The first bit of concrete feedback I recall receiving in the workplace was from a fellow colleague, a much more experienced person than I. The feedback was not part of a review, he was not my supervisor, but someone I worked with daily. I don’t know what prompted him to share the feedback. I am so grateful that he did. His exact words escape me, but the sum of the feedback focused on my lack of warmth and the perception of being an “ice maiden”. I was shocked.
Stress. You know the feeling, the drop or churning in your stomach, the sweaty palms, the flushing of the face. Full-on signs that something or someone has just sent you on a path of worry, frustration, fear, or panic. While not always appreciated, our bodies send us instantaneous signals of our state of being. The trouble with these reactions is that they served us well when we needed to outrun the saber tooth tiger. Most of us are not living in that environment today, yet our brains have not evolved with our change in circumstances. The outsized reaction is referred to as an Amygdala highjack. This is where Adam Smith’s wisdom can help us evolve beyond our caveman days. But we have to get to that place to step outside ourselves. How do we do that?
B2B businesses, particularly professional services, are some of the most skeptical and risk-averse companies when it comes to embracing marketing. I should know because I service this client base. However, once I explain how marketing can elevate awareness and increase ROI, most B2B companies will adopt today’s proven digital marketing tactics. In today’s blog, we explore some common myths and provide insights into the power of B2B marketing. Common Marketing Myths Debunked Myth #1: My website is the only marketing initiative my business needs. First, having a website is a critical piece of any marketing plan, but it’s not enough. Many business owners believe having a website is enough to generate leads and grow their business. Unfortunately, this is a myth. While a website is important, it’s far from the only marketing investment you need. In today’s digital landscape, there are numerous marketing tactics that you can use to grow your business. From email marketing and content creation to social media marketing and search engine optimization, there are many approaches that you can use to increase your visibility and reach potential customers. Additionally, it’s important to remember that having a website is not a one-time investment. You must constantly update and optimize your site for the best results and develop a comprehensive marketing strategy incorporating multiple tactics. This will ensure you can reach your target audience and build a strong brand presence. Myth #2: B2Bs don’t need a marketing strategy. When it comes to marketing, B2B companies need to take a strategic approach to ensure their efforts are successful. Without a plan in place, there is a risk of wasting time and money on tactics that are not effective. On the other hand, a well-crafted
I have a highly intelligent and successful ‘left brained’ colleague and friend who ‘gets it’ when it comes to understanding that data and fact sheets do not communicate meaning. This software developer, entrepreneur, certified project management professional, author, award-winning speaker and CIO of a medical practice knows that all the data in the world will not convey key messages, prompt engagement, nor influence behavior. I’m sharing his words and hope you find them of value, as do I. I’d love to hear your thoughts! “What is the value of collecting and analyzing data if it doesn’t change thinking or behavior? Too often we settle for data dumps that give the “illusion of understanding.” Why? Because that is how we were taught. And the results can be very costly, and in the case of the Challenger Disaster, even deadly. For the first time in human history we can lift the veil of illusion and see into a working brain. Leverage new insights offered by neuroscience and cognitive psychology to make your presentations more effective, efficient and reliable. It’s not the data that convinces us, it’s how we feel about the data that convinces us.”
Effective branding includes everything that influences the opinions of consumers about you, your product, or your service. The ability to be authentic and humanize your brand provides a critical connection to your customers—one that engenders loyalty and increases sales. Your brand is your most important asset. Fact: Everyone has an existing brand, whether intentional or not. The key is to be proactive about your personal brand. Whether you are a budding entrepreneur, a mid-level executive looking to move up in your organization, a business owner, or a professional services specialist, paying careful attention to your personal brand is essential for long-term success. This article explores the importance of managing your personal brand. YOU HAVE A BRAND, WHETHER YOU LIKE IT OR NOT One word: Google If you don’t take ownership of your brand, the Internet will do it for you. Have you ever Googled yourself? Go ahead. What are the results? Are you surprised? Is it the lack of information or some surprising uncomfortable results? It’s time to embrace your personal brand. If you have neglected your brand presence, it’s not too late. As with any endeavor, focus and consistency will generate positive results. Add search engine optimization (SEO) to the mix, and you will find that your brand will advance and opportunities will increase.
Date: June 10, 2022 Sign on Time: 11:45 a.m. Start Time: 12 p.m. End Time: 1 p.m. Questions: Chat
A traveler came upon an old woman selling vegetables by the roadside. “Grandmother, what sort of people live in the next town?” asked the stranger. The old woman looked at the traveler. “What were the people like in the town you just came from?” she asked him. “Oh, They were a bad lot. Troublemakers, and lazy too. The most selfish people in the world, not to be trusted. I was happy to have left.” “Well, I’m afraid that you’ll find the same sort in the next town,” said the old woman. Disappointed, the traveler continued on. Sometime later another traveler came from the same direction and stopped to talk to the old woman selling vegetables by the side of the road. “Grandmother, what sort of people live in the next town?” asked the stranger. “What were the people like in the town you just came from?” she asked. “Oh! They were the most wonderful people. Hardworking, honest, and friendly. I’m sorry to have left that town.” “Fear not,” said the wise old woman. “You’ll find the same sort in the next town.” — Dan Kaplan helps leaders overcome communications challenges Subscribe to the Daily 2 Minute Communication Tip: Join our weekly Leadership Communications Program:
Join us on Wednesday, May 11 from 10-10:45am for the next edition of our virtual and free Scaling Skills Speaker Series, “I’m Already Good at Conflict Resolution Damnit!! Our presenter is Terry “Doc” Dockery, Ph.D., and his experience has been that: a) constructive conflict resolution is essential to business success, and b) most folks think they’re better at it than they really are. Feel free to invite others, and we look forward to seeing you soon! Zoom link:
Why does a business need a multichannel marketing approach? Because today’s consumer seeks information through various communication channels regardless of industry or size. Therefore, all businesses need to consider a variety of touchpoints to build greater awareness of their product or service. This
Conflict avoidance and mitigation create artificial harmony, and by contrast, teams that are comfortable with “creative conflict” will find that the best ideas emerge from debate. In ourThe 5 Dysfunctions of a Team, defines good conflict as “productive, ideological conflict: passionate, unfiltered debate around the issues of importance to the team.” Teams without trust certainly do have conflict, but the kind of conflict that’s laced with politics, pride, and competition, rather than the pursuit of the best decisions. When people who don’t trust each other engage in passionate debate, they’re trying to win an argument. They’re not listening to each other’s ideas or reconsidering their own point of view. They’re figuring out how to manipulate the conversation to get what they want. Nearly as destructive, some teams avoid conflict and never engage in tough conversations because they don’t want to get uncomfortable. They don’t want to offend, have others feel personal rejection, or feel it themselves. As a leader, you can’t expect to arrive at the best decisions without healthy, creative debate that sometimes gets heated or passionate. According to Lencioni, “If team members are never pushing one another outside their emotional comfort zones during discussions, then it is extremely likely that they’re not making the best decisions for the organization.” Teams that communicate well are capable of engaging in healthy disagreement and constructive conflict. So what can you as a leader do to minimize unhealthy conflict and foster healthy, productive conflict on your team? Establish conflict norms You’re the leader. You drive the culture. Conflict norms are essentially rules of engagement, and they can vary drastically from group to group. When teammates know the rules of engagement, they are more likely to be comfortable speaking their minds and disagreeing about what matters. Some teams don’t have a problem with emotionally charged, loud debate, even if it’s laced with emotion, swearing, or interruption. Some teams prefer to keep things relatively emotion-free, logical, and objective. According to Lencioni, “One thing is certain: having clear norms gives teams a huge advantage when it comes to ensuring the exchange of good ideas.” A measure of judgment is required from you as the leader when setting the tone and ground rules for what healthy debate looks like on your team. Take into account the capabilities and attitudes of your teammates. If you’re unsure how to define these norms, here’s a 30-minute team exercise: Have all team members write down their preferences for acceptable and unacceptable debate, in terms of language, tone, volume, emotional content, expectations of involvement and participation, avoidance of distractions, and timeliness of responses. Have each team member review and explain their preferences with the rest of the team. Discuss collective preferences, paying attention to areas of difference and unacceptable behavior that everyone can commit to. Formally record and distribute your Conflict Norms. This approach is effective because it gives everyone a chance to be heard. Once the team knows the norms, it makes
“So, tell me about yourself.” “What’s happening on the big project?” “How are our quarterly numbers?” If you want to sound confident, your response to any question should be clear and engaging. “Ummm, that’s a good question…” or “Well, that depends…” does not communicate confidence. At The Confident Communicator, we coach aspiring leaders to start an answer by showing they’ve heard the question and want to engage in a positive way. “Tell me about yourself.” “I’d be happy to….” Author Judith Humphrey calls this a “grabber.” It grabs the listener by the lapel and says: hey, come with me! “How is the project coming?” “It’s on track…” Grabbers respond to the question but do not provide a full answer. They provide a bridge from the question to the answer. The second component of a confident response is a succinct message. Your message should capture the main point you want to make in a phrase or single sentence. If the other person remembers nothing else from what you said, it’s this one thing. “Tell me about yourself” “I’d be happy to. I thrive on creative projects.” Boom! Grabber + Succinct Answer = Confident. “How are our quarterly numbers looking?” “Excellent. “We increased new applicants by 40%.” Even when answering a factual question, your message can transcend the facts. Pro Tip: in advance, think of a succinct answer to tough questions you may be asked. Be ready! Sign up for your daily leadership communications tip at
Submitted by Lone Star Capital Bank. Information provided by American Bankers Association. Every day, thousands of people fall victim to fraudulent emails, texts and calls from scammers pretending to be their bank. And in this time of expanded use of online banking, the problem is only growing worse. In fact, the Federal Trade Commission’s report on fraud estimates that American consumers lost a staggering $3.3 billion to these phishing schemes and other fraud in 2020—that’s nearly double what was lost in 2019. It’s time to put scammers in their place! Online scams aren’t so scary when you know what to look for. And at Lone Star Capital Bank, we’re committed to helping you spot them as an extra layer of protection for your account. We’ve joined with the American Bankers Association and banks across the country in a nationwide effort to fight phishing—one scam at a time. We want every bank customer to become a pro at spotting a phishing scam—and stop bank impostors in their tracks. It starts with these four words: Banks Never Ask That. Because when you know what sounds suspicious, you’ll be less likely to be fooled. These top 3 phishing scams are full of red flags: Text Message: If you receive a text message from someone claiming to be your bank asking you to sign in, or offer up your personal information, it’s a scam. Banks never ask that. Email: Watch out for emails that ask you to click a suspicious link or provide personal information. The sender may claim to be someone from your bank, but it’s a scam. Banks never ask that. Phone Call: Would your bank ever call you to verify your account number. No! Banks never ask that. If you’re ever in doubt that the caller is legitimate, just hang up and call the bank directly at a number you trust. You’ve probably seen some of these scams before. But that doesn’t stop a scammer from trying. For more tips on how to keep phishing criminals at bay, visit our website at
There is a common misconception that what an employee does outside the workplace, particularly on social media, is not the employer’s responsibility.
ROBS – or use funds from their existing personal 401(k) or other retirement accounts as capital for buying a business. In addition to creating cash flow and minimizing the use of debt, ROBS are an attractive source of funds unlocking value from an individual’s retirement savings to fund a business, what are the tax advantages that make considering a ROBS strategy worthwhile? First, there is the aspect of tax deferral. Financing through ROBS avoids the early withdrawal penalty normally incurred when funds are withdrawn from retirement savings prior to retirement. When you use the capital from your 401(k) to fund a new income taxes or penalties, more money is available to go into the business, thus maximizing your available capital. In addition to increasing capital efficiency, you avoid loan obligations because ROBS is not a debt product. It’s simply accessing the equity you already have built up in your retirement plan, so there’s no monthly repayments or interest like you would incur with a loan. Accessing Business Capital Through ROBS Here are some points to remember about how the flow of money works when using a ROBS strategy: The new business entity to be funded must specifically be established as a C-Corp. After a new 401(k) or profit-sharing plan is the business advisory space and how to implement a ROBS strategy. For a consultation on your business plans and objectives, please contact us at 770.740.0797 or email info2@SJGorowitz.com.
As a small business owner, your instinct might tell you to seize every opportunity that knocks on your door. Let’s face it: saying yes can be a thrilling ride into new ventures. Sometimes, you need to remind yourself of your organizational Sweet Spot. Does your team have the bandwidth, the people power, and the infrastructure to take it on? Sometimes, saying no is not just the better option; it’s a powerhouse move that aligns your business with your growth goal. Here’s the lowdown on when, how, and why flexing your “no” muscle is your smartest play. The Unmanageable Yes When you’re overcommitted and under-resourced, every additional yes is like adding more weight to an already overstretched team. If saying yes means sacrificing the quality of your work, spreading your resources thin, or burning out your team, then it’s time for a firm, resolute “no.” Remember, quality over quantity isn’t just a great saying – it’s the golden rule for sustainable growth. The Misaligned Opportunity Some opportunities seem golden on the surface, but they won’t help you achieve your business mission, vision, or values. Listen up: Your business is your compass; every decision should steer you to your true north. If it doesn’t fit, say no. It’s not just about avoiding the wrong turn; it’s about staying true to your course and your team’s potential. The Power of Prioritization Here’s a reality check—you can’t do it all. When you say no to less important things, you say yes to more focus, energy, and time for what truly matters. Embrace the art of prioritization because knowing what to decline is as vital as knowing what to pursue. Make your yes count! Cultivating Respect Saying no isn’t just about protecting your time and energy; it’s about setting boundaries. Assertiveness isn’t rude; it’s a sign of respect – for yourself, your team, and your business’s vision. When you respect your limits, others will follow suit. It signals to the world that your time, team, and resources are valuable. Conclusion Saying no is a tough decision. It’s not a negative judgment; it’s a selective choice. Think of the word no as a complete sentence and a powerful tool to guide your business to where it truly belongs. So, the next time you’re faced with a request that doesn’t feel right, plant your feet, take a deep breath, and remember that saying no is not just okay—it’s essential for your business’s health and ongoing success. Do you need to get in your Owner Sweet Spot?
GAAP traps often occur when a business owner sells a company to a third party. The transaction is commonly memorialized by a Purchase Agreement. That agreement contains certain representations (or “reps”) and warranties. Some of these are common sense and should pose no problem to someone who has operated a good business. The Accounts Receivable represent money that is actually owed to the company. Taxes have been filed on a timely basis. The seller doesn’t know of any pending litigation. The owner has the right and authority to enter into a sale agreement. There is one, however, that is frequently required by attorneys who don’t understand privately held business, and agreed to by owners and their attorneys who don’t understand what they are guaranteeing. They are Generally Accepted Accounting Principles, or GAAP. What is GAAP? To start, the term “Generally Accepted” is misleading. It could easily be interpreted as “what everyone typically does.” Nothing could be further from the truth. GAAP is determined by two organizations, the Financial Accounting Standards Board (FASB) and the Securities and Exchange Commission (SEC). Per I
In the United States, as much as 75% of the workforce is paid biweekly or less often. For many workers, such a delay makes paying bills on a timely basis a challenge. In recent years, this point of pain has resulted in financial institutions providing paycheck advances before payday (“Earned Wage Access” or “EWA”). Earned Wage Access products are offered through two primary models: employer-partnered and direct-to-consumer. While employers sometimes make these fee-free, some Earned Wage Access products come with fees for expedited service, subscription fees, or requested “tips.” In response, the Consumer Financial Protection Bureau (“CFPB”) proposed an interpretive rule explaining that many (but not all) Earned Wage Access products are consumer loans subject to the Truth in Lending Act (“TILA”). The proposed rule explains how existing law applies to EWA, and replaces a 2020 advisory opinion that addressed a very specific paycheck advance product that is not common. The proposed rule makes clear that many paycheck advance products – whether provided through employer partnerships or marketed directly to consumers – trigger obligations under TILA. Specifically, the CFPB’s proposed rule makes clear that: Many EWA costs are finance charges: “Tips” and expedited delivery fees are finance charges under TILA. However, when EWA is truly free to the employee, there are no finance charges. Borrowers must receive key disclosures: Among other requirements, earned wage lenders must provide workers with appropriate disclosures about the finance charges. The proposed rule is unlikely to have an impact on employer obligations. However, companies that partner with earned wage lenders may want to inquire about the fees the lenders charge. Employers who partner with earned wage lenders especially should take interest in whether lenders charge consumers any fee, which would likely be considered a finance charge under the current interpretive rule. If so, the employer should ask the lender if they are providing the required notice. Even if the notice is not the employer’s obligation, knowing that it is being provided will avoid one more potential headache! The CFPB encourages the public to submit comments on the proposed rule to inform whether additional clarifications are needed. Comments will be accepted until August 30, 2024. Brody and Associates regularly advises management on complying with the latest local, state and federal employment laws. If we can be of assistance in this area, please contact us at info@brodyandassociates.com or 203.454.0560
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