Traits Winning CEO's Share (Success Magazine)

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Traits Winning CEOs Share
JEREMY
PIVEN
How to succeed
(without being
like Ari Gold)
Do What
You Want,
Make $$$!
DON'T GET
HACKED
How to Stay
Safe Online
SUCCESS.com July 2015
An Ingeniously
Simple Way
To Achieve
Any Goal
HOT
Fields
That
Can
Make
You Rich
VEN ORT
P
DA
AX
C. M WELL
A
AKI R I T
S
O
HA
WN AC
EY
TL
AI
W
IS
DEN
HO
R
T
BER KIY
O
R
LES BROW
JO
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ZIG
ZIG
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LA
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DA
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AR
JIM ROH
Drink in SUCCESS!
SUCCESS
STORE
Your eye-opening personal-achievement resource!
www.store.SUCCESS.com
on the cover
47
The Real
Jeremy
Piven
The actor confesses that he lacks
a great business mind, but hes
learned a lot about leadership
good and badfrom his most
iconic characters, including the
notorious Ari Gold.
by Susan Young
also on the cover:
4 Hot Fields...........................54
Do What You Want...........................60
Dont Get Hacked...........................65
Achieve Any Goal...........................74
COVER: 2013 DOVESHORE/CONTOUR BY GETTY IMAGES, TABLE OF CONTENTS: GREGG SEGAL/CORBIS OUTLINE
JULY 2015
Features
54
54
Sweet Spots for Startups
Telemedicine? Pets, pets, pets? Learn the
latest business trends and the hottest
elds for entrepreneurial success.
by John H. Ostdick
60
Old Is the New Black
65
Some people want to get more out of

their retirement years than an early-bird
special. These graying entrepreneurs
have little time for naps.
74
by Larry Keller
65
Secure Your Data
Several highly public breaches suggest
the importance of minding your digital
Ps and Qs.
by Rieva Lesonsky
74
Gamify Your Productivity
To be truly successful, youve got to work
harder than you want. Heres how to
make the grind fun.
60
2SUCCESSJULY2015
by Darren Hardy
In Every Issue
6
8
9
Publishers Letter
Editors Note
Your Say
11
StartUP
26
Snack on these bite-sized stories for a boost

both on and off the job.
Edited by Josh Ellis
18
Strides
Organizing a family history strengthens the

ties that bind.
by Melissa Balmain
20
22
Healthy You
Departments
30
Squint hard and read about the latest

eye-health guidelines.
Break up with a business

partnerits a little trickier than
its not you, its me.
by Drs. Mehmet Oz and Michael Roizen
by Emma Johnson
Just Add Hustle
34
Use these tips to make the most of the

conferences you attend.
by Tory Johnson
24
88
36
Corner Office
by John C. Maxwell
Your Money
by Jamie Malanowski
Fiscal tness is imperative before starting

abusiness.
40
Maverick Minute
SUCCESS Foundation
SUCCESS for Teens helps these

Midwest middle-schoolers set
their own course.
by Chelsea Greenwood
When its time, you move on.

by Jason Dorsey
79
When youand you alone

make up the sales force, these
four tricks can multiply your
solitary results.
The CEO of a software giant

cut his business teeth behind a
delicounter.
by Suze Orman
28
Sales Savvy
by Anthony Iannarino
Maximum Leadership
Have you built a team of clones? Thats
not good.
26
How To
42
Making a Difference
Let these books, gadgets and ideas be

yourmuse.
A former inmate launches an

app that helps the incarcerated
connect with loved ones as
they rehabilitate.
Edited by Jesus Jimenez
by Mikal E. Belicove
WrapUP
Action Plan
Get moving today with 10 lessons from

thisissue.
44
Positivity
How do you keep a good

attitude if your partner is
adowner?
by Patty Onderko
SUCCESSJULY20153
From the
Cover
Story
The Startup
Issue
5 Ingredients
for Startup Success
Ready to be your own boss?
These smart keys to starting
your own business will make
your vision of independence
a reality.
JULY 2015
DIGITAL EDITION
ONLINE
JUNE 9
>> SUCCESS.com/startup-successingredients
I Dont Want Your Money,

Said No Entrepreneur Ever
Until Now
Three ways choosing the wrong
investor can crumble your
business goals.
ANDREW MACPHERSON/CORBIS OUTLINE
>> SUCCESS.com/invest-wisely
IN THE
SUCCESS
STORE
JEREMY
PIVEN
Read an excerpt from celebrity agent extraordinaire Ari Golds

new book The Gold Standard: Rules to Rule By. How does a
ctional character write a book? Youll nd out.
Learn the ups and

downs of starting
a business in The
Entrepreneur
Roller Coaster by
DarrenHardy.
Rollercoasterbook.com.
LINKS
to SUCCESS Read online exclusively @ SUCCESS.com/jeremy-piven.
More Online
John Maxwell: 8 Ways to Lose in Business

Avoid these attitudes if you want to grow
andsucceed.
>> SUCCESS.com/avoid-biz-failures
5 Ways Blogging Changed My Professional Life

Is blogging that powerful? The short answer is
yesheres why.
>> SUCCESS.com/blogging-4-biz
Facebook.com/SUCCESSmagazine
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SUCCESS magazine (ISSN 0745-2489) is published monthly by SUCCESS Partners, 200 Swisher Road, Lake Dallas, TX 75065.
POSTMASTER: Send address changes to SUCCESS magazine, P.O. Box 292144, Kettering, OH 45429. SUBSCRIPTIONS: U.S.A., 12 issues $34.99; Canada, 12 issues $44.99; International, 12 issues $54.99. To subscribe
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2015 SUCCESS Partners. All rights reserved. Material may not be reproduced in whole or in part in any form without prior written permission. Printed in the U.S.A.
4SUCCESSJULY2015
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Publishers Letter
The Network That

Changes Everything
DEBI PODVALOVA
PATRICK BUYS all of his flowers online. He feels

really clever doing it. Click, click, send! Thats all it takes
to be a hero, he tells me. Although he admits none of
the women ever seemed that awestruck by the actual
bouquet. Patrick doesnt mind. He figures, Its the
thought that counts.
Then he met Marena young woman tending her
booth at a farmers market. He was instantly smitten. I
think it was her eyes, he says. And her smile. And her
laugh. She took my breath away. Two days later, it was
Marens birthday, and Patrick was invited to the party.
Flowers! He thought.
DUhf]W_]aaYX]UhY`mkYbhhc\]gckYfkYVg]hY YlWYdh
this timewith the stakes so highhe actually clicked
on the reviews. Comments like,
Awful, Never arrived, Will
never use again, went on for
pages. Patrick quickly learned how
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he did what any of us would have done when looking for a
new vendor; he went to Yelp.com. There, he found a small
business operated by Rose (yes, thats really her name)
from the back lot of her sweet cottage home. Her ratings
and reviews were amazing. The best ever! So helpful.
Love her! Flower whisperer. The raves continued.
This is further evidence

that the future is in the
hands of the innovative,
customer-focused,
small-business
entrepreneur.
Patrick went to see Rose. She was just as her reviews

described. Tell me about the lady we are attempting to
delight, Rose said eagerly. After a brief description, Rose
said with a twinkle in her eye, Oh, sweetheart, I have just
the thing! Come back in an hour. When Patrick returned,
Rose pulled Marens bouquet from the cooler.
Patrick was awestruck. The flowers colors and aroma
were as breathtaking as Maren herself. Its perfect, Patrick
whispered.
FcgYkU`_YXcihhcDUhf]W_gWUf YlUa]bYX]h UbXh\Yb
properly packed the bouquet so it could survive the trip
to the birthday party. Rose talked him through all of the
care instructions, and as Patrick thanked her, Rose hugged
him. Good luck, dear, she said with a knowing smile.
Find more on his blog @ DarrenHardy.SUCCESS.com.
Connect with him @ Facebook.com/DarrenHardyFan.
Once upon a time, the large supermarket put all

the local small florists out of business because they
controlled the foot traffic. Then the online f lorists
`YjYfU[YXh\Y=bhYfbYhhcWcbhfc`YmYVU``hfU
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the network effect of consumersconsumer ratings,
recommendations and complaintscan quicky fell
large companies that have spent millions building
their businesses through scaling processes, aggressive
advertising and clever SEO strategies.
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are loyal to you right up to the moment somebody else
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giving rise to small-business operators who make customer
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future is in the hands of the innovative, customer-focused,
small-business entrepreneur.
Im happy to report that Patrick and Maren were
recently married. Rose attended the weddingas a
supplier and a guest.

Darren Hardy
SUCCESS Publisher
HATS OFF!
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Editors Note
Independence Day
Did you know that people 55 to 64 years old
start businesses more often than those in their
20s and 30s? Neither did we, until reporter Larry
Keller told us and wrote a story on the phenomenon
in Old Is the New Black, which starts on Page 60.
I hung out my own shingle as a freelance writer
at age 26. Five years later I had a well-reviewed
bookand a deep debtto show for it. I went
freelance again 20 years later, and that worked out
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By then, Id reached high
heightswinning the Oscar
of magazine awardsand low
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I loved. Id had wonderful
bosses and terrible bosses and
bosses who were a lot of both.
A magazine cover that I shot
gained international notoriety,
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UbXj]`]YX"=kUgcbhY`Yj]g]cb
so often that I could write a tell-all book about
what those perfect-looking hosts are really like.
But then again, what happens in the magazine
business is much juicier, and dirtier (not at
SUCCESS, thank God).
When I started working for myself again (before
I took this job), I was decades older and wiser. This
time around, I bluntly told clients my asking price
and what theyd get for it. Id pleasantly tell them
to add a 30-day payment clause to the contract. I
turned down prestigious journals and websites that
didnt pay a living wage, let alone a fair one (yeah,
you know who you are).
Though the wrinkles and giant freckles suck,
Im ornerier, smarter, happier and better off than
Ive ever been.
Society would have us believe that people hate
aging. What a crock!
Editor in Chief
Publisher
SUSAN K ANE
DA R R E N H A R DY
Editorial
EDITOR
LISA OCKER
MANAGING EDITOR
MARY VINNEDGE
FEATURES EDITOR
JOSH ELLIS
ASSOCIATE EDITOR
JESUS JIMENEZ
COPY EDITOR
PETER TEPP
TALENT EXECUTIVE
PAU L S COT T A DA M O
SUCCESS.com Editorial
DIRECTOR OF DIGITAL CONTENT
K . S H E L BY S K R H A K
DIGITAL MANAGING EDITOR

JESSICA KRAMPE
Digital Production
DIGITAL ASSET PRODUCTION MANAGER
M A R I A N A L E N OX
Art & Production

CREATIVE DIRECTOR
C A R L WAT E R S
PRODUCTION MANAGER
A L A N DW E L L E
SENIOR ART DIRECTOR

AMY MCMURRY
SENIOR PRODUCTION ARTIST

C H R I S T I A N S TOVA L L
CONTRIBUTING PHOTO EDITOR
MARK PERLSTEIN
Contributing Editors
S H AW N AC H O R
MELISSA BALMAIN
JILL BECKER
S A L LY D E N E E N
JA S O N D O R S E Y
ANTHONY IANNARINO
M A R G A R E T JAWO R S K I
SUCCESS Partners
CEO
S T UA R T J O H N S O N
COO
M A R K L AY TO N
CFO
DAV I D R A P I E R
SENIOR VP, MARKETING

PAU L A DA M S
SENIOR VP, PARTNER EXPERIENCE

MERIDITH SIMES
VP, GENERAL MANAGER

J I M M CC A B E
CHIEF BRAND OFFICER

WAY N E M O O R E H E A D
BUSINESS MANAGER
KEENAN IV Y
Advertising
NEWCO MEDIA
A N N E T T E PA R K E R / S T E V E N E W M A N
MARKETING MANAGER
PA I G E D U N G A N
3 1 2- 4 9 4 - 9 9 0 1
A PA R K E R @ N E WCO . CO M / S T E V E @ N E WCO . CO M
eCommerce
ADVERTISING & MARKETING COORDINATOR

NORTHEAST, SOUTHEAST AND WEST COAST SALES
K E L LY DA N I E L
PRODUCT MARKETING & DEVELOPMENT MANAGER

HUGH MURPHY
SUCCESS PRODUCT DEVELOPMENT MANAGER

J E S S I C A E S PA R Z A
WEB DESIGNER
JENNIFER ANDERSON
DIGITAL ASSET MANAGER
MISTY KIMBALL
DIGITAL CONTENT SPECIALIST
H E AT H E R T I P TO N
EMAIL MARKETING SPECIALIST
B L A K E S T E PA N
8SUCCESSJULY2015
PAT T Y O N D E R KO
JOHN H. OSTDICK
M E H M E T OZ , M . D.
C H R I S R AY M O N D
M I C H A E L R O I Z E N , M . D.
D O N YA E G E R
S U S A N YO U N G
TO N Y J E A R Y
EMMA JOHNSON
TO R Y J O H N S O N
R I E VA L E S O N S K Y
SHELLEY LEVITT
JA M I E M A L A N OW S K I
JOHN C . MAXWELL
J I M M OTAVA L L I
DIRECTOR OF BUSINESS DEVELOPMENT

T R AV I S B O N D
Susan Kane
Editor in Chief
SOCIAL MEDIA COORDINATOR

ASHLEY CHIMAL
9 4 0 - 4 97- 9 9 0 1
K DA N I E L @ S U CC E S S . CO M
Circulation
NEWSSTAND CONSULTANT
JOHN MORTHANOS
SUBSCRIPTION MARKETING
SUE SIDLER
SUCCESS Speakers
SPEAKER SERVICES MANAGER
SONDRA ULIN
The Buzz
artwork for others
using responsibly
sourced materials.
To thank you for
giving me quality role
models, Ive sent you
a destination tree of
your very own.
SUCCESS
Time Machine
Here were some
of your favorite
#ThrowbackThursday
photos on Instagram:
TAKEOFF: HEIDI KLUM

I admire the way Heidi Klum built her
business and how it continues to grow.
And shes a mother of four. I dont know
how she does it.
Deirdre Smith Roesch
Williamsburg, Va.
Required reading for sure!
Our March 2013 issue of

SUCCESS featuring Shark Tanks
BarbaraCorcoran.
We raised the important problem of

burning out at work in our May 1986
issue of SUCCESS.
Legendary Lifestyle
Via Facebook
SUGGESTED TOPICS
Why dont you feature (in an article
or on the CD) people who are not well
known? I have two examples: Truly Nolen
in Naples, Fla., who founded the largest
U.S. termite extermination company
and has unique advertising; and Robert
8YVY``ccZ;UfY`X B">" k\cghUfhYX
Roberts & Son Auto Parts.
You might also have a section on how
to retire to something and not from
something, along with stories about the
people who retired to something and are
very happy in retirement because they
found something meaningful to do.
Bruce Dolin
Via email
Editors note: Youre in for a treat; this

issues Old Is the New Black article on
Page 60 is about older entrepreneurs
(including a retiree) who start companies.
Matt Rogers
Chardon, Ohio
Editors note: Our

trees branches bear
the names of all our
regular columns and
departments. Thank you, Matt!
SEE YOU ON THE RADIO

I receive your magazine and love
it! Some of my passions are success,
motivation and self-development. People
like Dale Carnegie, Zig Ziglar, etc., are
some of my favorite authors. SUCCESS
ties into all of them, and Id love for you
to have a radio station, something like
SiriusXM 111 Business Radio powered by
the Wharton School of Business.
If you dont have one, then maybe it
could be something to look into. I feel
there is a market of people like me who
could use the inspiration while driving.
Matt Ashton
Murfreesboro, Tenn.
...OR IN A PODCAST?
Im an avid SUCCESS reader. Please
launch a podcast of your CD interviews.
Shelley Peters
Milwaukee
Editors note: Those are very interesting

ideas for us to think about, Shelley and
Matt! Thank you both for writing in.
SUCCESS CHANGED HIS LIFE

Colorful issues of SUCCESS from
the1970s.
Follow us @SUCCESSmagazine
for more grams.
Thank you for all youve done to help

me in my life journey. In August 2014, I
left my 11-year career at a mortgage lender
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I felt the need to inspire others, so I
established my own business: Destination
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WY
LETTERS TO THE EDITOR

Please include the writers name, city/state, email address and daytime phone
number. Letters may be edited for clarity or space. MAIL: SUCCESS Letters, 200 Swisher
Road, Lake Dallas, TX 75065. FAX : 940-497-9987 EMAIL: editor@success.com.
TERMS OF SUBMISSION
By submitting anything to SUCCESS Media in any format, written or otherwise, you
agree that: (1) your submissions and their contents will automatically become the
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may use or redistribute the submissions and their contents for any purpose and in
any way; and (3)there is no obligation to keep any submissions condential.
SUCCESSJULY20159
Until this happens, start a savings plan.

Having money isnt about dumb luck. Its about a smart plan. Brew your own coffee,
brown bag it to work, pay down that high-interest credit card. Saving just a few dollars
a day can translate to literally thousands a year. And thats a much more reliable pile
of gold. Small changes today. Big bucks tomorrow. Go to feedthepig.org for more
free savings tips.
feedthepig.org
High expectations are the key to everything. The secret of getting ahead is gettingstarted.
The secret of getting started is breaking your complex, overwhelming tasks into smaller,
manageable tasks and then starting on the rst one. Whether you think you can or think you
cant, youre right.
Sam Walton, Mark Twain, Henry Ford
Size Matters
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=bTeam Genius: The New Science of High-Performing Organizations
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Margaret Jaworski
Setting Sale
Theres no such thing as aiming too high.
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CustomerCentric Selling
small business sales survey
12SUCCESSJULY2015
The Year
of the Bro
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Vm&$&,"
Mary Vinnedge
TOP
of Mind
What does it take to be
a successful entrepreneur?
To succeed
once a business
launches,
business
owners must be
passionate about
what they are
doing. Their passion will permeate
everything they do. The business
owner has to stay focusedtoo
many business owners get distracted.
Gerry David, CEO and president
of Celsius Holdings
Successful
entrepreneurs
are persistent
and creative
when it comes to
solving problems.
They are willing
to do whatever it takes to remove
roadblocks, especially when it
involves reaching out of their comfort
zones, taking risks or making
extra-difficult decisions. Successful
entrepreneurs are relentless. They
will find a way to get what they want.
Ashu Desai,
founder of Make School
Starting a business
is one of the most
challenging things
you will ever do.
You'll have far
more doubters than
believers in the
early days. Therefore your passion and
commitment to put in the work, create
competitive edges and work tirelessly to
launch your business are key.
Nick Bayer, president and CEO
of Saxbys Coffee
A Coach
for
CEOs
Hardships helped this entrepreneur coach others.
1. Get clear on where you want to go.
2. Pursue what you are truly passionate about.
3. Focus on the things that increase your energy, and eliminate the
things that deplete it.
4. Hire top talent.
5. Join the Entrepreneurs Organization (EO) or
the Young Presidents Organization when you
can. It will change your life for the better.
As an EO member, Moses has found that all
entrepreneurs go through similar struggles. It
sharpened my gameIve learned best practices
and heard stories of others successes, failures and
what they learned, he says.
Moses enjoys spending his free time traveling
or training for athletic competitions. This spring,
Moses and Mason, now 14, completed the
White Continent Marathon in Antarctica. One
must keep calm and positive, regardless of the
environment, Moses writes in a blog about his
South Pole race. We cant control the weather,
but we can control our attitude. That leads to
clearer thinking, a better experience and our
cjYfU``\Udd]bYgg"
Jesus Jimenez
#TweetsWeLike
@lizzypilcher
Almost got mad at the guy on the
street who called me "ma'am," then
I realized I was wearing a blazer on a
Saturday afternoon.
Through all of these obstacles, Moses never gave up. It taught my

wife and me what is truly important in life, and to not worry about
h\Yghih\UhXcYgbhaUhhYf AcgYggUmg"<YcZhYbg\UfYgh\YgYjY
tips with clients to help improve their lives and businesses:
FINISHER PIX
Mark Moses wanted to start a new chapter in his life. So

in 2006 he sold his second company and took two years off to
spend time with his family, travel and train to become a stronger
=fcbaUbhf]Uh\`YhY"
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bYlh AcgYggUmg"FYìWhUbhUhfgh \YXYW]XYXhchfm\]g\UbXUh
business coaching after being approached by several entrepreneurs.
He soon founded CEO Coaching International, which guides
entrepreneurs to achieve their goals. Seven years later, Moses
business serves nearly 70 CEOs and
YbhfYdfYbYifgcbZcifWcbh]bYbhg"
P r ofe s sion a l a nd p er s on a l
challenges have given Moses the
experience to successfully advise
his clients. There have been many;
at one of his previous companies, a
key employee defected, took more
than 60 co-workers with him and
set up a competing business two
blocks away. The Wall Street collapse
of 2008 almost bankrupted Moses
and required him to lay off 240 of
&+)Yad`cmYYg"5Vi]`X]b[fYZcfWYX
one of Moses companies into a
makeshift headquarters for months.
And doctors found a brain tumor
in his son, Mason, at age 3the boy
Mark Moses
recovered after two surgeries and 18
months of rehabilitation.
@Home_Halfway
As you get older, it becomes more
and more unacceptable to cry and
scream in public, despite the reasons
for it becoming more & more valid.
@aparnapkin
Be respectful of your elders. But
also your youngers. And especially
your samesies. Try not to be a
monster basically.
SUCCESSJULY201513
May I Ask Me
a Question?
Successful people check themselves daily with these ve wonders.
TOP
of Mind
1. Am I in the right niche? Even if you started out with passion by the bucketful, that can
fade. This is why its so important to routinely assess your motivation. Finding a niche
that sustains you emotionally will give you the clear mind and drive that you need to
succeed.
2. Am I learning from my mistakes? When you hit a roadblock, take time to evaluate
what went wrong, what needs to change and how you can prevent it from happening in
h\YZihifY"
3. Am I pushing my own boundaries? Creating new, more audacious goals and attempting
to reach them will keep your passion ignited and keep you striving toward success.
LINKS
to SUCCESS
Read about the 10 things successful people never do

again, only @ SUCCESS.com/never-again.
4. What is my game plan? While you are challenging yourself, you should also map out
ghfUhY[]Ygh\Uhk]`Ù``ckmcihcVYWcaYacfYY
W]YbhUbXdfYW]gY"G]hXckbUbXWfYUhY
the physical map that will take you from where you are to where you want to go.
5. Do I still believe I can do this? The highest ambitions are nothing without the conviction
h\UhmciWUbUWhiU``mfYUW\h\Ya"G_]``gUbX_bck!\ckUfY`Yggh\Ub\U`Zh\YVUhh`Y"=Zmci
dont believe you can do it, itll be hard to convince anyone else you can.
Abby Perkins, editor in chief, Talent Tribune
7
Dos and Donts
for Startup Success
Advice from Darren Hardys The Entrepreneur Roller Coaster
D
ONT
want what you dont
want.=hgYUgmhcZU`ìbXYfh\YgdY``cZ
someone elses dream or be seduced by the

scorekeeping of other peoples goals. Dont.
Follow your own pathnot the Joneses. Dont
let fear, envy or social pressure cloud
mcifj]g]cb"
D
ONT miss the point. Bigger is
only better if it makes the smile on your
ZUWYk]XYfUbXVf][\hYf UbX``gh\Y
journey with joy. Live today as you want
to be remembered in the end.
D
O the right thing. When faced with
the choices that are the hardest to make
when your dreams, ambition and drive
are begging you to do one thing while your
conscience is telling you to do another
remember that the only way youll have an
enduring smile is if you uphold your values.
14SUCCESSJULY2015
trust your gut. Dont wait until youre

,$UbX``YXk]h\fY[fYh"6Yh\YdYfgcbmci
could have been now.
D
O keep your resolve. Many
entrepreneurs fail not because of their idea,
their skill or the market, but because they
give up when the summit is within reach.
D
ONT forget why. Business
will change you. Dont forget who you
are right now. Dont forget who you
were the day you decided to ride the
entrepreneur roller coaster.
D
O seek your greatness. You
have been given incredible gifts. You are
WUdUV`YcZUkY!]bgd]f]b[UW\]YjYaYbhUbX
g][b]WUbhWcbhf]Vih]cbhch\YdYcd`YUbX
world around you. You have a responsibility
to use the potential youve been given, to
apply it and grow it.
D
O
An entrepreneur
does not fear
failure but
rather uses past
experiences to
achieve future
success. An
entrepreneur is not afraid of taking
risks or delegating tasks, and trusts
the team he or she has built.
Mazen Karnaby, CEO and co-founder
of Cedra Pharmacy
A majority of new
ventures fail. It is
therefore incredibly
important not to
focus on financial
results. A good
way to look at it is
like a report card:
Financial results show how well you
are doing, but are not a day-to-day
driving force. The key is to focus on
your strengths and leverage them in
the daily grind. Money should not be
the main driver.
Elan Katz, co-founder of
Cure Urgent Care
Successful
entrepreneurs
are aware of
their strengths
and limitations.
For example,
Ihave ADHD
impulsiveness can sometimes be a
problem. But with measured selfawareness, the hyper-focus can lead
to great, creative outcomes. In addition
to understanding yourself, success
comes to entrepreneurs who clearly
define and execute goals in sales,
product and finance.
Ken Cho, CEO of People Pattern
THE
Happiness
GUY
Quiet Down
Boost your positive signal by eliminating negative noise.
Have you ever wondered why Las Vegas

casinos are so loud? By using bright,
f lashing lights and a noisy atmosphere,
theyre distracting you from the fact that
youre losing money. Noise isnt merely a
distraction; it also gets in the way of, and
even blocks, signals that can guide you to
positive growth. When these signals are not
reaching you, your potential is limited.
SHAWN ACHOR
Positive signals can help create paths to
is a Harvardsuccess. Unfortunately, in todays world,
trained researcher
its difficult to hear those positive signals
and the author of
through all of the noise. Thankfully, research
Before Happiness.
in positive psychology and neuroscience
Get a daily dose
shows that if you can reduce the amount of
of happy at
]bZcfaUh]cbmcifVfU]bfYWY]jYgVm)dYfWYbh
Facebook.com/
your chances of finding a positive signal
ShawnAchor.
improve greatly.
Exploding Head
Syndrome Is Real!
Relax. Its only a brain kink.
Youre almost asleep fading fading zzz
BANG!!!
Ever wake up
startled by the sound
and sensation of an
explosion in your head?
An explosion that, you know,
didnt actually occur? Did the
experience make you question your sanity?
Youre not that crazy, it turns out.
In a study of 211 college students, Washington State
University researchers found that 18 percent experienced
exploding head syndrome, the term for this very real
phenomenon. It generally happens as youre just in the process
of falling asleep, and scientists believe it occurs when the
brains auditory neurons crash at once rather than shut down
gradually for the night.
Studies on this sensation are very new, so there arent any
treatments specifically for exploding head syndrome. But
Washington State University researcher Brian Sharpless
points out that perhaps just being able to recognize it and not
be afraid of it can make it better.
M.V.
So how can you cancel out the noise?

Try these three strategies.
1. Recognize the signal. Signals are
true and reliable bits of information
that lead you to reach your
potential. Noise is anything else;
its information that keeps you
from accomplishing your goals.
You can train your brain to separate
positive signals from noise.
2. Stop the noise addiction. Try things
`]_Y`YUj]b[h\YWUffUX]ccZcfh\YfghjYa]bihYgcZmcif
commute or muting commercials. Over time, these changes will
aU_YUX]YfYbWY"
3. Cancel internal noise. Negative thinkingfear, anxiety, doubt
or worryis the most dangerous type of noise. It sabotages your
YcfhghcaU_YUdcg]h]jYW\Ub[Y"G]ad`YUWh]cbg`]_YYlYfW]g]b[
^cifbU`]b[UbXaYX]hUh]cbWUb\Y`dY`]a]bUhYh\]g]bhYfbU`bc]gY"
Quality Time
Parents shouldnt punch a clock on hours spent with kids.
Feel guilty that you dont spend enough time with your children? A
study published in the Journal of Marriage and Family should ease
those pangs. It found that the quantity of time parents spend with their
_]Xg\UgUàcghnYfcYYWhcbh\YW\]`XfYbgZihifYgiWWYgg"
EiU`]hmh]aYX]fYWhdUfYbhU`Yb[U[YaYbh]gacfY]adcfhUbh"
H\YghiXmfghYlUa]bYXZUa]`]Yg]b%--+ k\Ybh\YW\]`XfYbkYfY
'hc%% UbXW\YW_YXidcbh\YgUaY_]XgU[U]b]b&$$&"=hgbX]b[g
undercut the idea that mom time is more valuable than dad timewith
one exception: during adolescence, when quality mom time staves
off delinquent behavior. Overall, the more time that kids, especially
adolescents, spend with both parents during
meals and other quality family time, the more
likely they will stay out
of trouble in their
hYYbmYUfg"
M.V.
SUCCESSJULY201515
TOP
of Mind
Pursuing Trivia
Kris Sanchez turns tweets into prot.
Being branded as the guy who tweets the most unimportant things youll never need to know
has catapulted UberFacts founder Kris Sanchez into an enviable position: @multimillionaire.
The New Yorker, 24 years old in July, once dreamed of being a dancer, but now oversees
the rapidly growing @UberFacts Twitter account that sports more than 11 million followers,
including fellow social media darlings Kim Kardashian and Miley Cyrus. Sanchezs Twitter
handle generates $500,000 per year through marketing partnerships, and its branded iPhone app
is estimated to bring in an additional $60,000 per week. Yes, per week.
Sanchez started to build his twee tweet empire in 2011 by skipping some meals and saving up
% $$$"H\Yb\YghfUhY[]WU``m]XYbh]YXdYcd`Yk]h\Ùf[YZc``ck]b[gcbHk]hhYfUbXdU]Xh\Ya
$50, give or take, to retweet his bits of trivia.
Celebrities started following, and UberFacts began to grow organically, says Sanchez, whose
company is based in Los Angeles. You really have to believe in what youre doing and commit to
Xc]b[]hUbXaU_]b[]h\UddYb"=gifj]jYXcb7idBccX`YgfUaYbUbXAW8cbU`Xg Vih]hkUg
worth it.
He encourages marketing minds serious about showcasing their brands to unleash (ideally)
two tweets every hour with the help of scheduling apps such as Hootsuite and to be consistent in
content selection to win followers.
You cant go days, even hours, without tweeting. The more content you share, the more people
will follow, he adds.
GUbW\Yn]bhYbXghcYldUbX\]gHk]hhYffYUW\Vmkf]h]b[UVcc_``YXk]h\IVYf:UWhg"<YgYjYb
exploring the possibility of a branded television show.
Arden Moore
Just the UberFacts, Maam

X Falling coconuts kill more people than sharks
everyyear.
X It rains diamonds on Saturn.
X Humans share 50 percent of their DNA with
bananas.
X On average, visitors at the Louvre spend
about 15 seconds viewing the Mona Lisa.
X Twenty-ve percent of SpongeBob
SquarePants viewers are adults with
nochildren.
X The Aztecs used chocolate as
currencyone hen was worth 100
cacao beans.
X The founders of Outback Steakhouse
have never been to Australia.
X Every year, women lose
approximately 1.73 billion
bobbypins.
ERIC CARBONNEAU
Here are a few strange-but-true bits of randomness,

courtesy of Kris Sanchezs UberFacts:

Being a great
entrepreneur takes
communication
skills. It never
hurts to have
clean grammar
when making
first impressions and sharing ideas.
You also need an ability to learn from
mistakes and perseverance. There will
be dark moments, and you must be
willing to press onward.
James Console, owner of AntLion
Audio/GTDevice
I dont believe in
spending a ton of
time improving
your weaknesses.
Instead find
someone who can
do it better than you
while taking half the time and energy to
get it done. Try to focus 75percent of
your time on the areas you enjoy and for
which you have a natural talent. Time
is our most precious resource, so we
should use it wisely.
Veronica Saldivar, investor,
entrepreneur and speaker
The three
fundamentals of
entrepreneurship
are the strength of
your ideas, your
resources and your
environment. Your
ability to leverage these fundamentals
to create opportunities is crucial to
your success. Once you and your team
embrace this concept, youll not only
survive, youll grow.
Alex Riley, president of
MeritHall Staffing
As told to Jesus Jimenez
How Does She Do It?

Laura Vanderkam has made it her lifes work to study the schedules of the most powerfully productive people
across numerous industries. Her new book, out in June, is I Know How She Does It: How Successful
Women Make the Most of Their Time, a data-driven examination of how big-time career
women balance work with family and self.
I learn new things every time I study peoples schedules, Vanderkam says. One woman in my study had a
very tight morning schedule. Every day she played with her kids for 10 minutes before they needed to load the
car at precisely 7:10 a.m. It would have been so easy to lose that time to checking email or dashing around
the house. Instead she chose to use it mindfully, with a bit of levity, rather than stress. This wisdom in how
people become stewards of their hours always amazes me.
Among the other sneaky strategies Vanderkam uncovers is to lean on the school lunch program rather
than packing a PB&J every morning, outsource errands with glee, make yourself strategically seen at
networking events when you dont have time to stay long, negotiate duty-sharing with hubby or other family
members, andspeaking of hubbyget comfortable with creative times and places for intimacy.
Much of the literature out there on women, work and life was awfully pessimistic, Vanderkam says. Not
everyone is torn or maxed out. Life is stressful and life is wonderful. There is no contradiction here.
Josh Ellis
Customer Plan Business Plan

The former CEO of Apple and Pepsi explains.
Entrepreneurs often spend months

writing their business plans, but the
documents tend to just sit in a desk
drawer. What a wasted exercise! says
Joh n S c u l le y, aut hor of Mo o n s h ot:
Game- Chang ing Strateg ies to Build
Billion-Dollar Businesses.
Businesses are all about customers,
the for mer CEO of Pepsi and Apple
explains. If a company wants to be
transformative, writing a customer plan
w ill be much more important than a
Vig]bYggdÙb"
A customer plan is a concise document
that outlines ever y thing you w ill do
t o ma ke you r c ompa ny the be st i n
your industry. Its written by
studying your customers
habits and needs, not
y o u r c omp e t i t i o n .
At its center is
a 10x goal
something that
w ill make your
company 10 times
bet ter than your
competition
by reinventing a
business category and delivering a new

consumer experience.
Apple, for example, reinvented
photography, allow ing consumers to
take high-quality pictures with their
mobile devices, and Sculley says todays
entrepreneurs are in a position to create
innovative, disruptive change, too.
Were in an era of infrastr ucture
where g reat new companies such a s
Uber and Airbnb are utilizing existing
t e c h nolo g y t o c r e a t e ne w s e r v ic e s
with transformational strategies, he
says. This is a very good time to be a
df]jUhYWcadUbm"
Once you have identified your
10x goal, project its launch
w ithin four years by
using something
that Sculley calls
back-fromthe-future
planning.
Outline a list of
things that need
to happen to
reach your goal by
moving backward
quar ter by quar ter. A business plan

makes assumptions about the future,
while a customer plan shapes how the
CEO and leadership team set priorities
by starting in the future and thinking
in reverse.
If you start with your customers and
determine everything you need to do to
create the best customer experience, you
will suddenly look at your business in a
different way, Sculley says.
Businesses can avoid churn by using
a customer plan: It costs five to eight
times more to replace the sales revenue
from a lost customer than if you hadnt
lost the customer in the f irst place,
Scu l ley says. Spr i nt is a n exa mple
of a compa ny that is hemor rhag ing
cu st omer s, a nd you c a n see t h i s i n
its performance. Its not just how you
monetize a customer; its how to keep
them coming back.
The best customer plans focus on the
possible, not the probable, Sculley says.
If the end result isnt about growing in
new ways from new sources, then you are
sustaining growth, not transforming it.
Stephanie Vozza
SUCCESSJULY201517
MICHAEL FALCO
This productivity author has learned from the masters.
Strides
Our Last Adventure

An empowering mother-daughter trip through family history
AGO, my mother and I had kayaked
together in choppy seas. We had zipped through dense
woods on a dogsled. We had rafted over rapids, climbed
gkUm]b[ÙXXYfgidgUbXghcbYW`]gUbX\ib_YfYX]bU
tent 5,000 feet up a mountain during a thunderstorm.
But wed never felt half as daunted as we did last January.
Mom was dying.
After five years of fighting her cancer, she had no
good treatments left to try. Her doctor said she might
live six more months. How in the world would we spend
them? Travel seemed out of the question now, with Mom
too fragile to venture more than a few yards from bed.
Were we doomed to months of helplessness? Of moping
whenever I had to leave her and my dad in Brooklyn to be
with my husband and kids in Rochester? For a few days,
it appeared so.
Then, one night during a phone callMom in her bed,
me at my desk 300 miles awaywe had an idea. Together
or apart, able-bodied or not, there was one more journey
we could take together.
For ages, Mom had been cobbling together notes
and documents about ancestors, going many generations back. I had been too busy with my work, and
with washing the socks and making the peanut-butterand-jellies for the latest generation, to be interested.
Now, though, it struck me how confusing Moms papers
would be without her to guide me through themand
how much of our family lore wasnt written down at all.
Instead it was tucked away in Moms mind, especially
when it came to tales of her parents, grandparents and
great-grandparents, and her life before I came along.
Sure, she had told me much of it already. But without a
written version, I was pretty fuzzy on the particulars.
Was the relative who spoke nine languages my greatgrandmother or my great-great-grandmother? Who was
the one who took ocean swims until she was an old lady?
I couldnt say. Nor, worse yet, could I recall all the details
of how my parents met.
DECADES
Melissa
Balmains work
has appeared
in The New
Yorker, The
New York
Times and
McSweeneys.
The author
of Walking
in on People,
an awardwinning poetry
collection,
she teaches
writing at the
University of
Rochester.
18SUCCESSJULY2015
It was settled: Every day, as long as Mom wasnt in

too much pain or too groggy from her meds, we would
navigate as much family history as we could. Instantly
we both felt less weepy, more purposeful. We set out
that very night, with her telling me the surprising fact
(how had I not heard this before?) that her father had
had an Italian stepsister, an excellent cook whom Mom
had visited.
Im so glad we have this project together, I said.
Me, too, she said. I hope you write about it at
some pointyou know, what its like to have a project
with someone whos dying. It could really help a lot
cZdYcd`Y"
It occurred to me she was right. Probably a lot of
ZUa]`]YgWci`XbXgcÙWY]bUdÙb`]_Ycifg"5bXk\c
knew how many other projects might help at a time like
this? Going through recipes, say. Writing down favorite
old song lyrics or dictating letters to be given to grandchildren. Organizing family pictures.
Once we settled on our

project, we instantly felt less
weepy and more purposeful.
Pictures played into our project, too, as it turned out.
One day in mid-February when Mom felt unusually
strong, we sat for hours with my brother, husband and
kids, meandering through albums dating back to the
%+$$g"G\Y]XYbh]YXXcnYbgcZaYbUbXkcaYb VY[]b!
ning with paintings of stern couples in poufy dresses
and powdered wigs, and ending with snapshots of Mom,
impossibly sleek and beautiful at a college dance.
Mostly, though, it was her talking and me typing, in
person or over the phone. (Now and then Dad chimed
in with names and dates.) Our chats took us through
England, Sweden, Italy, New York, Minnesota ,
DAN YACCARINO
Massachusetts. We tramped over boarding-school

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at age 11a magazine piece about
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kci`X[c C\
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like you said.
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SUCCESSJULY201519
Healthy You
Eye Dos
Take care of those baby bluesor browns, or greens
THIS MONTH the docs tackle your questions
about eye health.
Q: Is it true that carrots are good for

your vision? Are there other foods or
lifestyle changes that can improve
eyehealth?
Mehmet
Oz,M.D., is the
director of the
Cardiovascular
Institute and
Integrative
Medicine
Center at
New Yorks
Presbyterian/
Columbia
University. He
hosts The Dr.
Oz Show.
Michael
Roizen,M.D.,
is the chief
wellness officer
and chair of
the Wellness
Institute at the
Cleveland Clinic.
His book This Is
Your Do-Over
hit bookstores
in February.
A: When it comes to your eyes, Popeye trumps Bugs

Bunny. Beta-carotene, found in carrots, does seem to play
a role in protecting your vision, but the idea that carrots
can improve your night vision is a myth that can be
traced to World War II. The Allies had developed radar
to aid in nighttime bombing raids but didnt want the
Germans to steal it, so they put out the story that pilots
were being fed oodles and oodles of carrots to develop
superhuman night vision.
In reality, other foods and nutrients are even better
for your eyeslutein and zeaxanthin, the nutrients in
spinach and other leafy greens, protect healthy eye cells
and reduce your risk for cataracts and macular degeneration. The essential fatty acid DHA is helpful, too,
protecting eyes against dry eye syndrome, macular
degeneration and potentially even glaucoma.
But while a healthy, plant-rich diet is great
for your eyes (and so many other things!), its
likely that the best things you can do are to
protect your peepers from the sun (more on
that later) and refrain from smoking, which
increases your risk for all the vision prob`YagaYbh]cbYXUVcjY"
Q: So many people I know

have gottenand loved the
results ofLasik surgery, but
Im scared of it. What are the
pros and cons?
A: Lasik surgery is an elective procedure
h\Uh]bjc`jYgg`]W]b[UUdcZh\YYmYggifZUWY
20SUCCESSJULY2015
with a laser to correct nearsightedness or farsightedness. Not too jazzed about a procedure that puts eye
and slice in the same sentence? You arent alone. But
depending on your eye troubles, finances (Lasik isnt
always covered by insurance and runs around $4,000)
and comfort with potential complications, Lasik could
be a good move.
The pros: More than 90 percent of Lasik patients
achieve between 20/20 and 20/40 vision. Its also fast
between 15 and 30 minutesand youll probably be able
to do your normal activities (including driving!) by the
next day. And over time, surgeons are becoming more
experienced and achieving better results with fewer side
YYWhg gch\YghUh]gh]WgUfY]adfcj]b["
The cons: 20/40 isnt perfectand thats the best
that many Lasik patients achieve, so theres a chance
youll still need
glasses,
although the lenses will be much thinner than your old

pair. One percent of eyes come out worse than 20/40. And
approximately 20 percent of Lasik patients experience
g]XYYYWhggiW\Ug]adU]fYXb][\hj]g]cb \U`cgcfXfmYmY
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f]g_hU_Yf @Ug]_aUmbchVYZcfmci"
The idea that carrots can

improve your night vision
is a myth. Try spinach.
Q: Im colorblind. Does that mean Im
at a higher risk for vision loss down the
line? Are there any other health risks
Ishould be aware of?
A: Other than memorizing which bulb in a traffic
light is red and which is green (the red bulb is always the
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U`h\ci[\h\YfUfYghUbXacghgYjYfYhmdY`]a]hgj]g]cbhc
g\UXYgcZ[fUmcfVÙW_"K\UhYjYfh\YWUgY VY]b[Wc`cf!
V`]bXXcYgbhdihmciUhUbm[fYUhYff]g_Zcfch\Yfj]g]cb
or health problems.
Q: How can you tell if you have pinkeye

and not just irritation or an allergy?
A: HYW\b]WU``m d]b_YmYXYgWf]VYgWcbîbWh]j]h]g
which is the swelling of the tissue that lines the eye and
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]bZYWh]cbg W\Ya]WU`YldcgifYcfXfmYmYg"GcfYX ]hW\m

eyes caused by irritation or allergies are technically
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type caused by an infection.
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fYXbYgg ]bZÙaaUh]cb hYbXYfbYgg ]hW\]b[ Vifb]b[
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6ih]Zmcibch]WY[fYYb]g\X]gW\Uf[YcfYldYf]YbWYZYjYf
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VUWhYf]U` hc[YhUbh]V]ch]WYmYXfcdg"MciWUbhhfYUhU
j]fU`]bZYWh]cb Vihg\ci`XghUm\caYhcUjc]X]bZYWh]b[
ch\Yfg Ugj]fUÙbXVUWhYf]U`d]b_YmYUfYVch\YlhfYaY`m
WcbhU[]cig"
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kYY_g ]hgU`gcgaUfhhcgYYUXcWhcf"9jYb]Zh\Y]ff]hUh]cb
]gVY]b[WUigYXVmgcaYh\]b[fYÙh]jY`mVYb][b h\YfYgbc
fYUgcbhcgiYfUbm`cb[Yf UbX]hg[ccXhc_bckZcfgifY
k\Uhg\UddYb]b["
Q: My desk at work is next to a very

sunny window, and theres a lot of glare.
Should I be worried about sun damage
to my eyes?
A: K\]`YmciXcbhbYYXhcdUb]W ]hXVYgaUfhhc
hU_YUWh]cb"K]bXckgV`cW_IJ6`][\h h\Yi`hfUj]c`Yh
fUmg Zfca h\Y gib h\Uh UWWcibh Zcf acgh gibVifbg
Vihh\YmXcbchV`cW_IJ5 h\YfUmgh\UhWUigYg_]b
aging and contribute to your risk for skin cancer and
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=Zmci\UjYUbmWcbhfc`cjYfh\Yc
WYXYWcf ]bghU``
blinds or a window shade to reduce the amount of light
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]ZmcikYUfdfYgWf]dh]cb`YbgYg Ug_]b[mcifYmYXcWhcf
about special UV coating that can be added to clear
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gibgWfYYbXU]`m YjYb]ZmciUfYbh[c]b[cihg]XY"S
SUCCESSJULY201521
Just Add Hustle
Connecting at Conferences
Making contact and conversation
HOW CAN I make the most of the time and money
Im investing in attending conferences?
I used to be the girl standing in a corner, my head
buried in my phone instead of talking to attendees. Once
I committed to introducing myself to at least three people
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WcbhUWhgUbX`YUfbYXbYkh\]b[g"H\UhgamVYghUXj]WY UbX
ZcfacfYh]dg =hifbYXhcg]lkcaYbk\cWc``YWh]jY`m\UjY
UhhYbXYXacfYh\Ub)$$YjYbhg]bh\YÙgh%&acbh\g"
BEFORE showing up
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bYYX hc aU_Y Ub YjYbh kcfh\ UhhYbX]b[ gi[[Yghg
GUfU`mbb7c``]bg Ub5g\Yj]``Y B"7" Vig]bYgg[fckh\
WcUW\ k\c UhhYbXg YjYbhg Ug \Yf aU]b aYh\cX cZ
attracting clients. Ask yourself, Are there specific
participants I want to meet? Is there a sponsor Id like
to connect with? Do I want feedback on packaging? Plan
ahead how youll introduce yourself and rehearse your
WcifgYcZUWh]cb"
7c``]bgU`gcgUmghcZcWigcbVY]b[U[]jYf"Mci``[Yh
more out of the people you meet if you demonstrate a
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]XYUg giddcfhcfYbWcifU[YaYbhk\YfY]haU_YggYbgY"
DURING the event

Tory Johnsons
company, Spark
& Hustle, gives
conferences for
owners of small
businesses.
Shes also a
contributor on
Good Morning
America and
a best-selling
author.
Focus on making connections rather than on handing

out or collecting a slew of business cards. Meet people.
HU`_hc\iaUbg gUmgAY`]ggU@Ubn ZcibXYfcZH\Y
:fYg\&$ Ubcb`]bYaYU`!dÙbb]b[gYfj]WY"H\YfYgbc
df]nYZcfacghWUfXgWc``YWhYXUbXbcgiVgh]hihYZcfZUWY!
hc!ZUWYWcbjYfgUh]cb"
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aUbU[Yf Zcf K=G9 GmfUWigY Ib]jYfg]hmg UbbiU`
womens conference, agrees, suggesting that you enhance
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YjYbh"AcghYjYbhg\UjYUgcW]UàYX]U\Ug\hU[h\Uhmci
22SUCCESSJULY2015
can follow in real time to see whos there and chatting

UVcihhcd]WgmciWUfYUVcih"MciWUbWcaaYbhVUW_hc
meet up.
GUaUbh\U 9hhig U @cg 5b[Y`Yg!VUgYX kcf_!`]ZY!
balance expert, says that when you make a contact, jot
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hc\Y`dmcifYaYaVYfmcifWcbjYfgUh]cbUZhYfh\YYjYbh"
This might be personal tidbits such as their kids names,
the places they grew up, the colleges they attended, or
gcaYh\]b[Vig]bYgg!fYÙhYX`]_YgiV^YWh!aUhhYfYldYfh]gY
or an interesting lead. These details will come in handy
when youre home.
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6cghcb!VUgYXVcih]eiYaUf_Yh]b[fa fYWcaaYbXgh\Uh
you hit the hotel gym or pool during conference downtime
]bghYUXcZ\]X]b[]bmciffcca"<Ub[cih]bh\YdÙWYg
where you can connect casually without the crowds, as that
`YbXg]hgY`Zhc`Yggfig\YXWcbjYfgUh]cb"H\]gU`gcUdd`]Yghc
dchYbh]UàYYh!idg]bh\Y`cVVmVUfUZhYfh\YYjYbh"
AFTER the program

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[cYf.:c``ckid"Mcikcf_\UfXgW\accn]b[UbXgY``]b[
at the conference, but what happens when you get home?
:c``ckidcbYjYfmWcbhUWhk]h\]bh\fYYXUmg 9hhig
says. The contact is still warm, so you arent wasting time
cbUfY]bhfcXiWh]cb"
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based in the Orlando, Fla., area, says, Dont expect
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aUmbYYXidhcjYhciW\YgVYZcfYmci\YUfVUW_"JUfm
your methods of communication: email, phone and social
aYX]UZc``ck!idg"
9jYb]Zh\YfYgbc]aaYX]UhYbYlhghYd k\]W\]gcZhYb
the case, you still want to reach out immediately. This
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]hkcbhVYcihcZh\YVìY 9hhiggUmg"H\YWcbbYWh]cb
k]``\UjYU`fYUXmVYYbYghUV`]g\YX"S
Ignite Inspiration!
AR
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DARRE
II
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IGL
CONNIE PODESTA
store.SUCCESS.com
LES BROWN
MA
XWE
LL
JOH
N C.
Your one-stop
personal-achievement
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SHAW
Maximum Leadership
Dont Hire Yourself

Take the cult out of culture. Aim for diversity.
John C.
Maxwell is
a leadership
expert, speaker,
a best-selling
author and
founder of
EQUIP and the
John Maxwell
Co., which have
trained more
than 5million
leaders
worldwide.
REMEMBER
THE LAST TIME you experienced a

professional failure or setback? Of course you do.
What went wrong? Was your strategy flawed? Did
you miscalculate costs? Did the client suddenly bail on
you? Did a vendor let you down? What if the thing you
adult. When he was 12 years old, he was my go-to

team member. And he still is. Hes a master.
Diversity bridges the knowledge gap. If youre a
successful leader, youll reach a point when you cant
know everything about your companys ins and outs.
think created the problem was only

a symptom of another, deeper issue? What if
h\YdfcV`Ya]gfYU``mmcifhYUa3
Who you are is who you attract. I call it the Law of
Magnetism. As leaders, we tend to draw in people like
ourselves, and we tend to hire them. It can be a real
problem. Building a team that is too like-minded is the
gUaYUg``]b[U[c`ZVU[k]h\cb`m-!]fcbg"KY`]a]h
ourselves, and that puts us at a disadvantage.
We value diversity; it erodes prejudice. Thats an
important goal, but diversity also has a practical
side: It overcomes the gaps created by a team that
ÙW_gjUf]Yhm"
Lets explore what happens when your team isnt
``YXk]h\W`cbYgcZmcifgY`Z.
Diversity minimizes the giftedness gap. I can count
on one hand the things Im good at. In just about
everything else, Im worthless. Should I spend my
life trying to improve my weaknesses? No. I partner
with others who have strengths I lack.
For years Ive relied on my son for anything techrelatedand I dont mean only now that hes an
Its inevitable. The more

complex your organization, the
greater the knowledge gap youll
experience. To continue being successful, you
must rely on the knowledge of others.
If you were building your dream home, would you
want a construction crew comprised entirely of the
worlds best plumbers? Of course not. You would
want plumbers, electricians, carpenters, concrete
specialists, roofers, landscapers, designersthe
whole spectrum of tradespeople. If everyone on
your team is just like you, then youll have access to
knowledge only like yours.
Diversity eliminates the perspective gap. Youve probably heard the old story of the six blind men who
encountered an elephant. One felt the animals side
and said they had come upon a wall. The second felt
the animals tusk and said, No. Its a spear. The others
asserted they had found a snake, a tree, a fan, and a
rope. None of them could tell that an elephant stood
before them because they lacked the perspective to
observe the big picture.
24SUCCESSJULY2015
Overcome Adversity with Diversity
You may be shying away from developing a diverse team without even being aware
of it. If you see too much similarity among team members, consider whether these
factors are holding you back:
An undeveloped network. How many people not like you do you have in your
contacts? Does everyone you know look, believe and vote like you? If so, you need
to get out of your regular circles.
Unchallenged fears. Do you worry that if you bring on people with different
opinions, perspectives and worldviews, your workplace will sink into conict? As
leaders, we need to teach people how to listen to, respect and contemplate ideas
that differ from their own.
Unrecognized prejudices. Is it possible thatalthough subconsciousyour
expectations for some people are different than for others? If so, you need to treat
people as individuals.
Unconquered insecurities. Do you worry that others who think and act differently
than you will make you look bad? Work through your insecurities. Nobody knows
everything. Get used to admitting it.
You and I are more like those blind men than we
would like to admit. Our perspective is limited. If we
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`YUXYfg\]dhcVf]b[h\Yahc[Yh\YfkYk]``gYYh\Y
bigger picture.
Diversity closes the experience gap. A Chinese proverb
says, To know the road ahead, ask those coming back.
Thats the essence of how to close the experience gap.
We need to seek out those who have had experiences
X]YfYbhZfcacifckb"
As a young leader, I had all the energy in the world
and looked to others to gain from their experience.
Now that Im 68, Im often the one with the greater
experience. Others have the greater energy. But we
still need each other. Even with wisdom gleaned from
a lifetime, I still seek out those who have traveled
X]YfYbhfcUXg"
Diversity overcomes the problem-solving gap. Too
often people believe that creative breakthroughs are
the result of a lone geniuss eureka moment. That only

happens in movies. Shared thinking is always stronger
than solo thinking. When you pull together a diverse
group of skilled thinkers, they come up with better,
more creative solutions than any single person or
homogenized group.
***
Bck UbU`mnYmcifckbdfUWh]WYg"8cmci_YYdg\]b[
in the same talent pool? Do you keep hiring clones of
yourself? How much might that homogeneity be limiting
your success?
Maybe you are hiring a diverse group. If so, are you
truly harnessing the power of that mix? Do you expect
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XYbYX3CfUfYmcifYWc[b]n]b[UbXjUì]b[h\YX]Yfences in individual backgrounds, gifts, experiences
and perspectives and inviting each team member to
contribute his best? You might be surprised by how much
horsepower you can get out of a small but diverse group. S
SUCCESSJULY201525
Your Money
Before Your Business

Financial and personal advice for budding entrepreneurs
LETS SAY youre looking at a big pile of money
youve saved, inherited or received as a gift from a
Somalian prince you helped out via email.
Youve counted the money again and again. Its
$100,000. And maybe youre thinking that you want to
turn it into $200,000, then $400,000, $800,000 and
so on.
So youre considering starting a business. OK, cool.
Heres what I think: First of all, you need to make
sure money isnt your only motive. My No. 1 rule when
starting a business is that it must be something youre
fanatical about, because without the requisite passion,
youll lack the energy and perseverance to make your
business successful.
Ask yourself this question: Would running this business make me happy 15 hours a day, seven days a week?
That commitment is often what it takes to get a new
company up and running. But its not the only thing
youll need. Heres what else you should have going for
you before taking the plunge
1. Impeccable Credit
Suze Orman is
a best-selling
author, host of
The Suze Orman
Show on CNBC
and a two-time
Emmy winner for
her PBS specials.
Forbes has
named her one
of the 10most
inuential
celebrities in
theworld.
If you have any credit card debt, or your credit

score is not at least 720, youre not yet ready to
take on this venture. How can you expect to have
a successful business when your personal finances
arent in great shape?
2. Experience
If youre contemplating a total career change, you
g\ci`XfghWcbg]XYfkcf_]b[ZcfgcaYcbYk\cgU`fYUXm
doing what you hope to do. It doesnt have to be full
time; it can be just a few days a week. The idea
is to learn before you leap. Keep a
journal: Every day after work,
write down what
you learned,
both
26SUCCESSJULY2015
good and bad. Those lessons are the template for your
ZihifY giWWYgg"
3. Basic Knowledge of Operations

You must know your way around a P&L statement.
BchgifYk\Uhh\Uh]g3=hgg\cfh\UbXZcfdfchUbX
loss, and its a crucial tool. You also need to understand the tax rules of being self-employed. Look
for a Small Business Development Center in your
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Wc``Y[Ygcfib]jYfg]h]Yg cYfWÙggYg hfU]b]b[UbX
materials to help you learn the ins and outs. Search
for a center near you at the Americas Small Business
Development Centers website (AmericasSBDC.org).
4. 12 Months of Operating Expenses

It can take a year to establish your business and
start getting paid on a regular basis, so youll need
a cushionand these savings must be separate from
your personal emergency fund. In addition, your
startup money should not
come from your retirement
accounts or home equity. Is
that pile of $100,000 going to
VYYbci[\3S
TAKE A SEAT
JOIN EARTHJUSTICES FIGHT FOR OUR FORESTS AND WILDLIFE
Earthjustice protects our wild places in courtbecause we believe the
earth needs a good lawyer. Show your support for our work by scanning
the code and taking a stand for the environment.
EARTHJUSTICE.ORG/STAND
Maverick Minute
Moving On
Lessons from a great journey
Jason Dorsey
has received
over 1,000
standing
ovations as
a keynote
speaker. Known
as The Gen Y
Guy, hes been
on 60 Minutes,
20/20, The
Today Show
and more.
Thats how long Ive been w riting my

SUCCESS column. Now its time for me to
move on.
What a journey it has been.
Ive shared my successes, failures
and inability to use vowels in text
messages. Weve talked about how
to quickly become an expert, give
a fabulous speech and when to say
thank you.
This is one of those times.
Thank you for inspiring me.
Thank you for motivating me to
g]hXckbUbXhmdYk\Yh\Yf=kUg
on an airplane, up late at a hotel
or walking to my next speech. (I
know; typing while walkinghow millennialbut at
least I wasnt driving!) Your comments, tweets and
virtual high-fives gave me way more energy than Red
Bull ever could, and with fewer calories.
As this is my last column (at least for now), I want to
share the three things Ive learned while expanding this
Maverick Minute into three fun years:
1. Grammar is overrated when you have a
[fYUhYX]hcf"
2. Everyone skims to the bullet points in the story
even writers do it. Getting to the key takeaways
quickly makes whatever youre doingwriting,
giving a speech, posting on social media, talking
with your kidmore engaging.
3. Dont be afraid to get personal. Were all human
underneath our avatars and LinkedIn titles.
We all cry. We all laugh. We all want to belong.
We all like getting to that place where we can
share a vulnerable moment with someone and
courageously say, Me, too.
28SUCCESSJULY2015
AmAY hccacaYbhkUgh\YfghUbXcb`mh]aY
I had a column sent back for a rewrite. It was tough
because when I sent the column I thought it was good.
When I received it back and reread it, I was embarfUggYX=gYbh]h]bh\YfghdÙWY"
Fortunately my great editor said, It happens to all
of us. Step back and then put your voice into it. So
=X]X"H\YfYgi`hkUgcbYcZamZUjcf]hYWcìabg.;ch
a Problem? Most People Would Say to Push Forward
=GUmFYhfYUh
The experience taught me that we are all in this great
journey together. Our titles, accolades, setbacks and
breakthroughs are all moments in time. Our aches, pains
and celebratory dances in the elevator come and go. But
what we learn sticks with us and allows us to share the
bounty with someone else.
As a millennial who doesnt own a watch, its funny
hcg][bccbUWcìab=bUaYXAUjYf]W_A]bihY"=hg
been my honor and privilege to share my research and
learning with you.
One of my best takeaways from this experience: The
more you contribute, the more you take away. Thanks for
helping me to take away great memories, better grammar
and tremendous gratitude. S
DAN YACCARINO
H O W L O N G I S A M A V E R I C K
MINUTE? Apparently it lasts three years.
How To
Break Up with Your

Business Partner
Emma
Johnson is
a New Yorkbased business
and personal
nance writer.
She hosts
The Emma
Johnson Show,
syndicated
nationally on
AM radio.
B R E A K I N G U P i s never e a s y.
Whether in romance or business, parting
ways is nearly always a little messy, even
when both parties agree its for the best.
When your company and livelihood are
at stake, how do you keep the process
fair, with minimal drama, and preserve
h\YZf]YbXg\]d3
H\YfghghYd]ghcUW_bck`YX[Yh\Uh
its emotional, says Melinda Emerson,
consultant and author of Become Your
Own Boss in 12 Months. Breaking
up with your business partner can be
harder than breaking up with your man,
Emerson says. But that doesnt mean
that you let your emotions guide you. You
cannot make business decisions based
on emotion.
Instead, be clear about your objective
during the process. For some, that might
be preserving the friendship. For others,
]ha][\hVYdihh]b[h\Y\YU`h\cZh\YVig]bYggfgh"=Zh\Y
[cU`]ghcgY``h\YVig]bYggUhUdfch ZcfYlUad`Y mci
WUbbchUcfXhcVYa]fYX]bUb[Yfk]h\mcifWc!ZcibXYf"
You can partner with your most bitter enemy if you have
to, Emerson says. You cant be so angry you throw the
baby out with the bathwater.
Keep talking.?Uh\]9`ghYf]gWc!ZcibXYfcZ?GeiUfYX
9bhYfdf]gYg k\]W\\Y`dgk]h\kcf_dÙWYWcb]Wh UbX
Wc!Uih\cf cZ Mean Girls at Work and Working for
You Isnt Working for Me. When clients call for help in
dealing with business partners, Almost every single
time, there has been a communication breakdown, and
no one is speaking to each other, Elster says. In a typical
fghgYgg]cbk]h\h\Ya g\Y\UgYUW\dYfgcbg\UfY\]gcf
\YfWcbWYfbgk\]`Yh\Ych\Yf`]ghYbgei]Yh`m"DUfh]W]dUbhg
are seldom able to accurately repeat what theyve heard
because their anger gets in the way.
30SUCCESSJULY2015
To avoid this
k ind of inter personal
standstill, Elster suggests making it a
priority to keep communication going. If things are
\YUhYX aU_YUbUddc]bhaYbhhcaYYhcihg]XYh\Yc
WY"
The change of scenery will add a new, neutral dynamic
to the conversation and limit the possibility of arguing
in front of employees. They will take sides, it will divide
the company, and they will leave. You dont want that,
she says.
Put your guns down.G]ad`m`ckYf]b[mcifjc]WY
whether in decibels if you are communicating in person
cf]bhcbY]Zig]b[YaU]`cfhYlhWUbaU_YWcaai!
nication more civil. Listen to what the other person is
saying, admit fault and be humble. Were all human,
UbXh\]g]gU\iaUbfYÙh]cbg\]dh\YfYk]`Ù`kUmgVY
Wcb]Wh 9`ghYfgUmg"
Call in outside help. Keep the accountants number
on speed dial so that actual numbers rule in times of
emotional upheaval. If things get heated, sit down with
an objective third party, whether a business mediator
David MacVean
CEO
Company: Security Investment Partners, an
investment management rm in San Diego
Reason for Breakup: Disagreement over
partners retirement date
Winning Strategy: The partner eventually left with a clean
break and joined another rm, keeping the friendship intact.
or therapist, business coach, your

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h\YWcibgY`cbfYhU]bYf"6YWUfYZiÙVcih
WU``]b[ Ub cihg]XY ÙkmYf \ckYjYf
Emerson says. Once you call a lawyer,
h\YZf]YbXg\]d]gcjYf g\YgUmg"
Be reasonable.=Zmci\UjYUVig]!
ness succession plan or other business
WcbhfUWh XYZYfhch\cgYU[fYYaYbhg"
=Z mci Xcbh mci aigh VY k]``]b[ hc
Wcadfca]gY"H\YdfcWYggcZYbX]b[
your partnership will be contentious
ib`Ygg mci U[fYY hc Wcadfca]gY
Elster says. Similarly, Emerson urges
YbhfYdfYbYifghcVY[i]XYXVmdYUWYcZ
a]bX"9jYb]Z]haYUbgmciYbXidk]h\
a little less money than you think you
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cbUgZUghUgdcgg]V`Y 9aYfgcbgUmg"
Mci WUbbch dih acbYhUfm jUìY cb
dYUWYcZa]bX"
I had worked with my partner since the 1980s at a big bank and a
small business. He is 25 years older, and he was my mentor early in my
WUfYYf"5Vcih%$mYUfgU[c =kUbhYXhcghUfhamckbfaUbXUg_YX]Z
hed like to partner.
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VY]b\]gYUf`m+$gUbXfYUXmhcfYh]fY k\]W\kUgdUfhcZamj]g]cbcZ
YjYbhiU``mfibb]b[h\YVig]bYggU`cbY"H\YfYkYfYhkcdfcV`Yagk]h\
h\UhgWYbUf]c"CbY kYbYjYfX]gWiggYX]h UbXhkc k\Yb=Vfci[\hid
this plan three years ago, my partner made it clear he wasnt ready to
fYh]fY"=kUggifdf]gYX VihkYWcbh]biYXcbUgYYWh]jYdUfhbYfgZcf
another year.
By then I was insistent that I wanted to run the business alone, and
=fYbhYXUWcbZYfYbWYfccaZcfUaYYh]b[UkUmZfcacifc
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k]h\U`cb[U[YbXU ]bWìX]b[hYfa]bU`cdh]cbgZcfUVimcih"
Again he made it clear he was not ready to retire and wouldnt be
ibh]`\YhifbYX,$ k\]W\kUgjYmYUfgUkUm"=gi[[YghYXUVimcih
plan that would be completed by then. He insisted he didnt want to
W\Ub[YUbmh\]b[ U`h\ci[\\YX]XU[fYYh\Uh acj]b[ZcfkUfX =kci`X
XfUkU\][\YfgUÙfmZcfamUXa]b]ghfUh]jYXih]Yg UbXkYkci`Xbh
g\UfYh\YaUbU[YaYbhcZcifW`]YbhgUgkY\UX]bh\YdUgh/UbmbYk
clients would be solely under my management.
:]bU``m UVcihg]lacbh\gU[c =aUXY]hW`YUf=kUbhYXUghfiWhifYX
Yl]hghfUhY[m UbX\Ygh]``]bg]ghYXh\Uh\YX]XbhkUbhhcfYh]fY"H\Yb
a month later, he came to me and said that he had joined another
fa UbX\]gÙkmYfkci`XgYbXaYUbU[fYYaYbhh\UhYjYb]b["=kUg
XiaVZcibXYX"=kUgbYfjcigVYWUigY\Ygci[\hcihg]XYWcibgY`k\]`Y
kY\UXUbUhhcfbYmcbfYhU]bYf"<ckYjYf k\Yb=cdYbYXh\YYaU]`h\Uh
YjYb]b[=ZcibXh\Uh îghUg\Ydfca]gYX h\YU[fYYaYbhkUgUhkc!
dU[Y dÙ]b!jUb]`ÙU[fYYaYbhh\Uh[UjYaY%$$dYfWYbhckbYfg\]dcZ
the company, although he would take the clients he managed. I was so
fY`]YjYXUbX[fUhYZi`=WU``YX\]af][\hUkUmUbXh\Ub_YX\]a"
=bh\Yacbh\gh\UhZc``ckYX kYkYfYjYfmgiddcfh]jYcZYUW\ch\Yf
]bhm]b[id`ccgYYbXgUbXbU`]n]b[h\YXYU` ]bWìX]b[Wc!kf]h]b[
h\Y`YhhYfkYgYbhhcW`]YbhgUbbcibW]b[h\YYbXcZh\YdUfhbYfg\]d"
KYWcbh]biYhcVYjYfm[ccXZf]YbXgUbX\UXU[fYUhdUfhbYfg\]dZcf
10 years.
SUCCESSJULY201531
How To
Betty Brennan
Christina Daves
PRESIDENT
FORMER CO-OWNER
Company: Taylor Studios, an exhibit
Company: Details for the Home, now
design and manufacturing company

in Rantoul, Ill.
Reason for Breakup: After the principals divorced, their
business partnership eventually became contentious.
Winning Strategy: She gradually bought out her
partner, and they agreed on a valuation and committed
to being friends.
Details: A Unique Gift Boutique, in

Haymarket, Va.
Reason for Breakup: Personal considerations meant
each partner needed a different careersituation.
Winning Strategy: They kept communication open and
put the friendship rst.
I started this company in 1991 with my husband, and we

were 50-50 partners at the time. Our marriage ended about
jYmYUfgÙhYf VihkYkYfYgh]``YYWh]jYVig]bYggdUfhbYfgUbX
good friends.
Gradually we started to have conf licts over running the
company and how to manage employees, set deadlines and
price projects. The business was growing quickly, and our roles
and responsibilities changed frequently, with little framekcf_ZcfXYhYfa]b]b[k\c\UXbU`gUm]bjUf]cigg]hiUh]cbg"
HYbg]cbgacibhYX UbXkYkci`XbXcifgY`jYgcihg]XYh\Y
c
WYUkUmZfcaYad`cmYYg gch\YmWci`Xbh\YUfmY``]b[Uh
one another in disagreement, even though we could hang out as
friends after work.
We ran the company together for 10 years after our divorce.
During that time, I gradually took over ownership by buying
out portions of the company, with him ceding his shares. There
had been so much contention in running the company together
that the decision to end the partnership was relatively easy. By
2006 when we completed the buyout, he had started another
company that suited his interests and style, and Taylor Studios
had grown into something that suited me more than it did him.
The last piece related to ending the partnership was agreeing
on a valuation price. Neither of us wanted to spend the $10,000
it would have cost to have a professional valuation, so we sought
out a couple of software tools that used different valuation
aYh\cXg UbXkYVch\\UX[ifYg]ba]bXh\UhkYh\ci[\hkYfY
ZU]f"=bh\YYbX U``h\cgY[ifYgkYfYfYÙh]jY`mW`cgY UbXkY
agreed on a number in the middle.
The key was that we both wanted to end the partnership
as well as preserve the friendship. Today I am in almost daily
contact with him and his girlfriend, and we sit for each others
dogs. Every once in a while, I will call him with questions about
clients or past jobs, and we still talk business.
32SUCCESSJULY2015
My best friend and neighbor opened a boutique with me in

2002, and for most of the nine years we owned it, it was fabulous. We were great partners in business and friendshipour
kids went to the same schools, and we shared carpools. I spent
more time with her than my husband.
But after eight or so years, I was burned out. Once I was with
my sons hockey team in Detroit, and she called because all of
our employees had called in sick, and there was no way for me to
VYh\YfYhc\Y`d"AmZUa]`m`]ZYgiYfYXVYWUigYcZh\YVig]bYgg"
Once when my daughter was 8 years old, she asked, Mom, why
have we never baked Christmas cookies? It was hard to have a
retail business and also be a parent, and I was starting to resent
the business. I could tell my partner resented that I couldnt
always be there when she needed me.
Around this time, my partner was going through a divorce
and needed a full-time income. The store was very successful
but really generated only one full-time income, which we split.
One day she was discussing her options for supporting herself
after her divorce, and I asked her, Do you think you could
survive if you bought me out? She had been waiting for me to
bring it up, and deep down I had been thinking of getting out.
I was so afraid of losing our friendship or having to close the
store. Both were so important to me. She said, I can tell you
have been unhappy for a long time.
It was tense for a while, and talking about money is always
hard. But we kept the conversation going and made compromises. We relied on our longtime accountant to work out
the details, including the valuation and a buyout agreement.
=U[fYYXhcUjY!mYUf bc!]bhYfYghVimcihdU]Xacbh\`m"=_bYk
h\YVig]bYgggVcc_gUbX\ckaiW\g\YWci`XUcfX"5[U]b ]h
was about keeping both the store and the friendship alive. The
business is still doing great, and were still best friends. She
fYWYbh`m\UXUVig]bYggW\U``Yb[Y UbX=kUgh\YfghdYfgcbg\Y
called for advice. S
BONUS AudioDownloads
Listen NOW!
This issue includes
great reasons to listen:
Exclusive
interviews
with SUCCESS
Publisher
Darren Hardy
1: Darren HARDY
Introduction
2: Bill
McDERMOTT:
On his entrepreneurial
journey
3: Amy
WILKINSON:
On The Creators Code
To download the full CD
Click Here
4: Jeremy PIVEN:
On his definition of success

(Exclusive interview with
SUCCESS Editor-in-Chief
Susan Kane)
5: Key Ideas
Summary and
Call to Action
Sales Savvy
A Sales Force of One

MIGHT BE an entrepreneur, a solopreneur or
someone who just hung out your shingle for a startup.
Whatever the case, it doesnt matter how youve decided
to create value for your customers; your business is now a
VcbUXY sales organization.
Your success depends on your ability to acquire new
customers. But that isnt so easy when you are the chief
cook and bottle washer as well as the owner-operator.
Here are four ways to become a powerful sales force
of one.
YOU
1. Put sales and marketing rst.
Anthony
Iannarino is
an Ohio-based
sales coach,
blogger and
business owner.
He discussed
the four steps
vital to pulling
out of a sales
slump in the
May issue.
Businesses usually dont struggle (or fail) because

they lack a good product, good service or good idea.
They almost always struggle because they dont focus on
customer acquisition.
This is a mindset shift for most entrepreneurs. Maybe
youve started a lawn care service. You might describe
your business as a landscaping business. The reality is
that your business is a sales organization that happens
to sell landscaping maintenance. If you have harsh
winters where you live, your sales organization might
decide to provide snow removal services, too. In other
words, sales are behind the wheel of your business.
The way you prioritize your business roles is crucial.
Youre not likely to struggle as a business because you
dont know how to deliver value. Youll struggle because
mciXcbhdihgU`YgUbXaUf_Yh]b[fgh"
Whatever marketing method you choose, make
aUf_Yh]b[h\Yfghh\]b[mciXcYjYfmXUmk\Yh\Yf
]hgkcf_]b[cbdf]bh]Yfg dcgh]b[cbgcW]UàYX]U
composing a mass email, or ironing out details for
a print, radio or TV ad. Then after youve done the
work that builds the top of your sales funnel, follow
up on every lead your marketing created, no matter
how small and no matter how uncertain you are about
h\Uhcddcfhib]hm"
are better planned and executed. Because there is only

one of you, you want to button down your sales process to
give yourself the best chance of winning customers. One
excellent way to do this is to analyze what already works
Businesses mostly struggle

because they dont focus on
customer acquisition.
for you and turn that into your sales process. Its easy to
do when you use the traditional stages of a sales process
and answer a few questions.
Qualifying: What makes a prospect right for you?

What questions do you need to ask to be sure you
spend your limited time with the right prospects?
Discovery: What questions do you need to ask to

understand your customers needs? What do they
need to think about to make a good decision about
whatever it is that you sell?
Proposal or presentation: What do you need to

show your prospective customers to prove you have
\Y`dZi`]XYUgUbXUfYh\Yf][\hdYfgcbhchfighhc``
h\Y]fbYYXg3
Acquire: What else do you need to discuss? What

paperwork needs to be exchanged? What might
need to be negotiated to win the business?
At the end of every one of these stages, ask your
prospective client for some commitment to move forward.
Because you are a micropreneur of some kind, you have
to be your own sales manager. Your process might be
more or less complicated than the one outlined above, but
by following a process, you can ensure that you obtain the
commitments crucial for moving forward.
2. Engineer your sales process.
3. Build templates for sales and

marketingactivity.
Every successful sales organization has a process.

Some processes are more formal than others, and some
One of the trickiest parts of being a sales force

of one is managing the delivery of what you sell
34SUCCESSJULY2015
while still focusing on sales and

marketing. The old saw that
an entrepreneur is someone
who works 80 hours a week
for herself so she doesnt
have to work 40 hours for
someone else is true. But you can
aU_YXY`]jYfmYUg]Yf"
One way to deliver better and faster is
to create templates for ever y thing
possible. For instance, you probably ask new customers pretty
much the same questions, so
build a new customer questionnaire; you might even
be able to host that
questionnaire on
a website using a
Google Form (for
information, visit
Google.com/
forms/about). If you have
to generate dif ferent
proposals, write boilerplate templates for building them. If
you need to send follow-up letters or
emails, use a template that you can
quickly customize.
The more you can build
templates for all of your sales and
marketing activ ities, the more
efficiently you can dispatch those
tasks, leaving you with more time
ZcfXY`]jYf]b[[fYUhWighcaYfgYfj]WY"
4. Develop a bulletproof
follow-up system ASAP.
Staying on top of marketing and sales details is
a huge challenge. A sales force of one needs a fail-proof
follow-up system for sales opportunities and customers.
H\Yfghhf]W_hcVi]`X]b[Ugc`]XZc``ck!idgmghYa]g
capturing every commitment you make. David Allen,
author of Getting Things Done, says, The mind is for
having ideas, not remembering.

You want to capture the promises you
make in a trusted system thats easy to access,
and then youll review those pledges to make sure
you keep them.
You can use an old-school day planner if thats what
works best for you, but there are many inexpensive
cb`]bYhcc`g hcc"
A system like Todoist lets you capture all of
your commitments in one place as well as bucket
them by role or responsibility. And you can use
it on every platform, including
smartphones
UbXhUV`Yhg"
If you want a pure sa les
a nd m a rke t i ng plat for m ,
PipelineDeals.com takes care
of cust omer relat ionship
management (CRM) with a
task management function
and the capability to build new
W`]YbhhYadÙhYg"
So whats best? Whichever one
you know you will use constantly.
You are a salesperson, and salespeople
trade in the currency of trust. Consistent
follow-up establishes that you are reliable and helps
Vi]`Xh\Uhhfigh"
***
Follow these four steps and youll be well on your way
to the best possible results as a sales force of one. S
SUCCESSJULY201535
Corner Office
Winners Dream
The CEO of enterprise software giant SAP shares his guiding principles.
Jamie
Malanowski
is a frequent
contributor
to SUCCESS.
He wrote
Cheating
Death in the
May issue.
36SUCCESSJULY2015
people wanted or needed and then pleasing them.

The extra tips he earned from remembering which
customer liked the paper on his porch and which
preferred the mailbox meant more than extra spending
money; the tips were an appreciation, a validation. Often
when he ran his deli, he didnt even accept tips; the return
business was what he wanted.
Working schooled him in the fundamentals. In
McDermotts career, there is a straight line from
the carefully placed newspaper to the forgery-eliminating Xerox printer that he sold to the Puerto Rico
lottery to the specialized software that SAP develops
for its clients.
It has always been about customer ser v ice,
McDermott says. I didnt have the nomenclature
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WighcaYf = j]g]h ]g hfm]b[ hc UWWcad`]g\ gcaYh\]b[
new and interesting. If you understand what they
are trying to do and listen with the objective of how
you can help them attain it, then
you can more easily find that
trigger that will help you get
h\YVig]bYgg"
McDermott left the deli
to go to college, but having
run a business instilled in
(Continued on Page 38)
SAP SE/ANDREAS POHLMANN
COLLEGE POINT, Hicksville, Babylon, Brentwood

these are the small Long Island communities where
young Bill McDermott grew up, went to school, and
worked the usual kid jobs of newspaper carrier and
supermarket clerk.
Today hes the CEO of SAP, the worlds largest softkUfYWcadUbm k\YfY\YcjYfgYYgh\YYcfhgcZ*, ,$$
Yad`cmYYgk\cgYfjYG5Dg&*' $$$WighcaYfg]b%,,
Wcibhf]Yg"DYf\Udg]hgh\Ybck!ViYfYXVihgh]``Yj]XYbh
Lawn Guyland, New Yawk accent in McDermotts
voice or the sheer earnestness with which the youthful
)'!mYUf!c`X]bZigYg\]gWcbjYfgUh]cb Vihk\Yb\YhY``g
you that his most valuable business principlesGive the
customer what he wants. Treat people with respect. Sweat
the details.were acquired in the small transactions of
his youth, you believe him. The sincere younger man
is discernible in the mature leader; these insights have
always been the truest things he knows.
McDermott has lived the American Dream, which
is perhaps why his new memoir, Winners Dream, is
such an engaging read. McDermotts working-class
parents routinely struggled to make ends meet, and
before long, young Bill was going to work. He was an
underage paperboy; he was an underage supermarket
clerk; he was a high school student who owned
owned!a deli. Work was always hard, but seldom
did it seem like drudgery. He liked figuring out what
WWE Superstar
Titus ONeil and
sons Thaddeus
and Titus
Take time to
be a dad today.
fatherhood.gov
877-4DAD411
Corner Office
(Continued from Page 36)
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38SUCCESSJULY2015
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SUCCESS Foundation
Dream On
Ohio middle-schoolers plan for the
future, thanks to SUCCESS for Teens.
In the June
issue, Chelsea
Greenwood
wrote how
Kenyan
children found
motivation in
SUCCESS for
Teens. She
is a regular
contributor to
SUCCESS.
IN THE SHEFFIELD MIDDLE SCHOOL classroom

of Kimberly Sweigart, daydreaming is a no-nobut
dreaming big is a must.
Thats because the work and family life teacher has her
eighth-grade students create dream boards as the culmination of completing SUCCESS for Teens, a free personal
development curriculum by the SUCCESS Foundation.
In the last chapter of SUCCESS for Teens: Real Teens
Talk about Using the Slight Edge, students are asked to
answer several questions about their future, says the
G\Y
Y`X C\]c hYUW\Yf"GhiXYbhgYÙVcfUhYcbh\YgY
ideas by creating dream boards, depicting what they
want in their futures: houses, cars, families, colleges,
careers. They present the boards to class, and then they
post them in the hallways so that other students get to
see their dreams.
Since discovering SUCCESS for Teens through an
online search three years ago, Sweigart has been using
the curriculum as a three-week introduction to her
class at the beginning of each semester. (The SUCCESS
Foundation donates hard copies of the bookwhich
teaches skills like goal setting and resisting peer pressure with easy, manageable stepsto qualifying public
schools, churches and nonprofit youth-development
dfc[fUag/GI779GG:cibXUh]cb"cf[cYfgZfYYXckb!
loads of the book and facilitators guide to everyone.)
SUCCESS for Teens is a perfect fit, she says. It
allows students of all ability levels to participate, and
its available online for any students who are absent for
a day or two.
Sweigart alternates among having students read
passages aloud, read independently and listen to the audio
recording. Whenever important information or unfamiliar subjects arise, Sweigart leads a class discussion to
facilitate an exchange of ideas and ensure comprehension.
At the end of each chapter, students spend time in class
and at home answering workbook questions.
40SUCCESSJULY2015
Kimberly Sweigart with students

Mackenzie Glass, Maria Melson and Faith
Tait showing off their dream boards.
Some students are skeptical about reading yet another

book, Sweigart says, but many wind up thanking her for
h\YYldYf]YbWY"CbYcZh\cgYghiXYbhg]g<UbbU\;]igh] U
b]bh\![fUXYfUgcZdfYggh]aYUh6fcc_g]XY<][\GW\cc`
]bG\Y
Y`X@U_Y"
SUCCESS for Teens showed me that anyone can be
successful in life. You need a solid set of morals, values
UbXVY`]YZg <UbbU\gUmg"<ckYjYf h\YgYh\]b[gWUb
only carry you so far. Whatever it may befrom writing
a term paper to graduating high school or becoming a
professional athleteyou have to make the best decision
for yourself and for your dream.
<Uj]b[k]hbYggYXghiXYbhg]adfcjYbchcb`mUWUXYa]!
cally but socially thanks to SUCCESS for Teens, Sweigart
says she will continue sharing it with teens, including her
own family members, for years to come.
Students who have gone through this curriculum
seem better prepared for high school and tend to be more
willing to plan for their future education and career goals
than those who have not read the book. SUCCESS for
Teens has a tremendous impact on those who participate
]bk\Uh]h\UghccYf"S
Visit SUCCESSFoundation.org to request books, learn about the
program, share your story about it or make a donation. Leaders,
participants and donors can request a prole in SUCCESS by emailing
info@SUCCESSFoundation.org.
TIME
MONEY
CE
THINK YOU DONT HAVE WHAT IT TAKES TO START YOUR OWN BUSINESS?
THINK AGAIN.
AVAILABLE AT ALL MAJOR RETAILERS
ROLLERCOASTERBOOK.COM
Making a Difference
Ex-Con to Entrepreneur
His company cuts the red tape of communicating
with inmates (and others).
Mikal E.
Belicove is
a magazine
columnist and
book author
who writes
about the
intersection
of high-tech
and entrepreneurship.
a thriving business in 2003. The young entrepreneur

took delivery of kilos of marijuana from a drug cartel
in Nogales, Mexico, at a mailbox store he owned in Las
Vegas and then repackaged and shipped it to contacts
in Florida. There, his accomplices distributed the pot
and sent cash back to Hutson at the mailbox store. The
business was all about the Benjamins; Hutson says hes
never smoked weed or even a legal cigarette.
And business was good: Hutson brought in $500,000
to $600,000 a year tax-free as he and his South Florida
associates moved thousands of kilos of marijuana to 200
customers throughout the Sunshine State.
All of that crumbled in 2007 when federal agents
arrived at his downtown Las Vegas storefront with
guns drawn. During the next 10 months of courtroom
dealings involving Hutson and his 10 South Florida
Wc!XYZYbXUbhg h\YZYXYfU`[cjYfbaYbhWcbgWUhYXaiW\
of his personal wealth, including a $500,000 house in
Florida, a nice set of wheels and his mailbox store.
But prison set Hutson on a new, legitimate path of
entrepreneurship. I saw that there was this huge populah]cbcZWcbbYXdYcd`Yh\UhbccbYkUgdUm]b[UhhYbh]cb
to, the soft-spoken ex-con recalls. Every inmate had
X]
Wi`hmfYWY]j]b[d\chcgUbXd\cbYWU``gZfcaZf]YbXg
and family because prison communication really hasnt
changed a lot with the advances in technology everywhere else. Prisoners cant receive email, for instance.
In my own experience [while incarcerated], it was
difficult to get a loved one to get the photos off their
smartphone, take them to CVS or Walgreens, and get
h\Yadf]bhYXh\Ybh\YdYfgcb\UXhc[chch\Ydcghc
WY
to mail them. I remembered there were a lot of steps, and
I didnt understand why no one built [a technology-based
solution] to ease the process for everyone involved.
GcaYcZh\YdfcV`YagUf]gYZfcadf]gcbfi`Yg X]Yf]b[
from facility to facility, that govern how many photos
42SUCCESSJULY2015
an inmate is allowed to receive via snail mail each

month, what size the images can be and their content.
As a further complication, friends and relatives face the
W\U``Yb[YcZbX]b[id!hc!XUhYUXXfYggYgZcf]baUhYg
who are often transferred several times during their
incarceration. Hutson, for example, was housed at eight
facilities during his 51-month sentence.
Meeting That Need

After being released from prison in September 2011
and entering a halfway house, Hutson began working
on a simple way to navigate the logistical and legal
obstacles so people could send cellphone photos to
incarcerated loved ones. The result was Pigeonly, a Las
Vegas-based Internet startup that builds technology
products for overlooked and underserved populations
Hutson (left) at a NewME Accelerator event
designed to help businesses grow.
COURTESY OF PIGEONLY
NINETEEN -YEAR- OLD Frederick Hutson had
giW\Ug]baUhYg"H\YWcadUbmgfghdfcXiWh ÙibW\YX
in late 2012, was Fotopigeon, which makes it easy to send
printed photos to inmates from any smartphone. Senders
upload pictures to Fotopigeon along with the recipients
name and inmate number. Fotopigeon prints the photos,
inserts them into envelopes and mails them to prisoners
through the U.S. Postal Service.
:cf:chcd][Ycbhckcf_ <ihgcbfgh\UXhcVi]`XU
database containing the names, inmate numbers and
The Launch
Marketed through direct mail and newsletters,
Fotopigeon immediately attracted interest from 2,500
customers; it currently processes between 6,000 and
8,000 photographs daily.
Hutson followed up that service with Telepigeon
in early 2014, which lowers the cost of prison phone
calls by providing the person on the outside with an
easy-to-secure phone number local to the prison, thus
eliminating pricey long-distance and collect calls. It
was super-expensive to use the phone in prison, Hutson
recalls. I would spend roughly $70 a month for the 300
minutes that they allowed you to talk on the phone. Had
I had a local number to call, those same 300 minutes
would have cost me $18.
So that planted a seed in my mind, and, once again,
the technology exists. You have Vonage, Google Voice
and Skype, but nobody was paying a lot of attention to
making an easy user experience thats designed for people
who may not have the best Internet connection or where
their computer might be their smartphone.
Hutson also plans to roll out Haystac, Fotopigeons
inmate database, as a separate business-to-businessonly product. With a cost that will vary by customer,
Haystacas it already does for Pigeonlycan
provide access to more than 35 million pieces of
inmate information (names and addresses, for instance)

UWfcggWcibhm ghUhYUbXZYXYfU`WcffYWh]cbU`ZUW]`]h]Yg"
Although the fees for Pigeonlys core communication
products are modestranging from 50 cents per photo
for Fotopigeon users to a nominal fee and local phone
charges for long-distance callers using Telepigeon
Hutson says investors see potential. Mitch Kapor of
Kapor Capital, one investor, says Hutson had clearly
thought through his market and strategy for tapping it.
Pigeonlys revenues are growing steadily, Kapor says, and
the company is doing very well marching forward and
raising more capital. Hutson says Pigeonly has already
received $3.2 million in seed money and venture capital.
Despite that solid financial backing, Pigeonly has
modest downtown Vegas digs for its 20 full-time employees.
Hutson put his creativity to work in the
dcor, though: The walls are painted
in prison stripes, and the concrete
f loor has yellow lines reminiscent of the ones that indicate
where prisoners must stand in
corrections facilities.
(Continued on
Page 87)
ASHLEY WALKER, SKYWALKER PHOTO
exact addresses for everyone incarcerated in the United

States. You have all these states departments of corrections databases that didnt talk to each other. The one
in Florida doesnt talk to the one in California, and the
California one doesnt talk to the one in Florida and
so on and so forth. With Fotopigeons unique database,
which is updated daily by web scrapers that automatically
extract data from departments of correction websites, the
company can keep tabs on prisoners at any given time.
I named the company Pigeonly because the pigeon is
something that is inconspicuous. No matter what continent you go to, what state or country, there are pigeons.
Theyre all around, but you just dont notice them.
And thats kind of what our demographic is: those
people all around us who typically are overlooked and
underserved. We created Pigeonly not to focus solely
on products for inmates or inmates families. [Our
demographic] also includes low-income people, migrant
workersnontraditional demographics.
Positivity
When Your Partner

Is a Pessimist
How to stay happyand together
SO YOUR LOVE IS NOT a glass-half-full kind of
guymaybe even a bit of a grump (though he likes to
say he is simply a realist). Being an optimist yourself,
you often play the role of cheerleader. You may like going
out on date nights, for example, but your negative-Neil
groans about the crowds and expensive drinks. You
want to keep the peace and avoid his complaints, so
you stay home. After a while, you stop asking him for
dates altogether. You start to feel resentful, and think to
yourself, If he doesnt want to go out to dinner, maybe Ill
bXgcaYcbYk\ck]``
Whats going to break a

marriage is the expectation that
the other will be just like me.
Patty Onderko
will never tell
whether she or
her spouse is
the grump in
the couple.
Sound familiar? Opposites may attract, but that

doesnt mean the relationship is always easy, says Colleen
Mullen, Psy.D., a marriage and family therapist in San
Diego. If this unhealthy dynamic is left unchallenged, she
says, there is a very high likelihood the relationship will
bchÙgh"6ihk]h\U`]hh`YdYfgdYWh]jYUbXYcfh h\YgY
bright side/dark side couplings can work remarkably well.
Recognize how you complement each other. Most
couples have one person who is a spender and one who
is the saver. Or one is a homebody and the other a party
animal. The same thing goes with overall attitude.
There is usually one who sees the world more darkly than
the other, says Domonique Bertolucci, author of The
Happiness Code: Ten Keys to Being the Best You Can Be
and The Kindness Pact. These pairings can make a great
team! While your partners cynicism may annoy you
sometimes, you can probably identify at least three ways
in which it actually helps you: He advised you against
44SUCCESSJULY2015
trusting a corrupt business partner, for example. Or hes

able to deal with negative events (they happen, after all)
more efficiently than you. Instead of trying to change
your partners perspective, put your positive energy toward
realizing how his attitude helps you and what you can learn
from it, Bertolucci says. While positivity is viewed more,
well, positively in our culture, both sides are needed.
Understand your partners values. What you see
as party-pooping may simply be caution and riskadversion. Your partner probably doesnt want to
end your fun or make you miserable; she probably just wants to make sure you are safe. Look
at her history, too. Sometimes negativity can
be passed along through generations, says
Linda Carroll, author of Love Cycles: The Five
Essential Stages of Lasting Love. Some families come together talking about what is wrong
UbXbXWcbbYWh]cbUbXgmadUh\mh\]gkUm"
You can begin to change that habit by
bX]b[WcbbYWh]cbh\fci[\[ccXbYkg"
E n d t h e I v e go t i t w o r s e
game. Your partner comes home
complaining about how much work
she has and how stressed out she
feels. You remind her that you are
super-stressed at work, too, and that
you arranged all of the kids extracurricular activities on top of it. Its common for couples
to compete over who is more deserving of sympathy and
support, says Kim Leatherdale, a couples counselor in
Allenhurst, N.J. But this reverse one-upmanship causes
a damaging negative cycle. The next time your partner
comes home complaining, respect that her gripes are valid.
@]ghYbUhhYbh]jY`m Ug_eiYgh]cbgUbXcYfgiddcfh YjYb]Z
you think you really do have more on your plate. The more
you show you care, the less stressed out she will feel. The
less stress she feels, the more emotionally available shell be
to care for you and your negative cycle will change course.
Break the negativity habit. My husband had a miserable job. Every night he would recount all the horrors of
the day, Bertolucci recalls. Then
=kYbhUkUmZcfkcf_ZcfhkckYY_g
UbXk\Yb=WUaYVUW_ \YgYYaYX
to be enjoying the job more. I didnt
have anyone to complain to, so I wasnt
rehashing it every night, he said.
The nightly airing of grievances had
become a habit. So while listening
to your partners challenges is
important, decide together when
and how to put a cap on it. Melissa
Heisler, author of From Type A
to Type Me: How to Stop Doing
Life and Start Living It, suggests
Uh\fYYghf]_YgUbXh\Ybgcì!
tion rule: If you or your
spouse complain about
the same topic three
h]aYg ]hgh]aYhcbX
a solution, even if
that solution is to
simply let it go.
Be a positive
role model.
Nagging your
partner to be
more positive
or chiding him to
stop worrying!
i snt goi ng t o
change his attitude or behavior. So if youre tired of

\]aUg_]b[ 6U_YXW\]W_YbU[U]b3UZhYfmcijYgdYbh
time preparing a meal, model the way youd prefer to
VYhfYUhYX gUmg>UW_]YKccXg]XY UdgmW\ch\YfUd]gh
in Marlborough, Mass., and the author of Calming
the Chaos: A Soulful Guide to Managing Your Energy
Rather Than Your Time"H\Ub_\]aZcfaU_]b[h\YVYX
instead of rearranging the pillows after hes done. Tell
him how much it means to you that he spends holidays
with your family rather than questioning why he didnt
ghUbXidhc[fYYhmcifach\Yf"CYfUVUW_fiVk]h\cih
expecting one in return. Being generous in this way does
not mean that you are a doormat; it means that you are
hU_]b[ghYdghcW\Ub[Yh\YhcbYcZmciffYÙh]cbg\]dZcf
the better.
Start a conversation instead of a fight. If the roleacXY`]b[ gYYag hc [c ibbch]WYX mci bYYX U ZfUb_
hU`_k]h\mcifdUfhbYf"@Yh\Yf_bck\ck\YfbY[Uh]jY
WcaaYbhgaU_YmciZYY` k]h\cihVÙa]b["IgYh\Y
classic I feel/when you/and I need couples-counseling
construct, advises Bertolucci: I feel [unappreciated,
mad] when you [complain about dinner] and I need [you
hcUW_bck`YX[YamYcfhQ"
Protect your own positivity. If you tend to be more
optimistic than your partner, its up to you to nurture that
attitude. Yes, its easy to let a more negative person bring
you down, but you dont have to let your mood be dependent on someone else. Find other (appropriate) outlets to
giddcfhmcifcih`cc_.Zf]YbXg WìVg U[maViXXm Vcc_g
mc[UcfUdÙWYcZkcfg\]d"8]YfYbWYgUfYbchk\Uhfi]b
relationships, says Michael Gurian, author of Lessons of
Lifelong Intimacy: Building a Strong Marriage Without
Losing Yourself9 Principles of a Balanced and Happy
Relationship"K\Uhg[c]b[hcVfYU_UaUff]U[Y]gh\Y
YldYWhUh]cbh\Uhh\Ych\Yfk]``VYîgh`]_YaY"S
SUCCESSJULY201545
ITS BEEN NEARLY SIX

MONTHS WITHOUT
ANY BIG SMILES.
FOR EITHER OF YOU.
No big, joyful smiles is one early sign of autism.
Learn the others today at autismspeaks.org/signs.
Early diagnosis can make a lifetime of difference.
The
ART STREIBER/AUGUST WIRE
Real
jeremy
Piven
Hes played a good boss
and a bad boss. What
did Jeremy Piven learn
from Ari Gold and Harry
Selfridge? And what did
he learn from the people
he lovingly calls the
worst entrepreneurs
his parents?
by Susan Young
SUCCESSJULY201547
Gold, of course, is
the ruthless character
Piven embod ied for
eight sea sons, f rom
2004 to 2011, in the
HBO hit Entourage.
Piven slashed and
burned his way to a
Golden Globe and three
consecutive Emmys as
the poster boy for high
blood pressure, and he now
rekindles the role of the ranting
superagent in the big-screen version of
Entourage, currently playing in theaters
around the country.
Hes kind of a self-proclaimed
bullywell-educated, opinionated,
reactive, aggressive, Piven says of Gold.
Yet because he knows what hes doing,
hes able to navigate through that space,
YjYb\Uj]b[h\cgYUkg"
Despite his protestations, it seems
the actor feels a sor t of grudging
respect for the ber-agent hes come
hcdYfgcb]Zm"
The fact that you are curious about
\ck=ZYYÙVcihUWh]cbU`W\UfUWhYf
means someone did something right,
Piven says. But to be honest, who I am,
the way I live my life, my philosophy are
U``jYfmX]YfYbhZfca5f];c`X"
OK, so the New York Post did once
nominate Piven as the biggest jerk
in show business. He can be reserved
UbX]g_bckbhcbchgiYfZcc`g[ÙX`m"
5g_h\Ykfcb[eiYgh]cb UbXmcia][\h
get a stiff answer. In a post-panel
interview with media
members following a
promotional session
Zcfh\YbU`gYUgcbcZ
48SUCCESSJULY2015
Entourage UfYdcfhYfUg_YXUeiYgh]cb
Piven deemed frivolous.
This is probably the last time youll
get a chance to interview me before the
gYf]YgbU`Y UbXthat]gh\YeiYgh]cbmci
ask? he replied curtly. He answered the
eiYgh]cb VihacjYXei]W_`mhcgYdUfUhY
himself from the subject (a party he held
at his home).
He calls himselfand prefers to
think of himselfas a boring thespian.
The truth is Piven may be given to aloofness, but he does respond warmly when
he feels the person interviewing him
has done her homework. Its a matter
of respect.
5g_\]aUVcih\]gZ]fghZ]àfc`Y
in the 1986 teen gridiron hit Lucas,
with Charlie Sheen, Corey Haim and
Winona Ryder, and hell tell you about
his own experiences as a linebacker on
his high school team in Evanston, Ill.
5h)!Zcch!- =_bYkZcchVU``kUgbh
going to be a career choice.) Hes also
been praised on websites that follow
the tipping and courtesy levels of stars
toward servers and fans.
In his own life, Piven treats people
more kindly than the fictional charUWhYf\Y]gVYgh_bckbZcfdÙm]b["5f]
Golds clients may love his style, but his
employees are less enamored of their
boss. His talented and hardworking
7\]bYgY!5aYf]WUb Ugg]ghUbh @`cmX
saw a chance to escape the vitriol, yet
offered Gold a chance to change
\]g kUmg. 5 f] gkYUf hc aY
that you will never again
say any thing
offensive to me about my race or my

sexual orientation.
I cant swear to that, the Gold
W\UfUWhYffYd`]YX Vih=dfca]gY=k]``
always apologize after.
Not exactly the best way to handle
employer/employee relations, nor was it
ever intended to appear as such.
He operates on the lowest level as
a person and yet still succeeds, which
shows you how good he is as an agent
and how well trained he is at his job,
Piven says. My job is to entertain
through this character. People should
not be inclined to use his methods in
real life. Whats fun to watch in your
living room is not fun being around, and
I would not like being with a person who
would be so disrespectful to others.
Piven says playing that character
fYei]fYg\]ahc[YhUgZUfUkUmZfca
myself as possible.
In the real world, Pivens a workaholic
who lets his private life take a back seat
to work commitments. Piven has never
married and remains single as he closes
]bcb\]g)$h\V]fh\XUm >i`m&*"<Y
owns at least two homes, one in New
York and the other in Malibu.
The Malibu place,
right on the
KARL SIMONE/CORBIS OUTLINE
eremy Piven wants to make one thing perfectly

clear: He is not, nor has he ever been, Ari Gold.
beach, has a very meditative feel about

it, with Buddhist sculptures and candles
accenting minimalist aesthetics that
]bWìXYXUf_VfckbkccXccfgUbXk\]hY
walls. Everyone has to find inner peace
or blow off steam one way or another.
Piven is often pictured coming out of
yoga classes, and he keeps a detached
g_m!`]hfccach\YYbhfmWcifhmUfXcZh\Y
Malibu home for a private yoga
studio. His commitment
to the discipline is both
a stress release and
a palate cleanse
from the highoctane channeling
of Ari Gold.
Yoga wa s
devised to get to a
place where you can
meditate and be with
your body, Piven says.
There are people who look at yoga and

think its dumb, but if you do it, youll
realize that yoga opens you up to be present
in your own space.
His Malibu home also houses an
]bghfiaYbh!``YXÛagdUWY"<YgUhU`YbhYX
musician who spends a lot of his free
time playing the drums with his group,
6UX8YW]g]cbg"
He has taken to putting the Malibu
home up for lease in recent years
because he has lived in England
f r om A pr i l u nt i l O c t ob er
while filming the series Mr
Selfridge, which concluded its
penultimate season on PBS
this spring. The show focuses
on the American who built
9b[ÙbXgfghìlifmXYdUfh!
ment store in London. The
series is scheduled to end in early
2016, following its fourth season,
k\]W\]g]bdfcXiWh]cb"
Harr y Gordon Selfridge
is a very real entrepreneur
w ho went t o E ng l a nd
to found his own selfn a me d de p a r t ment
store. Even those who
have never heard of
Selfridge will know
his contributions to
the modernization of
the retail business.
As an up-and-comer
at Chicagos famous
M a r s h a l l F i e l d s ,
S el f r idg e i n s t it ut e d
t he Ch r i s t m a s c ou ntdow nOnly 16 days until
Christmas! He also came up
with such now-entrenched concepts
as large windows on the faade of
department stores, the phrase the
customer is always right and bargainbasement sales.
D]jYbg@cbXcbX][gUfYîghUV`cW_UkUm
from a Selfridges location, and he says he
uses the store and the surrounding areas as
bread crumbs to connect with his character and the feeling of an American trying
hcbX\]gkUmUfcibXhckb"D]jYbigYgU``
his senses when creating his characters,
and his searing portraits can be so real, its
almost as if he becomes the character.
Actors are of ten saddled w ith the
perception that they are the people they
portray on the screen, and many people
YldYWh h\Y gUaY Zfca D]jYb k\Yb h\Ym
meet him. He certainly shares with both
Gold and Selfridge an unyielding drive
and commitment.
In Mr Selfridge, hes able to take that
sort of aggressive part of himself that
links Ari and Selfridge and shift it into
UbYbh]fY`mX]YfYbhW\UfUWhYf gUmgUSA
Today TV critic Robert Bianco. He shows
\YXcYgbh\UjYhcdÙmh\YbUghmgYl]gh[im
who insults people and leaves. He finds
the part of the character he can disappear
into. And in Selfridge, we see theres an odd
romantic hero inside Jeremy Piven.
The hardworking actor has spent his
entire life honing his craft, a family business handed down by his mother, Joyce,
and his father, the late Byrne Piven, who
died in 2002. His sister, actor-directorproducer Shira Piven, works mainly in
the theater and is married to Will Ferrells
creative par tner, Adam McKay, who
directed Talladega Nights and Anchorman.
My parents were always inf luential
on me and led through their actions, not
didactic messages. They loved what they
did, Piven says. My mother always said,
Endings are important. How you leave
something means something.
For more tha n fou r dec a des, the
Piven Theatre Workshop in Chicago
has maintained a professional theater
a nd a nat iona l ly a c cla i me d a c t or training center for children and adults.
SUCCESSJULY201549
The Real Jeremy Piven
50SUCCESSJULY2015
The Art of Catching Flies

They are both Americans and entrepreneurs, pioneers in their
own way, says Jeremy Piven of his two most iconic television
characters: super-jerk superagent Ari Gold and kindhearted
department store founder Harry Gordon Selfridge. I think where
Ari leads with an iron st, Harrys rst instinct is to always take the
high road, embrace the light and lead by example.
Piven clearly admires Selfridge in a way he could never admire Gold.
As a leader, Selfridge couldnt be more professional, while Gold
breaks every rule of workplace etiquette.
[Selfridge] loves all of his employees and has a very special
relationship with them. And his employees stayed with him forever.
Thats really, really rare, Piven says.
REX/ITV/ASSOCIATED PRESS
he much-lauded produc t ion

company not only groomed Piven,
but also Lili Taylor, Aidan Quinn,
Kate Walsh, and siblings John, Joan
UbX5bb7igUW_"D]jYbkYbhchc
attend Drake University in Des Moines,
Iowa, before launching an eclectic career
k]h\fc`Yg]bàgfUb[]b[ZfcaSpy Kids
to Sin City.
Hes proud of the fact that his career is
filled with small parts made memorable:
Ive made my bones taking scraps and
turning them into a meal.
The actor says his iconic run as Ari Gold
was rooted in commedia dellarte, a classical
Italian form he studied with Tim Robbins.
The technique is noted for exaggerated
\]ghf]cb]WgUbX\Y][\hYbYXYach]cbg"
[The characters] had to be in an
emotional state that, while rooted in
sincerity, had to be played to the hilt at
all times, Piven says. Its an exhausting
for m, but a lso g rat i f y i ng. Without
hfU]b]b[ = Wci`XbYjYfdÙmh\UhW\UfUWhYf"
The harder you work, the easier it looks.
Ive learned that every time you are overprepared, you arent going to lose.
K\YfY\YXcYgbX\]agY`ZghU``YX]gUh
the intersection of art and commerce. He
drives a Cadillac, so he had no problem
promoting the car, but artistic pride wont
allow him to hawk a product that he doesnt
believe in or respect.
He s ay s w h i le h i s p a r e nt s w e r e
entrepreneurs in name, they lacked
Vig]bYggUWiaYb"
My parents were the worst entrepreneurs. If everyone studied their skills, the
country would grow broke so fast we would
be in the Great Depression all over again,
Piven says. My parents had the souls of
artists, but they didnt know how to run a
business. But they did know how to create
the highest level of artistry, and they got
such joy from being actors. They were
devoted to their life.
Above: Piven as the title character in the PBS series Mr Selfridge. Opposite:
Reprising his three-time Emmy-winning role of Ari Gold on the big screen in this
summers Entourage movie.
Pivens financially challenged parents

filled his childhood with the richness of
creative forces in the theater. He mingled
with playwrights and actors. The best
perk of becoming a celebrity, he says, was
being able to raise money for his parents
Ufh]gh]WYbXYUjcfg"
=hfmhc\Y`dcihk]h\VYbYhgZcfh\Y
acting school, to help kids on scholarships,
but if any of your readers can help me,
Im always looking for ways to be a better
businessperson, Piven says. Its a bit
ironic to note that an actor who lacks selfWcbXYbWYUgUVig]bYggaUb\UgYlWY``YX
COURTESY OF WARNER BROS. ENTERTAINMENT INC.
Words of Wisdom
Which leader said it: real-life Harry Selfridge or ctional
Ari Gold?
1. People will sit up and take notice of you if you will sit up and
take notice of what makes them sit up and takenotice.
2. The boss inspires fear; the leader inspires enthusiasm.
3. I tell the parts [of the truth] that matter.
4. There are no hard times for good ideas.
5. Speak! Or Ill cut your tongue out and feed it to my sonslizard.
6. You all suck. If I didnt have a ve-year lease on this place, I
would shut it down and work out of a cardboard box bymyself.
Answer Key: 1. Selfridge; 2. Selfridge; 3. Gold; 4. Selfridge; 5. Gold; 6. Gold
playing the co-founder of a talent agency

as well as a retail pioneer.
I think it is a left-brain, right-brain
deal, he says. We Pivens just dont know
how to do it.
The Pivens are a family of performers,
but the only son is actually quite wellrounded, understanding aspects of show
business on and off camera, as well as
the promotional side. As the star and
a working producer on Mr Selfridge,
he is involved both in the editorial and
WfYUh]jYdfcWYggYg"
British producer Dominic Barlow says

Piven works tirelessly. The budget of something like the Entourage movie is in stark
WcbhfUghhch\YaUf_Yh]b[ViX[YhUcfXYX
a series airing on public television. Barlow
commends Piven for picking up the slack,
acting like a preacher in his commitment to
spread the word about Mr Selfridge.
He brings a hell of a lot of energy,
Barlow says. He singlehandedly markets
this show globally. Selfridge was nicknamed Mile-a-Minute Harry, and we call
him Mile-a-Minute Jeremy. He has so
much enthusiasm, and he always delivers

more than is required of him.
Barlow has set a Google alert for Piven,
and says he is constantly amazed to see
the actor traveling the world, appearing
on radio stations and late-night or earlymorning talk TV to push the show. But the
Zi``!Wcifh!dfYgggY``]b[YcfhgXcbhVY[]b
to account for Pivens intense shooting
schedule, which allows little to no spare
time. I dont know when he sleeps,
Barlow says. He seems to be on a personal
crusade to make sure everyone knows the
show is coming on.
Selfridge sells in more than 150 territories, and Barlow credits Piven for the
successful distribution. Now, Barlow says,
when you Google Selfridge, youll get
more hits for Piven and his character than
h\YUaVcmUbhfYU`!`]ZYj]g]cbUfmk\ckUg
one of the great businessmen of his time.
Piven calls his work on the series the best
hes ever done. He praises his fellow actors
for helping to make him better.
I look to be outshined. Im hungry to be
outshined, Piven says. Only good comes
from that. If you want to play it safe, thats a
slippery slope, because not being challenged
is not going to bring you happiness. You
bYYXhcW\YW_mcifY[cUhh\YXccfhc [fck"
SUCCESSJULY201551
The Real Jeremy Piven
JEFFREY MAYER/WIREIMAGE
DOUGLAS GORENSTEIN/NBC/NBCU PHOTO BANK

VIA GETTY IMAGES
DENISE TRUSCELLO/WIREIMAGE
STEVEN LIPPMAN/CORBIS OUTLINE
Clockwise from top: Piven doing yoga on the beach; with his
mother, Joyce, at The 57th Annual Emmy Awards; appearing on
TheTonight Show Starring Jimmy Fallon; and performing with his
band, Bad Decisions, in Las Vegas.
52SUCCESSJULY2015
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8ci[9``]bWfYUhYXUbXdfcXiWYXh\YgYf]Yg `ccgY`mVUgYX
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Wahlbergs superagent, Ari Emanuel, the

outspoken brother of former White House
7\]YZcZGhUUbXWiffYbh7\]WU[cAUmcf
Rahm Emanuel.
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dUfh\Y_bYkkUgdUfh]U``mWfYUhYX]b\]g
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[im"5bX=agh]``kcf_]b[cbamgY`Z"S
Susan Young, former Television Critics
Association president, penned the June cover
story on Miranda Lambert.
WhiteWalls give you and

your team an unlimited blank
slate that encourages original
ideas and fosters out of the
box solutions.
WhiteWalls.com
Call- 800 624 4154
Sweet
Spots
for
Startups
Entrepreneurs nd success by keeping
a nger on the pulse of the market
and then seizing opportunities.
by John H. Ostdick
54SUCCESSJULY2015
ittle entrepreneurial engines that

could are driving U.S. job creation.
Small-business owners are
more opt i m ist ic about
getting on track now than
at any time since the recession gripped
the economy in early 2008, according to
the Wells Fargo/Gallup Small Business
Index. Startups and small businesses
were responsible for about 7 million of the
10.9 million jobs that were added to the
U.S. economy by the end of 2014, Small
Business Administration figures show.
And U.S. entrepreneurship rates rose to
nearly 14 percent in 2014 from a postrecession low of 7.6 percent in 2010, says
the Global Entrepreneurship Monitor 2014
Global Report released this February.
The eng ines dr iv ing that g row th
seem very sector-specific, says Stewart
Thornhill, executive director of the
Samuel Zell & Robert H. Lurie Institute
for Entrepreneur ia l St ud ies at the
University of Michigan. Certain webbased sectors are exploding.
Here are the stories of some little engines
in various stages of powering up.
Data-Driven Services
Matt Ehrlichmans quest to build his
dream house is a prime example of the
possibilities in the online services sector.
A Seattle-based entrepreneur with
two software company launches on his
rsum, Ehrlichman, 36, decided to take a
mYUfchcVi]`XU\cigY"5g\YVY[Ubh\Y
daunting process of identifying what he
bYYXYXUbX\ckhcbXh\Yf][\hWcbhfUW!
tors, he learned there was no reliable
source to provide all of that information.
The way Im geared, I started exploring
for a solution, Ehrlichman says. He
began seeking colleagues helpabout
10 to 12 of us started meeting regularly in
my basementto organize inspiration,
project data and word-of-mouth referrals
in one place. Porch, based on the idea

that its namesake is the public space of a
private home, was the end result. Because
he had a track record, Ehrlichman says
he had no problem raising $6.25 million
in seed money for Porch, which he
co-founded in September 2013.
9\f`]W\aUbX]Xbh[Yh\]gmYUfcUZhYf
all (but he did build his dream house).
The company gained momentum in
April 2014, when it launched a strategic
par tnership w ith Lowes 1,700-plus
stores. The home-improvement chain
points to Porch as an in-store resource
hc\Y`d\caYckbYfgbX\caY!]adfcjY!
ment professionals for nearly
any project that falls outside
the scope of Lowes installation ser v ices. In
February 2015, it added
Better Business Bureau
information, including
ratings and accreditation status, for millions
of professionals in Porch
search results.
In the process,
Ehrlichman repor ts
that homeow ners in
6 2 p e r c e n t o f U. S .
cities and towns use its
services, and more than
3.2 million contractors
have displayed approximately 150 million home
remodeling projec t s
on the Porch website.
The company ha s 350
employees.
A staff that follows a
laser focusno jerks, no
egos, no bureaucracy
is one of Ehrlichmans
battle criesand clear
communication is crucial,
he says, especially as a young
enterprise encounters growing pains.

The companys principles are painted on
h\Yc
WYkU``gUbX]hYfUhYX]bU``!\UbXg
weekly Porch meetings. Ehrlichman has
no five-year plan because Porchs rapid
year-to-year growth would render one
useless, he says.
Telemedicine
The market for online medical services
and products is developing rapidly. In his
role at a Research 1 University, Thornhill
sees robust research and development
in health care data analysis, health
informatics (an evolving specialization
that links information technology,
communications and health care
to improve the quality and safety
of patient care) and medical
devices. Expect major changes
in the online health treatment and services market
over the next couple of
years as the winners
and losers get sorted
out, Thornhill says.
Its going to be a really
interesting shakeout.
In preparing to launch
MyDerm Portal, a website
focused on follow-up
dermatolog y v isits, Austin,
Texas-based Paul Robichaux
saw a lot of stuff on the web
t hat ju s t d id nt work . The
33-year-old co-founders partner s a re h i s der mat olog i s t
w ife, Chief Medical Of f icer
Vene s s a Pe a-R obich au x ,
M.D.; and Chief Technology
Officer Victor Lyuboslavsky.
Michigan-based Hamzav i
Dermatology owner Iltefat
Hamzav i and Minneapolis
doctor Neil Shah are the t wo
participating physicians.
SUCCESSJULY201555
hile she was in

medical school, PeaR obichau xwho ha d
grown up with limited health care access
in South Texasbecame interested in
dermatology and technological solutions
for providing better care. (The subject also
fascinated her husband, who was doing IT
consulting at the time.) During her residency, she pursued research in telemedicine
and started a teledermatology pilot and
report health system.
They focused on teledermatology and
created software that allows doctor and
patient to engage in an online exchange
of follow-up information, updated images
of patients skin conditions, and treatment solutions; the process is more
convenient for patients and costeffective for doctors. Our goal is
to provide a solution that is easy
for physicians to take care of their
patients outside of the clinic in
between visits, Paul Robichaux
says. Our goal is to have every
dermatologist using our platform.
MyDerm Portals development
process, bankrolled by the couples
sav ings and money from their
partners, took about 18 months.
It always takes longer than you
think, Robichaux said just before the
March launch. You plan to the best of
your ability, but youve got to be prepared
hcW\Ub[YmcifdÙbUbXVYYl]V`Y"5``
of us see eye-to-eye on the sort of values
that we have, and thats been incredibly
important.
Theres a segment of telemedicine
thats called direct-to-consumer, in which
a physician whom youve never seen before
will diagnose you. Its been tempting to
move into that model because there are
some companies that have been somewhat
successful doing that. But its really against
our values and the way we think health care
should be practiced.
56SUCCESSJULY2015
Color It Green
Green services and technology drive
many startup endeavors. Their founders
are usually passionate about the environmental mission regardless of whether the
WcadUb]YgUfY\i[Y`mdfchUV`Y"
M e l i s s a Ta s h j i a n , 3 4 , s t a r t e d
Milwaukees Compost Crusader, which
in June 2014 began picking up predominantly food wasteincluding food-soiled
paper productsfrom clients and

delivering it to a compost farm that recycles
it. Initially, being an entrepreneur never
really crossed my mind, says the former
executive director of Kompost Kids, a
A]`kUi_YYbcbdfchjcìbhYYfcf[Ub]nU!
tion that helps divert organic materials
Zfcah\YkUghYghfYUa"
5h h\Y h]aY = kUg hfm]b[ hc aU]b!
tain Kompost Kids programming, she
says. While doing this work, she began
considering how to address the bigger
picture of community composting. My

boyfriend [Matt Scannella, owner of a
machinery company in Milwaukee] and I
were having dinner, and I was talking about
h\]gWcbWYdh"5bX\YfYgdcbXYX K\Uhg
holding you back? He volunteered his
services as a mechanic, and a composting
power couple was born.
Over a period of six months, Tashjian
used savings earmarked for remodeling her
kitchen to buy a 25-year-old dump truck,
k\]W\GWUbbY`ÙhhYXk]h\cjYf\YUXZcf_g
ZcfWc``YWh]b[fYZigY"5ZhYffYUW\]b[cih
to the city of Milwaukee and its entrepre-
neurial programs, she received mentoring

(including helpful number-crunching) and
business templates (for a business plan, cost
dfc^YWh]cbgUbXch\YfVUg]WbUbW]U`XUhU
to follow.
Compost Crusaders client list quickly
[fYkZfcajYhc&$ cbYcZh\YaUgW\cc`/
shes talking with an additional four school
districts that have expressed interest.
Tashjian says she expects to have 100
customers by year-end. The company
hauls about 10,000 pounds of material a
week, diverting it from Milwaukees choked

landfills, which are about 75 percent full,
Tashjian says.
Food waste comprises about 14.5 percent
of municipal solid waste in the United States,
according to a 2012 Environmental Protection
Agency report. Americans diverted 21
a]``]cbhcbgZfcaÙbX``gh\UhmYUfh\fci[\
Wcadcgh]b[Ycfhg h\Y9D5gUmg"
This summer Compost Crusader will
start using a bigger, 25-cubic-yard garbage
truck for pickups. My goal is to be able
hc``h\UhhfiW_YjYfmXUm HUg\^]UbgUmg"
Right now Im still recouping my investments. Matt drives the truck, and I get out
there and move the receptacles around. Hes
got the sweet end of the job when its below
zero outside, and I look like a big giant green
monster because Ive got eight layers on. But
it works; it works great. Id love to hire my
fghYad`cmYYh\]ggiaaYfUbX\UjYUcbY!
person route with somebody I could actually
dUmhcXck\Uh=aXc]b[bck"
Pet Projects
Two startups at opposite ends of the
WcibhfmcYfU[`]adgYUhh\YX]jYfgYcb`]bY
opportunities in the pet sector.
The pet ow nership and pampering
industr y continues to grow steadily.
According to A merican Pet Products
5ggcW]Uh]cb[ifYg *)dYfWYbhcZ5aYf]WUb
homes include a pet (79.7 million homes),
and total pet expenditures have risen
to about $58 billion in 2014 from $34.4
billion in 2004. About $4.84 billion of
that involves services such as grooming
UbXVcUfX]b["
After spending 12 years in the financial sector, New York-based dog lover
Michael Maionewho says hes always
had the entrepreneurial spiritdecided
to start the first comprehensive social
dYhkYVg]hY"
Maione became frustrated when he
tried but failed to track down a very
(Continued on Page 59)
Business Models at a Glance
See if you nd a t with one of these common

small-business formats.
1. Home-Based Business
You might convert a hobby (needlecraft, woodworking, etc.) into
a business or do computer work from home, for example. Youll
like having exible hours, no commute and little overhead, but
drawbacks include lack of employer-provided health insurance
and other benets, loneliness, and distractions (kids, doorbell,
and so on). Beware of scams offering big money and short hours.
2. Freelancing/Consulting
If you have special skills as a writer, photographer, designer,
accountant and engineer, for example, you might consider
contract/consulting work. Should you decide to do this
work from home, you face the pluses and minuses of No. 1.
Freelancers/consultants can choose their projects and clients as
well as set their own hours, but job insecuritylanding enough
clientsis a key negative. Set aside ample time for marketing and
networking, which could mean going on the road.
3. E-Commerce
Online selling rms are quick and cheap to start (easy website
templates are available through WordPress.com, or you might
sell through another website such as Etsy.com). Competition is
erce, and youll face challenges such as managing inventory and
shipping. Many sites start as home-based businesses.
4. Network Marketing
Youll sell anything from diet products to jewelry, kitchen
wares to cosmetics as a side gig or as your principal endeavor,
depending on the time you put in. You often work from home.
Low startup costs and exible hours are benets, and the
company may have a strong brand; you also might gain residual
income from people you recruit. Downsides: no guaranteed
income and lots of rejection.
5. Franchise
Startup costs, including franchising fees, can be high, and you
must adhere to the parent companys rules about signage,
promotions and the like. But with a franchise, you follow a proven
formula for success and start with an established brand. The
options are wide-ranging: restaurants, cleaning services, sign
shops, hotels, auto repair/maintenance services, convenience
stores and more.
Mary Vinnedge, SUCCESS managing editor
SUCCESSJULY201557
Launching a Company
Heres what those in the know say about startups and entrepreneurs
Paul Robichaux
MyDerm Portal
On the work: Never say, Its not my job. Everythings your job. Go gure it out. Be open to
acquiring a new skill set so your business can succeed. If youve never done sales before, there
are all kinds of resources availablethrough CORA [Central Office of Research Administration,
an organization that studies medical services and quality-assurance], through Reddit. Theres no
excuse. You can learn how to do anything thesedays.
On raising money: Approaching an angel for funding is trying to get someone whom youve
never met before or youre meeting for the rst time to really gain trust right off the bat and
really get them passionate about the problem youre solving. The biggest thing you have to do is
convince them that youre the right people to solve the problem.
Stewart Thornhill
Executive director, Samuel Zell & Robert H. Lurie Institute for Entrepreneurial
Studies at the University of Michigan
On judging an entrepreneurs skills: I dont like the lists that focus on entrepreneurial traits.
They always leave people with the impression youve got to be born that way or some darn thing.
I focus more on behaviors. The rst is the willingness to take action, because there are a million
people out there who have ideas and only a small fraction of them ever actually do something
to prove their idea, or to test it, or to try it out. That single act is the difference between being
a dreamer and being an entrepreneur. The second key behavior is the ability to learn. When
somebody tells you youve got an ugly baby, sometimes you need to be able to hear that and
respond to it. Its really that ability to have an open mind, the humility to be able to learn from
everybody in every situation, and then to turn that back around into your next set of actions. Do
some more; learn some more.
What investors look for: As an angel investor myself, I rely on three basic gauges when
evaluating pitches: scalability, protability and imitability. I also prefer having had a chance to
see the presenter in action, either in a prior startup or in their previous job, where I get a sense of
how hard they work, how coachable they are, how willing they are to learn and pivot as needed.
A lot of it comes down to that core mindset of the entrepreneur.
Matt Ehrlichman
Porch
The importance of hiring right: We spend a signicant amount of our lives with the people we
work with. Why spend that time with jerks, people who are not respectful, tolerant or pleasant to
be around? Its important to develop a culture that is optimistic and hopeful, where people can
work together amicably. Hire slowly and re fast when adding newemployees.
58SUCCESSJULY2015
FREE
weekly
newsletter
SUCCESS
Seeds of
knowledgeable woman who used to walk her dog Pancake at my

East Side dog park. The woman had shared lots of quality veterinarian and other dog service-related information with Maione, but
he couldnt write it down because his hands were full. He didnt
catch her name, only her dogs name, and when their paths didnt
WfcggU[U]b \Y\UXbckUmhcbX\Yf"
He decided there was a need for a social network where he could
look up a dog in his vicinity by name, breed and/or ZIP code, where
Ugidd`YaYbhUfmd]WhifYcZh\YdUfYbhkUg]bWìXYXhcWcbfa
his search. So the app hi Pancake! was born. It allows pet
dUfYbhghcWfYUhYdfc`YgZcfh\Y]fdYhgUbXhcWcbbYWhk]h\ch\Yf
nearby pet parents.
The service is free. Maoine says he intends to eventually solicit
advertising to generate revenue for the app.
Then there are San Diego-based husband-and-wife pet enthusiasts Andy Smit and Amber Kirsten-Smit, who in 2013 launched
Furlocity Inc., a pet accommodations website and online booking
platform that allows pet parents to search, identify and book
trusted pet-boarding facility stays, veterinary services and petZf]YbX`m\chY`gmYg h\YbUaY]gUhU_YccZh\YkY``!_bckbdYcd`Y
travel site Travelocity).
Furlocitys online marketplace includes top-rated pet boarding
facilities and veterinarians in more than 80 cities and 30 states,
as well as more than 100,000 pet-friendly hotels across the United
States. Before booking through Furlocity, pet parents create a pet
dfc`YVmid`cUX]b[]adcfhUbh]bZcfaUh]cb ]bWìX]b[jUWW]bU!
h]cb#aYX]WU`fYWcfXg hcghfYUa`]bYh\YW\YW_!]bdfcWYgg"=hcYfg
a 24/7 pet concierge phone number so users can easily change or
cancel reservations.
Late in 2014 during a private offering, Furlocity secured
%"&a]``]cbhcWcbh]biYYldUbX]b[]hgVfUbX"DYcd`Y`cjYh\Y]f
pets and treat them like family, making the pet accommodations
and pet care services industries ripe for growth, Smit said when
UbbcibW]b[h\Ydf]jUhYcYf]b["S
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Do More Today in the February issue.
SUCCESSJULY201559
Old Is
the
New
Black
Especially when it comes
to starting a business.
by Larry Keller
ome years ago, Karen Venable

was in her 50s and newly
divorced when a friend asked
if she would like to be her housemate.
Venable said yes. It became something of an eye-opener, she recalls.
Venable had previously worked
as a financial analyst for a utility
company, a consultant for energy
companies internationally and then
had started a custom displays business. Her roommate experience gave
her an idea for another startup. She
realized there were tens of millions
of baby boomer women in the United
States, many of them single with
few means of connecting with one
another. In May 2014, she founded
Roommates4Boomers, a Match.com
meets Golden Girls roommate service
for women 50 and older.
I cant believe its not going to take
aeZWeSke ;fUag^VTWbdafST^W
within a year.
Venable is but one of a burgeoning

number of men and women 50 and
up who have become entrepreneurs.
A Gallup poll this year found that
baby boomers were more than twice
as likely as millennials to say they
plan to start a business in the next
12 months.
People 55 to 64 comprised 23
percent of new entrepreneurs in 2013,
compared to 19 percent in 2003,
according to the >Th`Ta<aWXkbY
Entrepreneurial Activity. In 1996 the
proportion was 14 percent.
What might be more startling to
many observers is that Americans
in the 55-to-64 age group start new
businesses at a higher rate than those
in their 20s and 30s, said Dane
Stangler, vice president of research
and policy at the Ew ing Marion
=Sg_S`8ag`VSf[a`[`fWef[_a`k
before two U.S. Senate committees
last year.
These trends come as universities

are increasingly offering entrepreneurship courses. Drexel University
in Philadelphia even offers a bachelors degree in entrepreneurship
and innovation and plans to add a
masters. Teen summer camps and
seminars as well as competitions
for cash and prizes also add to the
common misconception that entrepreneurship is a young persons game.
Many older Americans became
entrepreneurs out of necessity when
they lost their jobs in the recession
and were unable to find new positions that paid comparably. Others,
however, ref lect the changes in the
world of work, where employees
no longer stay at a company for 30
years and collect a pension when
they retire. And still others, such as
Venable, discover a niche market
often age-relatedand capitalize
a`[f
SUCCESSJULY201561
Old Is
the
New
Black
ebbie Banda, AARP interim

vice president of education and
outreach/financial security,
points to longer life spans as another factor.
It used to be that lifes arc progressed
from childhood to working years to old
age and retirement, she says. Now people
are remaining relatively healthy later in
life, and they want to stay active, she says.
For many, that means more than playing
golf. They want to know what to do with
that time, and they want to do something
X]YfYbh 6UbXUgUmg"
DYcd`Ydf]nYh\Y]fZfYYXca gUmgAUfm
Furlong, professor of entrepreneurship at
Santa Clara University and president and
79CcZAUfm:if`cb[5ggcW]UhYg"H\Y
only thing we have left is time. And we dont
_bck\ckb]hYh\Uhh]aY]g"
Experience Plus Passion

Some of these encore entrepreneurs
create companies related to what they did
during their careers, relying on the expertise they acquired. Others start businesses
that allow them to pursue lifelong passions.
For Joe James, its both.
James was a science major at a New York
Wc``Y[Yk\YbAUfh]b@ih\Yf?]b[>f"kUg
_]``YX"?]b[gYZZcfhghcUW\]YjYYWcbca]W
empowerment for minorities inspired me
hcZcf[cgW]YbWYZcfUk\]`Y >UaYggUmg"
Instead, he worked for 34 years in economic
development in cities, urban counties and
the state of South Carolina before retiring
in 2004.
Driving the Interstate 95 Corridor
cZG\UaY]bh\YDUàYhhcGhUhY \YkUg
appalled by the miles of impoverished,
rural communities populated mainly by
African-Americans. I thought it was a heck
cZUW\U``Yb[Yhc[ifYcihk\UhhcXcUVcih
h\Uh \YgUmg"
>UaYgghUfhYXVmWfYUh]b[Ubcbdfchhc
spur economic development in those areas.
<Y[chbUbW]b[Zfcah\YI"G":cfYghGYfj]WY
to help farmers convert forestry byproducts
to biofuel, and to plant oil seed crops, such
as canola seeds, for the same purpose. He
also started farmers markets in Columbias
inner city to give poor people access to fresh,
62SUCCESSJULY2015
healthy produce while expanding the market

ZcfVÙW_ZUfaYfgWfcdg"
In 2008 Encore.org awarded James a
$100,000 Purpose Prize, which is given
to people 60 and older who are creating
new ways to solve social problems. James
formed a for-profit company, Agri-Tech
Producers, and invested the money, along
with federal and state grants.
Agri-Tech is relying on technolog y
developed at Nor t h C a rol i na St at e
University to manufacture equipment
that uses torrefaction, a heating process
that sustainably converts plant and wood
matter into biofuel and other products.
These include bio-fuel that burns cleaner
than coal, and biochar, a charcoal that can
be used as fertilizer.
Agri-Tech also is working to clean up
dc`ìh]cb]b7\YgUdYU_Y6Um"FibcZfca
hundreds of area chicken farms ends up in
the bay, where it fertilizes algae blooms that
smother the waters oxygen and kill fish
UbXg\Y``g\"
James envisions planting crops, such as a
special type of sorghum, with root systems
that would draw contaminants out of the
ground. The plants would be harvested at
the end of each season and chopped up to
make bedding for the chickens on those
farms. Eventually the bedding would be
converted to biochar.
James, 68, brought some advantages to

the startup table that younger people may
lack, such as maturity, experience and a
network of business and social contacts.
Mother of Invention
Thats also true of Howard Tischler, 61,
who spent 40 years in software technology,
first as a developer and then in management, before founding EverSafe. Its a technology service aimed at the growing elderly
population that helps detect unauthorized
credit card use, dubious cash withdrawals,
changes in spending patterns and more.
The impetus: his elderly mother.
Tischlers mother was legally blind, didnt
own a car and didnt possess a drivers license,
so he and his brothers were perplexed when
they examined her finances and learned a
telemarketer had coaxed her into buying an
$80-a-month auto club membership. They
soon discovered other instances in which she
\UXVYYbbUbW]U``mYld`c]hYX"
Tischler saw a business opportunity in
his mothers misfortune that could help
other seniors. Nobody was looking at the
hchU`bUbW]U`d]WhifYhcgYYk\Uhg[c]b[
cb \YgUmg"<YÙibW\YX9jYfGUZYÙgh
October. Subscribers link their financial
accounts to EverSafe, which pulls a credit
report on them to establish a baseline of
financial activity. A software program
Dont be overwhelmed by fear.

Its a great time of life to be
doing something different.
Agri-Tech should have a pilot torrefaction plant operating in South Carolina
by the end of this year, James says. In the
meantime, hes also exploring potential
projects in Haiti and in Africa.
James loves combining his interest in
science with his economic development
know-how. Ive never been as excited about
getting up in the morning or staying up all
b][\hUg=Ua]bhfm]b[hc[Yhh\]g[c]b[ \Y
says. Im highly motivated and energized
Vmk\UhkYfYXc]b["
then detects anything suspicious, such as

XfUaUh]W]bWfYUgYg]b5HAigYcfgiXXYb
surges in spending.
A daily report goes to subscribers and as
many trusted advocates as they wish. The
monthly fee is $4.99 to $19.99, depending
on the plan. We tried to price this so a
majority of people in the marketplace can
UcfX]h H]gW\`YfgUmg"
H]gW\`YfbUbWYXh\Y]b]h]U`d\UgYcZh\Y
startup himself, but has since obtained
investors. Hes marketing EverSafe via
Internet search engines and display ads, and

through organizations that help the elderly.
He plans to begin TV and print ads later
h\]gmYUf UbX\cdYghcVYdfchUV`YVm&$%+"
Based in Columbia, Md., the company has
seven full-time and two part-time employees.
Among them: Elizabeth Loewy, who headed
the elderly abuse unit at the Manhattan
8]ghf]Wh5hhcfbYmgC
WYZcfaUbmmYUfgUbX
now serves as EverSafes general counsel and
vice president of industry relations.
To build something that protects a particiÙf[fcid]gjYfmgUh]gZm]b[ H]gW\`YfgUmg"
Prepare to Launch
For older workers lacking Tischlers
business background, there is a wealth of
dfc[fUagUbXgYfj]WYg[YUfYXgdYW]WU``m
to helping them launch a startup. AARP
and the Small Business Administration
collaborate on courses, workshops, webibUfgUbXacfYhcYXiWUhYdYcd`Y)$UbX
older on how to start or grow a small business. Theres also a venture accelerator
called Encore Entrepreneur Program
XYg][bYXZcfdYcd`Y]bh\Y)$!hc!*)U[Y
fUb[Y"5bXh\Y?UiaUb:cibXUh]cb\Ug
partnered with other organizations and
dfcj]XYg %$!kYY_ :UghHfUW WcifgYg Zcf
Ugd]f]b[YbhfYdfYbYifg)$UbXc`XYf"
From what Ive seen, probably more
than half of them have pursued their business endeavors, says Michele Markey, vice
dfYg]XYbhcZ?UiaUb:UghHfUW"
Regardless of their backgrounds, boomer
entrepreneurs need to do the same homework as younger ones. Very few small businesses are successful on luck alone, Banda
says. Its a lot of hard work.
That means determining what the
market is for the product, developing a busibYggdÙbUbX[if]b[cih\ckhcbUbWY
h\YWcadUbm"JYbhifYbUbW]b[]gbYUf`m
]adcgg]V`YZcfdYcd`YcjYf)$ :if`cb[gUmg
especially for women. She explains that
acghdYcd`YcjYf)$Vi]`XgaU``Yf`]ZYghm`Y
and services businesses that rarely reach the
scale that a venture capitalist would need to
see to justify an investment.
Experts caution all but wealthy encore
entrepreneurs against tapping retirement
funds for a startup. The math has to work
X]YfYbh`m AUf_YmgUmg"MciXcbh\UjY
&$mYUfghcfYWcjYfZfcaUV][a]ghU_Y"
The temptation for some might be
to think that a great concept is all
they need to succeed. I think the
greatest skill they need is managing
the money in the business, Furlong says.
Encore graduates who
fare best,
she adds, are those who spend the same

amount of time on the business side as
the creative side of the business or who
designate somebody to focus on the area in
which they are weakest.
Now Is the Time

Fortunately, starting a business costs
less than it used to. Marketing and selling
products can be done via the Internet, and
often there is no need for a bricks-andmortar infrastructure. Most independent
businesses are started with an initial
]bjYghaYbhcZ) $$$cf`Ygg UWWcfX]b[hc
U&$%&fYdcfhVmA6CDUfhbYfg UWcadUbm
that provides services to independent
professionals.
We had enough income to finance
the first part of Roommates4Boomers,
Venable says. Her service mirrors Internet
dating. Visitors to her website create a
dYfgcbU`dfc`Yk]h\]bZcfaUh]cbgiW\Ug
whether they smoke, are neat or messy, and
what sort of housing situation they desire.
They can peruse the website for free, but
dUm U acbh\`m &-"-- giVgWf]dh]cb ZYY
with a two-month minimum if they find
somebody they wish to contact. I put a lot
of thought into how to position ourselves,
Venable says.
Venable has started strong in specific
markets on each coast and is now preparing
to expand her reach nationally with social
media and television ads. She has five
part-time employees and says her biggest
challenge has been figuring out how to
gain momentum and where to put advertising dollars to get that.
Venable has this advice for aspiring
encore entrepreneurs: Dont be overwhelmed by fear. Its a great time of life to
VYXc]b[gcaYh\]b[X]YfYbh"
Furlong agrees. Technology has made it
easier than ever to work from home. With
the inexorable aging of the vast baby boomer
dcdiÙh]cb ]hgW`YUfh\Uhh\Y]bilcZc`XYf
entrepreneurs is here to stay, Furlong says.
She predicts, Its only going to grow. S
Larry Kellers last feature for SUCCESS
was about the science of persuasion.
SUCCESSJULY201563
AARP gives you the information to help care for your loved ones, just like they did with you
once. You dont have to do it alone and its okay to ask for help. Visit our website or call now to get
practical health and wellness tips to provide even better care for those who once took care of you.
We provide you information to give care and give back.
aarp.org/caregiving
1-877-333-5885
Secure Your Data

Best practices
for keeping
sensitive business
and personal
information out
of the hands of
computer hackers
by Rieva Lesonsky
SUCCESSJULY201565
Secure Your Data
Businesses,
Beware
D
ata breaches are on the rise and
in the news. Home Depot and
Target are just a couple of the
global companies that have had
sensitive data stolen during the
past several months. Hearing that huge
corporations are victimized can make
small-business owners feel as if securing
their online business data is futile. In
reality, there are many simple safeguards
that businesses canand musttake.
The biggest mistake small-business
owners make? They say, Thats not going
to happen to me, says Stu Sjouwerman,
whose company, K nowBe4, prov ides
online security-awareness training for
small and midsize businesses. In reality,
small businesses are the preferred target
for hackers because its like shooting
fish in a barrel. Half of small-business
owners in a 2015 survey by the National
Small Business Association (NSBA) have
giYfYXUWmVYfUhhUW_/%-dYfWYbhcZh\cgY
had their business credit cards or bank
UWWcibhg\UW_YX"
Cybercrime can destroy critical data,
YldcgYWighcaYfgdYfgcbUÙbXbUbW]U`
information to theft, and cost your busibYggacbYm/h\YBG65fYdcfhgh\Uh]b&$%(
the average small-business cyberattack
cost the company more than $20,000. The
increasing risk of customer lawsuits also
Wci`XYldcgYmcifVig]bYgghc\i[YbUbcial headaches if a breach occurs.
66SUCCESSJULY2015
If your business has customers credit

WUfX dYfgcbU` bUbW]U`cfaYX]WU`]bZcfmation, you must be concerned about data
security, says Andrew Bagrin, CEO of
MyDigitalShield, which provides security
services to small businesses. If someones
identity is stolen because of you, your business is responsible. Thats a big problem
for most businesses60 percent of small
businesses that have a data breach close
their doors within six months, Bagrin says.
Cloud Control
Cloud storage, backup and apps are

growing in popularity for small businessesfor good reason, Bagrin says. Do
you keep your money under the mattress or
in the bank? he asks. Think of the cloud
as the bank. The bank spends billions of
dollars annually securing your money,
making sure its always available to you.
Keeping your data in the server at your
cWY]g`]_Y_YYd]b[]hibXYfh\YaUhhfYgg"
Of course, no method of storage or
backup is 100 percent secure. When
choosing a cloud service provider, do
background research and ask questions,
says Jocelyn Baird, content manager
at Next Adv isor.com, which prov ides
independent reviews and research on
online services for consumers and small
businesses. What should you ask a cloud
provider?
K\YfY]gamXUhUghcfYX3Cg\cfYXUhU
storage is more vulnerable because its

less regulated, so look for storage in the
United States.
What type of backup is done? Ensure
that the company that backs up and
stores your data also backs up its data.
Who can access my data? Employees
of any company that provides cloud
services to your business should be
able to access only the minimum data
needed to do their jobs.
Ask and verify that a cloud provider
complies with your industrys regulatory standards, such as HIPAA
(Health Insurance Portability and
Accountability Act) or PCI (Payment
Card Industry).
When choosing a cloud-based backup
solution, match your goals with their
ser v ices, says Ian McChord, product
director at Datto, which provides data
backup, recovery and business continuity
solutions. For example, some cloud service
providers charge for uploading and downloading data. Most customer expectations
are that downloading their data would
be free, McChord says. Many get a huge
wake-up call when downloading their
entire data set costs as much as theyve paid
to store the data.
A lso be aware that not all clouds
come with the same restore abilities.
Make sure if you expect to get data back
SUCCESSJULY201567
Secure Your Data
that minute or hour, you sign up with a

service that offers that, McChord says.
Some clouds do restores over [a period
lasting] days and weeks, which can be very
XUaU[]b[hcVig]bYggYg"
As long as you do your digital due
diligence, cloud backup, storage and
cloud-based data security tools are excellent alternatives for small businesses
that lack extensive in-house information
Test Your Security
How secure is your businesss computer

network right now? MyDigitalShield
cYfgU'$!gYWcbXcb`]bYhYghhcbXcih
at ShieldTest.com. If you lack the in-house
knowledge to repair any weaknesses you
find, its cost-effective to contract with
an IT consultant who has expertise in
digital security for small businesses in
your industry.
9X]h]cb Zfca ($ U mYUf hc %$% dYf

license per year.
You should also use encryption, which
scrambles data such as customers credit
card numbers so theyre unreadable; even
if hackers get hold of the information, its
useless to them. Full-disk encryption tools
come standard on your operating system;
on Windows PCs, the feature is called
BitLocker, and on Macs, its FileVault. Just
turn on the encryption feature, and it will
YbWfmdhU``cZh\Y`YgcbmcifWcadihYf"
To secure data while its in transit from
device to device, update your companys
Wi-Fi network to the latest encryption
standard (currently WPA2).
Also set critical software to update
automatically and perform monthly security audits, looking for malware, viruses
or suspicious f inancial transactions,
dUmaYbhgcfVUb_hfUbgZYfg"
Mobile Concerns
Mobi le de v ic e s h ave a dde d ne w

c omple x it y t o d at a s e c u r it y. The
biggest problem with mobile devices is
unencrypted data, Sjouwerman says.
Unencrypted data can be captured in
Security Guards
These popular small-business
security products offer a range
of protection, from mobile device
security and management to
protection for PCs, Macs, servers
and more.
AirWatch Secure Mobility
Management Platform
technology expertise or big hardware

and software budgets. Buying one-time
technology equipment that needs regular
updating is costly, Bagrin says. A bigger
savings is to leave it to the experts who
monitor the latest security issues and keep
your data safe.
68SUCCESSJULY2015
Basics for protecting your business

include installing a small-business security suite that protects your computer(s)
and devices against viruses, hackers,
ma lware and other on line threat s.
Examples include McAfee Small Business
Security, starting at $16 per license, and
Symantec Protection Suite Small Business
BitDefender Small Office Security

ESET Small Office Security
F-Secure Business Suite
Kaspersky Small Office Security
McAfee Small Business Security
Symantec Protection Suite
Small Business Edition
Back It Up
transit. Using public Wi-Fi, such as at
Starbucks or the airport, multiplies the
risk. Any device using public Wi-Fi is
essentially open to the public. If you have
sensitive information, set up a virtual
private network (VPN) and require your
Yad`cmYYghcigYh\Uhc!g]hY"
The BYOD (bring your own device)
t rend i s a lso f raught w ith r isk s,
Sjouwerman says. People arent as security-conscious with their own phones
as they are with the companys. Issue
company-provided devices and install
mobile-device management software so
you can manage security remotely and
g\ihXckbh\YXYj]WY]Z]hg`cghcfghc`Yb"
K\UhUVcihh\Y\caYcWY3K\YbYjYf
you or your employees work at home, its
vital to use a separate computer only for
work, Sjouwerman says. Dont let the kids
use it. Kids are notoriously click-happy
and will give your computer a virus in
30 seconds. As with mobile devices, use
a VPN when connecting to the businesss
computer network from home.
The Human Factor
People are the weak link in cybersecurity. One common way that hackers invade
businesses data is by targeting employees
with phishing emails. (Phishing means
sending emails that mimic a legitimate
vendor or client email and include a
hyperlink in order to access sensitive
information.) When an employee clicks on
the link, hackers install malware on the
companys computers and then use it to
gather data from the companys network.
(Sonys highly publicized hack started with
this type of email.) It takes an average of
six months for this type of breach to be
ibWcjYfYXUbXh\Yb]hghccÙhY"
Securit y awareness training [for
employees] is not a luxury; its a mustdo, Sjouwerman says. Train regularly.
You have to create a human firewall.
(KnowBe4s business security training, for
example, costs $10 per user per year.)
You need to back up your data if you expect to recover and restore
it in the event of a virus or hack. There are physical and cloud-based
backup options.
At the simplest level, an external hard drive connected to each
computer offers basic backup and cant be hacked unless someone
gains physical access to it. But youve got to congure the backup
yourself and regularly check to make sure its working. Whats more,
a physical disaster such as a re or ood could destroy the drive
and your backup.
If you have more than one computer, network-attached storage
(NAS) devices that connect to your network to store les are a more
sophisticated option. Generally priced from $500 to $2,000, NAS
devices encrypt data for protection against breaches. Some are also
guaranteed against certain types of disasters. Youll need a techsavvy person to set themup.
Cloud services can back up and sync continally so the latest versions
of les are always accessible. To choose a backup solution, Think
through scenarios in advancesimple things like a power outage,
big storm or computer virus, says Ian McChord, product director at
Datto, which provides data backup, recovery and business continuity
solutions. (Find more tips at Datto.com/resource/disaster-recoverychecklist.)
Be sure a cloud backup provider uses appropriate security measures,
such as Secure Socket Layer (SSL), at least 256-bit data encryption
and security levels that meet the required standards for your industry.
Two typical examples are PCI compliance for an e-commerce website
that collects credit card data and HIPAA compliance for a business
that collects customers personal health information. Look for a
company that uses redundant hardware, stores backups at its location
and offsite, and has a disaster recovery plan. Also nd out how long
it will take to recover your data, the procedure and the costs. Choose
carefully, because changing providers is difficult, McChordwarns.
Popular cloud backup services for small businesses include
Crashplan, Carbonite, LineDrive, Datto ALTO 2, Mozy, SOS Online
Backup, SpiderOak and SugarSync.
Teaching employees secure password

use is critical. Use password management
and/or generation apps to create complex
passwords and to encrypt and store them.
(For more on this, see the Protective
Passwords section on Page 70.) Some
business Internet security suites include
password management; if yours doesnt,
use standalone apps such as Keeper ($9.99
and up per year), Passpack (free to $40
per year), LastPass (free to $12 per year) or
RoboForm ($19.95 and up per year).
Cover Your Assets
What if a data breach occurs despite your

VYghYcfhg36imWmVYf`]UV]`]hm]bgifUbWY
because traditional business insurance
policies rarely cover data breaches. Cyber
insurance can cover costs of notifying
customers, providing them with creditmonitoring services, legal expenses in
case of lawsuits related to the breach and
more. Talk to your insurance provider or
W\YW_cihWmVYf`]UV]`]hmdc`]W]YgcYfYXVm
Insureon, Nationwide and Travelers; prices
vary widely, so request a quote. S
SUCCESSJULY201569
Secure Your Data
Personal
Precautions
B
ruce Harris (not his real name)
s t i l l d o e s nt k now how i t
happened. In December 2014,
his wife checked their online
bank accounts and discovered
the one holding their daughters tuition
money ($10,000) had been drained.
Someone had gotten my Social Security
biaVYf=\UjYbc]XYU\ck <Uff]ggUmg"
With that one piece of information, they
kYfYUV`Yhc[Yh]bhccifUWWcibhg"
The money had been withdrawn from
ATMs in increments of $500. The bank
implemented extra security measures
for the couples accounts, but the thief
breached security again and drained
another account of $8,000. [The thieves]
called the bank seven times in one week,
UbXYUW\h]aYkYfYUV`YhcbXUkYU_`]b_
among the [employees] to let them into the
UWWcibh <Uff]ggUmg"
The bank ultimately refunded the
$18,000, but the couples nightmare
continues. This person has access to
U``cif]bZcfaUh]cb \YgUmg"=jY\UX
to change virtually every password for
everything I do online, from email to
canceling my PayPal account. Ive had to
tell my payroll department at work, Social
Security and all of the credit agencies.
Every week I think of something else I
bYYXhckcffmUVcih"=hgbYjYf!YbX]b["
There were 783 major data breaches
cases in which thousands of individuals
information is exposedin 2014, up 27.5
70SUCCESSJULY2015
percent from the previous year, says the

Identity Theft Resource Center. Are you
putting your personal data at risk every
time you bank or shop online, use social
media or even surf the web? Yesbut
following a few simple steps will greatly
increase your security.
First Safety Steps
Start by ensuring your home computers

and mobile devices are current. Install
updates to your web browsers, apps and
programs such as Java and Flash as
soon as they appear, says Jocelyn Baird,
content manager at NextAdvisor.com,
which provides independent reviews and
research on online services for consumers
and small businesses. Its especially important to install updates to your operating
system immediately, Baird warns: Many
are critical updates designed to patch
gYWif]hmUkg"
Install Internet security software to
protect your computers, network and
devices. But hackers will still be a threat,
warns Stu Sjouwerman, a hacker-turnedcomputer security expert and CEO of
KnowBe4, which provides online security
awareness training for businesses and
home users. He says almost 400,000 new
malware strains are created per day.
And dont assume youre safe because
you use a Mac. Sjouwerman says Apple
computers now get hacked as often as PCs.
HcdfUWh]WYgUZY=bhYfbYh \YgUmg ghUfh

by protecting your home network with a
secure password so outsiders cant access it.
Protective
Passwords
Using obv ious passwords such as

123456 or password or using the same
password for all your online accounts is
asking for trouble. Create strong, unique
passwords for each online account, and
change them regularly. A strong password
incorporates at least six letters (both
lowercase and uppercase), one numeral
and one special character (like # or $).
To simplify things, Sjouwerman suggests
Wca]b[idk]h\UdUggd\fUgYmciWUb
remember easily, then creating passwords
ig]b[h\Yfgh`YhhYfcZYUW\kcfX]bh\Y
phrase plus a number and a character. For
]bghUbWY =UXcfYamVUggYh\cibXC`]j]U
can generate passwords like 1IambHo!,
2IaMbhO! and so on.
If thats too tough to remember, a
password manager program can help.
Password manager software stores and
encrypts all your passwords securely and
works for computers and mobile devices.
You use a master password to access the
ch\YfdUggkcfXg/h\YgcZhkUfY``g]bdUggwords for each account automatically.
Some even generate passwords or
let you test how secure your passwords
are. Internet security programs, such as
Bitdefender, Kaspersky or McAfee (which

generally cost about $80 to $100 to protect
your computers and all your devices), have
password managers that work especially
well, says Baird, but you can also download standalone password managers such
as Keeper (prices start at $9.99 per year),
Passpack (prices range from free to $40
per year), LastPass (prices range from
free to $12 per year), or RoboForm (free to
$19.95 per year).
Dollars and Sense
When shopping or banking online,

play it especially safe. Although it may
seem extreme, Sjouwerman advises never
shopping or banking on any mobile device
or Wi-Fi network, even at home. His
family uses a desktop computer plugged
]bhcUfcihYfZcfU``g\cdd]b[cfbUbW]U`
transactions. Look for an Internet security

program (or suite) that opens up secure,
separate browser windows for you to use
when shopping or banking, Baird says.
BitDefender and Kaspersky are two that
have this feature.
Never save your credit card information online, Sjouwerman says. Also check
credit card statements, watching for small
charges that arent legit: $2.95 a month
adds up.
Be wary about clicking on any link in
emails from retailers. That email may
be spoofed. Clicking might get you to a
website that looks just like the real one, but
then it says your login failed and asks for
your username and password again, he
says. Now youve given that information
to the bad guys, who immediately log in as
you and make a bunch of purchases.
Mobile Mistake
Few people have even basic security

enabled on their mobile devices, Baird
says. Install a multi-device Internet security suite such as Bitdefender, Kaspersky or
McAfee to protect your phones and tablets
as well as your bigger computers. Dont
connect to public Wi-Fi networks if you can
avoid it, Baird advises: These are usually
not secured.
Mobile apps pose a risk, too. Always get
acV]`YUddgh\fci[\UbcW]U`g]hYgiW\Ug
the Apple Store or Google Play. Even then,
some malicious apps have been uploaded
to those stores, says Baird, who suggests
checking the reviews of any app you want
to download and researching any company
youre unfamiliar with. Be careful about
the permissions you enable on apps, she
cautions. Some apps track your location,
or [they] store or share your personal data.
SUCCESSJULY201571
Secure Your Data
Every few months, uninstall apps you

UfYbhig]b["
If you dont have a multi-device Internet
security suite, Baird says, download a
mobile security app from a reputable
Inter net secur it y company such a s
Kaspersky, Bitdefender, McAfee or Norton
(most have free and paid versions; the
ÙhhYf[YbYfU``mWcgh-"--hc%-"--"5
useful feature to look for includes a privacy
aUbU[Yfh\UhhY``gmcik\Uh]bZcfaUh]cb
mcifUddgUfYg\Uf]b[ `YhgmcidUggkcfX!
protect or lock apps, and provides antitheft
dfchYWh]cbZcfXYj]WYg"
Dark Cloud?
=g]hgUZYhcigYW`ciXghcfU[YgYfj]WYg
giW\Ug;cc[`Y8f]jY 8fcdVclUbX]7`ciX
for personal data and documents? Like
Ubmh\]b[cb`]bY U`chcZh\YgYWif]hm]gid
hcmci 6U]fXgUmg"=bUXX]h]cbhcWfYUh]b[
ghfcb[dUggkcfXgZcfW`ciXgYfj]WYg g\Y
fYWcaaYbXgYbUV`]b[hkc!ghYdUih\Ybh]WUh]cb"H\]gfYei]fYgmcidfcj]XYhkc
hmdYgcZ]XYbh]WUh]cbk\Yb`c[[]b[]bhc
your account, usually in the form of your
dUggkcfX Zc``ckYXVmUib]eiYWcXYgYbh
hcmcifWY``d\cbYj]UhYlhaYggU[Y"Acgh
cZmcifcb`]bYUWWcibhg]bWìX]b[gcW]U`
aYX]UgiW\Ug:UWYVcc_ W`ciXghcfU[Y
gYfj]WYggiW\Ug8fcdVcl UbXdUmaYbh
accounts such as PayPal and your bank
k]``cZZYfh\]gcdh]cbk]h\]bGYhh]b[g/
mciîgh\UjYhchifb]hcb"
Of course, you also should be cautious
UVcihghcf]b[Ubmd\chcg `Ygcfch\Yf]bZcfaUh]cbmcikci`XbhkUbhch\YfghcgYY"
Getting Antisocial
K\UhUVcihk\YbWfYUh]b[UbUWWcibhZcf
UbUdd38cmcifYU``mbYYXUbYkdUggkcfX
cf]g]hgUZYhc`c[]bk]h\mcif:UWYVcc_
Hk]hhYfcf;cc[`YUWWcibh3G^cikYfaUb
UXj]gYgU[U]bghgcW]U``c[]bg.=hg`]_Yig]b[
h\YgUaYdUggkcfXZcfU``mcifkYVg]hYg"
72SUCCESSJULY2015
6U]fX]gbhei]hYUgkUfm"AUbmgcW]U`
`c[]bgUfYVYb][bUbXXcbhUWhiU``m`Yh
the website or app access your account,
g\Y gUmg" <ckYjYf ]h ]g ]adcfhUbh hc
ghfYb[h\Ybmcifdf]jUWmgYhh]b[gcbh\Y
actual social network to ensure your
information is safe from anyone you dont
k]g\hcYUg]`mUWWYgg]h"
GcW]U``c[]bgUg]XY G^cikYfaUbbchYg
ig]b[ gcW]U` aYX]U ]hgY`Z aU_Yg mci
ji`bYfUV`YhcgcW]U`Yb[]bYYf]b["9lYfW]gY
Wcaacb gYbgY" O=Z mci dcghQ hcc aiW\
data, its easy for a hacker to look at what
mcifYXc]b[cbgcW]UàYX]UUbXgYbXUb
YaU]`cfhYlhZfcagcaYcbYmci_bck"Mci
click on it, your device is infected, and the
bYlhh\]b[mci_bck mcifVUb_UWWcibh
]gWcadfca]gYX"
Information, Please
Make sure any site where you input

personal informationeven just your
username and passwordis encrypted,
6U]fX gUmg" H\Y YUg]Ygh kUm hc W\YW_
this is to make sure the URL starts with
\hhdg.##h\YGghUbXgZcfgYWifY"=bhYfbYh
security software will indicate a site is
gYWifY Vm g\ck]b[ U gmaVc` giW\ Ug U
dUX`cW_cfU[fYYbW\YW_aUf_"
No. 1 Number
If theres one piece of personal data

to protect at all costs, its your Social
GYWif]hmbiaVYf"OH\]gQ]gh\YacghWf]dd`]b[d]YWYcZ]XYbh]hmh\UhWUbVYghc`Yb
gc]hgj]hU`mci_YYd]hgUZY 6U]fXgUmg"=Z
mciWUbUjc]Xg\Uf]b[]h Xcgc"
C]bY g\YgUmg mciWUbcZhYbfYZigY
to share it even on forms where it is
giddcgYX`mfYei]fYX `]_YmcifXcWhcfg
cWY"Cb`]bY XcbhYbhYfmcifGGBib`Ygg
h\YkYVdU[YmcifYj]g]h]b[]gYbWfmdhYX"
BYjYf g\UfY mcif GGB cjYf YaU]` hYlh
aYggU[Ycfd\cbY"
Identity Crisis
For an additional layer of security,

c on sider a n ident it y-t he f t pr ot e c tion service; you can find companies,
fUh]b[gUbXfYj]YkgVmgYUfW\]b[cb`]bY"
5`h\ci[\Oh\YmQWUbhdfYjYbhmcif]XYbh]hmZfcaVY]b[ghc`Yb h\YmWUb\Y`dU`Yfh
you to suspicious activity much sooner
h\Ubmcia][\h\UjYch\Yfk]gYbch]WYX
6U]fXgUmg"
H\YgY gYfj]WYg _YYd Ub YmY cih Zcf
personal infor mation, such a s your
Social Security number, on the Internets
black market and public records to
YbgifY]h]gbhVY]b[igYX hfUXYXcfgc`X"
Many also provide credit report monihcf]b[UbX\Y`dmcifYWcjYf`cghacbYm
UbXfYghcfYmcif]XYbh]hm"
Mci WUb Z]bX h\YgY gYfj]WYg fYj]Ykg
U bX fUh ] b[gU bX df ]W] b[k ]h\ U b
cb`]bYgYUfW\"
Help Is a Click Away

For an online tutor ial, check the
:YXYfU`HfUXY7caa]gg]cbgDf]jUWm
=XYbh]hmdU[Y"H\Y:H7dfcj]XYg]bZcfmation about computer security, chilXfYbg cb`]bY gYWif]hm dfchYWh]b[ mcif
]XYbh]hmUbXfYdU]f]b[]XYbh]hmh\YZh"
***
Gck\Uhgh\YÙhYghZfca6fiWY<Uff]g3
<Yg bck ig]b[ gYWif ]h m gcZ h kUfY
with two-step authentication for his
VUb_UWWcibhgcaYh\]b[\YUXa]hg]g
UdU]b"
Still, at the time of this interview, he
had just received notices from Kansas
UbX7c`cfUXch\Uh\]gghUhY]bWcaYhUl
fYhifbgÙW_UXYeiUhY]bZcfaUh]cb"=jY
\UXhcWU`ÙbXYldÙ]b=jYbYjYf`]jYXcf
kcf_YX]bY]h\YfghUhY"S
Rieva Lesonsky, CEO of GrowBiz Media,
is mentoring the GI779GG Start Small
Win Big contest for 2015. She gave tips to
competitors in May and June articles.
Subscribe
NOW!
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You have to work your butt off
to be successful. But heres how to make the grind fun.

BY DARREN HARDY
LETS FACE IT: Regardless of how much you love
When others get tired, they grind out a few more reps, a
what you do, or how much you love improving yourself,
few more phone calls, a few more pages of writing, a few
much of your time is going to be spent grinding it out.
more practice sessions. They just OUT-GRIND everyone
Doing what you dont necessarily feel like doing. Going to
around them.
the gym when you dont feel like it. Getting up really early
In his book Outliers, Malcolm Gladwell concluded that
to put in a couple of extra hours working on an impor-
the people at the top dont just work harder or even much
tant project. Not watching the movie on the plane so you
harder than everyone else. They work much, much harder.
can grind out a few extra hours on your laptop. Skipping
They what? Yeah, they grind!
Sunday football so you can do some head-down work to get
The problem is, the grind is tedious, mundane, arduous
a jump-start on the week. I call these little moments the big
and boring. And when our attention and interest wane
separators between success and average.
VYWUigYkYfY kY`` `Yggh\UbYlW]hYX kYgiYfcif[fYUhYgh
What do successful people and unsuccessful people
h\fYUhhcUW\]YjYaYbh]hgWU``YXXf]Zh"MciXcbhZU``c!
have in common? They both hate to do what it takes to
course, you drift, ever so slightly, until you look up days,
be successful; successful people just do it anyway. When
weeks or even years later and realize that, oh crud, you are
others are watching American Idol, they grind. When
K5Mcmcif]bhYbXYXX]fYWh]cb"5bXbck]hghccÙhY mci
ch\YfgUfYaYYh]b[Zcf\Uddm\cif h\YmghUmUhh\YcWY
are too far behind to catch upyou have a heart attack, get
grinding. When others are sleeping in, they get up to grind.
UX]jcfWYcf\UjYhc`YZcfVUb_fidhWm"
SUCCESSJULY201575
This drift tendency is a natural and normal human condition.

It happens to all of us, all the time. Its the No. 1 reason people
dont achieve their resolutions or the goals they set. Its not for
lack of intention; it is also not for lack of starting. Everyone starts.
Everyone makes resolutions, signs up for gym memberships, starts
new prospecting routines, begins a weekly date night ritual, starts
eating healthy, and then what? Yeah, they drift.
Thus, to prevent it, you have to learn to master the mundane. And
to master the mundane, you have to make it stimulating and fun.
How? Drugs. Well, one drug, in particular. Im going to show
you how to use the greatest performance-enhancing drug ever
discovered. It will give you a radical, unfair personal achievement advantage.
Whats the drug? Anabolic steroids? HGH? Andro? EPO? Nah,
way more powerful than all those is dopamine.
Dopamine is the ultimate pleasure and motivation drug. And
good news! You dont have to travel to the seedy part of town to
get your drug from some trigger-happy drug dealer. No, your drug
dealer is God. You have a pantry full of dopamine, bottled up and
îghkU]h]b[hcVYdi``YXch\Yg\Y`jYgZcfmcifYb\UbWYXdYfZcf!
mance use.
SO HOW DO YOU BREAK INTO YOUR

DOPAMINE DRUG CLOSET? GAMES!
Nothing captivates the human attention and engagement like a
game. It activates all sorts of human faculties: competition, reward,
incentive, real-time evidence of progress, recognition, etc. All these
pump the mojo drug into our system. We love our dopamine. It
\UgUhchU``mYb[fcgg]b[UbX]bhcl]WUh]b[YYWhcbig"H\Uhgk\m
kids, and adults, can spend countless hourslosing all sense of
timeplaying with their Xbox, PlayStation or Wii. Its also why we
love sports, board games, crossword puzzles, Sudoku, Angry Birds
and the like. All these games give us big hits on the dopamine pipe.
Gaming stimulates all your emotional and psychological motivations. You can use that fact to your productive advantage.
This is not a new idea; organizations like Weight Watchers, the
Boy Scouts and Girl Scouts, and military organizations have been
using this approach to motivate people for years. But now we want
to apply game mechanics to your day-to-day key performance
behaviorsto help you overcome crippling procrastination, creative
avoidance and sheer boredom. So heres what you need to do.
Lets use the simple, three-step formula from my book The
7cadcibX9YWh.
CbY XYW]XYk\Uhmcif6=;'[cU`gUfY"Bch)$ %$cfjY[cU`g
but the BIG 3 goals that if you achieved them would make this year
the best year of your life to date. Thats Step 1.
Step 2: Identify the one to two key behaviors that are most
important to accomplishing each of your BIG 3 goals. There are
only one or two behaviors that, if you did them day in and day out,
day after day, would totally transform your results. This is true of
mcifX]Yh hbYgg `YUXYfg\]d gU`Yg aUff]U[Y dUfYbh]b[UbmUfYU"
So its critically important to identify those one or two key behaviors
76SUCCESSJULY2015
and then focus on performing them day in and day out. Oh, but
theres the trouble. These behaviors become laborious, tedious and
boring. Thus you start to drift right back into mediocrity. But not
you, not now.
Step 3 of what I call my massive transformation formula is to
track your performance. This is where we apply game mechanics
to break open the medicine cabinet and pour dopaminethe true
performance-enhancing druginto our system.
So Ill give you some examples. Im not a big fan of all the phone
apps and other complicated games people have created for this
purpose. I like super-simple and physically visible systems.
Game
On!
Lets look at how well games work to track your
progress. We start with:
A goal, your mission, your crusade. For Candy Land,

the goal is reaching Candy Castle. In Monopoly, it is
bankrupting your competitors and ending up with all the
cash. In Angry Birds, it is getting rid of the pesky pigs. For your
productivity, that is achieving one of your BIG 3.
Your task lies in the how of accomplishing your goal. In
Candy Land, it is progressing through Candy Land and
avoiding obstacles. In Monopoly, it is buying property
and charging rent. In Angry Birds, it is attacking the pigs. For
you, it is the key behavior you need to perform to achieve one of
your BIG 3.
To track your progress, games come with a board,
console, app or storyline plot to progress through. This
is where you need to get inventive. How will you track
progress in your epic mission to achieve your BIG goal?
=\UjYigYXaUbmX]YfYbhXYj]WYg"K\Yb]h]ggcaYh\]b[=bYYX
to track throughout the day and not just at the end of the day, I use
devices like a stopwatch. If I am tracking the amount of time I am
engaged in my No. 1 behavior, timing it to win points on my game
board actually helps me succeed.
5bch\Yf]gUV][WU`YbXUfh\Uh=dcghidcbamkU``"5[U]b =`]_Y
very physical and visual devices. If it is in an app buried in my
phone, it is easily forgotten, avoided or made secret, which doesnt
help me or leverage public accountability. Maybe Id track the
biaVYfcZXUmg=XcamghfYhW\fcih]bY cfamWcfYYlYfW]gYg cf=[Yh
]bUh`YUghcbY-$!a]bihYkcf_gYgg]cb"K\Yb=Wcad`YhY]h =`cjYhc
put a big fat red X up in victory, where I can see it all day. Bch doing
it, on the other hand, will haunt me all day. And once I have a string
of big, fat red Xs going, I wont want to break the chain. You will
be way more motivated to do what you need to do and way more
gUh]gYXk]h\mcifgY`Zk\YbmciXc"9jYfmh]aYmcigWfUhW\cbYcZ
those big fat Xs on your game board, youll get a big toke on the
dopamine pipe.
Another device I have used is a pocketful of pennies. Lets
say my goal, my mission, my great crusade, is trying to improve
ONCE YOU HAVE A

STRING OF BIG FAT RED XS
GOING, YOU WONT WANT TO
BREAK THE CHAIN.
the intimacy in my marriage. Maybe my bride feels loved when

I express my appreciation for her, and doing so progresses me
through the game toward the goal. To track my performance, I
start the day with 10 pennies in my left pocket. The goal is to move
them all to the right pocket. Every time I say or do something to
express my sincere, heartfelt appreciation, I move one penny from
the left pocket to the right one. Now, like any game, I have to avoid
obstacles. The obstacles are if I say anything negative, sarcastic or
critical. If I slip up, I have to take a penny from the right pocket and
put it back in the left. At the end of the day, I will know if Ive won
or lost the daily battle in increasing the intimacy in my marriage by
whether I have 10 pennies in my right pocket, or not.
Here is a game I helped a single dad friend of mine create. He
was complaining that he couldnt get one of his daughters to clean
her room or his son to do his assigned reading. He tried every
threat and pressure tactic he could muster. Nothing worked. And
his household was one of constant lecturing and aggravation. So I
helped him make a game of it. We took an old Candy Land board
and gave each of them three ways they could get daily points
points associated with the key behaviors including chores that
dad wanted them to perform, but couldnt get them to do. If they
did all three, they got to move one space on the board. We also
created some extra-credit ways they could move two spaces, even
three spaces in a day. Well, let me tell you, the attitude, motivation
UbXdYfZcfaUbWYX]XUXfUaUh]W%,$"Bckh\YmkYfYYlW]hYX fYX!
up and fully focused on doing their three things to get their points.
The entire previous experience of drudgery and threat and anger
and complaining turned into fun, excitement and full-throttle
engagement.
The last few parts of constructing your game:

Create a reward if you achieve your goal, your mission.
Ive used a special bottle of wine I would not normally
allow myself, all the way up to a new watch I would not normally
justify spending money on. By the way, my improved performance,
the achievement of my big goal, always paid for the reward by
a factor of 10 or more. It just provides a little something to look
forward to at the end of the epic battle if I win.
Im often asked how I keep myself motivated. I do everything I
can to keep everything I have to do to be productive as fun, stimuÙh]b[UbX[Ua]YXUgdcgg]V`Y"<Ym `]ZY]gU[UaY `]_Y]hcfbch"
You have two choices: You can either sit in the bleachers eating
\chXc[gUbX7fUW_Yf>UW_gcfhU_Yh\YY`X ghfYhW\mcifg_]``g
display your honed abilities and live out your potential. Which
will you choose? S
Darren Hardy is the publisher of SUCCESS and a New York Times
best-selling author. His new book is The Entrepreneur Roller Coaster:
Why Now Is the Time to #JoinTheRide"<YcYfgUZfYYj]XYcgYf]Yg.
3 Wicked-Awesome Productivity Tricks to Kick Your Butt into High
Gear. Find it at WickedAwesomeTricks.com.
SUCCESSJULY201577
Sh
ing More
SUCCESS
Scan this page with your Layar app

to see how this typewriter works.
THROWBACK TYPEWRITER
Write like Hemingway with this digital keyboard.
McifYhfm]b[hcb]g\UfYdcfhZcfmcifVcgg h\YbgiXXYb`mh\Y%$WihYghWUhgmci``YjYfgYYghYU`mcifUhhYbh]cb
dìgmci\UjYhcgYYk\Uhh\cgYjYWY`YVf]h]Yg`cc_`]_Yk]h\cihaU_Yid@cc_ mci[chUbYaU]`5bXk\Ybgh\Y
Ùghh]aYmciW\YW_YXmcifhkYYhg3<Ya]b[kf]hY(--igYgUbY`YWhfcb]WdUdYfgWfYYb W`ciXgmghYaUbXUacbh\!
`cb[VUhhYfmhc\Y`dmcikf]hYk]h\cihh\YX]ghfUWh]cbgcZYaU]`g gcW]UàYX]UUbXWihYdidd]Yg"Mcifkf]h]b[g_]``g
aUmbch]adfcjYhc<Ya]b[kUmg`YjY` Vihibdì[[]b[]gUghUfh"
Jesus Jimenez
TECH
Your Office, to Go
These new gadgets will help you work and stay productive from anywhere.
by Alyson Sheppard
Logitech K480 Keyboard

(logitech.com/k480)
Now you can respond to a text message, set
a calendar alert and write an email on three
separate devicesall from the same full-size
keyboard. Logitechs K480 Multi-Device
Keyboard connects wirelessly to your
phone, tablet and desktop at the
same time. To switch between
the three devices, just turn
the keyboards rotary dial.
The lay-f lat keyboard is
equipped w ith a thick
docking station to hold
your phone and tablet
at an upright angle
like a laptop screenso
you can keep an eye on all of your displays at once.
Livescribe 3
Celluon PicoPro / PicoAir
(livescribe.com)
(celluon.com)
When does a ballpoint qualify as a smartpen? When

it contains an infrared camera and microprocessor.
Take notes with the Livescribe 3 smartpen on
special Livescribe paper and your handwriting
is wirelesslyand instantlytransferred to
your computer. Your scribbles appear on the
screen, and the Livescribe+ app converts
them into digital text that you can then
edit, tag and share. You can also
record audio while you write, so if
you get a hand cramp or zone out
during a PowerPoint, you wont
miss anything. Simply tap on
your writing within the app
to play back the audio that
was recorded while you
were doodling.
The Celluon PicoAir is what digital signage dreams

are made of. This iPhone-size projector can blow up
videos, photos and documents to fill
a 20-foot wall. Unbelievably, the
high-def projection never goes
out of focus, even if you bump
the device, because it forms its
picture with lasers instead
of traditional LED bulbs.
PicoAir connects to your
devices wirelessly and
c a n r un for about
& " ) \cifg VYZcfY
needing a charge.
The PicoPro
c on ne c t s v i a H DM I
cable, giving it an extra hour of
battery life.
80SUCCESSJULY2015
Zuta Printer
(zutalabs.com)
With the pint-sized Zuta, you can print documents anywhere, on any size
paper, directly from your phone. To print, set the 10-centimeter-wide gadget
on the top left corner of a sheet of paper and activate it through the Zuta app.
The wireless robot runs across the page, printing like
Ub]b_!``YXFccaVU"MciWUbdf]bh*$dU[Yg
or for 1 hour before the device needs to be
recharged, although by then the
barista may ask you to leave
mcifWcfbYf!hUV`Yc
WY"
Work From
Phone
Save your business time and money
with these apps.
BambooHr (Free)
Nespresso Citiz & Milk
Manage your HR department on the go. This app

helps you centralize employee information, create
reports and manage vacation days, and also serves as
a company directory.
(nespresso.com)
Ne s pr e s s os l a t e s t c of fe e
machine makes afternoon latte
runs a relic of your time-wasting
past. The compact Citiz & Milk
capsule coffeemaker includes
an automated milk frother for
preparing coffee-shop-quality
cappuccinos at your desk. As
your Nespresso pod brews, the
frother whisks up your milk of
choice into a thick lather. In
60 seconds you will have cold
froth for iced drinks, and in
75 seconds you can have the
piping-hot version. When the espresso
is complete, remove the mug from the tray and top it with your milk and
foam. If youre in the mood for procrastinating, try your hand at latte art.
Expensify (Free)
Filing expense reports can be a pain, but not when
a virtual assistant does it all for you. With Expensify
you can snap a picture of your receipt, categorize it
into an expense report, submit the report and get
reimbursed, all from your phone.
Intel Compute Stick

(intel.com)
Carry a PC in your pocket. Intels 4-inch-long Compute Stick plugs into
the HDMI port of any TV or monitor and instantly turns it into a desktop.
The stick contains an Intel processor, plenty of memory, a USB port and
Bluetooth for connecting wirelessly to a mouse and keyboard. Plus it comes
pre-loaded with either a Linux or Windows 8.1 operating
system, meaning you can run apps like Excel,
cfVYhhYfmYh BYh]l Zfcamcif\chY`
rooms TV.
TinyScan Pro ($4.99)

Its time to ditch the scanner. TinyScan easily
converts pictures of your documentswhich can be
taken on your phoneinto high-quality PDFs. Its a
scanner in your pocket!
J.J.
SUCCESSJULY201581
BOOKS
Reading List
by Margaret Jaworski
Clay Water Brick

Finding Inspiration from Entrepreneurs
Who Do the Most with the Least
by Jessica Jackley
Ten years ago in a cramped apartment
at Stanford University, Jessica Jackley and
her partner launched Kiva, the first online
micro-lending platform for the working poor.
Kivas birth was a difficult one. From the
get-go, the young co-founders were cautioned
about the possible complications with the
then-untested person-to-person lending
approach and its online execution (potential
G97 j]cÙh]cbg Uacb[ h\Ya" 8Ygd]hY h\Y
risks, they dove in and Kiva entered the world
as a bare-bones beta site with seven borrower profiles.
Today, entrepreneurs in 200 countries have received more than
*$$a]``]cbZfca`YbXYfgk\c[]jY`cUbgcZ%$UbXid"H\Y
loans are repaid without interest.
Jackley recounts her personal and

professional story with candor, clarity and
heart. She shares her steps and missteps
and the life lessons she learned from the
many Kiva entrepreneurs she visited. In
6Y]^]b[ @] h\Y hU]`cf fYa]bXg \Yf h\Uh
when a dressor an ideaisnt working,
mci\UjYhcVYk]``]b[hcf]d]hUdUfhhcl
]h"FU^ Ub=bX]Ubf]W_g\UkXf]jYf g\ckg
her that the best route to your destination
isnt always the most obvious or shortest
one. Jackley impressive storytelling skills
make Clay Water Brick a captivating read
and a valuable resource on both nonprof it and for-prof it
entrepreneurship. (June; Spiegel & Grau; $28)
Move Your Bus

An Extraordinary New Approach to Accelerating Success
by Ron Clark
As a newbie teacher in New York City, Ron Clark gained fame for taking a class of
low-achieving students and turning them into star pupils whose test scores exceeded those
of gifted students. In 2006 he founded his eponymous academy in inner city Atlanta, where
his innovative approach continues to inspire students and teachers.
Clark believes that academia and business have a lot in common and that his education
approach works equally well outside the classroom. As a good teacher, Clark came up with
the visual metaphor of a bus to illustrate his theories and tactics. The bus symbolizes the
company. The distance it travels represents the companys progress, while employees provide
the fuel that keeps the bus moving. Of course, a bus needs a driver or the bus goes nowhere.
Clark shares the qualities of an effective leader (credibility, reliability, trustworthiness,
dUgg]cb WcbXYbWYUbXcZgcaYcbYk\c\UgUW`YUfj]g]cb"6mh\Yh]aY\YfYa]bXgfYUXYfg
that a good driver/leader needs to clean the windshield, the bus analogy has, well, run
]hgWcifgY"
Move the Bus is a good primer on management style and technique for newly minted
aUbU[YfgUbXgaU``!Vig]bYggckbYfg UbXZcfYad`cmYYg`cc_]b[hcbXh\Y]fZcch]b[cf
WfmghU``]nYh\Y]ffc`Yg]bUbYkWcadUbm"GYUgcbYXVig]bYggZc`_k]``bXh\YagY`jYgWfUj]b[U
more advanced curriculum. (June; Touchstone; $20)
82SUCCESSJULY2015
The Achievement
Habit
Stop Wishing, Start Doing, and Take
Command of Your Life
by Bernard Roth
How do you bridge the gap between trying
and doing? How do you move yourself from talking about something
hcUWh]b[cb]h36YfbUfXFch\\UgUg_YXh\UhgYf]YgcZeiYgh]cbghc
countless students since he inaugurated his Designer in Society class
at Stanford University in 1971.
In The Achievement Habit Fch\dfYgYbhgYlYfW]gYg ghfUhY[]YgUbX
tactics to help readers build up and strengthen their achievement habit.
For starters, identify what specifically is standing in your way and
dfYjYbh]b[mciZfcaacj]b[hckUfXmcif[cU`"8cmcibXmcifgY`Z
blaming others, life circumstances, responsibilities or financial
Wcbg]XYfUh]cbgYjYb]ZgcaYcZh\YgYUfYjU`]X3Fch\if[YgfYUXYfg
to recognize that defaulting to excuses is self-defeating. He assures
that changing the way we think about our options opens up a world of
dcgg]V]`]h]Yg"Fch\aU_YgW`YUfh\Uh]hgYadckYf]b[UbXYbYf[]n]b[hc
realize that you have more control than you ever imagined over what
you achieve in life.
Fch\gUjibWiÙfhcbY [Ybh`YdYfgiUg]cbUbXWcbWfYhYUXj]WYk]``
convince you that turning yourself into an achievement superstar is not
only possible, its inevitable. (July; HarperBusiness; $27.99)
LINKS
to SUCCESS
Find more great reads
@ store.SUCCESS.com.
Busy
How to Thrive in a World of Too Much
by Tony Crabbe
Next time you start to describe yourself as
busy, you might want to take a pause and
consider what Tony Crabbe has to say about the
words real meaning. According to Crabbe, busy
]gUjc]XUbWYUkUmhcdihch\Y\UfXghi"
When we have to choose between skimming
through email and grappling with a complex project, were
likely to choose the easier email route.
Busy is also a brand, writes Crabbe. When we demonstrate our
busyness to the world we proclaim our value, he says. Crabbe goes
cbhcYldÙ]bk\mVigmbYgg]gUbUXX]Wh]cbUXcdUa]bY\]h]g]bjc`jYX"
Youll want to ban busy from your vocabulary after reading Crabbes
delightful takedown of busyness as an excuse, explanation and
i`h]aUhY`mgY`Z!U[[fUbX]nYaYbh"HcVYW`YUf 7fUVVY]gbhUXjcWUh]b[
g`ch\cfÙn]bYgg"
Crabbe presents an array of techniques and tactics to help readers
relinquish their busyness and gain control of their lives. Written in
short sections with graphical breaks, pullouts and bullet points, Busy
is a very smart, fun and enlightening read. (July; Grand Central
Publishing; $28)
In Brief
Getting (More of) What You Want
How the Secrets of Economics and Psychology Can Help You
Negotiate Anything in Business and in Life
by Margaret A. Neale, Thomas Z. Lys
Good negotiators are made, not born, contend
Margaret A. Neale of the Stanford University
Graduate School of Business Management and
Thomas Z. Lys of the Kellogg School of Management
at Northwestern University. Using anecdotes and illustrative
scenarios, the authors parse and analyze sample sessions
showing what transpired, what should have transpired, when
to engage and when to walk away. They examine how our own
psychology can be our greatest enemy, and explain how to
avoid other impediments to successful negotiation. By steering
clear of academic-speak, the authors have written a valuable
guide to a complicated subject. (July; Basic Books; $27.99)
What You Arent Seeing

How Using Your Hidden Potential Can Help You Discover
the Leader Within, The Inspiring Story of Herb Greenberg
by Patrick Sweeney
Blinded by a bacterial infection at the age
of 10, Herb Greenberg not only adapted, he
excelled. He earned a Ph.D. and founded Caliper,
a successful international management firm
that helps companies in the hiring process. More
h\Ub ' a]``]cb dchYbh]U` Yad`cmYYg Uh &) $$$
companies have taken the personality assessment test
he developed. In this homage to resilience, courage, drive and
determination, Greenberg, now in his 80s, tells his story with
the help of writer Patrick Sweeney and imparts his wisdom on
how to tap into your leadership potential. (June; McGraw Hill
Professional; $26)
Power Score
Your Formula for Leadership Success
by Geoff Smart, Randy Street and Alan Foster
Helpi ng c ompa n ie s f i nd a nd de velop
top-notch teams is the focus of management
fa[\GA5FH"H\YUih\cfg U`àU^cfdÙmYfg
at the company, present a simple formula
DKFdf]cf]h]Yg k\c fYÙh]cbg\]dgh\Uh\Y`dg`YUXYfg
and their teams to identify ways to achieve desired goals.
Heres how it works: Leaders and their teams get together
and rate themselves using the equation to arrive at a score.
The power score is the secret sauce that gives the group the
information needed to fix problems. The authors provide
plenty of guidance presented in an accessible Q & A format.
(June; Ballantine Books; $26)
SUCCESSJULY201583
NUTS & BOLTS
THE
RESULTS
GUY
TONY JEARY
The RESULTS
Guyis a
strategist and
author advising
top organizations
and high
achievers around
the world.
Stay Competitive
Do you understand your competition? High

achievers need to know whats going on with
their competitors. Its important to know how your
competitors are talking to your existing clients or
prospects. What are they saying about you? What are
they saying about your business? Do they have an online
footprint that you dont have?
Successful people keep up with changing technology
to remain competitiveincluding social mediabut
as with everything, theres a balance. A lot of people
are making a lot of money with face-to-face contact,
and a lot of people are losing money because theyre
completely focused on social media and not on face-toface relationships. Do your due diligence and
know where your blind spots are. Keep
current on the things that are relative to your success, and

become consciously aware of things that are outdated. (If
mcifYgh]`ìg]b[@]b_YX=bcf:UWYVcc_jYmYUfgZfca
bckUbXmcifWighcaYf]gig]b[UWcad`YhY`mX]YfYbh
method of social media to communicate with people, you
could be missing out.) Change what needs to be changed.
Stay competitive on the ground and stay competitive in
virtual spaces.
You can make a small business feel larger by harnessing
the power of technology. Build a database of existing
clients and customers, and market to them year after year
for repeat business. Consider email blasts, text marketing
and other ways of communicating virtually to help you
stay in touch with your customers and communicate
j]hUàYggU[Yg"
You may not need the latest advances in technology, but
one thing is for sure: You need
k\UhmcifWighcaYfgkUbh"
I n t h i s mobi le world ,
technology makes it simple to
foster stronger relationships;
and if youre not using it,
mcifY`cg]b["
How to Become a Subcontractor
GcaYh]aYgUbcddcfhib]hm]gf][\hibXYfmcifbcgYUbXY]h\YfmciXcbh_bckUVcih]hcfmci[ifY]hgVYmcbXmciffYUW\"H\Y:YXYfU`
government wants to reach its annual goal of awarding 35.9 percent of all subcontracting dollars to small companies. Because most large
projects usually go to larger companies, all large companies bidding on prime contracts must specify what percentage of the money awarded
would be used to hire small-business subcontractors. Heres how to get your foot in the door:
1. SBAs Contracting Support for Small Businesses: Check out the Small Business Administrations website
(SBA.gov) to learn everything you can about subcontracting before you make a bid. Find out if you qualify for set-asides
for specific types of small businesses, such as women-owned businesses, veteran-owned businesses, small disadvantaged
businesses or HUBZone (Historically Underutilized Business zone) opportunities.
2. SAM.govcfH\YGmghYaZcf5kUfXAUbU[YaYbh]gh\YcW]UÌ"G";cjYfbaYbhcb`]bYXUhUVUgYcZ
WcbhfUWh]b[cddcfhib]h]Yg"FY[]ghfUh]cb]gZfYY UbXmciaighVYfY[]ghYfYX]bG5AVYZcfYmciWUbVY
awarded any contracts.
3. SBAs SUB-Net is the website where prime contractors post solicitation or notice of
sources sought (NSS) for small businesses. Here you can search through open RFPs (request for
proposal) for subcontracting opportunities.
Rieva Lesonsky, CEO of GrowBiz Media
84SUCCESSJULY2015
D.I.T.C.H. Your Customers!

Use this acronym to get rid of bad business.
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6UXW`]YbhgWUbYUhidjUìUV`YfYgcifWYg
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Get Lucky
Improving your job search is easy as 1, 2, 3

1. NUMBERS:
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employees who help
increase their sales and
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Make your office more productiveand greenwith these tips.
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86SUCCESSJULY2015
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Build Your Digital

Personal Development
Library and Playlist!
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Jim Rohn John C. Maxwell

Darren Hardy Les Brown
Stephen Covey Terri Sjodin
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ACTION PLAN
TURN YOUR KNOWLEDGE INTO POWER
10 Actions You Can Take Right Now
ASK AN EXPERT
STAY
THE COURSE
HEAR THEM OUT
CUSTOMER
CLOUT
DONT RUSH IT
If your knowledge
is deficient in some
areaperhaps
youre confused by a
computer program or
a section of a profitand-loss statement
reach out ASAP for
an explanation from
someone in the know.
Post your companys

principles or mission
statement prominently
in your headquarters
as a reminder of your
goals and ethics. Do it
before you punch out
this evening.
(PAGE 54)
Open your mind

starting now. If
someone puts forth
an idea that pushes
the envelope or seems
outrageous, listen up.
People appreciate
being heard (and you
might get in on the
next big thing).
(PAGE 36)
(PAGE 24)
Consumers, especially
those sharing online
reviews, have
tremendous power
in the marketplace.
Leverage their influence
by upgrading your
customer service and
soliciting feedback
rightaway.
Closing in on a
deadline? Despite the
pressure, carefully think
through your decisions
and actions. Set aside
the time today.
(PAGE 42)
(PAGE 6)
LESSON PLAN
PRACTICE
SAFE INTERNET
Tonight, and every

night after work,
write down what you
learned, both good
and bad. Review these
lessons regularly so
they will guide you
toward future success.
(PAGE 26)
Assess your data

security and identify
three ways to
strengthen it. Take
the first step toward
improved protocols
and software within
24hours.
(PAGE 65)
8
CUT EM LOOSE
Dont wait: Set a policy
that you will eliminate
freebies or steep
discounts to customers
who continually try
to hustle you. They
will not help you grow
yourbusiness.
(PAGE 85)
9 10
DONT
REINVENT
THE WHEEL
Save time by
creating templates
for repetitious tasks:
proposals, new-client
questionnaires,
prospect follow-up
letters and emails, etc.
Draft at least one by
days end.
(PAGE 34)
88SUCCESSJULY2015
DIAL DOWN
THE NOISE
Clear a path for
personal growth
by removing
distractions
for example, by
meditating, exercising
and turning off the car
radio. Begin this habit
immediately.
(PAGE 15)
SUCCESS. PRODUCTIVITY.
LEADERSHIP. RESULTS.
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SUCCESS.com July 2015

Some people want to get more out of

Snack on these bite-sized stories for a boost

Organizing a family history strengthens the

Squint hard and read about the latest

Break up with a business

by Drs. Mehmet Oz and Michael Roizen

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Use these tips to make the most of the

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The CEO of a software giant

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A former inmate launches an

Edited by Jesus Jimenez

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How do you keep a good

I Dont Want Your Money,

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John Maxwell: 8 Ways to Lose in Business

5 Ways Blogging Changed My Professional Life

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The Network That

PATRICK BUYS all of his flowers online. He feels

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Patrick went to see Rose. She was just as her reviews

Once upon a time, the large supermarket put all

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TAKEOFF: HEIDI KLUM

Required reading for sure!

Our March 2013 issue of

We raised the important problem of

Editors note: Youre in for a treat; this

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SEE YOU ON THE RADIO

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SUCCESS CHANGED HIS LIFE

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LETTERS TO THE EDITOR

Until this happens, start a savings plan.

Sam Walton, Mark Twain, Henry Ford

Traits Winning CEO's Share (Success Magazine)

Traits Winning CEO's Share (Success Magazine)