Angelique is one of my Twitter friends, and a very accomplished businesswoman. She’s hesitant about using her last name but it’s on her website so if you need to know what it is head over there. She offers marketing, writing and social media consulting to many businesses, as well as hosts workshops.

1. What is your business?

I’m a marketing communications consultant. My company is Angelique & Friends Marketing Communications (A.F.MarCom). I write and edit books, manuals and web copy, teach business owners how to use social media, and provide web development services. I also publish a weekly newsletter with advice aimed at social media beginners.

My Twitter account: @afmarcom (http://twitter.com/afmarcom)
The A.F.MarCom Facebook page: http://facebook.com/afmarcom

2. What made you decide to go into this business?

I’ve been a professional writer and editor for over twenty years. I also owned an entertainment agency for over ten years, and in order to be successful, I had to learn new communications and promotions tools as soon as they came out. I was one of the first entertainment agencies on the Internet, and I ran some of the first email discussion groups. I learned each social network as they were invented. In 2008 I had open-heart surgery, and while I was recovering I couldn’t run my agency. Some of my friends and family took advantage of my sabbatical to ask me to teach them how to use social media for their businesses. I also spent my recovery time learning basic web design and writing guest articles for blogs. A new business was born!

3. What types of challenges have you had along the way?

People have no trouble believing that they have failed at “do it yourself” accounting, tax preparation and legal documents, but they are astounded when you suggest that they have failed at “do it yourself” business writing and web design. Similarly, they have no trouble believing that they should take a class about public speaking, but they have trouble believing that they should take a class about public writing, e.g., how to write LinkedIn posts, or how to participate in an online business discussion forum. I not only have to convince people that I’m an expert in my field and a good teacher, but also that they need my services in the first place!

4. Have the positives outweighed the negatives, and if so, how?

I really can’t think of any negatives about my business, except for minor annoyances.

5. What would you recommend for anyone looking to go into business for themselves?

DON’T BE UNDERCAPITALIZED!!! My entertainment agency was able to take off while other agencies faltered because I had enough money to behind it. It didn’t take much money to start my current business, but a business ALWAYS takes some investment. At every single networking event — and I attend a lot of them! — I meet people who haven’t budgeted for the most fundamental of marketing and marketing communications needs, like basic research about their customers and a solid, professional website.
 

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Yasmin Shiraz is proof that there are many quality people you can meet on Twitter and actually get to talk to. Books, movies, speaking engagements, activism… if it’s important, she has something to say about it and she says it well. On my other blog I named her as one of 21 of the Top Black Social Media Influencers; you don’t get much better than her:

1. What is your business?

I own Still Eye Rise Media, LLC, an independent production company. We produce books, films, and webseries.

2. What made you decide to go into this business?

After years of writing, teaching through workshops, and keynoting speeches on a variety of topics, I wanted to put my creative talent in a form that would be accessible to the masses. Books, films and webseries allow me to express my creativity in a variety of formats.

3. What types of challenges have you had along the way?

Production companies are always in need of capital to produce their projects. That’s challenging because I’m always raising money. The book business has changed tremendously over the past 5 years and so we’ve had to adapt along the way. As technology continues to change, we have to find new, more effective ways to reach our customer.

4. Have the positives outweighed the negatives, and if so, how?

The positives outweighed the negatives. For example, just as the book business was changing, Rolling Hills Press – the book division of Still Eye Rise Media, LLC – earned its first top 10 award from the American Library Association. That’s huge for an independent press. Also, our first film – Can She Be Saved? – a documentary about teen girl fights won 4 Film Awards, including best first film from the International Youth Film Festival. Those awards gave me a bunch of confidence.

5. What would you recommend for anyone looking to go into business for themselves?

Embrace what makes you unique. Allow your individuality to be one of your biggest selling points. Believe in yourself. Invest in yourself. Jump off the proverbial cliff on a daily basis which means try something new everyday to grow your business.

To follow Yasmin on Twitter: @yasminshiraz
To Visit her site: www.yasminshiraz.net
On Facebook: https://www.facebook.com/pages/Yasmin-Shirazs-Still-Eye-Rise-Friends-Fans/139699712763511
 

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Today’s interview is a special treat. Not only do I have the normal 5 questions that I ask of all business owners, but I got to conduct my first ever live interview. This is all courtesy of Wendy Y. Bailey of Brilliance In Action Enterprises, Inc. She suggested the longer interview, she had the software to get it done, I came up with some questions, and we just talked for almost an hour. I hope you listen to the interview; there’s a lot of great stuff there, and I think everyone can learn a little something.

Now, the normal interview format:

1. What is Brilliance In Action Enterprises, Inc.?

It’s my group coaching business, where I teach coaches how to provide group coaching for their clients.

2. What made you decide to go into this business?

After spending several years in IT/Telecommunications industry, I was “voted of the island” in 2001. Rather than look for another position, I decided to focus on doing something I loved at all costs. All roads led to coaching so I hung out my shingle in 2002 after training with CoachVille, Coach Training Alliance, Coach U, The Fearless Living Institute, and more. I don’t regret a thing!!

3. What types of challenges have you had along the way?

Initially the challenge was getting clear about what I do and who I truly wanted as my clients. Then, I found getting my name “out there” felt really daunting. I found my stride about two years into some really focused marketing activities and I haven’t looked back. Getting over the marketing hump was easy when I began to embrace a particular marketing style. It became an extension of me! How kewl is that?!

4. Have the positives outweighed the negatives, and if so, how?

Without a doubt!! The triumphs have far exceeded any of the negative stuff. I love saying that and knowing how true it is on a DAILY basis sometimes. A friend of mine used to say, “Life is simple, people make it difficult.” I like making my life simple even if that means putting myself in check at times.

5. What would you recommend for anyone looking to go into business for themselves?

Make sure you have a strong foundation, personally. Continue to work on keeping a strong personal foundation through personal and business coaching. Build a support system with colleagues, family and friends. Finally take really great care of yourself so you can go the distance. The race doesn’t go to the swift but to the one who endures.

I met Althea Garner almost five years ago on Ryze, and she’s been one of my best friends and ardent supporters ever since. Hers is an interesting tale of relocating from Zimbabwe many years ago and having to struggle to have success in America. But successful she is, and since I’ve known her, this is probably her third or fourth business. Truthfully, five questions probably isn’t enough to learn everything about her that could help, but it’s our format, so here goes:

1. What is House Of Homes Online?

House of Homes Online is an Real Estate portal, where buyers, sellers and investors of residential property can go to:

a] search for properties for sale, foreclosures and short sales
b] see what is already on the market in their area and obtain ‘comparable’ pricing
c] obtain topical information on area, schools, crime, business, etc (demographics)
d] obtain home-related tips and tricks and benefit from discounts on home repairs and maintenance
e] find updates to the law in their area and tips on property-related accounting (CPA) tips and to learn from any lawsuits or late-breaking news issues (from qualified experts).

2. What made you decide to go into this business?

I have been a single parent most of my adult life and now that the kids are grown (gee, I even have an adult grandson!), it’s hard to get out of the habit of striving for success! I first went into real estate in Africa in the early ’80′s and did well, but with the recession – and having two sons, for whom I was sole supporter, I had to trade my dream for a steady income and opted for a career in technology to get us through. That lasted for 23 wonderfully successful years – when the kids were grown, I was able to follow my dream again and re-entered real estate here in California.

I love property. I believe that it is the soundest investment that we can make in a lifetime and even though the picture looks bleak right now, compared with what property cost in the ’70′s and ’80′s, it has still appreciated – even with these depressed market prices Most people look at property and assume that if they don’t make a profit in the first 6 months (‘Fix and Flip’), then it is not a good investment! WRONG! If a delicious, light and fluffy chocolate cake takes 25 minutes to bake to perfection, try taking it out of the oven after 10 minutes and tell me that it was a successful venture!

3. What types of challenges have you had along the way?

I entered the property market here in 2005, when the market was bouyant and a buyer was qualified for a loan if they could fog a mirror! Unfortunately, that was the year that I knew nothing! By the time I had gained enough experience to put a deal together (and understand that things are very different here, to what they were in Africa), the market had changed. We had slipped from a sellers market to a buyers market and deals were hard to contract.

Another problem that we have is that everyone and his dog is a ‘Realtor’! If the person you are speaking to does not have a real estate license, then his wife/son/ nephew/friend/boss (you get the picture) DOES! All these people, while not in full-time employment, nibble at the fringes of our livelihood. To be honest, I have a problem with CPA’s, Attorneys and Mortgage Brokers selling property – I wouldn’t attempt to process someone’s taxes – wouldn’t attempt to defend someone in Court and certainly wouldn’t quote on loans, so why do these professions involve themselves in property negotiations on behalf of clients? Realistically, if you required brain surgery, would you go to a lawn mower mechanic who moonlighted as a brain surgeon? I think not!

There is a BIG difference between a real estate agent and a REALTOR(R). A REALTOR(R) is one who is approved by (and in good standing with) their local MLS Board, and is a member of their State and National Real Estate Association. This means that we are regulated and must perform within the bounds and legality of those organizations.

These afiliations come with a cost. Let’s be honest….. being a REALTOR(R) is a costly business and if it’s not advertising and marketing, it’s Board fees or services etc, but it ALL costs a huge amount of money.

In order to be a successful REALTOR(R), you have to have the capital to back you and keeping that capital available is a challenge.

The other challenge we have is being undercut. The question I am asked a lot is: “Since I have to take a drop in profit on the sale of my property because of the failing market, why can’t you take a drop in commission?” Well, firstly, it’s not commission – it’s a brokerage fee. This means that the percentage quoted, is paid by Escrow, to the Broker – not the agent. From this, is deducted costs, such as desk fees, phone charges, E&O insurance (at a $1,000/year) AND Brokerage fees. Depending how good one is as an agent, the agent might get only 50% of the gross fee or as much as 100% – but then the costs have to come off that. When a seller looks at 3 or 4% ‘commission’, this could be as low as $1,000 to the agent from which the agent still has to pay for the marketing of the property!

If the property is listed for less, the agent is already accepting less because the percentage makes it relative – sellers choose not to see this.

A seller who offers 2% to the buyers agent, is just asking to languish on the market, because like it or not, the buyers agents show clients properties that pay 3% (industry standard) and upwards. That’s just a fact of life! So while the listing agent is paying for advertising and marketing of that listing, it doesn’t have a hope of selling, because no selling agent will show it!

Educating the seller is only part of the challenge, but if we can get the seller to understand that agents don’t compete with agents – properties compete with properties – we’d all do business!

Finally, agents don’t ask questions to pry! Every question we ask is designed to qualify or disqualify the property/ies that we show them. If a buyer has seen 40 properties and is tired of the sub-standard properties that they are seeing, they have not been honest with their agent. Only through blatant honesty, can the agent get a clear picture of what the client wants. Asking for a brand new 3,000 sq ft loft with a sea view in Virginia Beach for $15,000 and holding the agent responsible for not finding it, is also not reasonable, but we get a lot of that!

4. Have the positives outweighed the negatives, and if so, how?

Oh, yes! We meet some AWESOME people along the way and helping people to realize their dreams comes with all sorts of warm fuzzy feelings! Honestly, if an agent sees negatives, they’re in the wrong business, because real estate is full of positives!

In the time that I have been back in real estate, I have seen children born in homes bought through me, newly established couples buying first homes, weddings at homes I have sold, upgrades to bigger, better properties, down grades for empty-nesters and even properties that have changed hands because they were willed by the deceased to the family.

It’s all good!

True, right now we have the high foreclosure market, but as a certified Foreclosure Prevention Specialist (FHA/HUD) I have saved more homes than were lost! I don’t prey on others misfortunes, to earn a buck!

5. What would you recommend for anyone looking to go into business for themselves?

I would tell them: Don’t think that you are going to put through your first sale in 12 weeks! Have sufficient capital to carry you through two years (minimum) of no income (even if you DO contract immediately), while still having enough money to advertise and market your listings. Remember: listing a property involves more than just sticking a ‘For Sale’ sign in the ground! There’s a WHOLE lot more to it than that, in order to properly service your client!

AND! …… Being an agent requires a lot more than the fact that you love looking at property! Believe me: you’ll get sick of looking at property within the first week! Ask yourself if you can withstand making 2 hours of cold calls a day and being rejected. hung up and cussed at by 90% of them – 350 days of the year? Ask yourself if you are prepared to work 16 hours a day and 7 days a week, without complaint, for three months before your first day off? That’s what an agent must do to become successful. Whoever told you that real estate involves 3 hours a day 5 days a week, is a liar! Sure, you’ll get there eventually, but even the chef must peel potatoes and swab floors!

It takes money to make money and this business is no different to any other, so stop deluding yourself – it’s hard, costly work!

Before you throw in your salaried position for real estate, tag along with an agent on Open House and start by being the one who jumps in and out of the car to put up the signs! The good part about it is that you’ll lose weight – some of those signs don’t go into the hard ground as easily as you thought! And just when you are exhausted, standing all day with a smile on your face for visitors, prepare to jump in and out of the car to pick up your signs! If you don’t, the City will confiscate them and you will have to pay up to $50 per sign to get them back (and subsequent fines can be up to $200 per sign!)

Being a REALTOR(R) means putting your own feelings aside and seeing only the needs of the client AND performing your fiduciary duty for them. Being a REALTOR(R) means learning to say ‘No’ to anything that even remotely resembles fraud, no matter how hungry you are! To be a REALTOR(R), you need to be self motivated, disciplined and organized to a fault.

And now you know why we earn the ‘Big Bucks’? LOL

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I met Robert Whipple at a meeting of my consultant’s group, Professional Consultant’s Association of Central New York, and it turned out that we shared some similar business interests. His third book is due out some time later this year, and last fall he was named one of the top 100 thought leaders in the country on the topic of leadership development by Leadership Excellence Magazine.

1. What is Leadergrow, Inc?

We do customized leadership training.

2. What made you decide to go into this business?

I have always had a passion for growing leaders. My study of leadership skills and development of strong leaders goes back to the late 1960′s. I will not stop studying and mentoring other leaders until the day I die. I believe the highest calling for any leader is to grow other leaders.

3. What types of challenges have you had along the way?

The biggest challenge is to figure out the balance in life so you don’t become so successful that you sacrifice too much personal time. Letting go of the preoccupation with making as much money as possible is an important step to achieving balance. Do what you love and you will earn enough money to live comfortably and not be a slave to earning money. Do not envy other people: instead envy yourself.

4. Have the positives outweighed the negatives, and if so, how?

Absolutely! When you are doing what you love and are your own boss, what could be better. I am as busy as I can be, but still have the ability to turn away work that is not on my main agenda. Most days I wake up looking forward to the work laid out for the day. The only exception is that I dislike grading papers when teaching collegiate courses. That is my most tedious activity.

5. What would you recommend for anyone looking to go into business for themselves?

Construct a strategic framework for yourself and your business. It is amazing how many consultants that insist their clients make up a strategic framework do not have one for themselves. I don’t mean a mental image of what you are going to do. I mean a written document that you update at least once a year. It needs to contain the following specific things:

Your values, objectives, vision, mission, behaviors, goals (both for the coming year and for 5 years out), list of accomplishments for previous year, Strategic Plan, Tactics, Marketing Plan (including segmentation), Sales Plan, Your Master Strategy Team, Possible directions with advantages and costs of each clearly spelled out, a “mind Map” of your possible options for the future, list of success factors, your own set of rules for political survival, if you are over extended – a list of things you will stop doing.

My strategic plan is 25 pages long (actually 25 PowerPoint slides). I update it every year on New Years Eve (before any alcohol). It is important to set aside a specific time in the year when you update this document, if not you will procrastinate and lose the value of it. Select your birthday, some holiday, or some other convenient time, but make sure you do it every year. The first year it make take a couple days to complete. After that you can update in yearly in just a few hours. Having this document is essential if you want to get the most out of life and your business.

I first met Beverly Mahone on Ryze a couple of years ago, in one of their many networks. We didn’t talk often, and then we hooked up on Twitter and now we talk all the time. She has quite a background in media relations, and has some fairly high powered clients, who are doing well these days.

1. What is BAM Enterprises Media Consulting?

I am a media expert whose purpose is helping others learn how to gain media exposure.

2. What made you decide to go into this business?

It was only logical that I would go in this direction since I spent more than 25 years in radio and television news. I know what the journalists are looking for when it comes to people seeking publicity. I still have quite a few friends in the industry who can help me help my clients.

3. What types of challenges have you had along the way?

The hardest challenge has been getting people to trust me and believe that I can deliver. Sadly, there are a lot of folks passing themselves off as media experts and some of them give a bad name to the REAL professionals. Some people also charge way too much for a “possibility.” My rates aren’t cheap but I do make guarantees and my clients will tell you they get what pay for.

I’d be lying if I said being an African-American hasn’t been a challenge because it has. But once my clients get to know me and my work ethic, they see that I’m no different than someone else they may have considered. You just have to get them to see through their own blindfolds.

4. Have the positives outweighed the negatives, and if so, how?

The positives have, by far, outweighed the negatives. Through word of mouth my business has skyrocketed in the last year! Not only have I gained new clients but I have also formed partnerships and made numerous valuable connections along the way. Having a wonderfully supportive husband also helps because when the money wasn’t coming in, he was still by my side encouraging me and picking up the financial slack.

5. What would you recommend for anyone looking to go into business for themselves?

The one thing I tell people is to find something you have a sincere passion for—something you wouldn’t mind doing for FREE. I know that when you love what you do and do what you love, you’re going to reap huge rewards in the long run. Another thing is, there is no such thing as an overnight sensation–no matter what the media tells you. It takes hard work, determination, perseverance and a few tears to make it work and that won’t happen in a day, a month or maybe not in a year. But don’t give up.

Also, don’t go into your business “blindly.” Have a plan. You only fail if you fail to plan.

I met Sean Branigan, president of Communigration, when he gave a presentation that was a part of the series “Talking Business: A Conversation With…” held here in the Syracuse area. I actually wrote about it on my other blog. I found him to be a very engaging and self deprecating guy, but he’s got a great business sense, and part of his talk has given me a lot to think about as I push my business forward.

1. What is Communigration?

We are a technology and interactive marketing firm. We work with technology companies to provide strategy, marketing communications, product marketing, research and other services to help them identify, attract, get and keep customers. We work with clients all over the world who sell technical products and services to business customers and usually include work with online and interactive media to achieve their marketing and growth objectives. For clients in a wider variety of clients (retail, non-profit, services, etc), we provide interactive marketing services — making use of online and interactive media. We create strategies, develop and implement these media and online services, communities and capabilities.

2. What made you decide to go into this business?

I had to. I’ve worked for myself for most of my career and this is another in a string of new businesses I’ve started and managed.

3. What types of challenges have you had along the way?

All kinds of financial, personal, personnel/staffing, clients and all manner of challenges. The enjoyment is found in the challlenges! You have to revel in the mess.

4. Have the positives outweighed the negatives, and if so, how?

The personal freedoms have been the biggest advantage to outweigh the negatives… and I LIKE to work. With the freedom comes the responsibility to work hard, manage customer expectations (balanced with personal and other commitments) and DELIVER for your customers/clients. I like that.

5. What would you recommend for anyone looking to go into business for themselves?

Don’t think of it as working for yourself… think about it as you work for EVERYONE — all your clients. As you grow and become more successful, you then have the luxury of being able to PICK your customers/clients, and that makes for rewarding relationships, projects and learning experiences. You have to enjoy the thrill. You have to enjoy the ups and downs.

I met Warren Whitlock online, first after he posted a comment on my blog, and later on Facebook, where I learned that, among his many talents, he’s also a book marketing strategist. Fascinating stuff, if you ask me.

1. What is your business?

I’m involved with a variety of businesses, often taking an equity position in compainies I help. I’m best known for BestSellerAuthors where we use online marketing to help authors get new readers, sell books and make the best seller lists.

2. What made you decide to go into this business?

I’ve been an entrepreneur for most of my life, and strated using online media in the early 1980′s. I was asked to co-author a book in 2003 and found that I enjoyed working with other entrepreneurial authors on that project.

What I’ve learned is that the vast majority of authors fail because they don’t look at their book as a business. The most successful authors have a business and marketing plan.

Now I help my clients with online marketing and social media, and train authors who are just getting started with my free course at http://BookMarketingStrategy.com

3. What types of challenges have you had along the way?

I have several new idea for my clients and partners every day. There just isn’t enough time to focus on each one.

I’ve had to learn to give away most of my ideas. That has helped in two ways.

1) Giving is now my passion. I love helping others and see them succeed

2) By focusing my attention on projects, I get more results.

It’s not that one project is better than others. The books and businesses that succeed have the best plans, resources and attention.

4. Have the positives outweighed the negatives, and if so, how?

Once you unlearn the training that you’ve had that you need to work for a big company or do things like the crowd, you can start living life on your own terms.

I can’t imagine ever working on a job now. I find that I love working with people, but on my terms.. when and where I want.

5. What would you recommend for anyone looking to go into business for themselves?

Get started right now. You only have one life to live. Don’t waste another minute living someone else’s version of your life.

Back in March I wrote a post about a new interview initiative being undertaken here in the Syracuse area, and how the first interviewee was Art Zimmer.

Jill Hurst-Wahl, the initiator of the series, named Enitiative, wrote about the interview here, and she captured it all very well. I like that our area is doing things like this, and I believe every community should be looking to promote their own business leaders.

Her article also highlights the next interviewees, which you can check out at the link.

John Burns is a another member of the Professional Consultant’s Association, but we’re also both members of the Syracuse chapter of the American Society of Training and Development. I was always intrigued by his name and his business name, because the two aren’t related; talk about destiny!

1. What is Robert Burns Training?

Dr. John Burns, President of Robert Burns Training Inc. We do training of all types, including sales, leadership, and customer service.

2. What made you decide to go into this business?

Back in 1995, I was Director of Training at Agway Inc. When Agway, which later went Bankrupt, eliminated the training and other human resource functions, I decided to start my own business. At the time I had personal commitments that prevented me from moving to another location. The local training director opportunities were quite limited. I also had the opportunity to team up with Nancy Roberts who was the Director of Video Production at Agway. Together we formed Robert Burns Training, providing both video based and classroom training development and implementation for companies of various sizes. The new company took advantage of our individual skills and the reputations we had within the fields of video and training.

3. What types of challenges have you had along the way?

The biggest challenges faced involved marketing. As the market for video based training dried up in the late 1900’s we divided the company into two separate businesses … training and video. For the last 8 years Robert Burns Training has focused on the distribution and implementation of proprietary programs and the development of training programs for hire. We have been fortunate to have 4 major clients with us for over 5 years. In the beginning the business started out well but then we hit a few lean years. Through it all, a focus on what we are good at, and continuous marketing kept us alive and led to success. I found that it takes over 2 years to develop a significant account. Many folks in the consulting business are so anxious to do what they like that they avoid marketing and selling.

4. Have the positives outweighed the negatives, and if so, how?

The positives have outweighed the negatives. From the positive perspective you are your own boss and can give yourself full credit for what is accomplished. You also have control over your own time and you don’t have to worry about being fired or transferred. On the other hand, if not successful, you have only yourself to blame and if you don’t have business you are as good as fired. The primary negatives are always feeling that you are alone and worrying about getting business. However, if you network and sell on a regular basis and treat your clients as “best friends” these negatives can be overcome.

5. What would you recommend for anyone looking to go into business for themselves?

My recommendations for people going into business for themselves are simple. Have a plan; have confidence that what you are doing is valuable; love what you are doing; be willing to work very long hours; and never lose sight of the cash flow.