Network Magazine Fall 2021 | Issue 24

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FALL 2021

CONNECTING LEADERS | CREATING BUSINESS

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contents 06 The Seesaw of the CDC Eviction Moratorium

22 Lehigh Valley Real Estate in 2021; 36 Small Mistakes, a Rainmaker Personified

08 Navigating the post-Obergefell 24 Lehigh Valley Housing Market: A world: Marriage Equality did not fix all of the legal challenges facing LGBT people

10 In Workers’ Comp

– Injuries Don’t Discriminate

12 Qualifying to Be a Small Diverse Business

14 Managing Diabetes Care 16 Telemedicine: The Evolution of the Once Taboo Practice

18 Vacation Home Sales Surges During Pandemic

Decade of Growth

26 Medicare AEP – what you need to know about it

28 Investors Should Concentrate on Investment Concentration

30 Addressing Today’s Leadership Skill Gaps

Big Consequences: Generations in the Workplace

38 Bring your Rolodex into the 21st century!

40 To All Inclusive or Not to All

Inclusive, That is the Question!

42 The Verdict 44 Heavenly Hurawalhi Resort, Maldives

32 Turning thoughts into ideas that 46 Cigar Review have value.

48 The Best of Both Worlds: 34 Your Secret Weapon.

Hybrid Events 50 The Root of Cyber Breaches

•adindex 21 Alcom Printing 01 American Financial Network 33 Anthony Limousine 52 ArtsQuest 41 BMI Mergers & Acquisitions 27 Bridgeman Strategic Concepts

29 Cornerstone 09 Crosson Richetti & Daigle 13 Fitzpatrick Lentz & Bubba 43 Greater Lehigh Valley Realtors

07 Herbein + Company, Inc.

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21 Historic Bethlehem Museum and Sites

25 Huber, Waldron & Williams 47 John Brown & The Hatchets 37 Lesavoy Butz & Seitz Attorneys at Law

19 MC IT - Technology Managed 35 Morganelli Properties 23 Mortgage America 02 Network Magazine 31 Olde Homestead Golf Club 05 PenTeleData 17 Punch Garage

53 & 54 Renaissance Hotel 03 St Luke's OMS 09 The Alternative Board 39 The Barristers Club 51 The Wooden Match 11 Tré610 15 Tri Outdoor 11 Triou Marketing 20 Venture X

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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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All Materials © 2021 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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THE SEESAW OF THE CDC EVICTION MORATORIUM ATTORNEY KELLIE RAHL-HEFFNER, PARTNER, GROSS MCGINLEY, LLP

As we sit here today in the fall of 2021, COVID-19 has been a part of our daily lives for nearly 1.5 years. During that time, we have seen changes to business operations, restaurants, and schools. One significant change during the course of the pandemic has been the landlord-relationship and the ability of a landlord to evict a tenant for non-payment of rent.

The Landlord-Tenant Act of 1951 (68 Pa. C.S. §250.101 et seq.) governs the Landlord-Tenant relationship between parties to a residential lease in the Commonwealth of Pennsylvania.

Under the Act, a tenant is provided with certain rights and obligations, and so is the landlord. The most basic principle of the landlord-tenant relationship is that the landlord will provide housing, and the tenant will pay monthly rent for that housing. The Center for Disease Control (CDC) turned this principle on its head.

Throughout the pandemic, both landlords and tenants paid close attention to the Pennsylvania Governor Orders and Orders from the CDC. Rights on both sides were impacted, most notably by a series of eviction moratoriums. To prevent the further spread of COVID-19 in the Delta variant's wake, the CDC recently extended its moratorium (set to expire on two previous occasions) until October 3, 2021. This moratorium has since been ruled unconstitutional by the United States Supreme Court on August 26, 2021. 1 What did the latest moratorium provide for?

The biggest change in the extended CDC moratorium was applicability. The order was limited to counties with "substantial and high levels of community transmission."

Across the United States, the CDC Data Tracker provides an integrated view for every county in the country, classifying each as low, medium, substantial, or high.

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At the time this article was written, two-thirds of Pennsylvania's 67 counties were listed at substantial or high levels of transmission. The CDC order noted that if a county crosses the transmission threshold, it is then subject to the order effective on that date. Additionally, if a county that was covered by the order no longer experiences substantial or high transmission levels for fourteen (14) consecutive days, the order no longer applies unless the criteria are met at a later date.

What options did the moratorium provide for tenants?

If a tenant wished to remain in their rental despite nonpayment of rent, they were directed to complete a declaration stating, inter alia, that they were unable to pay rent, attempted to obtain government assistance for rent or housing, met certain income requirements, has a substantial loss of household income and have made their best efforts to pay. In practice, the Courts halted nearly all evictions for non-payment of rent without a completed declaration.

What options did the moratorium provide for landlords?

Landlords were precluded from evicting tenants for nonpayment of rent. If a tenant violated the lease with a nonmonetary breach, the Court would allow the eviction hearing to proceed. Landlords were also directed to work with the tenant to make applications under the CARES Act for funds to cover missed rental payments. Some landlords received no rental payments during the course of moratoriums.

It is important to note that while tenants could not be evicted during the moratorium, rental payments remained due and owing. Landlords may now seek full repayment of all missed rental payments.

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What were the penalties for violating the moratorium?

If a landlord violated the moratorium, they would find themselves subject to high penalties, which included fines up to $250,000 and jail time up to one (1) year.

What did the Supreme Court have to say about this?

A group of realtors from Alabama argued the CDC had exceeded their authority in instituting the aforesaid eviction moratoriums. The Plaintiffs in the case sought a judgment vacating the moratorium on the ground that it was unlawful.

The Court opined that “The CDC has imposed a nationwide moratorium on evictions in reliance on a decades-old statute that authorizes it to implement measures like fumigation and pest-extermination. It strains credulity to believe that this statute grants the CDC the sweeping authority that is asserted." Further, the Court found that "The equities do not justify depriving applicants of the District Court’s judgment in their favor. The moratorium has put applicants, along with millions of landlords across the county, at risk of irreparable harm by depriving them of rent payments with no guarantee of eventual recovery.”

Accordingly, the United States Supreme Court issued a Decision on August 26, 2021, finding the moratorium unenforceable. There is no longer any enforceable moratorium in place.

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Navigating the post-Obergefell world: Marriage Equality did not fix all of the legal challenges facing LGBT people JOSEPH KEMMERLING, ASSOCIATE ATTORNEY, CROSSON RICHETTI AND DAIGLE LLC

In 2015, the Supreme Court ruled that all states were required to recognize same-sex marriages. As a gay man, this ruling was one of the most significant days of my life. As a future law student, I knew that it would have a profound impact on the way many States handled LGBT relationships.

Since then, I have become an attorney, and I now primarily practice family law. As I practice law, I am thankful for how LGBT people's lives have been improved thanks to updates in the law. However, I also understand that LGBT people still have unique legal problems and issues.

The first thing that comes to mind when thinking about the law and LGBT people is protecting those who have been partners for a long time but have decided not to marry. Many of these couples live together as if they are married but do not have the legal protection that comes with it. This can expose them to significant legal issues if they split up and a fight ensues over property and assets. The divorce process provides many safeguards and protections that may not be available to unmarried people, especially since Pennsylvania ended common law marriage. This can lead to difficult, drawn-out litigation. Speaking with an attorney who can draft cohabitation or other agreements makes this process easier.

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It gives peace of mind to partners who want to ensure they are protected if something alters their relationship.

In addition, many LGBT people are looking to start families, which often involves adoption and/or surrogacy. These processes can be complicated and require legal documents to ensure that all parties' interests are protected. Surrogacy can involve surrogacy contracts. The laws around surrogacy contract enforcement can be particularly complex. In addition, there are specific procedures that need to be followed in adoption proceedings depending on what type of adoption it is. Therefore, it is beneficial to have an attorney go over these processes with future parents, so they know what to expect when they are making a choice about how to start a family. Doing this allows future parents to understand the legal procedures involved. It can make this deeply personal choice easier and give confidence to the parties who are deciding to have children about how to protect all their interests.

Perhaps the thing that affects LGBT people most on a day-to-day basis is anti-discrimination protection. Right now, the Commonwealth of Pennsylvania does not protect against discrimination based on sexual orientation or

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gender identity. Similarly, no federal law expressly protects against discrimination based on sexual orientation and gender identity. These protections impact the most intimate moments of people's lives: Housing, public and private spaces, employment, and healthcare. The United States Supreme Court has ruled that Title VII includes sexual orientation and gender identity in employment. However, the ruling did not automatically extend protection to other parts of LGBT people's lives. It still leaves LGBT people without express legislative anti-discrimination protections.

This means that LGBT people are often unsure of when they are protected from discrimination and when they are not. Unfortunately, this issue is not one that can be easily solved without legislative intervention or further rulings by the courts, but it can give people peace of mind to know where they stand and what they can do to try to protect themselves in the meantime.

LGBT Americans lead complex and meaningful lives just like many other Americans. However, they still face considerable legal hurdles and unique legal challenges. Having the knowledge of what those needs consist of can help LGBT people have their bases covered so they can focus on spending time with those they care about. If you are an LGBT person thinking about starting a family or wondering whether you're protected, talking to a family law attorney that is knowledgeable about LGBT legal issues can help you proceed into the next chapter of your life, confident that your legal rights are protected.

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In Workers’ Comp – Injuries Don’t Discriminate ABIGAIL A. GROSS, ESQUIRE. GROSS LAW OFFICE.

“This is a man’s world,” sang James Brown. But he certainly wasn’t talking about workers’ compensation.

common workplace injuries among women mainly due to the fact that these jobs are often gender-based.

In 2020, the Pennsylvania Department of Labor and Industry Bureau of Workers' Compensation recorded 147,918 claims for work injuries. Of the claims that documented the workers’ gender, 43.7 percent of the injured workers were female. In 2019, that percentage was even higher – with 48 percent of Pennsylvania’s injured workers being female.

According to the 2020 Pennsylvania data, injuries to the upper extremities account for the most cases reported (arms, shoulders, wrists, hands, and fingers). Injuries to the trunk (upper, mid, and lower back) came in second place. In my own practice, the shoulder has become a repetitive injury with disabling impact.

Interestingly, the United States Department of Labor reports that women are less likely than men to be subject to workplace injuries. If we are relying on simple numbers, the Pennsylvania statistics do put men in the lead (for a competition that no one wants to win). But looking at my own practice, approximately half of the files on my shelf represent female clients. My women workers span the occupational spectrum – ranging from bus drivers to behavioral specialists, warehouse and production workers, and nurse aides to administrative assistants.

In both 2019 and 2020, the largest portion of reported claims fell within the "Education and Health Services" field. That industry includes all those who work in educational services and health care (hospitals, nursing, and residential care facilities and social assistance) – fields that are largely powered by women.

Using the occupations cited above, my clients’ stories include the following: •

Tonya, bus driver – Herniated two discs in her neck when involved in an accident while driving a school bus.

•

Ashley, behavioral specialist – Injured her shoulder when attempting to restrain a special needs student involved in a crisis situation.

•

Diane, machine operator – Sustained a concussion when she slipped and fell in the employer’s parking lot, striking her head on the pavement.

•

Joanne, nurse aide – Tore the meniscus in her left knee when she slipped while bathing a resident at a nursing home.

•

Beverly, administrative assistant – Developed carpal tunnel syndrome as a result of repetitive office activities, including keyboard usage.

For the most part, women experience the same injuries reported by their male counterparts. Yet, some injuries can be seen as disproportionately unique to female employees. Let’s consider Beverly and her carpal tunnel syndrome. Although she developed the condition from her secretarial tasks, carpal tunnel is also frequently seen in manufacturing plants where the assembly of small parts and equipment requires repetitive movement. Carpal tunnel, therefore, becomes one of the most

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Beyond gender, it may be interesting to learn that Pennsylvania workers in the 25-29 age group sustained the greatest number of injuries in 2020, with the 30-35 age bracket following with a close second.

Regardless of whether you are a man or a woman, age 25 or 45, the rules remain the same. The most important piece of advice that I offer is to make sure you immediately report the injury to a supervisor or manager. Pennsylvania law requires an employee to report the injury within 120 days of the occurrence. Practically speaking – the sooner, the better.

With an acute injury, the notice clock starts ticking the date the injury occurred; but with a repetitive injury, each workday creates a new date of injury (so long as you continue to perform the aggravating activity.) Insurance carriers look for reasons to deny claims, and failure to give notice of the injury is an easy defense.

Women, like myself, account for a large percentage of the workforce. Compared to prior decades, women have expanded into traditionally male-dominated occupations. As the most recent data from the Pennsylvania Department of Labor and Industry reveals, women and men have almost equal injury rates. And so the lyrics go, “This is a man's world…

But it wouldn't be nothing without a woman or a girl.” So true, Mr. James Brown. Especially when it comes to the demographics of today’s workforce. And for this reason, I submit: Injuries Don’t Discriminate.

(Note: The names of the clients in this article have been changed to protect confidentiality.)

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Qualifying to Be a Small Diverse Business ANTHONY (“SONNY”) P. BELTRAMI, ATTORNEY, FITZPATRICK LENTZ & BUBBA, P.C.

If a business qualifies, Small Diverse Business certification can provide benefits under both Pennsylvania and federal law.

Certification in Pennsylvania is a straightforward process that can be accomplished simultaneously with federal certification.

A business can become certified as a Small Diverse Business (or, under federal law, “Small Disadvantaged Business”) through either public or private certification. Both options have unique benefits.

include the SBA as well as private certification organizations.

Suppose a small business is interested in obtaining verification as a Small Diverse Business in Pennsylvania. In that case, it can simultaneously seek verification through the SBA since SBA verification will satisfy one of the requirements for verification in Pennsylvania.

Public certification from either Pennsylvania or the federal government's Small Business Administration (SBA) can provide direct benefits to the business. It can be especially beneficial for small businesses that either bid for government work or provide subcontracting services to businesses that do so. For example, the federal government attempts to award at least 5% of all federal contracting dollars to Small Disadvantaged Businesses each year. Additionally, in Pennsylvania, when a contractor submits a bid for a government contract, the bid is scored more favorably if the contractor commits to subcontract with Small Diverse Businesses to complete the work.

Verification from the SBA requires that the business meet specific criteria. Currently, the criteria include being at least 51% owned and controlled by U.S. citizens who are economically and socially disadvantaged; whose personal net worth is less than $750,000; whose average adjusted income for three years is less than $350,000; who own $6 million or less worth of assets; and who manage the business's day-to-day operations and make long-term decisions, among other things. If the business qualifies, it applies online. It submits certain documents related to the business and its owners, such as corporate organizational documents, financial statements, federal tax returns, loan documents, and the disadvantaged individual's resume and personal income tax return.

Certification through a private certification organization provides qualified small businesses networking opportunities that could lead to partnerships or relationships with other Small Diverse Businesses, educational opportunities, and access to contracting opportunities.

CERTIFICATION PROCESS To become certified as a Small Diverse Business in Pennsylvania, the business seeking certification must register to do business within Pennsylvania, self-certify as a Small Diverse Business by meeting specific requirements. Currently, they include independent ownership, employing less than 100 full-time equivalent employees, and having three-year average gross revenues that do not exceed $38.5 million. The business then becomes verified as a Small Diverse Business through an approved third party. The approved third parties

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SBA CERTIFICATION CRITERIA

PRIVATE CERTIFICATION CRITERIA The requirements and application for private certification through most private companies are similar to the requirements and application for certification through the SBA. The business must meet similar requirements and must submit much of the same documents required by the SBA. A site visit may also be required, depending on the certifying company.

Businesses looking to obtain a small, diverse business certification may benefit from the assistance of an attorney or trusted advisor to navigate the nuanced criteria.

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Managing Diabetes Care JENNIFER STINSON, AU.D., DOCTOR OF AUDIOLOGY STINSON AUDIOLOGY SERVICES It is recommended by the Centers for Disease Control (CDC) that persons diagnosed with diabetes should have a team approach to their care. This team approach includes what is referred to in the medical field as PPOD. These acronyms refer to a Podiatrist, Pharmacist, Optometrist/Ophthalmologist, and Dentist. In January of 2021, the American Diabetes Association reported that hearing loss is twice as common among people with diabetes. The CDC is now recommending that persons newly diagnosed with diabetes should be referred for a hearing test. Below I have outlined key points to understanding hearing loss and diabetes. This information has been documented by The Audiology Project, which is an organization founded to raise awareness of the connection between diabetes and hearing loss.

1. It is suspected that diabetes damages small blood vessels in your inner ear and disrupts the hearing signals to the brain.

2. Hearing loss is 30% higher in people with diabetes.

80% of residents in nursing homes have trouble hearing.

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3. You have a greater chance of falling with diabetes due to vision loss, foot neuropathy, and the effects on the vestibular system.

4. Visit your audiologist right away if you: •

Hear ringing or other noise in your ears

•

Have sudden changes in your hearing and balance

•

Become dizzy with rapid head movements, fall, or have a fear of falling

•

Have a sudden change in how clearly you understand

•

Struggle understanding in background noise or feel that people are mumbling

If you or someone close to you lives with diabetes, it is important to stay educated on how the disease can affect your end organs. Having a conversation with a primary care physician and/or seeking out resources on the CDC website to help find practitioners who can guide you on a multidisciplinary approach to staying healthy and obtaining preventative care.

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Telemedicine: The Evolution of the Once Taboo Practice VANCE P. FARRELL, CPS SUPERVISOR, PENNSYLVANIA MENTOR

Telemedicine is the use of telecommunication technologies, such as phone calls, video chats, or other pieces of technology, for the diagnoses and treatment of the consumers utilizing the service by the providers.

This form of treatment is not one that was heard of being utilized much before the COVID-19 pandemic. Because the typical procedure involved consumers going in to see the doctors, therapists, specialists, or other providers at their office when there were openings in their schedules or to the hospital and/or urgent care for more extreme and time-sensitive matters. However, since the start of the COVID-19 pandemic, many industries have adapted to working remotely and adjusting their schedules and routines to accommodate the guidelines put in place.

One such industry where this change has caused a drastic rethinking of how things could be run is in the medical and mental health field. Telemedicine is becoming a popular and common practice amongst many working in the field and those utilizing the services. By this point, everybody has utilized telemedicine for one thing or another, and there are a wide variety of opinions associated with the practice for a myriad of reasons.

When this practice was first starting to be utilized en masse, a lot of the providers and workers were highly skeptical of whether or not this practice would work for their specialty, given the importance that face-toface interactions have on those seeking medical or mental health assistance. Face-to-face interactions allow service providers to gather a lot of information about the consumer they are working with. Body language, facial expressions when talking about certain subjects, physical appearance, hygiene, and various other factors that are often considered when diagnosing or simply working with an individual to gauge their level of interest in certain activities, response to certain treatments or therapeutic approaches, as well as progress made since their last visit. The fear of not being able to physically assess this information made the practice of telemedicine have a taboo feel to it. And made it a last resort type of 16

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practice to only be utilized when necessary, oftentimes with insurance companies limiting the amount of time telemedicine services could be used over a given length of time.

Since the start of the pandemic, when the practice became commonplace throughout, many providers and consumers seeking assistance have come to like the ease with which an appointment can take place now that routine visits or therapy appointments can be conducted through a phone call or video chat. These new experiences take the place of the typical drive to an office, sitting in the waiting room, and then the drive home, at which point one of those drives is bound to get you caught in rush hour traffic. This change has also allowed for the prioritization of consumers with more serious needs to be able to get in to see their doctor, therapist, or specialist without experiencing long waits, as could be the case previously.

Additionally, for providers, the benefits of not needing as large of spaces for people to work out of because of them working remotely has allowed them to downsize certain facilities or maneuver resources in a manner that allows them to save money and potentially be less wasteful overall. Which has large impacts outside of the organization and in the community in general.

This change in thinking and practice has driven many consumers and providers to urge insurance companies to ensure that this practice is allowed to be continued past the pandemic and be utilized for many practices where face-to-face appointments may not be necessary.

Services that are considered routine services, weekly scheduled appointments or check-ups, or sudden but non-emergency calls can now be more easily managed and accommodated through telemedicine with remote providers utilizing unique schedules that allow them to be available during a larger range of times for the consumers they serve. While this practice is not widely accepted by all, its benefits can clearly be seen, and the impact it has had on the way medicine is practiced and is sure to be felt for years to come. www.MyNetworkMag.com

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Vacation Home Sales Surges During Pandemic KIM LUCAS-MANTZ, ABR, CRS, GRI, SRES BHHS, FOX & ROACH-BETHLEHEM

Vacation home sales have been surging during the pandemic, according to the National Association of Realtors. The surge in the demand for vacation homes has occurred during the pandemic when people are able to work from home, students are schooled virtually, people are taking safety precautions and staying away from crowded areas, and with urban-based recreation limited by social distancing regulations.

Vacation home buyers are more likely to pay all-cash.

During January-April 2021, all-cash sales rose to 53%. In comparison, 22% of all existing-home sales in January-April 2021 were cash sales. Vacation home buyers are more likely to put down a higher down payment compared to all existing home buyers. Seventy-seven percent of vacation home buyers put down at least 20% as a down payment compared to just 49% among all existing home buyers.

In 2020, vacation home sales rose by 16.4%, outpacing the 5.6% growth in total existing-home sales. Vacation home sales have continued to pick up during January-April 2021, rising by 57.2% year-over-year, more than twice the 20% growth in total existing-home sales during the same period.

The Top 1% of Vacation Home Counties Are Scattered Across 16 States.

Vacation home counties are outperforming non-vacation home counties in terms of sales pace, price appreciation, and how much faster the homes are selling on the market, according to NAR's analysis of 145 vacation home counties and 1,060 non-vacation home counties. Properties typically stayed longer on the market in vacation home counties at 59 days, compared to 30 days in non-vacation home counties, in 2020. However, the time to sell a home in vacation home counties has sped up more than in nonvacation home counties. In 2020, properties in vacation home counties typically sold more quickly by 13 days compared to eight days in non-vacation home counties.

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Of the 145 counties that NAR has market information on, it identified the top 1% (roughly 30 markets) hottest vacation home counties in 2020 based on sales growth, price growth, change in days on the market. The number of seasonal homes in 2019 to account for market size.

The top 1% of vacation home counties were in 16 states.

North Carolina had four vacation counties (Swain, Alleghany, Macon, Watauga); there were three each in New York (Greene, Sullivan, Hamilton), Vermont (Windham, Bennington, Windsor), Massachusetts (Dukes, Barnstable, Nantucket), and Michigan (Oscoda, Alcona, Clare); there were two each in Florida (Lee, Collier), Missouri (Hickory, Camden), Maryland (Garrett, Worcester). Oklahoma, Maine, Arizona, New Jersey, Georgia, New Mexico, Delaware, and Minnesota each had one vacation home county that landed in the top 1% list.

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Top 10 Vacation Home Counties Lee County, Florida, Oscoda County, Michigan, Swain County, North Carolina, Collier County, Florida, Dukes County, Massachusetts, Alleghany County, North Carolina, Garrett County, Maryland, Barnstable County, Massachusetts, Alcona County, Michigan and Macon County, North Carolina

1 NAR is delineated as vacation home counties, where vacant seasonal, occasional, or recreational use housing accounts for at least 20% of the housing stock. Based on the 2019 5-year U.S. Census Bureau's American Community Survey, NAR identified 323 out of 3,143 counties (including independent cities) as vacation home counties, representing 10.3% of U.S. counties.

2 An additional criterion for being in the top 1% was that the county had to meet all three criteria of having a higher price, higher sales growth, and faster days on the market. Only counties with non-zero sales during the years 2017 through 2020 and with at least 10 sales were included in the analysis.

Scholastica Gay Cororaton is the Research Economist for the National Association of REALTORS®.

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Lehigh Valley Real Estate in 2021; a Rainmaker Personified JASON BREIDINGER SENIOR LOAN OFFICER, MORTGAGE AMERICA

On September 6, 2021, John Bacon of USA TODAY described the moisture that moved over the northeastern United States from Hurricane Ida as a historic rainmaker.

Inches of rain filling rivers and streams. We witnessed the abundance, the overflow, and the unprecedented volume.

We measured the tidewaters.

Merriam-Webster defines a rainmaker as a person whose influence can initiate or progress or ensure success.

Someone who can raise the tide. Our local real estate market has done exactly that. We are witnessing the abundance. The risen tide. The American Dream of homeownership has again produced a cycle of value that has exceeded the cycle prior.

The real estate market in the Lehigh Valley is strategically placed between New York, Philadelphia, and New Jersey.

Yes. That is true. Our market has become one where it is practical for many to work in the city but return to the preferred lifestyle of our Lehigh Valley, particularly now that working from home has become a reality when once purely pontificated. Equally as important is our Lehigh Valley's reach to New York Harbor, Baltimore Harbor, parts of Ohio, portions of the Great Lakes, and even Canada by the logistical geniuses that send and receive goods from our warehouses and light industry. Many of these destinations are visited only to return within a day’s time. It’s no wonder we’ve seen headquarters for many major companies along with distribution centers for many others set foot here. Federal Express and Amazon to name the 2 most recent after the likes of Olympus and Lutron. More will come.

I’ve come to know. Having lived and worked in our real estate market for almost 30 years, I’ve seen it proven that ownership is necessary. Overall, it is our main conduit to wealth. Sure, if there's room in the budget, you'll put into retirement, especially if you've got an employer that participates along with you. A place to live, though, that's a necessity and if you're going to live, make an effort to own. When the tide rises and the overflow comes (and they always do), you'll be glad you did.

Buy a home.

The first call to make is to your real estate agent. Your real estate agent will guide you along the process. The process of buying a home and navigating the real estate market is an involved one, and you'll need someone at your side to accomplish that. Technology can and will certainly play a role, but it cannot do the real work, nor can it properly weave the layers of what's necessary to keep your transaction together. The tapestry of your wealth should be woven with those whom you trust and want to be held accountable.

For 40 years, Mortgage America has been providing Local Loans for Local Homes. We've supported buyers and sellers with local service, personal service, and accountability, all while being one of the top places to work in the Lehigh Valley. All very important. We offer Conventional, FHA, VA, USDA, and Jumbo loan programs.

Most importantly, we look forward to seeing you now and seeing your future.

In 1997 I began working as a real estate agent for 16 years.

In 2013 a passion for banking took over. These are all 22

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Lehigh Valley Housing Market:

A Decade of Growth MALLORY SIEGFRIED, DIRECTOR OF COMMUNICATIONS, GREATER LEHIGH VALLEY REALTORS®

The median sales price of a home in Northampton and Lehigh counties jumped an average of 28% or $50,225 in the past 10 years, according to data from the Greater Lehigh Valley REALTORS®. If you bought a home within the past decade in the Lehigh Valley, this means your home is likely worth a lot more than what you initially paid.

The property value boon can be attributed to a region that's deeply rooted in the national housing inventory crisis. A lack of inventory across the Lehigh Valley is leading to significant bidding wars, with sellers receiving, on average, 102.0% of their listing price. The low inventory – with levels shrinking in August by 18.8% to 812 units – led to homes selling in just 14 days (one day above the record low of 13 days, which was recorded in July).

Compounding the inventory crunch, the coronavirus pandemic brought a wave of individuals and families from neighboring states, such as New Jersey and New York, looking to leave behind high-occupancy locations in search of more rural living. Philadelphia, New Jersey, and New York workers found the Lehigh Valley to be a perfectly positioned gobetween to work remotely – something expected to continue post-pandemic – maybe just not at such a frenzied pace.

The overall hike can also be largely attributed to the overall growth and large development in the region. The proximity to major entertainment facilities, such as Coca-Cola Park and the PPL Center in Allentown, has made the region more attractive to buyers. The Lehigh Valley has only become more valuable over time. We don't expect that to slow down, even for a second.

So, that leads us back to the numbers.

In looking at the overall past decade, the largest median price increases for Northampton County were in: • Glendon Borough, the median home priced at $103,500 in 2010, rose about 129% to $237,500 in 2020

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• Tatamy, the median home priced at $155,000 in 2010 rose about 195% to $457,498 in 2020 • Upper Mount Bethel Township, the median home priced at $147,250 in 2010, rose about 85% to $272,000 in 2020 In Lehigh County, the largest median price increases from 2010 to 2020 were in: • Lower Milford Township, the median home priced at $275,000 in 2010, rose about 82% to about $500,000 in 2020 • Washington Township, the median home priced at $189,000 in 2010, rose about 55% to about $292,750 in 2020 • Macungie, the median home priced at $167,500 in 2010, rose about 55% to about $260,250 in 2020 In Northampton County, the smallest median price increases from 2010 to 2020 were in: • Allen Township, which increased about 5% • Plainfield Township, which increased about 12% • Pen Argyl, which increased about 14% In Lehigh County, the smallest median price increases from 2010 to 2020 were in: • Hanover Township, which increased about 0.13% • Lowhill Township, which increased about 3% • North Whitehall Township, which increased about 8% As for towns that saw decreases, Chapman Borough saw a slight decrease in overall median sales value (with no sales data available for 2010, 2015, or 2019) at about 17%. So did Upper Nazareth Township, decreasing by about 7% in median value from $305,000 in 2010 to $282,500 in 2020. There were no decreases at all in median sales prices overall from 2010 to 2020 in Lehigh County.

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Should individuals and families live in towns with smaller increases or slight decreases worry? No, according to Tim Tepes, president of the Greater Lehigh Valley REALTORS® and co-owner of Assist 2 Sell Buyers & Sellers Realty in Northampton Borough.

Plainfield Township, which is similar to Lowhill Township, is rural with its open land and older farms. The small increase in median value in both townships is mainly due to the lack of any major subdivisions or newer construction projects.

Upper Nazareth completed its major subdivision, Eagles Landing, about two to three years ago, Tepes said.

"Prices were booming, and then things leveled off as the homes were sold and the project ended," Tepes said of Upper Nazareth.

Borough and the townships of East Allen, Palmer, and Forks all have significant development projects in the pipeline or have growth paths already created by the Route 33, Route 22, and Interstate 78 corridors.

“New housing developments and commercial opportunities are plentiful, and they're coming," Tepes said.

As we head into the next decade, we may wonder: Will bidding wars continue? Will home prices stay elevated? Will home buyer demand remain strong?

Well, we’ll see. COVID-19 remains a wild card for the housing market. That said, as we head into the current fall season, economists are optimistic about the market’s direction considering its unpredictability since the beginning of the pandemic.

Tepes believes the township’s age 55-and-over cottage community, Heritage Village by Morningstar Senior Living Inc., might be playing a role in the overall decreased median value data. That project was completed in Upper Nazareth about two years ago.

For the most part, they agree there won’t be a return to the usual slowing pace of sales in the fall – nor will prices slide to the extent typical of the season as families settle into a new school year.

"The housing options costs were not nearly as high as the larger, single-family development of Eagles Landing," Tepes said. “The subdivision completion and lighter prices in the 55-plus community made it appear as though prices in Upper Nazareth had decreased, but the overall health of the community is clear and remains.”

Numbers and data and statistics making your head spin? With years of bargaining experience and expert understanding of the market, REALTORS® can help you close the deal at the price and terms you want. Not to mention, homeowners who sell their homes on their own typically generate $24,400 less than homeowners who work with a REALTOR®.

Tepes expects notoriously “sleepy areas,” such as Wind Gap in the Slate Belt, to start waking up with land available to build on. And, Tepes notes, many towns such as North Catasauqua

Need a REALTOR®? You can research and find a local REALTOR® at www.GLVR.org.

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Medicare AEP – what you need to know about it MIRIAM BRIDGEMAN, PARTNER BRIDGEMAN STRATEGIC CONCEPTS

Medicare still confuses the smartest of people. It's okay. They don't make it easy to follow. Hopefully, if I've had the pleasure to sit down with you and discuss Medicare, you feel a bit more confident in understanding the program to make an educated decision. That's just it – it's not a right or wrong choice but an educated decision that needs to happen to ensure the best plan is chosen. There's original Medicare, parts A & B. Then two roads you can travel. The supplement side gives you lettered choices A through N, and then you need to add a standalone drug plan. The second road is called the Medicare Advantage plan. That typically includes the prescription plan, but not always. It offers additional ancillary benefits like dental and vision that the supplement doesn't give you. Are you still with me?

It’s not too complicated once we break it down. When the decision on which path you want to take is complete, then we talk about choices within each road.

So, what is this AEP everyone talks about? It comes around each year in the fall. Well, what is it? AEP is an annual enrollment period. It is the one time a year where you have to opportunity to review your current Medicare plan, any changes, and new plans available to possibly make a change to a different one. Medicare supplement plans aren't in this mix of changes – those can be changed all year long if necessary. The plans I'm referring to are the Medicare Advantage plan or 26

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Part C and the PDP or Part D or Prescription Drug plans. See confusing, right? If you are in the Medicare Advantage program, it is a definite to review your current plan changes for the upcoming year. And if you have a standalone prescription plan, this should be reviewed too. Did your health change at all? How about your prescriptions? Even if they haven’t, plans do change. It's a good rule to review to make sure you're not stuck in a plan that has increased pricing, changing major specifics, or just doesn't cover what you need it to anymore.

When January comes, it's usually too late to make a change, although there are special enrollment periods where a change is permissible. Believe it or not, last year, a new client came in, and their prescription plan premium jumped from $15 per month to $45. This was a huge change just in premium, let alone the coverage.

The husband and wife that were on this plan would have had an increased budget item of $60 per month for the two of them come January if they weren't reading the annual notice of change letter and were proactive about taking advantage of AEP. Any major budget swings in retirement can be tough. I often wonder how many more participants in that plan got stuck with the bill, not knowing they had other options.

It's autumn, and the season for AEP is coming. It runs from October 15th thru December 7th each year. This is again the time where you can switch plans for the MyNetworkMag.com

January 1st start of the following year. You will likely see your mailbox filled with advertisements soon, and if you're watching TV, no doubt every other commercial will be about Medicare. Lots of choices to choose from and lots of carriers spending money marketing at this time of the year. They try to tease you in with free dental and vision and other ancillary benefits that you think my plan doesn’t offer that? A thorough review of your current plan versus other options is necessary.

Make sure you keep your eyes open for the ANOC (annual notice of changes) to come in the mail, usually by the end of September. If you receive your paperwork from the company electronically, you should receive an email regarding the critical changes. This is an important read to see what if any big changes in coverage and premium are happening. Also, a good reminder to review what you’ve spent out of pocket this past year on your health care. Is your current plan still doing the job? Original Medicare may have made changes as well regarding the Part A & Part B premiums and deductibles.

This is a good time to figure out what’s changing for the coming year. Find an insurance agent that specializes in Medicare and works with all different kinds of plans.

They can help you navigate your way and help you decide if you should stay on your current plan or make a change.

Investors Should Concentrate on Investment Concentration TREVOR M. REID, CFA SENIOR INVESTMENT ANALYST CORNERSTONE ADVISORS ASSET MANAGEMENT, LLC

A lot of smart investors, including the Oracle of Omaha himself, Warren Buffett, suggest that novice investors avoid day trading and, instead, invest in low-cost index funds. Those who dabble in Meme stocks or cryptocurrencies may end up wishing that they had heeded his advice, but what about investors who do follow it now? They have benefitted from a decade in which the S&P 500 has earned nearly 15% per year.

But how did it get there? It was not through the old proverb that many hands make light work. A relatively small group of stocks have powered the market forward.

You may have heard of the FAAMG stocks (Facebook, Apple, Amazon, Microsoft, and Google.) Over the past ten years, these companies have led much of the innovation we enjoy in our everyday lives. They have also earned huge profits for those endeavors, and the value of their stock reflects those profits. At the end of 2000, Microsoft was the largest of those stocks and had a market capitalization of $230 billion. Today, that number stands ten times that amount at $2.3 trillion but is now smaller than Apple.

So, what does all this growth for this handful of stocks mean for index investors? It means their 500 holdings may not be as diversified as they think. For every $100 they invest into the S&P 500, over $22 goes into these five technology stocks. We know that Amazon, Facebook, and Google are not technically considered "technology" stocks. Still, it is simple to see that their earnings power is clearly linked to technology.

The concentration of the S&P 500’s largest five stocks is even greater than its apex during the dot-com bubble of 1999. This fact is mentioned to provide some perspective to the current situation. Not to imply that these stocks are predicted to suffer the same painful fate as what came from the bursting of the tech bubble in the late 28

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1990s. The five top stocks may be richly priced, but they also have strong earnings and balance sheets. Part of their emergence as stock market warriors has been corporate performance, but some can be attributed to the growth of index funds over time. Forty years ago, indexing was in its earliest stages. As of 12/31/2020, over $5.4 trillion dollars is indexed just to the S&P 500, according to S&P Global. This growth of passive management combined with low fees and the set it and forget it mentality means that the market’s predictive ability around a particular company’s future success has been muted. There is less money in the hands of managers looking into their crystal balls and buying and selling stocks based on the company’s performance which has historically moved stock prices relative to one another. The S&P 500 is weighted by market capitalization. If a stock was a winner before, it would remain a winner in the eyes of the index fund.

No one can predict if and when these mega-companies will run into trouble or what those troubles may be – operating issues, regulatory restraints, etc. Still, it would be wise for investors to understand that some index funds are not as diversified as they were a decade ago or as safe as some investors might assume.

Investors can receive worse advice than following Mr. Buffett's suggestion regarding proper diversification.

It is a proven premise. However, digging deeper and confirming a portfolio is as diversified as expected should be a close corollary to the rule.

Securities offered through M Holdings Securities, Inc., a Registered Broker/Dealer, Member FINRA/ SIPC. Investment Advisory Services offered through Cornerstone Advisors Asset Management, LLC, which is independently owned and operated.

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Addressing Today’s Leadership Skill Gaps PAT D’AMICO FOUNDER AND CEO, ABOUT-FACE DEVELOPMENT, LLC CERTIFIED EXECUTIVE COACH, UC BERKELEY

"I'm confident our leaders know how to lead." These words uttered far too often sum up one of the biggest reality gaps facing businesses today.

Over the past 3 decades, while employed by companies such as Johnson & Johnson and Medtronic and startups, I had the opportunity to experience, design, and deliver numerous leadership development programs.

Today, as a leadership/management development consultant and Executive Coach, I work with Fortune 500 companies developing and delivering programs to advance their leadership/management skills.

Some of the things I’ve learned (and continue to observe) have brought me to the following conclusions regarding gaps in leadership/management development and how organizations can address them:

1. Leadership/Management Development is NOT a Nice-to-Have Arguably, more than any other factor overall, organizational success hinges on the abilities of its leaders to drive employees to meet performance objectives and goals. The World Economic Forum survey on Global Agenda revealed that 86% of almost 2,000 respondents agree there is a leadership crisis in the world today. These skills are not innate; they must be developed, guided, and honed. While organizations will state that leadership/management development is a top priority, few offer even the most basic development in this area. I am no longer shocked by its often-total absence. The reality is that when it comes to training, 30

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companies almost always prioritize areas such as job, product, services, and process training. When I press them to understand why they do not focus on leadership/management development, most commonly they reply with answers such as "We don't have the budget, "We can't afford the time away from their jobs," and the most disturbing, "It's a nice-to-have." There is some irony here in that I am usually being engaged to assess why the organization is not achieving its objectives. My subsequent discovery is often a lack of management competence. *Organizations need to accept that leadership/ management competence is a critical driver of success, and commitment to its development is a top priority.

2. Leadership/Management Skills CANNOT be Developed with a Fire Hose A recent Korn Ferry survey revealed that more than half of the business executives rated their leadership development efforts as "fair to very poor." The 2018 Harvard report on the State of Leadership Development stated that only 5% of business leaders believed their programs were "Best in Class." If this data sounds concerning, it should be. One of the primary reasons for this is that today’s corporate leadership/management development programs violate many, including some of the most basic things we know about human learning and development. One of these is attempting critical skill development with a fire hose/blitz approach.

What does that look like? Leaders (often only the new ones) are brought in a couple times a year for 1-2 days, MyNetworkMag.com

and they are "trained" on numerous (often as many as 5-10) competencies. These sessions only achieve limited knowledge transfer but get nowhere near skill development. The leaders drink from this fire hose and are kicked out the door "ready" to lead, without any pull-through, follow-up, or reinforcement to develop these skills. *Organizations need to understand that leadership/ management competency development will only result from a sound and continuous development program for leaders at ALL levels.

* Organizations with an identified leadership/ management development gap need to admit that their leaders lack basic competency and that addressing it does not require an advanced assessment to uncover and define.

Becoming a capable leader is a life-long journey. No matter what level an individual has achieved, the continually changing landscape will always dictate that leaders have more to learn and develop. To have any chance of success, organizations must focus on providing development to this critical asset.

3. Your Leadership/Management Development Needs ARE NOT Innately Different from Others

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Pat D'Amico has more than 30 years of management and leadership experience, including combat tours in the US Army, and an extensive background in training.

He has spent the last 25 years in the life sciences (medical device and pharmaceutical) in functional leadership roles, including sales, marketing, recruiting, commercial operations, national accounts, and training.

He holds a BA in World Politics and a Master's in Education. He can be reached at pat@aboutfacedev. com.

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Organizations often believe that their leadership/ management development needs are different from others and require a more complicated and costly assessment to define. This often results in an abandonment of its pursuit. At face value, this may seem reasonable, but research has shown this argument is flawed. Matrix’s analysis of over 50 years of data on leadership/management competencies and programs suggests that the competencies themselves do not vary based on industry or function. Yes, nuances may exist as to how the skills are applied, but most organizations would be greatly served by simply admitting and addressing the total absence of leadership/management competency. Arguing about one’s micro-needs ends up as an excuse to avoid it altogether.

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Turning thoughts into ideas that have value.

WILLIAM CHILDS, CREATIVE DIRECTOR KITCHEN MAGIC

A recent study from Queen's University in Canada has discovered that the average person has over 6,000 thoughts per day. However, the study did not answer this: how many of those thoughts are original, creative, or unique? To that, I would add, of those 6,000 thoughts, how many of them have marketable value? Suppose you're someone who works in a creative capacity or is a manager whose role is evaluating other people's ideas. In that case, you're aware of how challenging it can be to decide which ideas have real value. I spend a large portion of my day using my thoughts to solve marketing challenges. When I get to a place where I feel like my ideas lack originality, I step back and regroup.

John Hayes, VP of Sales for Solar Technology Inc., a manufacturer of solar-powered construction message and arrow boards, believes this, "People attribute higher product quality and value to any item that is creatively advertised. In the same way, they attribute higher intelligence to an individual that is capable of original thought." I wish there were a better way to properly analyze good ideas and calculate their worth before their implementation. It’s always a lot easier to assign value to an idea after it's successful. There's simply no way to know if a thought is any good or has value until somebody dares to bring it into existence. Unfortunately, nobody has the playbook containing the secret formulas on how to turn a good idea into a great one. The best way to test if an original thought has any value is to put it into action. I know that seems obvious, but far too often, when we overthink an idea and the possible results, analysis paralysis can set in, guaranteeing the idea will die. Over-thinking can sap your confidence, drain your energy, and lead you down a path of fear and trepidation.

Good creative people excel at putting ideas into action. Of course, they're acutely aware that not all of their thoughts 32

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are going to be winners, but they are usually the ones who consistently show up with the courage to give one a go.

I have the highest respect for people who willingly step into the arena and openly share their thoughts and ideas, knowing that they will be met with rejection nine times out of ten.

Matt Borrelli, a Senior Art Director at Liquid, an Allentownbased agency focused on strategy, user experience design, digital marketing, and technology, agrees that "It takes a brave person to present an original and untested thought. It also requires a certain amount of faith for a client to stake their brand's reputation into something new and unfamiliar. But, great marketing results never start with safe ideas."

The world is full of game-changing ideas that were once rejected when they were first presented. For example, imagine working at Western Union in 1876 reading this internal memo stating, "This ‘telephone has too many shortcomings to be seriously considered as a means of communication. Therefore, this device is of no value to us." Ouch!

Do you have any ideas you're sitting on, wondering if they're any good or have value? If yes, what's holding you back from using them? The journey to a win or loss starts on the same road, and action always beats intention.

So, what's the way forward? Well, for one, we all have ideas. A good gauge for which one to breathe life into is the one you can't stop thinking about, the one that gnaws at you consistently by showing up in your daily thoughts.

Don't be one of those people who go to their grave with their music still inside them. You owe it to yourself and the world to take the leap. I can promise you this, thinking about doing something will not overcome your fear, taking action will.

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Your Secret Weapon.

MICHAEL BARROVECCHIO, PRESIDENT CAPO LEADERSHIP CONSULTING

YOU ARE BRILLIANT!

YOUR COACH IS YOUR SECRET WEAPON.

You have big dreams, you set the bar high, and you know in your heart that you were born to impact the world with your life and leadership. You are successfully building a life and a business that you love.

Think of a top performer in any field, and you will most likely find that they have engaged one or more coaches during their career. Business leaders hire coaches.

Professional athletes hire coaches. Musicians and entertainers hire coaches.

But there is a problem.

You are stuck.

WHAT IS COACHING?

Maybe you desire to grow your business, but you have not been able to break through to reach the aggressive sales target that you have set. And you are frustrated that you have not been able to achieve this goal.

The International Coaching Federation (ICF) says, “Coaching is partnering with clients in a thoughtprovoking and creative process that inspires them to maximize their personal and professional potential.”

Maybe you wish to be a stronger leader at home, but your intense focus on work makes that difficult. And you feel like you are letting your family down because they are paying a dear price.

Powerful Coaches are your partners: They are in your corner, and they listen intently to you. Their only agenda is to help you maximize your personal and professional potential.

Maybe you volunteer for many wonderful causes with a desire to positively influence your community. Still, you are not seeing the positive results that you had envisioned. And you are unfulfilled and confused about what your next step should be.

Powerful Coaches engage you in a well-tested and repeatable process: They are not your cheerleaders.

They bring you through a process that creates positive outcomes.

I know how you feel. I have been there, and I know that there is a better way.

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Powerful Coaches provoke you to think creatively: They help you to think about possibilities and to generate creative ideas to identify what you desire, chart your MyNetworkMag.com

course, set goals, take action, navigate obstacles, and achieve those goals.

and professional potential and become the best version of yourself.

Powerful Coaches inspire you: They believe in you and help you to see what is possible for you as you journey towards your maximum potential. They help you to create and step into the life that you love!

Coaching is like counseling: Counseling deals with a trauma wound from the past that is not yet healed.

If touching the wound still causes great pain, you should seek a licensed Counselor. Once that wound is healed, you will still see the scar, but if it doesn’t cause you great pain when you touch it, you are ready for Coaching.

Powerful Coaches engage the whole You: You cannot separate your professional life and your personal life.

You have one life.

MISCONCEPTIONS ABOUT COACHING. Here are some common misconceptions about Coaching.

Coaches tell you what to do: Powerful Coaches do not tell you what to do but instead use thought-provoking questions to empower you to explore your situation and discover your own path forward that is authentic to you. You own your answers because you created them.

Coaches must know your industry to be effective: Powerful Coaches do not need to be well-versed in any industry or discipline other than the coaching process, which inspires you to maximize your personal

CREATE A LIFE THAT YOU LOVE. If you desire to be more, to do more, and to have more, and to create a life that you love, I encourage you to find a certified Coach that is a fit for you.

You can start today by scheduling a consultation at CAPOLeadershipConsulting.com

Small Mistakes, Big Consequences: Generations in the Workplace ANNE CORLEY BAUM, LEHIGH VALLEY MARKET PRESIDENT, CAPITAL BLUE CROSS, AND AUTHOR (WITH INPUT FROM J. LYND CORLEY, REPRESENTING THE MATURIST/SILENT GENERATION)

Whether we mean to do so or not, we tend to judge people by our first impressions of them. Perception is reality and can lead us down an unproductive road unless we focus on overcoming that initial perception and push through to understanding the value of each individual.

Let’s take generational assumptions as an example. For the first time in history, we have five generations working alongside one another in the workforce: The Maturists/ Silent Generation, The Baby Boomers, Gen X, The Millenials/Gen Y, and Gen Z. Though each generation has many names by which they are defined, we tend to assign assumptions and characteristics to each generation. And we don't tend to assign positive assumptions! Because each of us takes pride in the generation in which we were born, the practice of comparing our generation to another (with the goal of ours being better) is a natural yet unproductive practice.

How often do you find yourself judging an older or younger generation unfavorably? Probably quite often, and in doing so, each and every one of us is missing an opportunity!!

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A generation is simply a point in time into which an individual was born, basically, the luck of the draw.

Depending on when you were born, naturally, your life experience is different from someone born in a different time. For example, if you were born during or right after World War II or experienced the Great Depression, your life experience in your formative years is far different from someone born in a generation that has always known and used technology during a time of prosperity. One is not better or worse than the other. It is simply different. Each of us has an amazing opportunity to learn from one another if we only take that opportunity and avoid those assumptions.

When you find yourself judging a person by their age or generation, step back with the goal to understand them as an individual who just happened to be born in a different time than you. Set out to discover what you can learn from them and what they can learn from you – build a relationship! Do your best to push past the labels and assumptions with the goal of understanding a person as an individual. We know not to judge a book by its cover, so don’t judge a person by their age. You will be amazed at what you will learn and what you will accomplish together!

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Peace-of-mind solutions.

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Bring your Rolodex into the 21st century!

CADY DARAGO, CO-FOUNDER AND MANAGING MEMBER, ESQUISITE MARKETING When we are onboarding a new client, one of the questions we ask is if they have a CRM. Some don’t know what we are talking about (if that’s you, don’t worry – keep reading!). Most reply with an audible groan. Very few are excited to share their CRM with us because they are embarrassed about the terrible shape it is in.

Why the negativity? Because CRMs are often a massive undertaking. But we’ve got some steps that will make it easy-peasy to get your CRM in order.

First Things First What is a CRM, and why do you need to build one?

CRM stands for Client Relationship Manager. It is a list of everyone you know – those to whom you send holiday cards, thank you gifts, who receive your newsletter, who pay (and don’t pay) your invoices, who refer business to you, and more.

Ok, I’m sold. What now?

Choosing where to house your CRM will take some research (more on this later). In the meantime, here are a few things you need to focus on: Pull Your Contacts Together Export your contact lists from Outlook or whatever email 38

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platform you use, LinkedIn, or anywhere else you keep this info. Combine it, remove duplicates, add missing info.

We will assume you are working in Excel.

Break the info into the following columns as your data requires: prefix, first name + middle initial, last name, suffix, spouse/partner first name (and last name if different), business street address, city, state, zip, home address, city, state, zip, work email, personal email, and phone number(s).

Then, add everyone you know – referral sources, clients, former clients, other attorneys, prospective clients, vendors, alumni connections, attorneys you clerked with and judges you clerked for, folks who sit on nonprofit boards with you, your bowling team, your caddy, reporters who have interviewed you, friends, family, your third cousin and his dog. You get the picture. Don’t exclude anyone. Include everyone.

At this point, you will need to add a column to identify your relationship. We recommend making this a drop-down list so the information remains consistent and can be sorted accordingly. Your categories, or sources, should include referral source, client, attorney, prospective client, vendor, alumni, reporters, friend, family, and any others groups you have added.

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What’s Next?

Some Money or More Money

Now you need to decide if you are going to invest in building a law firm CRM System. There are many, many options. We will discuss a few to keep your head from spinning and your checkbook from crying.

Platforms like Keap (Infusionsoft) and ContactEase (built specifically for professional service firms) will cost you some money. Still, the options of what you can do with this information are endless. Features include automation, integration, and tech support. These options are best if you are a die-hard marketer or have someone to handle your marketing.

Free or Almost Free You can continue to house your information in Excel – but make sure to update activities accordingly. Tools like Zapier can help with this!

If most, or all, of your outreach, will be via email, services like MailChimp or Constant Contact may be enough for now. These programs will allow you to send email campaigns to your audience and track who opens and engages with the content. You can create tags for clients who should receive certain news or alerts, so you are never "spamming" anyone.

If you want to try out a CRM platform for free, give HubSpot a look. The free version offers decent functionality, and you can customize it as needed.

The key to having a successful CRM is keeping the information up-to-date and tracking how you connect with the people. So, kudos if you have one. If you don’t, building a law firm CRM is a wise investment. Have a question, contact us!

To All Inclusive or Not to All Inclusive, That is the Question!

RAY BRIDGEMAN, BRIDGEMAN STRATEGIC CONCEPTS AND NETWORK MAGAZINE So, over the last few years, the wife and I have constantly had the conversation about are all-inclusive resorts worth it? You know, those ones where you write the big check or hit the credit card for the large purchase months out, and you think, really, couldn't I have done the same thing for less at the Jersey shore or down in Florida?

Let me explain how this started for us. We discovered a great hotel (names have been changed to protect the innocent) down in the gulf. A great iconic pink place where the food, drinks, and service are excellent. We absolutely love it, and we actually got engaged there.

On one of our regular trips there, I prepaid a week’s stay.

Hanging out by the pool and the beach, whenever we wanted a drink, we just raised the flag, and here came your server with your favorite cocktail. Keep in mind that we didn't stay on property every night, matter of fact, most nights, we were out and about in the local spots.

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The morning of check out comes, and the $0 balance bill I was expecting since I prepaid was more than my week's stay cost. That's right, ladies and gentlemen, the bar bill and ok, the occasional lunch was more than the week's stay! With our love of relaxation and traveling, we immediately started to search for ways to continue this hobby while making this more affordable or start robbing banks!

Jump forward as we started to plan our destination wedding. We visited a couple of those all-inclusive resorts, the ones where even the tip is included. We were hooked from check-in, where we were greeted with cocktails, 5-star meals at every dinner, and great service.

Matter of fact, just lock the passport and cash in the safe for the stay. The only time you need it is when you leave the property. And really, it is hard to leave the property.

You want to see some of the local stuff, but when you take a vacation to relax, they make sure you do. It is hard MyNetworkMag.com

to leave the property. (But, depending on location, make sure you do at least once to experience the local culture).

So now a destination wedding in the books, along with a honeymoon and a few other trips, both all-inclusive and not, I think we have a fair comparison. Especially our last one, we split the time, part at an all-inclusive and the rest at a pay as you go on. A week's stay for a couple, about $4,000. I know that sounds like a lot but do the math. That's at least 3 meals a day (if you’re like us, you might do appetizers at several different restaurants a night before going to your main meal.

There are so many options. You would need to stay a couple of weeks to hit all the dinner spots otherwise.

Swim-up bars for your morning Mimosa or a Bloody Mary, and then you're on vacation, so who's counting the rest of the drinks. Oh yeah, you need breakfast and lunch to soak up some of the adult beverages too.

So, you prepaid that bill, and really no tipping. It's all included. Go ahead and play with the calculations, 3 meals a day, snacks, drinks (whenever and no matter how much you want), and room service 24 hours.

Now jump over right after to the non-all inclusive. First place we hit after landing, the lobby bar for a round

of relaxing dirty martinis. The bill comes, and culture shock! $45 for 2 martinis that includes an additional 12% VAT (I think it stands for Value Added Tax, but I think it should mean Vacation Added, you are not a local dumb a##, so you have to pay tax) and 15% added gratuity because I guess once you get the bill, you can't afford to tip. Now, I spent many years in the hospitality business, and I consider myself a good tipper, so for good to great service, I tip 20-25%, so tack that on and you're at $50 for 2 martinis. Go one night to one of the Signature Restaurants, which don't get me wrong, great food and service. Still, I think Signature Restaurant means since you don't want to leave the resort, we have you, so go get a home equity loan to pay for dinner. Again, here nothing is included down to the usual water bottles in your room, and good luck finding one for under $4.

I’m not saying we won’t go back to that pink hotel in Florida or even to the Jersey Shore, but when you are on vacation to relax, nice that the cash stays in the room safe! So, the next time you go away, I challenge you to save every receipt, analyze it and quote out an All-Inclusive for the same amount of time. You will be surprised at the results.

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The Verdict

HON. EMIL GIORDANO (RET.) AND BRIAN PANELLA, ESQ. THE VERDICT Attorneys exist within an adversarial system. By its very nature, the legal profession generally requires two or more parties at complete odds with each other. In civil actions, it is John Smith vs. Jane Smith. When someone is charged with a crime, it’s the Commonwealth of Pennsylvania vs. John Doe. The Pennsylvania Rules of Professional Responsibility cement a lawyer’s obligation to zealously protect and pursue a client’s legitimate interests. This pursuit of the best possible outcome frequently puts legal professionals at odds with each other, each attempting to out-argue and out-maneuver the opposing side.

Despite this often contentious and argumentative lifestyle, lawyers are colleagues who must treat each other with some level of civility and respect. Attorneys find themselves in a unique position, as their profession is self-regulating. A counselor’s actions and behaviors in a certain case will shape the law and court procedures for all future cases. Unsurprisingly, this collegiality and civility often leads to legitimate friendships between the members of the bar. Out of these friendships, The Verdict was created, a music group that remains a fixture of both the local legal profession and the area’s nightlife.

The Verdict is a home-grown rock band comprising local attorneys who play live music around the greater Lehigh Valley area. While the band has seen a series of different line-ups over the years, the group currently consists of the Hon. Emil Giordano (vocals/guitar), the Hon. Abraham Kassis (vocals), David Backenstoe, Esq. (vocals/ bass), Matthew O’Donnell, Esq. (keyboards/vocals), Theodore Schick, Esq. (drums/vocals), and Brian Panella, Esq. (guitar/bass). Between them, that’s over 100 years of legal experience, won elections, court appointments, jury verdicts, and tens of thousands of people represented.

When The Verdict takes the stage, neckties are removed, and the legal professions are visible only in the rear-view mirror as guitar amplifiers are switched on.

Giordano, Kassis, and Backenstoe continue to serve as the cornerstones of the group, being the longestserving members of The Verdict. The group started when the three decided to put together a band for a bar association function over five years ago. After a 42

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successful first showing, it only made sense for the group to continue playing together.

“While I was campaigning for Superior Court, I played with Judge Chris Feliciano and his band in Westmoreland County, says Giordano. "I told Marybeth Leeson, the Executive Director of the Northampton County Bar Association, about this band composed of judges and attorneys. Leeson and Alyssa Lopiano-Reilly, Esq., the president of the Northampton Bar Association, liked the idea of a local band and that colleagues playing together may increase attendance at the Bar Association outing.

“At the time, I was still serving as a Judge of the Northampton County Court of Common Pleas,” Giordano continued. “After speaking with Leeson and Lopiano-Reilly, I thought no one would participate. I called a 7:00 a.m. with Backenstoe, William Blake, Esq., Anthony Rybak, Esq., Richard Santee, Esq., and Richard Santee Jr., Esq., all people I knew played instruments.

To my surprise, everyone was on board, and we started practicing right away. Then we found Jackie Holmes, Esq. She really brought a rocking attitude to the group that we needed. While she is no longer with the group, her interest and stage presence really helped The Verdict establish itself as an actual act, not just a novelty.”

Generally playing a live show at least once a month, these barristers turned party-rock musicians change their setlist regularly to keep the fun going for the crowd. The Verdict also has special guests from time to time, inviting locals to take the stage and channel their inner rock star.

From the Hon. Anthony Beltrami playing a remarkable version of Van Halen’s “Jump” to Elizabeth Marcon, Esq., soothing the crowd with Fleetwood Mac’s “Dreams,” guests will vary up the group’s normal stable of songs with energy.

While the lineup has changed over time, The Verdict’s mission has stood firm: give everyone a great time with some good music and a friendly atmosphere. Check out the Verdict's Facebook page for show details, and throw in a request while you are at it!

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She knows dog parks.

Not to mention the best veterinarians, coffee shops, and farmers markets. If you’re buying a new home in a new town, work with someone who knows the community, not just the market.

Working with a local Realtor® is 100% worth it.

GREATER LEHIGH VALLEY REALTORS®

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Heavenly Hurawalhi Resort, Maldives JENNIFER DONCSECZ, CTIE PRESIDENT, VIP VACATIONS INC CERTIFIED TRAVEL INDUSTRY EXECUTIVE

Located about 1000 miles south of India and Sri Lanka and in the middle of the Indian Ocean are the hundreds of atolls that make up the country of the Maldives.

These tiny islands are almost invisible to astronauts orbiting the Earth and are usually not even listed on most globes. For this destination, tourism is its number one GDP. The Maldives Islands all feature powder white sand beaches and crystal-clear blue waters that rank among the most beautiful in the world.

Travelers often vacation here because of the many resorts which offer over-the-water bungalow accommodations. The Maldives reopened their borders in July 2020 and have seen a growing trend for Americans to travel there.

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One of the most sought-after resorts is the luxurious, adults only Hurawalhi Resort, located on the pristine Lhaviyani Atoll, north of Male's capital island. The 90-villa island resort is accessible via a 40-minute seaplane from Male. What sets this resort apart from the hundreds of others in the Maldives is its 5.8 Undersea Restaurant. The unique dining experience is 5.8 meters under the ocean and is also the largest undersea restaurant in the world. This resort also features five other incredible restaurants and a champagne sunset bar at the very end of their over-thewater lagoon villa pier. Because the entire island is the resort, the Hurawalhi offers many activities for those who want to do more than lounge on a beach. The Hurawalhi offers waterspouts such as PADI scuba, wave runners, a sunset dolphin cruise, paddleboards, and Hobie catamarans. The fitness area includes a gym, daily fitness classes, and sunset yoga!

The Hurawalhi also has a full-service spa, beauty salon, gift shop, tennis courts, and evening entertainment.

Guests staying at the Hurawalhi can opt for either a stunning over the water lagoon villa, an over the water lagoon villa with a pool, or a beach villa with a private pool. Each villa features free wifi, snorkel equipment, a restocked minibar, and access to an island host who can set up excursions, spa services, and room service.

The staff at the Hurawalhi live on the small island and pride themselves on getting to know each of their guests. Their food and beverage plans are customizable.

Visitors can opt for a breakfast-only plan, a breakfast and dinner plan, or a full all-inclusive dining plan. One of the highlights of staying at the Hurawalhi is that it sits perfectly positioned to watch the most incredible sunsets, and so they incorporate many of their actives to revolve around watching the bursting colors in the sky every evening.

If staying in an over-the-water bungalow has been on your bucket list, the Maldives is a destination that is well worth the long flights. Unlike the islands of the South Pacific, the Maldives offers more affordable all-inclusive resort options as well.

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Cigar Review

STEVE ROWBOTTOM, CIGAR AFICIONADO CIGARS INTERNATIONAL

I tend to dislike floral notes in cigars. The Kintsugi from Alec Bradley has a distinct floral note. But unlike most cigars I find this in, it’s complemented by a wealth of interesting flavors to create a pleasing bouquet that’s also satisfying. This Toro is medium in body but loaded with flavor. Sweet cedar and raisins are present, and a dash of unsweetened cocoa enters the fray about midway through. A toasty, nutty character finishes each puff throughout the burn, while sweet cedar returns for the long finish. A perfect ‘anytime’ cigar.

Alec Bradley Kintsugi Toro Honduras

6.0” x 52

Medium

92-Rated

E.P. Carrillo Pledge Prequel (Robusto) Dominican Republic

5.0” x 50

Medium-Full

96-Rated

Macanudo Inspirado Brazilian Shade Churchill Dominican Republic 93-Rated

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7.0” x 48

Medium

Ernesto Perez-Carrillo truly is a legend in his craft, and the Pledge is his second #1 Cigar of the Year from Cigar Aficionado magazine…in three years. Naturally, I have to buy them when they’re available, because the 5”x50 Prequel is amazing. Deep, complex spices highlight this medium to full profile, while sweet hints of oak and cherry coat each taste bud. The cigar grows bolder during the burn, developing notes of espresso and black pepper, with a soothing aroma reminiscent of freshly baked bread. A must-try for everyone.

To be blunt, I find the new, Inspirado side of Macanudo to be quite enjoyable. This colorful handmade is no different. Despite its medium-bodied profile, I am greeted with a healthy level of unique flavors from first light. The Brazilian-grown Connecticut wrapper offers a zesty yet smooth note with hints of citrus. The subtle earthiness is likely from the aged San Andres binder from Mexico. Then there’s the primary bouquet, highlighted by nuts, white pepper and natural sweetness from long-fillers within. This is not your dad’s Macanudo, people.

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Man O’ War Abomination Robusto Nicaragua

5.0” x 52

Full

94-Rated

Undercrown 10 by Drew Estate Toro Nicaragua

6.0” x 52

Medium-Full

93-Rated

Man O’ War is a favorite of mine. The level of flavor, strength and balance these cigars provide never cease to impress me. Abomination offers a twist, thanks to an earthy San Andres wrapper from Mexico giving the bouquet a touch of Cuban-esque twang. The Nicaraguan long-fillers within are all aged ligeros, promoting superior body and complexity.

I notice hints of oak, espresso, dank earth and a generous amount of sweet pepper. This full-flavored handmade can complete any steak dinner.

Friendly tip from your friendly enthusiast: find this cigar and try it. The Undercrown 10 is a phenomenal cigar, especially for those that enjoy Liga Privada or other full-flavored Nicaraguans. This Toro is rich to the core, boasting bold, dark flavors in a smooth and creamy fashion. Big notes of cocoa and espresso are met with earthy undertones and a touch of cherry. The finish is spicy-sweet and long, while the aroma is rich with a charcoal-like influence. Ultimately satisfying, this handmade is ‘well done.’

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The Best of Both Worlds: Hybrid Events ASHLEY RUSSO, ASR MEDIA PRODUCTIONS

It’s been over a year and a half since ASR Media Productions filmed its last entirely in-person event, and it’s no secret that our team has missed seeing attendees smiling and enjoying the show ourselves. For many, connecting with friends and coworkers while networking with new faces can be the most appealing aspect of events. And yet, we’re still anticipating the next time we can comfortably gather with hundreds of our closest connections without concern.

As live events and conferences return to marketing strategy and budget conversations, virtual events should and must remain a part of the event industry. The demand for virtual events is exploding, and they were already growing in popularity before Covid-19. Virtual events were valued at almost $78 billion in 2019, and their worth is expected to grow 23.2% by 2027. Based on this alone, virtual events are anything but a temporary phenomenon.

Since virtual events are here to stay, there’s a new opportunity to combine in-person and online experiences. This powerful duo, otherwise known as a hybrid event, seamlessly integrates technology and purpose to facilitate audience participation, no matter live or online. And it's not just my prediction. 73% of event planners now anticipate that hybrid events will become much more common.

Thankfully, this new trend has numerous benefits. Hybrid events encourage audiences to participate no matter their location or comfort level, which can lead to higher attendance.

They also offer an opportunity to enhance an event for lower costs and to pull useful consumer data. Each attendee receives a consistent experience, and in my opinion, this degree of flexibility is arguably the most crucial advantage of adopting a hybrid approach.

ASR Media’s experience hosting hybrid events has helped clients reach new, larger audiences while offering the thrill of in-person events and the social distancing of virtual. There’s

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practically no capacity limitation for how many people can attend. Not only do our clients receive all the benefits of virtual events, but they also secure a physical reconnection with their audiences, putting online and in-person attendees on the same level.

We can’t forget that the versatility of hybrid events offers greater control over costs - a key perk. In the last 18 months, my team and I have observed that sponsors are likely to participate in remote events thanks to convenience. Virtual event booths and the ability to give presentations via video conference can not only increase sponsorship value but could also get you more bang for your buck. With reduced or no travel costs, scheduling a well-known keynote speaker is easier than ever. If they’re unable to present live, you can pre-record segments to use later.

Another major merit of a hybrid event? It’s more than just a one-time show. Our team edits shorter cuts for future use, so our clients get to “double-dip” event-specific created content that is worth two to three times their original investment. Not only do clients receive reusable videos for social media and website use, but 99.5% of sponsors prefer to have post-event content available, so their ads are seen longer. It's a win-win situation!

The pandemic is not everlasting, yet we understand that some people may be hesitant to join in-person events, especially those medically vulnerable. Hybrid events allow organizers to accommodate those with heightened concerns. If your event needs to be canceled for any reason, a hybrid event platform ensures you are prepared to pivot at any moment. It’s been over a year and a half since ASR Media Productions filmed its last entirely in-person event, and it’s no secret that our team has missed seeing attendees smiling and enjoying the show ourselves. For many, connecting with friends and coworkers while networking with new faces can be the most appealing

www.MyNetworkMag.com

aspect of events. And yet, we’re still anticipating the next time we can comfortably gather with hundreds of our closest connections without concern.

As live events and conferences return to marketing strategy and budget conversations, virtual events should and must remain a part of the event industry. The demand for virtual events is exploding, and they were already growing in popularity before Covid-19. Virtual events were valued at almost $78 billion in 2019, and their worth is expected to grow 23.2% by 2027. Based on this alone, virtual events are anything but a temporary phenomenon.

Since virtual events are here to stay, there’s a new opportunity to combine in-person and online experiences. This powerful duo, otherwise known as a hybrid event, seamlessly integrates technology and purpose to facilitate audience participation, no matter live or online. And it's not just my prediction. 73% of event planners now anticipate that hybrid events will become much more common.

Thankfully, this new trend has numerous benefits. Hybrid events encourage audiences to participate no matter their location or comfort level, which can lead to higher attendance.

They also offer an opportunity to enhance an event for lower costs and to pull useful consumer data. Each attendee receives a consistent experience, and in my opinion, this degree of flexibility is arguably the most crucial advantage of adopting a hybrid approach.

ASR Media’s experience hosting hybrid events has helped clients reach new, larger audiences while offering the thrill of in-person events and the social distancing of virtual. There’s practically no capacity limitation for how many people can attend. Not only do our clients receive all the benefits of virtual events, but they also secure a physical reconnection with their audiences, putting online and in-person attendees on the same level.

MyNetworkMag.com

We can’t forget that the versatility of hybrid events offers greater control over costs - a key perk. In the last 18 months, my team and I have observed that sponsors are likely to participate in remote events thanks to convenience. Virtual event booths and the ability to give presentations via video conference can not only increase sponsorship value but could also get you more bang for your buck. With reduced or no travel costs, scheduling a well-known keynote speaker is easier than ever. If they’re unable to present live, you can pre-record segments to use later.

Another major merit of a hybrid event? It’s more than just a one-time show. Our team edits shorter cuts for future use, so our clients get to “double-dip” event-specific created content that is worth two to three times their original investment. Not only do clients receive reusable videos for social media and website use, but 99.5% of sponsors prefer to have post-event content available, so their ads are seen longer. It's a win-win situation!

The pandemic is not everlasting, yet we understand that some people may be hesitant to join in-person events, especially those medically vulnerable. Hybrid events allow organizers to accommodate those with heightened concerns. If your event needs to be canceled for any reason, a hybrid event platform ensures you are prepared to pivot at any moment.

So, what are you waiting for? Whether you’re thanking sponsors, honoring award winners, recapping your organization’s work, fundraising, or raising awareness, celebrate the best of both worlds with a hybrid event.

So, what are you waiting for? Whether you’re thanking sponsors, honoring award winners, recapping your organization’s work, fundraising, or raising awareness, celebrate the best of both worlds with a hybrid event.

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tech

The Root of Cyber Breaches ERIC ROBUCK, CISSP, CEH, SEC+, AWS THE VALANDER GROUP The Cybersecurity world is a mess. According to Security magazine, there were 1,767 publicly reported data breaches exposing 18.8 billion records in 2021. This is a decrease from 2020’s pace. Although this may seem like progress, let me assure you it is certainly not. Data breaches have decreased because a more profitable attack has taken its place; Ransomware. However, ransomware and data breaches are the symptoms, not the disease. When we as a cybersecurity community get a handle on ransomware attacks, there will be another type of attack to take its place. The issue is not that there are attacks; the issue is the culture in our organizations. The only way to start gaining ground in the cyberwar is to instill a culture of security at every level.

The only way this culture can be created is through command emphasis from the top of our organizations. A fundamental culture change must happen in leadership to drive that change. Leaders must understand the challenges they are facing to keep the data and the students they are entrusted with safe. In this article, I 50

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will discuss three topics every leader must understand to effectively lead security strategies and create a culture of security.

The first issue leaders must recognize is who is attacking them. There is a quote from a book written two thousand years ago that is relevant to this discussion.

In The Art of War, Sun Tzu wrote, "If you know the enemy and know yourself, you need not fear the result of a hundred battles. If you know yourself but not the enemy, for every victory gained you will also suffer a defeat. If you know neither the enemy nor yourself, you will succumb in every battle." This quote is extremely insightful. In the cyber battle, when one type of attack is controlled, another is on the way. The issue is that we, as leaders underestimate our adversary. When we close our eyes and imagine who the hackers are, we envision a person in their parent's basement, overweight, dirty, and socially awkward, pounding on their keyboards at three am. This is not the case. There are entire companies MyNetworkMag.com

dedicated to stealing your data and making you pay a ransom for the privilege to exist. There are countries with cyber armies in the tens of thousands that can see your vulnerabilities at the speed of light from half a world away. Even beginners have enough free tools and training at their disposal to become a threat in a matter of weeks. Each of these enemies is more dedicated to stealing data that our leaders are not prepared to protect.

It is understandable if you cringed at that last sentence; however, it is the second issue we are missing as leaders. The bad guys are far more committed to stealing organizations' data and encrypting their systems than leaders are to protecting them. This is not an issue of competence but one of time and culture. Cybercriminals have the luxury of being singularly focused on attacking. All of their research and development is aimed at breaking into systems and making money on data theft and encryption. Because of a lack of understanding about cybersecurity issues at the highest level of most organizations, the commitment to protection is nowhere near the commitment of invasion, handing the bad guys an enormous advantage.

The third issue is that there is a lack of written down, understandable, and enforceable policies guiding our organizations through this crisis. Companies must have all aspects of their infrastructure and employee cyber hygiene under control, or there will be an attack. The visibility of organizational vulnerabilities is staggering and invisible. Any misstep can immediately be detected. The only way to counteract this is with written down policies, procedures, and guidelines that are understood and followed by everyone. A framework like the Nist 800-53 or the ISO 27001 must be implemented and taught.

I understand that this is a massive undertaking for leadership. Other responsibilities take our time and attention. This problem must be solved by understanding, then delegating. A competent Chief Information Security Officer is a first step. However, leaders can delegate authority but not responsibility.

The responsibility to keep data safe still falls on them.

Every leader must understand who the enemy is, how they behave and why. They must push a leadership culture through a framework and be as committed to protecting their organizations as the bad guys are to attacking them.

,