Everywhere I go lately, small business owners, company execs and everyone in sales is preoccupied with closing deals.  The economy has certainly made business a lot more difficult to succeed in, and more than ever, we all need to constantly be analyzing how we’re doing things to keep getting smarter, better, more efficient and more effective.  And at the top of everyone’s list: making more money.

That all said, I want to share some hard earned insight that will hopefully save many of you a lot of time, money and aggravation.

When you’re courting a new company or client, the sales process can easily get dragged out over a matter of weeks, months, or worse, never really result in an answer at all – be it yes or no.  So, how do you cut to the chase and find out whether there’s really even a deal to be done in the first place?

A few simple questions can make all the difference.

1.  What exactly are you looking to have done?

2.  What does success look like for this project?

3.  Where does this fall on your overall priority list?

4.  Are you exploring solutions with other prospective consultants/contractors?

5.  What questions do you have about me/us/our work?

6.  What’s the time frame you’re looking to start and execute this in?

7.  What does your budget look like?

8.  Who is the ultimate decision maker? (Who controls the checkbook?)

9.  Do you have a specific process for closing deals like this?

10.  As for next steps, would you like me to send you a recap of our conversation and a proposal on how we might be able to help you/best serve you?

They say yes, and you have yourself a hot lead.

It may take a meeting or so to build rapport and get comfortable enough to ask these questions, but rest assured you’ll start closing deals a heck of a lot faster when you get answers to these questions early on.

Learn to succeed with investors–from a guy who failed.

Shortly after my college graduation, a few friends and I started a new media company. Within a few weeks we fleshed out the concept, wrote a business plan and set out to seek financing. With a little hustle, I managed to get us a meeting with a well-known investment firm to discuss the opportunity. Even though our business had yet to bring in a single dollar, and none of us had ever been the CEO of coffee shop let alone a multi-million dollar enterprise, we were all confident that we had a sure thing on our hands. After all, our financial projections forecasted gross revenues of $200 million. What investor could say no to that?

We’d be rich. All we needed to do was raise a small amount of capital–$15 million.

I remember thinking, “How hard could it be?” We were obviously, naïve, foolish and delusional.

There was one small problem with our plan. None of us had any idea how to pitch an investor. So I did what any clueless entrepreneurial upstart would do: Google searched “how to pitch an investor”.

Nothing that I read online could have prepared me for what was to come. We would quickly find out that our presentation was doomed before we ever set foot into the meeting. In reality, it was doomed before we started writing the business plan.

At the beginning of the meeting one of the investors asked me to hand him a one-page executive summary review. I hadn’t prepared a summary, so I handed him the first 11 pages out of the binder encasing my 95-page business plan. Strike one.

Less than four slides into my 32-slide presentation, the second investor interrupted me and said, “OK. Stop. I get it. You definitely don’t need $15 million.”

Defending our business plan, I overconfidently replied: “It can’t be done for less.”

“Really? It can’t be done, huh?” he responded with a smirk masking a hint of laughter. Strike two.

Both of the investors then proceeded to hit us with a barrage of questions:

“How much money have you personally put into your business? Anywhere near $15 million?”

“How can you possibly substantiate gross revenues of $200 million in year three?”

“Why are you trying to produce, market and distribute 10 products at the same time before you see if a single one sells at all?”

The questions went on and on. None of our answers were favorable. Strike three.

As you might have guessed, I didn’t walk out of that meeting with a $15 million check. I later realized, however, that this was one of the greatest educational experiences of my young career. I learned more about real-world fundraising in 30 minutes than many entrepreneurs learn in a lifetime. To this day, whenever I pitch investors for capital, I always remember these six hard-learned lessons:

1. Less is always more.

An elevator pitch is vital. Verbose presentations and lengthy explanations will not impress investors, and most likely will turn them off. Present your business in a manner that’s short, sweet and to the point. Investors need to be confident that your business will attract and retain customers. If they don’t grasp your concept in a short time span, they may presume that customers won’t understand it either.

2. Never hypothesize. Execute, execute, execute.

Inspire confidence with facts, not fiction. Most investors seek out low-risk businesses with proven managers that are as close to guarantees as possible. A company with cash flow, a track record and real-world experience has a better chance of getting investors than a business plan forecasting large returns. Find ways to test your business’s viability on a shoestring budget, and turn your idea into a functional business before you seek investment.

3. Leave the hockey sticks on the ice.

Excite investors about your big picture, but be reasonable and responsible. Avoid hockey stick projections. Respectable investors will not take you seriously if you present them with nonsensical financial graphs that claim your company’s revenues will grow from $100,000 to $50 million in three years. Show investors that you have a grasp on reality with three versions of financial projections: best case, moderate case and worst case. Base each of these models on facts, past and present performance data, industry and competitor analyses and a series of well-thought-out, defendable assumptions.

4. Learn to love discount stores.

Being cheap is chic. In an age where spending is out of control, you’ll need to prove that you are a fiscally responsible manager who knows how to get the most out of a buck. Give yourself wiggle room in your operations and marketing budgets, but avoid being excessive. Never ask for a large salary or big-budget perks. Investors want you to be in a position where everything is on the line.

5. Rome wasn’t built in a day. Your business won’t be either.

Investors are wary of funding over-eager businesses that seem destined to bite off more than they can chew. Before asking for millions of dollars to fund 50 divisions and hundreds of product lines, prove how well you can create, manage and fulfill demand for a single product. Demonstrate that your business can crawl before you say it can walk. Perfect your marketing tactics, sales strategies and operational procedures. Investors appreciate companies with sustainable step-and-repeat business models that are poised for exponential growth. Remember, even Google’s success is based on a single product.

6. Choose not to be the smartest person in the room.

Know what you know, know what you don’t know and find the people who know what you don’t know. Build a team of credible experts. The smartest leaders in the world are those who surround themselves with smarter people. Investors are funding a management team as much as they are investing in a great business concept.

Are you a young entrepreneur with a unique venture? Email Scott about it at pitchme@askgerber.com.

Scott Gerber is Entrepreneur Magazine’s Young Entrepreneur columnist, CEO of Gerber Enterprises and founder of AskGerber.com. Visit AskGerber.com to find out how your business can get featured in Scott’s new book, Never Get A Real Job. For information on speaking engagements, media appearances or Gerber Enterprises’ portfolio of businesses visit www.GerberEnterprises.com. Follow Scott on Twitter @askgerber.

Truth: Most people never become what they could be. Without a definite purpose or ambition, they cruise along in life, tackling what’s easy with great aplomb, saving what’s difficult for another day that never comes. When obstacles become too tough, too inconvenient or seemingly insurmountable, they give up, then resign themselves to the fact that success wasn’t meant for them.

Obstacles – nasty as they may be – are really nothing more than giants on the road to your goal. Giants pop up to test you, to strengthen you and – more often than not – to make you prove you’re ready for what you want in the first place. (Some people say that giants are a sign that you’re on the right path.)

No matter what you do in life, how you handle giants will ultimately determine how successful you become.

Be warned, however: Giants are clever. They come disguised as a lack of time, funds, education, contacts, resources…you name it. There’s a garden variety to choose from, all giants nonetheless. Perhaps the greatest giant of all is insecurity, i.e., who am I to do that? Don’t allow yourself to get intimated by big projects and paralyzed into inaction. Whenever feelings of doubt of insecurity creep in, recognize it for what it is – fear – and then get out of your own way. (Note: The more giants you tackle, the easier they become to defeat.)

The key to conquering fear is not to try and banish it completely (which is impossible), but to deal with it. Use it. Turn your fear into focus. No matter what the situation, if you take the spotlight off of yourself (how is this going to make me look?) and put it on the task at hand (what would really make this project outstanding?), you’ll have an easier time moving forward.

“Focus is bringing everything you have to what you want and cutting off everything else.”

~Advertising Legend Mary Wells Lawrence

Emily Bennington is the author of Effective Immediately: How to Fit In, Stand Out, and Move Up at Your First Real Job. She hosts a popular blog for career newbies at www.professionalstudio365.com and can be found on Twitter @EmilyBennington or via email at ebennington@msn.com.

I always wanted to be both an entrepreneur and writer. Which is what led me to start Literary Magic, an online literary magazine. I was only 15 at the time and was heading into an industry known for thick competition and thinner business plans, but I used my verve and love for writing and words to distinguish my creation from the rest. So was born Literary Magic, the first online source for literati of all parts: short stories and literature combined with linguistics and etymology.

Literary Magic is like a story to me. Like my life, it’s had its up and downs. Successes and failures. But now our traffic has grown and our name has begun to establish itself within the minds of literati and bibliophages (people who “consume” books at a ludicrous rate). We receive hundreds of submissions a year and dozens of book review requests. What started as an idea for a website has been transformed into a thriving venture. Now I’m working on turning it into a profitable business, utilizing a three-pronged business model of advertising, consulting and e-commerce.

I first got started with Literary Magic by following my passions. At 12 I wrote my first book. That took three years. My second book took three days. Sound crazy? Well, if there’s a will there is a way. This led to me to explore other aspects of the English language, which birthed Literary Magic. Since then, I have written over 200 articles and reviews on language and business, received the Attorney General’s Triple C Award and won my high school’s English literature award.

But my passions took me further. Only six months after working on Literary Magic, the former New York Times columnist William Safire dubbed me a “word maven.” A few weeks later, I was invited to intern with The McGraw-Hill Companies to work with their Online Media team.

The most important things I have learned from my experiences is to never give up and that while there is no formula for success, one method that works for me is the equation “Idea + Implementation = Success. Ideas are nothing if you do not persist and put in the effort to make it happen.

I have also gotten a taste of the incredible amount of effort that goes into running a website and managing people. However, from this experience I have improved my communication and marketing skills.

Today, as I start college,  I still run Literary Magic as CEO and Editor-in-Chief, with a staff of six editors, two dozen staff writers and a couple of web technicians. It has transformed into Reichman Media, which will serve as my platform for all future web ventures. I’m trying to both build a business model and expand the readership of Literary Magic. I also do marketing as CMO for robotics and electronics startup Narobo. I have interned with McGraw-Hill for 4 years and I am working on my third novel. When I’m not working on business, I write and tap dance.

But to me, entrepreneurship isn’t just a career choice. It’s way of life.

Please feel free to contact me with any questions about writing or entrepreneurship or if you just want to connect. I love meeting fellow entrepreneurs and writers!

Five ways to look like you make a lot of money without spending a lot.

In today’s cluttered, hyper-competitive marketplace your business can’t afford to make a poor first impression. Every touch point that leads to your company needs to impress, motivate and inspire a prospective customer. You may have a great product or service, but to be taken seriously, clients need to believe that you’re on the same playing field as the bigger guys. Even if you’re a consultant that works from a home office, you’ll need to position your company as a polished brand that touts confidence, experience and quality. Fear not. Here are five simple tips for branding your business to create the illusion that it is a global corporation with an army at the ready — all without breaking the bank.

1. Website:
Your website is the center of your brand universe. Simplicity is the key to looking like a big fish. Less is more. A clean, easy-to-navigate two-page site with useful content will make your company look far more established than a cluttered 20-page site with long-winded fluff. Design your site with the needs of your user in mind, not your ego. Sites that try to be everything to everyone will often become nothing to anyone.

Don’t get discouraged if you don’t know how to build a website. You can solicit bids from designers and programmers using sites such as Elance.com, GetACoder.com and Freelance.com. Other solutions include subscription-based companies such as Web.com. These service providers offer small businesses online tools, templates and hosting packages that can have your site up in a matter of hours without you needing any previous web experience.

Choosing the right URL is also a vital part of your brand positioning strategy. Your main URL should be no more than 10 characters in length. Long URLs are harder to remember, harder to read and are more likely to be spelled incorrectly. Avoid URLs that are phrases, begin with lackluster words or utilize dashes. There is a reason Apple.com isn’t WeLoveApple.com, or Apple-Computers.com. Finally, use a URL with a .com extension. While it’s important to purchase all of the other domain extensions to protect your name, major companies rarely use extensions such as .tv and .net.

2. Vanity Numbers:
How often have you seen a billboard or heard a radio spot that advertises an easily forgettable phone number? Phone numbers must be catchy, memorable and relate to your product or service in order to prove effective. Online services such as TollFreeNumbers.com sell custom vanity numbers for around $50. Purchasing a vanity number is a great way to increase sales call volume, build brand awareness and increase the effectiveness of your marketing efforts. Case in point, one of my businesses, SizzleIt.com, witnessed a 30 percent increase in calls the month after we replaced our generic 800 number with 877 EZ SIZZLE. Our clients told us that the number was easier to share with others and reinforced the simplicity of our services.

3. Automated Phone Systems:
Combining a toll free number with automated phone systems and virtual assistants enables small businesses to look and sound like a cohesive Fortune 500 enterprises while operating in multiple locations anywhere in the world. These services utilize professionally recorded voice over talents to automatically route callers to the appropriate party and provide callers with brand messaging and information while they wait on hold. While big companies pay tens of thousands of dollars for their phone services, small business phone systems, such as those offered by OneBox.com and My1Voice.com, can cost as low as $50 per month. This gives small-business owners and employees the ability to receive calls in their home offices or on their mobile devices while appearing to be available in their office. Which brings me to‚

4. Virtual Offices:
Even though you might be answering a call on your mobile phone from your living room, it’s important that your customers believe they are calling a global headquarters located in a skyscraper overlooking Central Park. Virtual offices are an effective solution for businesses that conduct most of their day-to-day communications via phone calls and emails, and rarely need to host their clients on-location. For only a few hundred dollars per year, virtual offices offer small businesses high profile mailing addresses on brand name streets in major metropolitan areas. In addition, they include mail receiving and forwarding services, receptionists and options for on-location meeting space. Instead of paying exorbitant NYC rental fees, my first business saved over $100,000 by purchasing a Madison Avenue address for only $300. The address enhanced my company’s clout so much that we needed to increase our rates in order to keep the illusion believable. After all, Madison Avenue companies aren’t cheap hires.
5. The Business Card:
Now you have a slick website, a jingle-worthy toll free number and a captain-of-industry street address. It’s time to combine all of those elements into a single tool. The business card is a vital part of the first impression experience and an instant reflection of you and your company’s work. A cheap, uninspired business card may send the wrong message to a prospective customer. Spend time designing a card that will have people saying, “Wow, nice business card.” Be creative, yet tasteful. Avoid using white, standard size business cards. Choose a thicker card stock with a high quality finish. Make the card longer, a different shape or a bold color to stand out. These printing options will increase the price of your cards, but they will pay off ten-fold in the long run. Customers want to do business with companies that demonstrate their ability to provide high quality services, and a creative business card will send them that message.

Scott D. Gerber is Entrepreneur.com’s Young Entrepreneur columnist and CEO of Gerber Entertainment, a brand development and venture management company that specializes in the entertainment, Internet, media and marketing industries. For information on speaking engagements, media appearances or Gerber Entertainment’s portfolio of businesses visit www.GerberEntertainment.com.

Here’s a great story of unexpected success written by our friend Karen Axelton, writer for Small Biz Daily.

Ever since I moved to the Long Beach, California, area years ago, I’ve heard about the gondola rides in Naples – a waterfront part of Long Beach where homes are built on a network of canals like those in  the Italian scene above.  Earlier this year I got to witness gondola rides live when I visited a home in the area. But I had no idea the gondola company was run by an entrepreneur until I read an article about it in my Auto Club magazine, Westways.

Mike O’Toole started Gondola Getway in 1981 when he was still a student at USC. The business was a marketing project, but when he graduated in 1982, O’Toole bought an 18-foot replica gondola, put an electric motor on the back, and started doing cruises on the canals with just one boat.

As the business started to grow, he found a business partner, David Black, and added a second boat. But soon, the business required even more expansion and in 1984, O’Toole went to Venice, Italy, to observe how real gondolas were built. He came back and began building gondolas that would easily be steered by one gondolier with an oar.

Today, O’Toole has 10 gondolas and as many as 30 employees who take passengers on romantic cruises through the canals.

“I didn’t think I’d be doing this for the next 25 years,” O’Toole told Westways about the business he started as a student.

That got me thinking about how many successful entrepreneurs get started by accident. But was it really an accident? O’Toole grew up on the canals of Venice and learned to sail as a kid. He ended up creating a business that enables him to do what he loves.

And lots of other people love it too. When I watched gondolas going by, my first thought was how joyous everyone was. The gondola passengers and their gondoliers were beaming (no wonder, since O’Toole says an average of one marriage proposal a day takes place on the boats). And everyone in the homes up and down the streets overlooking the canals lit up, smiled and waved with excitement whenever a gondola went by.

Some people make fun of that saying “Do what you love, and the money will follow.” I’m not sure how much money Gondola Getaways makes, and it’s not the kind of business that can become the next Starbucks or McDonald’s. But it warms my heart to read about a business owner doing something that makes him happy – and makes everyone else happy, too.

You can find out more about O’Toole at the Gondola Getaway site.

SmallBizDaily is powered by four people with a passion for entrepreneurship: Rieva Lesonsky, Maria Anton, Maria Valdez Haubrich and Karen Axelton. We met at Entrepreneur Magazine nearly 25 years ago, when Rieva hired the rest of us as editors. We’ve been a great team ever since, so when Rieva decided it was time for her to stop talking about entrepreneurship and start living it, she naturally turned to us to be her business partners.

At SmallBizDaily, the writers combine their decades of experience reading and writing about entrepreneurship with their new experience as startup entrepreneurs to share their unique take on the world of small business.

Taking a personal inventory and assessing your current resources will save you time and money! If you’re going to go into business for yourself, one of the best things you can do is know what you’re getting into and whether you have access to the resources necessary for you to succeed.

Entrepreneurs always underestimate what they will need to start their businesses. Honestly, anyone can start a company. But only a small percentage of those who try manage to build successful firms. In one way or another, the reason for failure usually comes down to resources. Businesses that fail most often do so because they lack money, industry expertise, or a viable strategic plan. These are all inputs, or resources, whether they are intellectual capital (knowledge) or monetary capital.

Use this chart (to the left) to take a personal inventory of your resources as they apply to starting your company. If you do not yet have your business concept solidified, use the chart to identify how well equipped you are to be in business in general. (For example, under “knowledge” assume that you will need to know how to manage money, create financial statements, have some management or entrepreneurial experience, understand a particular industry, have a better-than-average skill that you will use, and so forth.)

As soon as you have nailed down your business idea, recreate this chart and do it again. You might even want to keep it around while you’re in the planning stages, updating it until you feel confident that you have the key resources that you will need to begin.

Feel free to add more resource categories and, if possible, in the description/specifics column, order according to importance, giving each item its own line. Then simply check off the appropriate boxes, identifying how accessible each resource is to you right now. It is important that this list reflect your present situation so that you don’t neglect something that you need to learn or obtain.

Study the completed chart carefully and update it regularly. You may want to recreate it on a piece of paper, draw it on an erasable board, or put it on a spread sheet so that you can more easily edit it. It can be of enormous help to you in starting your company the right way, the smart way.

Hi,

I have been in the corporate world for the past two years since graduation, but have a huge itch for entrepreneurship. Therein lies the problem, no idea where to go from there. Great resources on YSN, I just need to get the ball rolling! Any advice?

Recently, I and a very bright, very intelligent friend of mine mused over lunch as to what the key to success really entailed.  We spoke of tactics, strategies, birthrights and education.  He’s a Harvard grad, Wharton MBA and President of one of the most successful Hispanic ad agencies you could hire, I’m a college drop-out, former Presidential Appointee and CEO of one of the strongest business groups in the country. We have both, in our own way, succeeded well beyond most in our age groups, our industries and our communities.  Over steak frites and chicken and waffles, we hit a hilt and agreed, “The key to success is minimizing the probability of failure.”

The beauty of that phrase is in the fact that it’s a real statement.  It’s not designed to probe our inner sunshine or scare us out of darkness.  It is a real assessment as to what we need to do as individuals (and individuals as part of a team) to ensure the probability of success is the greatest it can be based on our contribution.  It also implies that success is a right to anyone who is willing to do the work and earn success.  It says, without artifice, that we all have the option to succeed, none of us are doomed or predestined to be failures.

There’s a distinct difference between being “someone who fails” and being a “failure”.  The former is descriptive of a moment or an event and therefore not subject to destination.  The latter is a state of mind, self-imposed, I might add, that portends to define a person and therefore their destiny.  The magnificent thing is – the “failure” can become “someone who fails”…and tries again -as many times as it takes – to become a success. (and vice versa)

I pity those who don’t know the pain of failure. The only way to know your greatest potential is to experience your failing point and make it your launching pad.  If you never try to walk, you’ll never fall.  But if you never try to walk, you’ll never run.  If you never run, you’ll never get very far and if you don’t go anywhere, the only thing you’ll see move is the world – right past you.  Those who are afraid to fail, are afraid to push the boundaries and go out on a limb, but the greatest view isn’t from the safety of the ground.

The most magnificent successes in the world: Edison and his light bulb, the Wright Brothers and their airplane, Hubert Booth and his vacuum cleaner, James Dyson and his better vacuum cleaner and of course, Al Gore and his internet; all had failed spectacularly before they succeeding historically.   If they defined themselves during their failing moments as “failures” rather than redefine those failing moments until they became successes, we’d live in a dark, untraveled, dirty, dirtier and disconnected world.  It is our responsibility, as citizens of a world, members of a community and definers of our own destiny to always try one more time than we fail – we will always continue to succeed.

That being said, the key to success is about minimizing the probability of failure, but how do you minimize the probability of failure? You research, you test, you collaborate, you do your homework and your due diligence, but most importantly, you ACT because if you don’t act, you haven’t tried and every time you don’t try, you don’t succeed and therefore, failure is not only probable – it is certain.

Article by Jane Pak, CEO of NAWBO-LA (National Association of Women Business Owners). Follow her on Twitter – @nawbola!

2 weeks
+ 3 cities
+ 3 conferences
+ 12 info sessions and seminars
+ 7 dinners
+ 5 cocktail mixers and dance parties
+ 100 or so new people met
——————————————
= conference hangover!

Yes, I’m finally home.  Bleary-eyed, weary, and a little achy.  The mere thought of the work piling up at the office, let alone all the conference notes, brochures and business cards stuffed into all the suitcases, bags and purses I shuffled through is finally guilting me out of my procrastination.

Conference hangovers, got to love them!  They seriously do feel like the real thing, you just have a lot more work to do to after.

Instead of complaining, or lamenting over how I pushed myself too hard (again), I’ve decided to take a counter intuitive approach to this update and actually encourage anyone serious about building their career to aim to achieve conference hangovers of your own.   Yes, I’m serious.  Allow me to explain.

Going to a conference is a big deal for most people because there’s a lot involved: time, money, contacts, events, maybe a little awkwardness or fear of the unknown, factoring in what you’re missing while you’re away, etc.  The payoff, though, can be significant: visibility, new connections, business development, best practices, continuing education, validation, renewed excitement, etc.  Frankly, I’m dumbfounded that more people don’t go to conferences that could so clearly impact their lives and work.  But that’s another issue.

Personally, I’m pretty hard core. When I manage to show up, I dig in…deep.  I try to experience everything these business bonanzas have to offer.  And frankly, I really do believe that a conference hangover (the right kind that is) is the best way to ensure that you’ve maximized your ROI from an event.

While I could write volumes on how to attack a conference, allow me to instead break down how to achieve a conference hangover of your own and why you might want to strive for one at your next big event.  I’m not suggesting I want you to get sick from overdoing it, but odds are you could be experiencing all a conference has to offer at a whole new level.

1.  Pre-Plan. Spend time before you get there scouring the official conference site, brochure and even related online groups to identify all the things you’d be interested in seeing and attending. Highlight everything that sparks your interest and create your own a la carte schedule of options, starting from early morning to the wee hours of the night parties. Also read up on the speaker bios and determine who you want to meet.  Try to memorize what they look like if you can in case you bump into them.

2.  Arrive Early. Get into town and settled as early as possible so you can get a lay of the land.  Get to know your hotel, or whatever will serve as your home base. Make friends with the hotel staff – they’ll remember you and watch out for you during your stay. Figure out where you are, and how to get back and forth to everything you need to go to.

3.  Hit the ATM. Or front desk to make sure you have enough cash to get around and tip anyone you need to. I try to keep at least $100 on me in cash – a few $20s, few $5s and at least $10-20 in $1s. This is a simple step that ensures you don’t get slowed down, you can get help when you need it, and frankly, it just makes everything a bit smoother along the way. (Whatever you do, don’t forget your license/passport and credit card!)

4.  Hit the Ground Running. Spend the first day attending the opening sessions, parties, and mixers so you’ll know what to expect. You’ll get a sense of the tone, dress, demeanor, and level of intensity. Touch base with anyone you already know or have talked to on the phone or online. Then turn on your charm and network like crazy!!!! Be as proactive as you can in introducing yourself to strangers, asking about what not to miss, and getting tips from people who have been there before.  Meeting people early on is critical to building your confidence and ensuring you have friends to sit next to, hang out with and introduce you to others.  Just figure the more people who know you, the more fun you can have!

5.  Become a sponge. Attend the critical sessions you wanted to see and add in a few others to learn all that the speakers have to offer.  Don’t forget to introduce yourself to them after, too. These are also great places to connect with others who share your same interests or issues.  Some of the best contacts you’ll make are with others in the audience, if you end up chatting.

6.  Network. Don’t forget that as valuable as the educational programming is, the networking with industry leaders, professionals and peers is invaluable.  Make sure you stick around for the coffee breaks, social mixers, and any other times where people are gathered together.  And don’t let yourself run out of business cards (I see it all the time)!!!

7.  Stay Focused. If you do run back to your room, don’t get distracted by emails, calls, or work you have to do back home and lose track of why you’re at the conference in the first place.  Take quick naps if you can or need to, but this is not the time to slack off…until your business is accomplished.

8.  No Room Service. As much as you might be eager to crawl in bed and order room service or sneak out for a quiet bite, get yourself out to the evening events where the who’s who hangs out with their friends, fans and peers.  Have fun meeting new people, making introductions, talking shop, laughing and bonding with people.

9.  Say Yes! If you get an invite to a special dinner, event or group outing with some cool people, go!  Little group excursions often turn into the most interesting experiences.  You can always go for a half an hour and leave if it’s not worth it.  But this is how contacts turn into friendships and even partnerships or clients.

10.  Pack Heavy. Collect all the interesting magazines, books, trend reports, conference schedules, brochures and other literature you come across that can open your mind up to other possibilities and opportunities.  Save the business cards you get and make notes on the back so you remember who was who.  Then start following up as early as while you’re still there, but at latest in the next week.

11.  Knock Yourself Out. Don’t stop until you’ve seen it all, talked to everyone, or simply just ware out. If you’re able, book an extra night at the hotel so you can sleep and review your notes before you head back to real life. Otherwise, plan on dragging your weary conference hung over self onto the plane or train and collapse once you’re home.  You might feel achy for a few days, but you’ll still find yourself cracking a smile over who you met, how much you learned, all that you accomplished, and of course the fun you had!

Lately there’s been a lot of murmuring online and at industry gatherings about this whole concept of what really makes an expert.  To be blunt, the freewheeling use of the term is getting pretty out of control.

Everyone seems to be an expert in something these days.  Whether it’s technology, social media, fitness, foreclosures…I’m pretty sure this explosive growth of authority figures is pretty universal among industries.  My guess as to why is not just because people are looking for an edge, and some sort of competitive advantage, or unique identity that sets them apart, but the rise of citizen journalism and infopreneuring has something to do with it too.  Millions of people now publish blogs, they self publish books, give seminars, start new departments for their companies…bottom line, they make money from packaging themselves as such.  And more power to them for that!

Without pointing fingers or passing judgment (any further that is), I wanted to start to open a dialogue about what true expertise really means, so we can start holding all of ourselves to a higher standard, or, at very least, some minimal standards.  It’s for the good of us all, seriously.

I’ll never forget the day I saw the caption under a big photo of myself in US News & World Report back in the mid 90s.  I gasped.  It said, “Talking About Her Generation – Guru: Get Ready for Change”.  It was an article about my perspective on how our generation (Generation X) was inventing their own rules in business.  (Little could we have imagined back then the tidal wave of change the Millennials would bring about a decade later!)

Despite the incredible endorsement from one of the most prestigious business magazines in the world, the innuendo that I was a “guru”, let alone an “expert” sent me into a panic.  Who was I to be called a guru?  How could I show my face around other, older, more established people?  Sure, I’d been amassing a lot of experience over the preceding three or four years, was working with my peers from dozens of countries, had been consulting for big companies, doing a bunch of speaking engagements, working with a non profit or two, and was just getting started on my first book…but I was still so young and new to the field.

These are the principles that I’ve followed.  I don’t expect others to live by the same standards, but this is what I did and it has certainly served me well in my career.

For whatever it’s worth, I studied (and lived by) this concept for years for my own sake, to ensure that no one ever questioned my own authority. Because I was just 19 when I started this career, gaining credibility and respect was a huge hurdle for me to overcome.

In an attempt to start to make people think more seriously about who they entrust with their time, money, health, well being and businesses, and for all of those who are building their expertise, or already holding themselves out as experts, I humbly offer this list.  Consider this a guideline, an inspiration, or even a personal challenge. I know the definition of expertise is highly subjective, but allow me to set the bar high for us all.

1. Experience: You can’t build expertise without experience doing the actual work you talk about.  Malcom Gladwell said it takes 10,000 hours.  Other say it takes at least 3 to 5 years.  But perhaps very significant experiences in a compact period of time can count for a lot too.

2. Education: A lot of fields require practitioners to complete certain academic courses, earn certificates or degrees, or complete a particular amount of training.  The hours, month or years involved varies widely across industries.  Know what’s relevant to you and comply as much as you can or make sure that your experience is compelling and substantive enough to compensate for a lack of formal training.

3. Being Paid: If you haven’t been paid for what you know, how can you validate that it’s valuable to others?  Having clients or employers invest in you as a solution says a lot, especially when the outcome makes them happy and saves or makes them money.  The more money you make from selling your expertise, the more credibility you gain.

4. Peer Recognition: Everyone is part of an industry, if not several different ones.  If people in your industry vouch for you by endorsing your work, mentioning you in theirs, or inviting you into exclusive clubs or events, that’s substantive.  The more prestigious and experienced the people who acknowledge you, the more meaningful it will be for many.

5. Media: Being quoted, profiled or featured by the media speaks volumes to thousands, if not millions, depending on the reach and respect of the medium.  This is another third party endorsement that not only carries a lot of weight, but has high visibility and lends credibility from a trusted source.

6. Being Published: From blogs to podcasts, articles to books, there are lots of ways to package and promote your expertise.  The more you do this and the more people who read and respond to your work, the bigger the outlets/publishers that will be eager to grant you access to their platform.

7. Exposure: How many people have read about you, come to see you speak, bought your products or services?  How many know about you and your work?  Gaining exposure is easier than ever if you leverage social media, but if no one knows about you, or can find you online, it’s easy to have your true authority questioned.

8. Authenticity: It should go without saying, but if you’re going to call yourself, or allow others to call you an expert, have the goods to back it up.  If you live what you preach, it says as much about your integrity as your authority.  There are far too many people in the world who attempt to teach others what they themselves have never accomplished or sell promises that they know will never or rarely be realized.  Marketing is marketing, but worse than being a faux-expert is being a fraud.  If you do nothing else, be authentic, honest and conduct your life and business with integrity.

There are lots of ways to build experience and earn credibility as an expert.  Think about it.  Consider your options and opportunities carefully.  And take your definitions of expertise more seriously.  Whether you’re a consumer relying on an expert, or the expert offering your services, everyone wins when relationships have a foundation of substance and demonstrable value.

In the worst economic climate since the Great Depression, opportunities for success are overshadowed by crushing unemployment rates and a flood of applicants fighting over limited job openings. One Billion youth will enter the workforce within the next ten years. What is a young job seeker to do as they begin their path in a job market during the collapse of the biggest financial institutions in the world?

You may be surprised to hear the answer: become your own boss. In fact, history shows recessions are the perfect time to start the next up & coming business. Recessions have given way to dozens of world- wide company leaders such as Burger King, FedEx, CNN, GE and Wikipedia. There are no age requirements or employee records required to launch the next hot business, and now the teens of Rhode Island can enjoy a one stop shop on their road to becoming their own boss.

Keys 2 Success (K2S) is a new teen entrepreneurship program opening its doors in Rhode Island this fall. Seeking to be the premier path for entrepreneurial development of students between the ages of 14 and 21, K2S focuses on nurturing creativity, innovation, self-awareness and community appreciation through engaging curriculum, creation of a student run business, paid internships and summer work. Opening doors at Mt. Hope High School, K2S begins turning teens into business leaders throughout Bristol and Warren, Rhode Island.

On Thursday, October 22nd, Keys 2 Success will bring together leaders interested in learning more
about the importance of opportunities for today’s youth, at a wine and cheese tasting overlooking the
harbor at the beautiful Bristol Yacht Club. Well-known entrepreneur Angus Davis , who among other accomplishments was Netscape’s youngest employee in 1996 where he was part of building the then world’s highest profile start-up success story, joins K2S and is the evenings featured speaker. Those interested in attending the event or learning more about Keys 2 Success may contact Peter Ferreira at 401-263-3017 or pferreira@my-turn.org.

Our friend Mike Michalowicz author of Toilet Paper Entrepreneur just brought back one of his best vblogs – The Economy is Recovering, Are You? Since we know so many of you are entrepreneurs, or are just ready to know how to deal with the current state of the economy, we thought it would be nice to share! Take a quick listen to his 5 key strategies to navigating one of the biggest challenges facing us as the economy starts to show signs of economic recovery and then join the discussions by leaving a comment.

Watch the Video!

Since the world is becoming flatter by the day, there’s a good chance you will have some interaction with Japanese clients in your career. What are the rules? The good news is there are none. As long as you are genuinely trying to be polite, you can get away with not knowing the specific nuances of just about any culture.

However, because it always helps to at least make an effort, here are a few lessons I picked up at a recent training with a senior executive who regularly travels to Japan for business. (Tough life, right?)

Never, Ever, Never Be Late: In fact, always plan to be early.  Japanese business execs are well-known for arriving five minutes ahead of schedule so they can enter at the precise time the meeting is to start.

Respect the Card: In America, we are accustomed to bending, tearing, writing on and otherwise abusing our business cards. But in Japan, this tiny bit of card stock is golden. For example, when offering your card to a Japanese guest, you use both hands (one in each corner) and ensure that the writing is facing the reader.  Likewise, when someone offers you their card, you receive it with both hands and make sure to comment about something – anything – on it. Also, never casually or immediately put the card away into your pocket, purse, etc.  Rather, you lay the guests’ business card face up on the table where you will be sitting and leave it alone for the duration of the meeting. If you have multiple cards, it’s acceptable to arrange them on the table according to seating order. Finally, when the meeting is over, you neatly tuck the business card away in a holder. (Yes, you will need a holder.)

Where to Sit? When going into a meeting or dinner, take your seating cues from the host. While it is customary for guests to be facing the door, exceptions are made now if the view is better on the other side. Evidentially, this goes back to ancient times when hosts would demonstrate they could be trusted by sitting with their back to the door. These days, even though it’s highly unlikely an army will barge into your meeting with Samurai swords, the practice has remained loosely intact.

In my next post, I will touch on some common things we do in the West when communicating that mean totally different things in Japan. Until then – jaamataashita! Translation: Sayounara.

This post is from Emily Bennington, author of Effective Immediately: How to Fit In, Stand Out, and Move Up on Your First Real Job. Emily can be found on Twitter @EmilyBennington or via email ebennington@msn.com.

Living the life of an entrepreneur is exciting, challenging, rewarding and fun, and when it comes time to take your ideas and business to the next level – choosing the right team can make or break your path to success. Finding the right people to partner with or hire isn’t easy, so here are some things to look for as you assemble your own dream team:

1. SYNERGY: I know it’s a buzzword, and I’m not real big on buzzwords, but synergy is the #1 thing to look for when picking your startup partners.  Unless you’re starting an accounting firm, there is very little reason for an accountant to form a partnership with two accountants who have no other major business skills.  You want to find people who compliment your skill sets, and fill in the gaps that will be crucial to your business.

2. TRUST: No matter how good of a job you do at picking your partners, there is always the potential for something to go wrong.  People change, situations change, and people have a tendency to behave differently when money starts rolling in, so you may not be able to foresee the future in that regards.  However, if you are even remotely uncertain about the trustworthiness or the ability of your partners to get the job done at the onset of starting your business, my advice is to protect yourself the best way you can by not getting involved.  No level of intellect, experience or dedication is a substitute for honesty and trust in business.  And, your intution is usually stronger than you think.

3. EXPERIENCE: This is a tough one, because many fantastic businesses have been started by young people with a big brain, a dynamic personality, and very little business experience.  However, the people who can make that happen the first time around are few and far between and you will likely have to have a certain level of experience in business to avoid common pitfalls with your startup.  If you don’t, you will be best served by partnering with someone who can help you in this area.  Or, if you are the person with all that experience, you might be fine to pair up with someone who is young, energetic, and eager to learn from you.  Either way, make sure your leadership as a whole has enough experience to get you through each of your crucial business stages.

4. COMPATIBILITY: Simply put, some people get along and some people don’t.  I’m a pretty good guy and I think all of my friends are pretty good people, too.  But, that doesn’t mean that all of them get along with each other, even though I get along with each of them just fine.  Some people are Type A or B; some people are a Type that deserves a letter further down the alphabet, if you get my drift.  It’s important to pick people you get along with for your partnership.  Later, you can’t expect every employee you hire to be your best friend.  But, when you’ve got 2, 3 or 4 people starting a business, you’re going to spend a tremendous amount of time together.  If you wouldn’t spend an hour or two at a bar or on the golf course with each of your partners, chances are, 14 hours crammed into a proposal writing session is going to suck.  Make sure your personalities are compatible and you should be fine in this area.

There are a lot of things to consider when choosing partners for your business, but I think these four sit at the top.  If you have any other criteria you think deserve a place in the Top 5 or 10 , I’d love to hear about it.

Joey Flores
EVP of Sales and Marketing, StartupArmy.com

Startup Army is a team of consultants highly-trained in turning ideas into products, sites into conversion machines and platforms into profits. Our team can turn a concept into a scalable product design, develop it, create your marketing roll-out strategy and execute on it while training your team on how to take over when the dust settles.

As you become established in your career, opportunities start to arise for you to get involved in organizations, civic groups and even corporations related to your industry or expertise.

Being asked to join an advisory board is a real sign of respect and accomplishment for you, your company, and what you’ve achieved to date – particularly if it happens while you’re still in your twenties or thirties. But it’s certainly a significant career milestone at any age.

The first time you’re invited to join a board, you’re filled with pride and excitement.  As you get active in other organizations, you’ll find that it opens up whole new worlds for you to wonderful people, experiences and causes.  If you’re really smart, you’ll figure out how to tie in into your work in some way.  After a few years, dedicating your time and energy to worthy causes and initiatives just becomes part of who you are, and what you do.

One day, your volunteer work may even become as significant to you as your job (or even moreso). Don’t be too surprised or even dismayed if this happens, because it can signal a real turning point – opening you up to bold new ideas about what really matters to you and what you should in fact be doing with your life.  That’s one of the unspoken truths about volunteering – how it has the power to transform your way of thinking.

From tons of personal experience, having serving on almost 10 different advisory boards now, I have to say that they have given me some of the most rewarding experiences of my career. I’ve had the ability to work side by side with brilliant leaders and business icons.  I’ve witnessed some of the greatest minds debate strategy and analyze challenges.  I’ve been exposed to the inner workings of fascinating organizations.  Attended events I never would have had the chance to see.  Interacted with entrepreneurial and cultural icons. I’ve helped make an impact on many more than I ever could have affected alone. And I’ve learned more than I can even begin to account for.

There are fantastic benefits to joining boards, but also responsibilities. Starting with the benefits, here are few of the biggest perks:

Connections – You can meet some really fascinating people.  Board meetings, events, marketing initiatives, not to mention doing the actual work of the organization opens you up to whole new networks.

Credibility – When an organization entrusts you with a position like this, it is like an public endorsement of your value.  It is also an affiliation you can be proud to share and promote.

Recognition – Your involvement on a board can result in great attention, marketing, and publicity for you and your company.

Training – Some organizations will require that you obtain some level of certification or training as part of your board commitment.

Exposure -  It’s fascinating to see how different organizations (like non-profits or big corporations) operate on a much deeper level. You learn so much and get exposed to a myriad of new things that make life more interesting and your experience all the richer for it.

Context – Boards give you a new level of appreciation for the different types of groups and people that make any society strong.

Impact – You’ll help make a difference in a company, a community, an industry, and quite possibly, in a lot of individual lives.

Despite the significant list of plusses, volunteer work of this kind is typically not easy. The commitment to engage at an advisory board level shouldn’t be taken lightly. There is serious business to be overseen. You become part of a small team responsible for guiding the strategic vision and direction of the organization.

As a board member you review financial statements, make hiring/firing decisions for major executives, help raise and/or make money, build relationships, come up with solutions, pursue stability in downturns and sustainability in upturns.  Bottom line, you become part of the team responsible for the success of the organization.

There are significant responsibilities ranging from time commitments, to financial contributions, to fundraising, and even potential legal liabilities.  (These all of course vary by organization, but should be disclosed and discusses before you sign on.)

All in all, next time you learn about someone’s work with an advisory board, hopefully you’ll understand more about what that really means. Ask them about their involvement on them.  If you’re interested, inquire about how you can help. Ask their advice on how to get involved in other groups that interest you. And, when the time in your career is right to start getting involved on boards yourself, jump at the chance. The responsibilities are great, but the benefits to you can be immeasurable.

My dad looked at me the day before I left for college and said “Trace, you have 48 months to make the most of it, that’s almost one car lease.” I never forgot those words.

Here I am 36 months later, man does time fly.  I’ll be a senior in a few days and as I look back on my long journey there are some regrets; some classes that I could have tried hard in, some girls I could have laid more game on and some friends I could have stayed in touch with better. In the end though, life is what you make of it and I sure as hell made something of it so far.

Everyone always talks about this “real world” that I’m about to enter like I’m in some far off distant place. In reality though, I am. Everything I’ve learned in college has shown me that short of failing out, it’s safe haven to breed any of my thoughts.  You’re surrounded for the first time in your life by people who are driven by the same things you are and want to help you achieve your goals. Almost anything you want is at your fingertips.

There is one thing that bothers me though, the lack of preparation schools give you. You take all these classes specific to what you want to be in life but they never show you how to execute on it. We’re being taught subjects that by the time we graduate are outdated and the jobs we want didn’t exist when we started. It’s a vicious cycle that everyone has just more or less accepted.

Fortunately by working closely with my professors and the departments, I’ve learned a valuable lesson; our world is run by politics and budgets. The same can be said about any business as well. The two years that I have spent starting my own company, have been the most rewarding two years of my life. Not only have I learned things no teacher or book could have taught me, I made invaluable connections.

It also has defined what I want to do with my life.  And what I want to do is to inspire people to better themselves and the world around them. There also have been so many people out there who have given hours of their time to help me and my cause,  that I feel obligated to give back.

When I wake up in the morning, I don’t lie there thinking about what I did the day before, I think of what I’m going to do today that will get me closer to my goal.

Article by Trace Cohen CMO of Brand-Yourself.com. Brand-Yourself helps you establish a web presence that makes you more hirable!

Trace Cohen is a rising senior at Syracuse University and bleeds orange! He is double-majoring in Entrepreneurship and Marketing. Trace has always been fascinated with technology and how stuff works. Once he gets his hands on a new gadget, rest assured it will be taken apart and put back together in a matter of minutes. Trace is a hands-on kind of guy whose first love was video games, which he loves to this day.

They say “It’s all about who you know!” Yes, this is true. But have you ever thought about who YOU really need to know?

Your ability to grow your company, make better decisions, learn from leading experts, and have access to the right resources at the right times, can make all the difference in whether you struggle to survive or thrive.

First you need to build a FOUNDATION of contacts – your arsenal of people most critical to your life and work. This includes:

• Mentors/Advisors: Seasoned people who can guide you though your most critical decisions, and can play a critical, external role in your business.  Having a good mix of these people is essential to you in growing your business.

• Peers: Other entrepreneurs and professionals in the trenches who have the best understanding of what you’re setting out to accomplish and what you’re going through on a day-to-day basis.

• Contacts: The bulk of the people you know in life and business.  Casual relationships and acquaintances, whether purely social or connected in some way to your work.

• Confidants: People you can trust with your life and tell practically anything to regardless of how high you fly or hard you fall.  They’re the ones who pick you up and dust you off or tell it to you get your act together when you get of track.
  Friends:  Those you socialize with, hang out with, share common experiences with.  The people who love and support you for you, not your business, but can also be among the most critical of your decisions and lifestyle.

Beyond those who make up your foundational support system, you always want to be building your network of people who are making an impact in your community, your circle, your industry, and the greater world at large.  Not only does your knowing about certain people show you know the business you’re in, but having access to them can help in a myriad of ways you can only begin to imagine – from raising money, to staffing, landing new clients, opening new doors, meeting great people, going to fabulous events, etc.

Read Jen’s full article on Under30CEO to learn how to keep on top of the movers and shakers in your industry and what to do once you identify who they are.

One of the most unfortunate – and most common- situations that young entrepreneurs face is a family that’s not supportive. While your friendships can be replaced, however reluctantly, your family cannot. Living with (literally or not) parents or siblings who do not understand, or simply refuse to support your entrepreneurial aspirations, can often be the breaking point for many early-stage entrepreneurs.

Here are some questions to ask yourself:

• What is their real reason for not supporting you?

• Are they unclear about what you’re doing?

• Have they been saving money for the past 20 years to send you to med school?

• Have they failed at an entrepreneurial attempt themselves?

• Do they know of others who have?

• Do they doubt your ability, due to age, lack of experience, or preconceived notions about what they think you can or can’t do?

It’s very important to put your own feelings aside for a moment and look at your situation objectively. Once you understand the underlying reasons, face the pessimists directly with a loving confrontation or a plea for understanding.

Once you understand your family’s motivations, the next thing to do is launch your own family PR campaign. No, this is not a joke. Anyone who has ever been in this horrible situation knows how difficult these circumstances can be. Hopefully, the following suggestions will help you over come any bad family vibes that you may be receiving.

• Bring your success stories home with you. Send you family copies of client letters or emails that praise your work.  Show them a customer’s check for payment. Share any articles about your company for the media with them. Tack them up on the refrigerator or bulletin board – somewhere visible to everyone in the house.

• Let them know how happy your business makes you. Seeing you their children happy and actively pursuing goals will usually make any parent happy.

• Discuss your endeavor with their friends who understand business, have children who are not enterprising, or just simply like you. Once they show interest and understanding for you and your business venture, mention that you wish your parents felt the same way. (This works with relatives too.) They’ll feel so badly for you that they might just take up the issue with your family themselves. Let other people put a little pressure on your family to cut you some slack and show you the respect you deserve for what you are doing. Unfortunately, friends or respected peers are often more likely to recognize your achievements publicly than your family is. Despite how close you might be, it’s not uncommon for people to need outside opinions to really open up their perspective – particularly about their own children.

• Be sure to avoid neglecting family responsibilities because of your business, whether they involve family gatherings or doing the dishes. Be your own person, your own boss – but do your best to show your family that they still hold an important place in your life.

• Find the most nurturing and supportive person in your family – your mother, father, uncle, grandmother – whoever is most sympathetic to your overall happiness. The more people you get on your side, the better.

• Collect a few stories about people like you who created successful companies. Whether it is the corner grocer or one of the entrepreneurial giants, know their stories well, particularly the vital facts: How old they were when they started, their experience, their family’s support (or lack of), their resources, and current success markers (sales, employees, clients, etc.).

• Avoid sharing business problems or frustrations with them. If they really aren’t supportive of your venture, your mishaps will only fuel their desire to intervene further, or proclaim that they “told you so.”

• Show them that you have researched your business and have a clear understanding of your options, environment, and chances of success. If you are uncertain about your chances, be honest with them and tell them that despite your own doubts you feel that the experience will be well worth any potential failure. After all, the best way entrepreneurs learn about business is by being in business.

• Be someone that not only they, but you yourself, can be proud of.

YSN – Expert Advice on Career Advancement and Tools for Professional Development

Know Your Options!

Know your options! Entrepreneurs in any economy need to always have a plan A, B, C and D…and more to not only survive but continue to build their business in both booming and trying times like these. And your business is not the only thing that needs options (ie: other prospective product lines, services, investors, partners), you as an entrepreneur do too! Don’t forget there are numerous routes you can take to pursue your entrepreneurial passions if one doesn’t work out – from consulting to freelancing, franchising, partnerships, virtual operations to raw startups.

For more tips like this, from real entrepreneurs in the trenches, visit The Toilet Paper Entrepreneur.