Category Archives: Business Brief

Selling Epiphanies – Volume 1, Issue 10 May 21, 2012

Selling Epiphanies

Volume 1, Issue 10 May 21, 2012

A Big Green Hulk, an Iron Man with rocket boosters, Captain America, a mythic god with a big hammer, and some pretty mean fighting machines, all added up to a bunch of Super Heroes saving the day… in 3-D I might add. I sat on the edge of my seat completely oblivious to anything but the monster machines falling from the big hole in the sky blowing up New York, while Super Heroes battled on. It was an amazing movie! For a couple of hours I was distracted from “life”, and transported to a world where Super Heroes save the day. After the movie, Frank drove by the local Chuy’s for me to pick up my favorite salsa and chips. As I walked back to the car, the orange and black #1415 hot rod, (I had the number wrong in the last article, and yes it is out of the shop!), I heard “Give me that old time rock-n-roll” blaring out of the open sun roof. I did a couple of dance moves as Frank smiled.

You see, the real Super Hero of the day was Frank, he knew I needed a day-of-distraction. He was unaware that I knew what he was doing… he was saving my day! Life had dropped a rocket on our heads, and he was stepping up to be the Hero. Frank can be a little hulkish sometimes, but in those times I remember times like yesterday when he was my Super Hero and saved the day.

If you really know your clients, and you really know your employees, you will know when, and how to be their hero. So on those rare occasions when you drop the ball, or turn a little green, they will remember when you saved the day, and be more forgiving… the technical term,  “enrichment and retention buffer”. So build up a little “Super Hero” equity, save the day and you won’t have to worry about loyalty.

Now, where’s my cape?


Resources… building on exceptionalism


Knowing about the customer is as  important as knowing the product

Houston Business Journal

by Harvey Mackay                                                                                          May 18, 2012

On a national sports radio program recently, the two talk show hosts were discussing star quarterback Peyton Manning and the enormous impact he is having in his new football home, Denver.

They mentioned that Manning had already learned the entire playbook, but even more interesting was the fact that he learned the names of the entire press group and as much as he could about them and their families. One host opined how “brilliant” that was of Manning, and what is most impressive is that he took the time to read and find out as much information as he could.

Perhaps he does this because he knows the value of scouting reports, which colleges and major sports leagues use to assess their competition and draft choices.

I don’t know if Peyton Manning is familiar with the Mackay 66-Question Customer Profile, which I wrote about in my book, “Swim With The Sharks Without Being Eaten Alive.” However, Manning certainly knows the power that it yields when used properly to build relationships.

Read the full story…

Knowledge Sharing… having an edge

Operational efficiency may just be the only margin generator as we continue the climb out of the financial crisis. Implement the concepts I’ve outlined and build up your liquidity position via enhanced operational (people) efficiencies. Once you have attained the desired capital position, hold true to the model that got you there. Set “buffer” benchmarks and don’t go below them.

Be out in front of changes in the environment — competition, customers, legislative, political, and regulatory — and be ready with a plan to respond. (Chapter 5)

“Knowledge in itself serves no purpose; knowing what to do with what we know and doing it brings the result.” L.Seamans

In The News!


New Bank of America Small Business
Owner Report Finds Running a Small Business Is Three Times More Stressful Than
Raising Children

Small Business Owners Remain Committed and Optimistic About Their Future Despite Challenges and Sacrifices.


Bank of America today released its inaugural Small Business Owner Report1, a semi-annual study exploring the concerns, aspirations and perspectives of small business owners across the country. The survey uncovers a sense of optimism about their own business as they look toward the future 12 months. It also found managing the ongoing success of their business creates more stress for small business owners than any other aspect of their lives.

The survey indicates that maintaining a small business causes small business owners twice as much stress as maintaining a healthy relationship with a spouse or partner, nearly three times as much stress as raising children and more than four times as much as managing their own personal finances. In addition, small business owners regularly forego free time (57 percent), exercise (37 percent) and other important personal priorities in order to manage their business.

Read the full story…

Read More