow is not guaranteed. That today is all we have."

Inspirational, motivational and transformative, Robach’s keynote at the Musikfest Café at SteelStacks in Bethlehem took the audience of more than 350 on a journey of how to live life, not how to live a long life, and how to live with an attitude of gratitude.

As a breaking news anchor for "Good Morning America," co-anchor of ABC's "20/20," and a reporter across ABC News, Robach has one of the most recognizable names and faces in journalism. In addition to interviewing countless newsmakers and celebrities, Robach has traveled nationally and internationally to cover major news events.

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In November 2013, Robach was thrust into the public consciousness for more than her journalism. After receiving a mammogram on live television, Robach revealed on “Good Morning America” that she was diagnosed with breast cancer.

What follows below are lessons and change that Robach learned and implemented during and after what she calls a devastating, transformative and inspirational cancer journey (For the full interview with Robach, visit the News section at www.GreaterLehighValleyRealtors.com): For the real estate professional – or any professional, really – how can your story and your journey not only help them in their personal lives but also in the workplace and within the team and office setting?

It was my work and my job that got me through treatment because you never realize how much it's important in your life to have that structure, something to look forward to, something to accomplish. Having my job while I was going through cancer treatment actually ended up being this huge, amazing, safe haven, and oasis, which is not what I would have imagined.

What I realized was that, when you're going through something scary and frightening, when your security has been taken from you, and you don't know what is going to happen around the bend, you realize how important it is to have that incredible team around you and to have a place to go to each morning and to find joy in your coworkers and support. It was really a beautiful thing.

Going forward in terms of my career, everything did get put into perspective. When you enjoy your job, it's such MyNetworkMag.com

a completion of your life and why you want to get up each morning. However, the other part of it too, and I joke about this, but it's really true, is one of the biggest changes that I made when I came on the other side of this was that I take all of my vacation days.

I used to brag that I left vacation days on the table, that I’m such a hard worker. I realized at a certain point that it’s great to be a hard worker and I still am, and I love my job, but I also make sure that I have that work-life balance that I really, truly didn’t have before. So, I started by taking all of my vacation days. That made me a much more effective and productive person at work because I feel fulfilled in a way that I wasn’t allowing myself to feel. I’m more rested.

I’m more energetic. I’m more excited about rolling up my sleeves and coming up with the next project.

Your career after college has followed quite the trajectory. In today’s climate with women really rising above and striving and thriving and making waves, what advice do you have for women?

The number one thing is we have to start supporting each other; we have to start being able to count on each other and to trust each other… When you can work with other women and truly root each other on and truly be excited about other women's success, we all have a much better landing pad when things go wrong. I think together we're stronger.

What I've done at work is that I created what I call a "Girl Gang." When we finish work, we lunch together; we work out together, we shop together. We really have forged these incredible friendships that have made me feel that when I walk into work, I walk into a family. My other family.

We’ve really created a healthy environment… We schedule our days around healthy activities that we do with each other so that it becomes a social and a healthy experience. Not only has it been a physical change, but an emotional and a spiritual change in me, too, because I just feel so supported. I have so much more love in my life than I did before. Everything from head to toe has changed for me in terms of how I feel.

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Nearly $10,000 Raised for Local Cancer Support Organizations

Classic. Attendees had the opportunity to bid on unique items that included a football, mini helmet, jersey and poster autographed by the Lehigh Valley’s very own Saquon Barkley, a round of golf for three at Lehigh Country Club, a package for The Spa at The Hotel Hershey, and much, much more.

In total, $9,358 was raised. The money will be split between the above-mentioned organizations.

The mission of the Cancer Support Community is to ensure that all people impacted by cancer are empowered by knowledge, strengthened by action and sustained by community. The organization, which relies completely on donations, has helped people affected by cancer actively engage in their health care, connect with others, reduce stress and isolation, and restore hope for a better quality of life. There are support groups, educational workshops, wig salon events, healthy cooking classes, exercise classes that include T’ai Chi, yoga and karate, and so much more.

And it’s all free to those affected by cancer.

Since 1993, the Women's 5K Classic has raised funds to support Greater Lehigh Valley organizations that share its mission of promoting fitness among women of all ages, assisting women and families affected by breast and other female cancers, and educating women about breast cancer awareness, prevention, and treatment.

When the race first began, about 250 women participated and raised $2,500, which was donated to Lehigh Valley Hospital. Since that time, the race has grown to nearly 5,000 participants annually and includes a competitive walk, a 5K run, a Pink Ribbon Loop, and a Friday Night Health Expo.

Since the very first dollar was raised, more than $3 million has been invested in the Lehigh Valley community.

The Women's 5K Classic, a registered 501(c)(3) nonprofit corporation that takes over the Little Lehigh Parkway in Allentown every October has touched the lives of over 13,000 women and their families.

The Greater Lehigh Valley REALTORS® thanks the individuals who participated in the fundraising efforts and is honored to help the above organizations and their causes.

As the association’s CEO, Justin Porembo, always says, “REALTORS® are not just here for the transaction. We’re here to help build the community.”

The Greater Lehigh Valley REALTORS® 7th Annual Signature Event included live and silent auctions, in addition to basket raffles, in support of the Cancer Support Community of the Greater Lehigh Valley and the Women’s 5K

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Navigating and Negotiating In a Seller's Market KIM LUCAS-MANTZ, ABR, CRS, GRI, SRES BHHS FOX & ROACH, THE KIM LUCAS-MANTZ TEAM

Buying in a seller's real estate market can be daunting.

With the possibility of high competition for properties, it can be difficult to determine what might put your offer ahead of others. Below are tips on how to negotiate should you be looking to buy a home in a seller's market.

Sellers have the upper hand when it comes to selling in a seller's market. Buyers can't be too choosy, especially when the competition is high. If you've found a house and there are multiple offers, don't make demands that will make a seller turn down your offer. If a seller has made it clear that the appliances are not staying, don't demand them. If there are cosmetic things you don't like, don't make the sale contingent upon those items being fixed. A Realtor will be able to offer advice on ways to make your offer more attractive to a seller.

Prices can get crazy in a seller's market as well, but do not get drawn into an unrealistic price. Remember, even when home inventory is limited, other homes are or will become available. While there are several online programs to instantly provide a 'Market Price,' these draw from general information and can be wildly inaccurate. Make sure your Realtor does a market analysis for each home prior to submitting an offer. There may be a sensible reason to raise your offering price, as well as a good reason to back off. Your agent can factor in expected changes to the area as well as which homes in the area are comparable and which are not.

When it comes to buying or selling a house, finances are a huge part of both transactions. Whether you’re looking to sell or looking to buy, knowing your current financial situation is vital to your next steps. When it comes to buying a property, getting pre-approval for a mortgage is 48

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a must, and it's an absolute must in a seller's market. You want to be able to negotiate and close quickly. Having a pre-approval letter from a reputable mortgage lender when making the offer shows you're serious and ready to make a deal. The letter should indicate the lender has already received and approved your credit history and verification of income. It should have only limited conditions, such as 'continued level of income of buyer' and 'satisfactory appraisal of property. Money talks when it comes to real estate. If you're serious about a property, larger earnest money shows the seller you're serious and already have money on hand. It makes your offer more appealing!

If you currently own a home, one of the first steps you should complete is researching the equity in your current home. You'll want to know how much your home will sell for in your real estate market. Don't be afraid to have an inspection done to understand what repairs or work may need to be done on your house as this will help you understand how much you may need to deduct from the possible sale price or any concessions you may need to make for a future buyer. If you have a mortgage loan, you will absolutely want to know how much equity you have in your home. The equity that has built up could be enough for a down payment on another home. It’s important to remember, though, that any equity is only accessible after closing.

Finding a home when inventory is low can be a difficult task. If you're on the hunt for a home and live in a city with a competitive real estate market, make the challenge a little less difficult by being prepared!

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Lehigh Valley’s Economic Renaissance Continues at Remarkable Pace MATTHEW TUERK, VICE PRESIDENT OF ECONOMIC DEVELOPMENT AND MARKETING LVEDC As Network magazine celebrates its fourth anniversary, I couldn’t help but reflect on how much the Lehigh Valley economy has grown and changed, even in just four short years.

Those of us who live and work here in the Lehigh Valley are already well aware that the region has experienced a major growth spurt in recent years. In fact, this year we were ranked one of the top five fastest-growing regions of our population size in the entire United States, and the single fastest-growing region of our size in the Northeast for the third straight year.

That’s according to Site Selection magazine, which ranks states and metropolitan regions based solely on the number of development projects, amount of economic investment, and job creation during the previous year.

There were 25 major projects that met Site Selection's criteria last year. Only the much larger Northeast metros of New York City, Pittsburgh, Philadelphia, and Boston had a larger number, and Boston only narrowly edged us out with just six more projects.

Lehigh and Northampton are two of only 20 growing counties of 67 in Pennsylvania. In the last five years, the population of 18- to 34-year-olds has grown by more than 5%. That age group now comprises 42% of the workforce in our two counties.

We are outpacing Pennsylvania in that demographic.

Bethlehem’s millennial generation population is 31.1%, Easton’s is 30.5%, and Allentown’s is 28.2%. That means all of our cities have much greater 18- to 34-year-old populations than Pennsylvania’s population of 22.4%.

If you want another indication of how much the Lehigh Valley has grown in recent years, just take a look at how different today’s regional economy looks compared to only four years ago, when Network magazine released its first issue.

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The Lehigh Valley’s gross domestic output (GDP), a measurement of a region’s economic output, is currently at $40.1 billion, a record high number in our region’s history. That’s higher than the entire states of Vermont ($27.4 billion) and Wyoming ($34 billion).

It's also a roughly 25% jump from four years ago when the regional economy was at $32.1 billion. It has grown each year since then.

Much of our economic growth has been driven by our thriving manufacturing sector, which currently makes up $7.4 billion – or 18.4% – of the Lehigh Valley’s overall $40.1 billion GDP. Four years ago, the manufacturing sector had a regional GDP of $5.6 billion, which made up 17.4% of the overall regional economy at the time.

The Lehigh Valley's population today is 672,907, compared to 650,507 four years ago, and the population between ages 18 and 34 have risen from 139,501 to 144,522 in that time. We have 326,832 jobs in the regional economy today, compared to 304,699 four years ago, and the number of manufacturing jobs in the Lehigh Valley has risen from 30,599 to 33,725 in that time.

Our unemployment rate today is about 3.9%, compared to 5.5% four years ago. The median household income of the Lehigh Valley has increased from $57,288 to $62,507 over four years, and our industrial market has grown from a total inventory of 103 million square feet to 121.7 million square feet in that same time period.

By nearly every measure, the economic renaissance of the Lehigh Valley and its cities continues at a remarkable pace. What’s happening here is unique. Most importantly, ours is not a story of one sector, one industry one city or one county. It’s a story of balance and diversity.

I look forward to seeing what the next four years bring, and beyond.

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STEVE ROWBOTTOM CIGAR AFICIONADO, CIGARS INTERNATIONAL

Alec Bradley, Black Market Vandal "The Con" | Toro Honduras

6.0” x 50

Mellow-Medium

The Honduran Connecticut wrapper hugging this Toro is both silky and toothy, and is used to conceal an aged combination of Honduran and Nicaraguan long-fillers. The pre-light aroma is sweet with a touch of barnyard…a really good sign. Upon lighting, I am greeted with a rush of sweet cedar and sweet tobacco. The aroma is sweet and somewhat zesty. As the cigar burns, notes of cashew and cream enter, adding layers of balanced complexity to a well-made, elegant cigar.

93-Rated

Cohiba, Connecticut | Toro Dominican Republic 95-Rated

6.5” x 52

Medium

AJ Fernandez, La Gran Llave |

Double Corona Nicaragua

7.5” x 54

Medium-Full

Everything about this cigar screams luxurious. The name. The silky, seamless Connecticut wrapper from Ecuador. The shimmering, glossy band. I’ve had a dozen Cohiba Connecticuts since its release and can testify: the flavor and performance lives true to my first impression. The smoke is exceedingly creamy, sitting heavy on my palate and dusting every last taste bud with notes of cedar, toast and peanut, with a subtle touch of white pepper on the finish. The burn is slow and true, as each 6.5” Toro provides a soothing experience that pairs perfect with sweet rum or creamed coffee.

This cigar looks like a chocolate bar. The dark, San Andres Maduro wrapper is dark, toothy and loaded with oil, and the aroma at the foot is rich and toasty. Fortunately, the cigar delivers. Each puff releases a heavy plume of smoke that fills the palate, offering a rich array of cocoa notes followed by hints of cream and coffee. After the initial inch, I pick up oak and rich tobacco, complemented by a long finish that includes pepper and a unique touch of almond.

There’s a lot going on here, and I like it all. A lot.

93-Rated

Man O’ War Ruination, 10th Anniversary | Box-Pressed Gordo Nicaragua

6.0” x 60

Full

94-Rated

My Father | Corona Limited Edition Nicaragua 95-Rated 52

5.0” x 42

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Medium-Full

Big, heavy in the hand, dark and oily, solid from head to toe and softly box-pressed. That’s the look and feel of this 60-ring Man O’ War. From the get-go, the flavor is bold and pronounced. An earthy spice blasts the front of the palate, while each puff pumps out thick, pillowy clouds of gray, aromatic smoke above. The spice mellows after an inch, giving way to notes of leather and oak that linger long on the aftertaste. Midway through, the cigar grows more powerful down to the nub, with satisfying spices returning just before the end. A complex and eventful cigar.

Cuban-esque. If you took just one thing from this short review, make it that: Cubanesque. From the 5”x42 vitola to the Cubanborn maker and hearty flavor profile, this cigar could be straight out of Havana. A dark Ecuador Habano wrapper sits atop a Nicaraguan binder and bold Nicaraguan long-fillers, promoting a flavor-packed bouquet loaded with notes of peanut, espresso bean, earth and pepper. I get no twists or turns, just a blast of flavor from start to finish, delivered in smooth fashion down to the nub. This cigar may change your mind about Coronas.

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Become Your Own Fitic SCOTT MULVANEY, FOUNDER / CHIEF INTREPID OFFICER LIVETHEFUEL Welcome to Summer 2019! For many of us, this announcement brings excitement and ideas for warm weather freedom experiences. Many of these said new freedoms are usually tied to new stressors regarding time management though. We all want healthier impacts on our daily lifestyles; however, we need first to recognize that there will be negative occurrences while we are experiencing the positives along the way.

These initial points all tie into why we need to keep up our awareness as our own Fitic.

That's right; it's time to become your own fitness critic!

The first step is realizing that time management is a real challenge, especially as we are bringing new challenges into our healthy lifestyle alignment. Now on the point of awareness, it's important to realize that many of us have different lifestyle goals and obligations that impact those goals. Some of these obligations can include extended family, children, summer education programs, entrepreneurial side hustles, etc. Now let’s add in the new goals which have become summer obligations which can include summer parties, graduations, weddings, camping trips, day hiking, cycling events, fitness competitions, racing, international travels, etc. Either way, you look at it, many of us seem to find more time in our standard 24-hour day to do more things when the summer occurs.

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Now the big point behind becoming your own Fitic is that There are a lot of different gurus out there that will point we must realize that we could be possibly missing out on you in different directions. This is your Why in your life, important health and fitness alignment activities. Adding in so you need to find what works for you. Many of us are new events with friends, family, or even by yourself means so overwhelmed that we don't even get to start, let alone that priorities have shifted. Many of us get so busy that being figuring out what it is that will work for us. One of our situational awareness has dropped when it comes to the biggest hacks that are out there is simply taking small taking care of ourselves. We cut back on proper sleep actions to start figuring that out, again back to the KISS cycles, skip that workout, or get so busy that we allow ourMethod. Before you can become your own best fitness selves that processed fast food. Part of becoming a great critic, you have to take at least some of the necessary self-aware Fitic is realizing that we all should be trying to small steps to realize the areas that you can change and “S.E.N.D It” in life. S.E.N.D. defined represents Sleep, Exerimprove. For example, what foods can be the best energy cise, Nutrition, and that important mindset component of in the morning vs. evening, removing the processed fast Determination. If we expect to “Send It” all summer long food, freeing up 10 mins for a morning workout, etc. Mayand outperform our other seasonal periods of the year, we have to take care of ourselves. That S.E.N.D. defined represents Sleep, Exercise, is where S.E.N.D. comes into play when you are Nutrition, and that important mindset learning to “Become Your Own Fitic."

component of Determination.

Overall fitness has been defined in many ways.

It is important that each of us realize that we are all at different places on the timeline of life. Your fit friend at work might be further down the timeline on the knowledge that they acquired to get them to where they are. So S.E.N.D. keeps it simple; those four components of Sleep, Exercise, Nutrition, and Determination gives you a strong foundation to focus on. Afterall we can’t forget that classic KISS Method, Keep It Super Simple.

Many of us don't realize that no one is going to help us reach our goals but for ourselves. If you are going to build out your summer schedule with challenging goals, then you need to own them as your own. You agreed to the commitments, so step up and own them. Do not pass blame or pass accountability to someone else in your friends and family circle if items are not being achieved. Another big secret to success is defining your WHY behind everything you do that will pair up with your accountability. Taking the time to truly define that WHY will help you fuel your passions when the days get tough. This is your mind, your body, and your spirit. So, you need to take accountability for it and become your own best Fitic.

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be it's adding in the exercise with your children, or maybe you do have a great workout buddy that you can regularly count on for mutual accountability. Another great goal is finding healthier timed activities like skipping the happy hour at the bar. We all have rough workdays; you have a choice on how you decompress the day and relieve stress. Trust me, physical fitness activities bring way better mental and physical gains than alcohol and bar food.

So please remember, you have to care about having a healthier daily lifestyle for yourself. You can build a more bulletproof and energized daily life, yes, you can. Improving your daily energy gains and stress relief from proper exercise with rest and recovery will help you accomplish these added summer goals that you're adding into your schedule. You're the one looking in the mirror, and you're the one that has to hold yourself accountable as you Become Your Own Best Fitic.

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