Be Your Own Life Coach: Netflix Ceo

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BE YOUR OWN
LIFE COACH
6 Steps to
Take Every Day
Ways to
Hack Your
Sales
Best Cities
for Your
Business
Why Good
Leaders
Love Office
Conict
NETFLIX CEO
REED HASTINGS:
OUR ACHIEVER
OF THE YEAR
SUCCESS.com March 2015
How a brush
with death
gave a man
his life
mission
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Feed Your Brain!
Your one-stop personal-achievement resource!
store.SUCCESS.com
on
onthe
thecover
cover
45
On
Demanding
Better
Reed Hastings, 2014 SUCCESS Achiever
of the Year, led Netix to acclaim and
major revenue gains last year. But hes
also consumed by another mission:
improving public education.
by Susan Young
also on the cover:
Hack Your Sales...........................36
Life Coach...........................54
A
UW5a`[Uf...........................58
4dgeZI[fZ6WSfZ...........................62
4Wef5[f[We...........................67
COVER: BERND VON JUTRCZENKA/DPA/ZUMA WIRE; TABLE OF CONTENTS: MARTIN E. KLIMEK/ZUMA PRESS
MARCH 2015
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Features
54
Be Your Own Life Coach
You can make wise choices and improve
yourselfby yourself.
by Chelsea Greenwood
58
The Power of Healthy Conflict
Real leaders know how to channel dissent
so it fuels innovation and growth.
by Shelley Levitt
62
After the Crash
Dave Sandersons life changed dramatically
after helping fellow passengers escape
Sully Sullenbergers ditched airliner.
62
58
by John H. Ostdick
74
All-You-Can-Eat Marketing
Allowing your customers to binge on your
products can translate into healthyprots.
by Jim Motavalli
67
SPECIAL SECTION:
Location, Location, Location

Ready to set up shop? Consider these
important points when picking your spot.
68
Greener Pastures
Identify the place thats best-suited for
your business and your family.
by Rieva Lesonsky
71
67
Where Are Your Customers?

Study the latest demographic data and
forecasts to nd your clients.
by Sara Vigneri
SUCCESSMARCH20153
6
8
9
Publishers Letter
Editors Note
Your Say
11
StartUP
These short articles can lead to a better life

and business.
Kip Tindell
Edited by Lisa Ocker
18
Strides
30
Figure out what matters most to you and

then apply a laser focus.
by Melissa Balmain
20
A Healthy You
The docs explore sleep problems.
by Jennifer Chang
34
Your Money
You and your significant other need to be

on the same page about finances.
36
Maximum Leadership
38
Schedule an extraordinary life for yourself.

by John C. Maxwell
26
Just Add Hustle
Ponder these points before expanding

yourbusiness.
40
Maverick Minute
A young coach can awaken you

to bigopportunities.
by Jason Dorsey
79
WrapUP
Polish your performance with our

roundup of products and ideas.
Edited by Josh Ellis
88
Action Plan
You can use 10 lessons from this

issuerightnow.
4SUCCESSMARCH2015
Sales Savvy
Hack your sales with seven

easy-to-execute techniques.
Making a Difference
Brian Kaminers firm guides

investors to companies that
align with their personal values.
by Jill Becker
by Tory Johnson
28
Attract top talent.
by Anthony Iannarino
by Suze Orman
24
How To
by Emma Johnson
by Drs. Mehmet Oz and Michael Roizen
22
Corner Office
CEO Kip Tindell mixes optimism

and conscious capitalism in
leading The Container Store.
SUCCESS Foundation
Tucson, Ariz., schools

pronounce the SUCCESS for
Teens program a perfect fit.
42
Positivity
Mine the wisdom in negative

experiences (just dont wallow
in them).
by Patty Onderko
18
COURTESY OF THE CONTAINER STORE
In Every Issue
Departments
2014 SUCCESS
Achiever of the Year
Learn about this years runnersup and see nominees from
pastyears.
From the
Cover Story
>> SUCCESS.com/2014-nominees
Malala
Yousafzai
MARCH 2015
DIGITAL EDITION
ONLINE FEB. 10
GONZALO FUENTES/REUTERS
Dr. Dre
REED
Evan
Spiegel
HASTINGS
At Netix hard work can get
you sacked. Read why in the
Netix HR manifesto.
Christy
Turlington
Burns
LINKS
to SUCCESS
Check it out @ SUCCESS.com/reed-hastings.
IN THE SUCCESSSTORE
There is an achiever in
us all, Jim Rohn says in
the Challenge to Succeed
audio series available at
store.SUCCESS.com.
It is a challenge to
succeed. If it were not, Im
sure more people would
be successful. But for every
person who is enjoying the fruit from the
tree of success, many more are examining
the roots.
Sh
ing More
Kent
Brantly,
M.D.
SUCCESS
Access bonus content by scanning

pages showing this logo with the
free Layar app.
Nancy
Writebol
SUCCESS magazine (ISSN 0745-2489) is published monthly by SUCCESS Partners, 200 Swisher Road, Lake Dallas, TX 75065.
POSTMASTER: Send address changes to SUCCESS magazine, P.O. Box 292144, Kettering, OH 45429. SUBSCRIPTIONS: U.S.A., 12 issues $34.99; Canada, 12 issues $44.99; International, 12 issues $54.99. To subscribe
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2015 SUCCESS Partners. All rights reserved. Material may not be reproduced in whole or in part in any form without prior written permission. Printed in the U.S.A.
SUCCESSMARCH20155
Publishers Letter
How to Live
Before You Die
DEBI PODVALOVA
IMAGINE WAKING UP TOMORROW morning,

grabbing your cup of coffee and opening up the
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Thats exactly what happened to Swedish chemist
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had passed away, but a French newspaper mistakenly
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cV]hiUfm]bghYUX"
Alfred was an armaments manufacturer and the
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premature obituary named him the merchant of
death, holding him responsible for mass destruction
and blaming him for the demise of hundreds of
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As Alfred read his own obituary, he was shocked at
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jckYXh\YbUbXh\YfYhcW\Ub[Y
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the bulk of his enormous fortune
to establish the now-famous Nobel Prizes, awards for
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ghUhYX]b\]gk]``"
To this day the Nobel Prizes are the highest honors
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d\mg]Wg YWcbca]Wg W\Ya]ghfmUbXdYUWY"
KYh\]b_BcVYà]ggYXcbYWUhY[cfmUW\]YjYaYbh"=b
this issue we recognize and award the SUCCESS5W\]YjYf
We look for the person

who has most signicantly
inspired us through
his or her example
of extraordinary
success.
cZh\YMYUfdf]nY"KY`cc_Zcfh\YdYfgcbk\c\Ugacgh
g][b]WUbh`m]bgd]fYXigh\fci[\\]gcf\YfYlUad`YcZ
YlhfUcfX]bUfm giWWYgg igiU``m WfYUhYX Vm bUj][Uh]b[
gcaYjYfmW\U``Yb[]b[h]aYg"H\UhWYfhU]b`mXYgWf]VYgh\Y
UW\]YjYaYbhcZBYh]l79CFYYX<Ugh]b[g"
=jY`cb[UXa]fYX<Ugh]b[g`YUXYfg\]dd\]`cgcd\m
WU``YX :fYYXca UbX FYgdcbg]V]`]hm" =h dfcdU[UhYg
a culture of performance and high standards of
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After all, its hard to come down on your brother-inÙkUbXmciWUbhfYmcifach\Yf"<YYldÙ]bYXh\Uh
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UbXWihgaUfh`mibh]`h\YfYUfYghUfg]bYjYfmdcg]h]cb"
BcUdc`c[]Yg"
Find more on his blog @ DarrenHardy.SUCCESS.com.
Connect with him @ Facebook.com/DarrenHardyFan.
5g<Ugh]b[ggU]X]bUBusinessweek article, At most

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500; Forbes,]hg($$"Time has its Person of the Year, and
Vanity Fair,h\Y<c``mkccX=ggiY"CdfU\gaU[Un]bY
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become your own beacon of hope and inspiration, and a
shining example of whole-life success!

8UffYb<UfXm
SUCCESSDiV`]g\Yf:cibX]b[9X]hcf
Editors Note
Achievers R Us
This issue celebrates achievers, including you
and me. As we were putting the issue together, it
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who shaped me as a leader, the hardest work Ive
ever done, Ive done on my own. At certain crucial
junctions, I had to be my own life coach.
Early in my career I took a
job at a magazine that shall
remain nameless. My new boss
had seemed a little strange in
the interview process, but the
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How bad could it be?
So bad, as it turned out, that
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every morning, I had to gulp
down an unreasonable amount
of Pepto-Bismol. As soon as
the alarm clock rang, my stomach erupted. I had
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(nor have I since)someone who threw tantrums,
humiliated employees in front of their peers and
WY
WUigYXUh`YUghcbYdYfgcbhcWcaY]bhcamc
crying every day (no exaggeration). I had to get
outbut how?
I made a decision: I would stay six months,
enough time to look halfway decent on my rsum.
After that, I would leave, freelancing while I
aggressively pursued a new opportunity. I also
knew that I needed a healthier way to deal with my
stress than drinking so much of that chalky pink
ghih\Uh]haUXYamYUfgf]b["=ghUfhYXaYX]hUh]b[
in the morningsimply breathing and quieting
my mind for 20 minutes, then studying a positive
quotation or passage. Three months into life at
the loony bin, my magazine was bought by a huge,
thriving media company, and I was working for one
of the best people in the biz.
To Be Your Own Life Coach, turn to Page 54.
Susan Kane
Editor in Chief
8SUCCESSMARCH2015
Editor in Chief
Publisher & Founding Editor
SUSAN K ANE
DA R R E N H A R DY
Editorial
EDITOR
LISA OCKER
MANAGING EDITOR
MARY VINNEDGE
FEATURES EDITOR
JOSH ELLIS
ASSOCIATE EDITOR
JENNIFER CHANG
COPY EDITOR
PETER TEPP
TALENT EXECUTIVE
PAU L S COT T A DA M O
SUCCESS.com Editorial
DIRECTOR OF DIGITAL CONTENT
K . S H E L BY S K R H A K
EDITORIAL CONTENT SPECIALIST

JESSICA KRAMPE
SOCIAL MEDIA COORDINATOR

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

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

AMY MCMURRY
SENIOR PRODUCTION ARTIST

C H R I S T I A N S TOVA L L
CONTRIBUTING PHOTO EDITOR
MARK PERLSTEIN
Contributing Editors
S H AW N AC H O R
MELISSA BALMAIN
JILL BECKER
S A L LY D E N E E N
JA S O N D O R S E Y
ANTHONY IANNARINO
M A R G A R E T JAWO R S K I
TO N Y J E A R Y
EMMA JOHNSON
TO R Y J O H N S O N
R I E VA L E S O N S K Y
SHELLEY LEVITT
JOHN C. MAXWELL
J I M M OTAVA L L I
PAT T Y O N D E R KO
JOHN H. OSTDICK
M E H M E T OZ , M . D.
C H R I S R AY M O N D
M I C H A E L R O I Z E N , M . D.
D O N YA E G E R
S U S A N YO U N G
SUCCESS Partners
CEO
S T UA R T J O H N S O N
VP, GENERAL MANAGER

J I M M CC A B E
VP, PUBLISHING & BRAND EXPERIENCE

MERIDITH SIMES
CFO
STEVE MINICK
SENIOR VP, MARKETING

PAU L A DA M S
CHIEF BRAND OFFICER

WAY N E M O O R E H E A D
BUSINESS MANAGER
KEENAN IV Y
eCommerce
PRODUCT MARKETING & DEVELOPMENT MANAGER
HUGH MURPHY
DIRECTOR OF BUSINESS DEVELOPMENT
T R AV I S B O N D
Advertising
ADVERTISING SALES MANAGER
VICKIE PINSK Y
8 5 7-2 8 4 -747 5
V P I N S K Y@ S U CC E S S . CO M
ADVERTISING & MARKETING COORDINATOR

NORTHEAST, SOUTHEAST AND WEST COAST SALES
GABRIELLE EZELL
9 4 0 - 4 97- 9 9 8 3
G E Z E L L @ S U CC E S S . CO M
SUCCESS PRODUCT DEVELOPMENT MANAGER

J E S S I C A E S PA R Z A
Circulation
WEB DESIGNER
JENNIFER ANDERSON
NEWSSTAND CONSULTANT
JOHN MORTHANOS
EMAIL MARKETING SPECIALIST

CAROL SHUKER
SUBSCRIPTION MARKETING
SUE SIDLER
DIGITAL ASSET MANAGER

MISTY KIMBALL
SUCCESS Speakers
DIGITAL CONTENT SPECIALIST

H E AT H E R T I P TO N
SPEAKER SERVICES MANAGER

SONDRA ULIN
The Buzz
struggle nancially. They also carry

more responsibilities for their home lives
and parenting. As a female entrepreneur,
I long to see myself more in your pages
and in the experts who provide guidance.
Where do you take your

SUCCESS?? Show us where
youre reading SUCCESS on
Instagram, and we might
feature your picture online
or in a future Buzz column!
Francine Russell
Bualo, Wyo.
LIVING LARGE
I met Anthony Robbins
[the subject of our
January cover story], and
he changed my vision
about my future.
Florian Ferrere
Via Facebook
@andrewcarlson reads October

2014s issue featuring will.i.am
before heading into the office in
downtown Los Angeles.
I attended two great Tony Robbins

seminars in London, three days each.
Phenomenal. Ever since, Robbins
has inspired me to learn more
about personal development. He is
inspirational, no doubt about that.
Ezra Aguete Garcia Garen
Via Facebook
So excited for Tony

Robbins to be on the cover
of my favorite magazine!
@eric_crumbaker relaxes in Bora

Bora as he reads November 2014s
issue, which has a cover story on
Tim Cook.
Colleen Macomber
Via Facebook
WHERE ARE THE WOMEN?

I love your magazine, but it seems very
sexist. The articles and covers are mostly
about men. Why?
Ann M. Bingham Newman, Ph.D.
Claremont, Calif.
Heather (@hdlegge) enjoys a power

breakfast on her Omaha, Neb., patio
with the September 2014 issue
featuring Steve Wynn.
Follow us
@SUCCESSmagazine
on Instagram and
hashtag your grams with
#successmagazine.
Im a subscriber and enjoy all that you

oer to entrepreneurs. But where are
the women? Statistics show that female
entrepreneurs are on the rise, but you
wouldnt know from SUCCESSnot
even by looking at the covers.
In general, women have unique
challenges in starting and building a
business. They tend toward serviceoriented occupations and are less
motivated by prot, which means they
Editors note: The women are

coming! We just happened to have
a long streak of men on our covers.
While we try to include women and
minorities to accurately reect our
readership, sometimes our requests are
declined. We promise to write about
lots of women this year; weve already
scheduled three for cover stories.
QUOTE QUESTIONED
In the November article on Apple CEO
Tim Cook, he attributed the quote For
of those to whom much is given, much is
required, to John F. Kennedy. Its from
the Bible, in Luke, Chapter 24, verse
48, as Kennedy most likely knew from
growing up in a Catholic family.
Laurie Snow
Cutler Bay, Fla.
Editors note: Kennedy did say it, but

he borrowed from a higher authority as
you pointed out. Thanks, Laurie!
MIND-READING SKILL
Ive often wished I could have properly
assessed, or read, someone and seen
what was coming with them. The
SUCCESS.com article The Skill Youve
Always Wanted: How to Instantly
Read People taught me to observe
more wisely.
John Fletcher
Arlington, Texas
LETTERS TO THE EDITOR
Please include the writers name, city/state, email address and daytime phone
number. Letters may be edited for clarity or space. MAIL: SUCCESS Letters, 200 Swisher
Road, Lake Dallas, TX 75065. EMAIL: editor@success.com.
TERMS OF SUBMISSION
By submitting anything to SUCCESS in any format, written or otherwise, you
agree that: (1) your submissions and their contents will automatically become the
property of SUCCESS, without any compensation to you; (2) SUCCESS may use or
redistribute the submissions and their contents for any purpose and in any way;
and (3)there is no obligation to keep any submissions confidential.
SUCCESSMARCH20159
NEW
THE
JIM ROHN
GUIDE SERIES
The timeless wisdom of Jim Rohn in concise, easy-to-read

48-page pocket-size guides. Perfect for sharing with friends,
family, business associates, clients and prospects.
Time Management Personal Development
Leadership Goal Setting Communication
Buy individually or as a complete set.
Quantity discounts available!
The starting point of all achievement is desire. Without continual growth and progress, such
words as improvement, achievement and success have no meaning. Make the most of yourself by
fanning the tiny, inner sparks of possibility into ames of achievement.
Napoleon Hill, Benjamin Franklin, Golda Meir
TOP
of Mind
Will You Give In

to the Hoopla?
What was your biggest

mistake and what did it
teach you?
32
percent said participating in March

Madness at work boosted moraleup from
20percent the previous year, according to a
2014 poll by job placement rm OceTeam.
27 percent felt March
Madness had a positive impact on

productivity, up from 16percent the previous year.
About
ASSOCIATED PRESS/
CHRIS STEPPIG/POOL
A s the NCA A Div ision I mens basketball

tournament approaches, watercooler banter centers
on several questions: Whos running the office
bracket? Can I watch the games at work? Do I look
feverish? Maybe I need to take a few sick days.
Whether March Madness activities boost morale or
diminish productivity at work is up for debate.
Heres how managers weighed in:
Kentucky's
Andrew
Harrison defends
Connecticut's
Ryan Boatright
in last year's
championship game.
62 percent thought it had no impact on morale or productivity.
We anticipate that more employers will continue to come around to the fact that activities
tied to sporting events like March Madness can actually help increase morale and productivity,
says Robert Hosking, OceTeam executive director.
So if you want give in to the Madness, make sure youre clear on any oce rules; if youre a
manager, make the rules clear, then go ahead and set up a TV in the break room and order pizza
its likely to be a win-win for you and your team.
LINKS
to SUCCESS
Get ideas to use in your business for marketing the

Madness @ SUCCESS.com/march-madness-marketing.
Shake That Lousy Mood

Three ways to raise your happiness instantly
1. Look at your photos of children, friends or pets that trigger a joy response.
Once you settle on a picture, list a few reasons why the picture makes you happyperhaps it
reminds you of something funny or nurturing. Studies indicate that thinking about previous events
and sensory experiences can conjure the same joyful emotions.
2. Start your day with a positive self-statement based on
fact. Instructional and motivational self-talk are uplifting because what we
think inuences our actions and emotions. Note that I say based on fact for a
reason. If you say, Im the perfect parent, no exceptions, it may be true, but if
youre in a bad mood, odds are that you wont believe yourself. A better example:
Im an excellent parent because Ibrought my daughter to the park after school
and saw how happy she was. The more specic the statement, the more likely
you are to believe itand the better the chance it will help you.
3. Compliment three people every day. Research shows youll
gain friendships and condencebecause compliments are often reciprocated.
So start a cycle of happiness!
Jonathan Fader, Ph.D., licensed clinical psychologist and assistant professor of family
medicine at the Albert Einstein College of Medicine in New York
12SUCCESSMARCH2015
Early in my career, I really lacked

perspective. I made the mistake of
thinking I was a big
fish and learned
quickly that its in
proportion to the
size of the pond, and
there is always a
bigger pond. Some people think they
are happy where they are, but that is
only because they dont know what
lies ahead for them on the other side
offear.
Rachael Qualls, founder

and CEO, Venture360
I took a job for

the money, but I
wasnt excited about
the work. That
experience taught me
salary doesnt make you happy. I think
about that experience every time I
hire someone to work at ZipRecruiter.
Learning what gets people excited is
the best way to judge whether or not
your environment is a match.
Ian Siegel, co-founder
and CEO, ZipRecruiter
A mistake I have made in the past was

looking at an opportunity or project
and immediately
thinking I may not
be qualified to take it
on. I have found that
all of my past work
experiences and my
personal life contribute to whatever
task is at hand. I think that, as an
entrepreneur, you find you have more
skills than you ever thought you had.
I now take on new opportunities with
more confidence.
Brittany Gaskill,
co-founder, Stylelink
Dramatic Turnaround
Abandoned as a child, Walking Dead star Chad L. Coleman found hope and love.
character and integrity. Our foster father
was a hardworking junk collector, and every
day our foster mother
was relentless about
g o o d g r a d e s ,
Coleman says.
They taught us
it didnt matter
BOBBY QUILLARD
Theres a special bond between Walking

Dead s kindhearted Tyreese and baby
Judith on the popular T V show, and
one that isnt a stretch for actor Chad L.
Coleman.
The father of a 15-year-old daughter and
toddler son, Coleman takes his real-life role
quite seriously. When he was just 11 months
old, his 7-year-old brother was attempting
to cook for his four siblings when a re broke
out in their apartment in the Richmond,
Va., projects. The children had been
abandoned by their parents,
authorities discovered.
After becoming wards
of t he s t at e , t he y
went t o live w ith
foster parents.
They saved our
lives. George and Lottie
By rd taught us about
how much money you have, and they gave

us the condence to be successful.
Coleman got guidance from others,
too. It takes a village, right? he says,
explaining that his oldest brother, Donald
Coleman, who is now a minister and a
Richmond school board chairman, was
more like a father to him, and that his
high school drama teacher, actor Robert
Pemberton, guided his rst steps toward
an acting career in New York following a
stint in the military.
I had supportive teachers, and my
brother is my mentor and my hero. He
fights the good fight for the community
and told me, Chad, choose the light,
Coleman says. Im a believer in forgiveness
and redemption, both in my own life and
for others.
Coleman gives back by working with
a variety of organizations, including
Camp Diva, a Richmond-based nonprot
providing summer and after-school
programs for girls 11-17, with an emphasis
on African-American culture.
I never saw myself as a victimI was
always so excited about life, Coleman
says. I want others to feel that way, too.
Susan Young
Raise
Your
Game
The Kauffman
Foundations online school coaches entrepreneurs.
If you want to build your business idea into the next big thing, the Kau man Foundation
wants to help through its Founders School, a program of online education presented by a
bevy of experts.
For instance, best-selling authors Daniel Pink (Drive: The Surprising Truth about What
Motivates Us) and Steve Blank (The Startup Owners Manual: The Step-by-Step Guide for
Building a Great Company) make short video presentations on their specialties. The schools
blog and newsletters explore Startup 101 material, too: A topic from last fall was Why Email
Marketing Still Trumps Social Media by Neil Patel, co-founder of Crazy Egg and KISSmetrics.
To learn more, visit Entrepreneurship.org/Founders-School.aspx. On this webpage, you can
check out Founders School videos and blogs as well as sign up for its free weekly newsletters.
Perhaps even better, you can email pressing questions to founders and their teams for advice.
Mary Vinnedge
Sh
ing More
SUCCESS
Scan this page to learn more from

Kauffman's Wendy E.F. Torrance, Ph.D.
SUCCESSMARCH201513
TOP
of Mind
A Winning Business
A young entrepreneur devises a way to protectahem!
an especially vulnerable area.
Find a problem and solve itthats one of the keys to success for any entrepreneur. Daniel
Goldberg, a Syracuse University senior who enjoys mixed martial arts, did just thatand recently
won the right to represent the United States in April at the Entrepreneurs Organizations Global
Student Entrepreneur Awards.
Goldbergs business, Diamond MMA, has garnered raving testimonials from pro athletes, and
he envisions it revolutionizing high-impact sports. So whats his product? Heres a clue: You can
\]h]hk]h\Ug`YX[Y\UaaYf UVUgYVU``VUh U_]W_ZfcaUdfcZYgg]cbU`[\hYf]hXcYgbhaUhhYf"
You wont go down, Goldberg says.
When youre growing, trying to

save money by limiting the size and
quality of your team
is a huge mistake.
Its important to hire
people who will grow
with you. Rather
than hiring based on
experience today, I have learned to
hire based on our needs in 12 to 24
months. This reduces turnover and
ensures that we have plenty of team
members to support our company
objectives.
Daniel Goldberg
COURTESY OF JD ROSS/SYRACUSE UNIVERSITY
Jeff Platt, CEO, Sky Zone
=Zmci\UjYbh[ifYX]hcihmYh h\Y8]UacbXAA5]gUdfchYWh]jYUh\`Yh]WWidgmghYa"
5hh\Y;G95bUh]cbU`bU`g ;c`XVYf[acXY`YXh\Y[YUfhcXYacbghfUhY]hgYYWh]jYbYgg
asking a judge to hit him in the groin area with a hammer. The judge complied, and Goldberg
never stopped smiling.
The cup system is no joke, though, as National Hockey League center Scott Gomez and MMA
lightweight champion Anthony Pettis attest. Goldberg says Diamond MMA solves a common
WcadÙ]bhUVcih]``!hh]b[cf]bUXYeiUhYdfchYWh]jY[YUf"
We have an amazing team of designers and good support from many professional athletes,
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;c`XVYf[gUmg"
His advice to other students interested in entrepreneurship: Theres no better time to get
started than in college. You have a great network of professors, mentors and other successful
people who can help you build your business.
So if you have a great idea, dont let your youth or lack of education and experience deter you.
Just do it. Just start something, Goldberg says. I feel that a lot of college students tinker with an
idea, but never actually act on it.
Jennifer Chang
14SUCCESSMARCH2015
I started Citelighter because I saw my

little brother struggling and on the
verge of dropping out
of college. My cofounder and I, both
once troublesome
kids ourselves, quit
our jobs to help kids
learn how to realize their potential.
Watching the company grow to help
hundreds of thousands of children
has been invaluable, but most
rewarding for me personally has been
watching my little brother become an
amazing man with drive and focus.
Its so sweet when it comes full circle.
Saad Alam, CEO, Citelighter
The biggest mistake Ive made was

not being ambitious enough when
I was younger and
exploring and learning
more things in life.
However, Ive learned
that it is never too late
to go for your dream.
Regardless of how
old you are, you should always set
the bar high and never quit until you
achieve it.
Melanie Cho, co-founder and director
of marketing, TrendPo
#TweetsWeLike
@cmozilo
Great news! It took less than
10minutes before someone dropped
synergies in this presentation. The
dream of corporate America lives!
@MariaShehata
I have to send a fax,
and its ruining my day.
@drewmcomedy
There should be a holiday where
we all agree to hit the send all
button in our drafts folder.
Forget Your Wallet?

Social banking offers a solution.
Forget the days of writing checks or withdrawing cash from the ATM to pay
back your friends. New apps like Venmo are making it easierand more funto
repay those IOUs. The free mobile app allows users to make payments
instantly from their smartphones. Venmo also adds a social element:
Users can add messages to their payments such as, for amazing
food and karaoke! Your friends on Venmo can also see whom youre
paying and what other friends are paying you, if you so choose.
Venmo isnt the only app marrying social media and mobile
banking. In November, social media app Snapchat teamed up with credit cardprocessing app Square to create a new feature on Snapchat that allows users to
repay their friends by simply sending them a message with the dollar sign and
the amount.
Its only a matter of time before more social media
apps begin to oer mobile banking features. The
2014 World Retail Banking Report found
that bank customers have high digital
expectations, meaning banks will now be
looking for ways to combine their services
with social media.
Jesus Jimenez
Take
a
Stillcation
A do-nothing break can be the most refreshing respite.
One of the worlds most prodigious travel writers, Pico Iyer, says that a stillcationliterally doing as little as possiblecan be the best
possible use of downtime.
Just as daily meditation can bring peace and purpose, the Time, Harpers and New York Times regular vows that taking
even a long weekend to truly decompress will have renewing results both at work and play. He cites Silicon Valley
workers who turn o all online connections on weekends and his own experience living in Kyoto, Japan, where
he possesses no bicycle, car or television speaking a language he understands. The less activity you can
tolerate, the better, he says.
Iyer said in a recent talk at TEDSalon New York that the best thing about travel is the
opportunity to bring magic and wonder back home. But, he explains, Nowhere is magical
unless you can bring the right eyes to it. You take an angry man to the Himalayas, he just
starts complaining about the food.
Citing the cross-cultural significance of the stillcation through the
centuries, Iyer rearms an ancient philosophy that in wanting nothing,
we might really end up wanting for nothing.
Go on your next vacation to Paris or Hawaii or New
Orleans; I bet youll have a wonderful time, he says.
But if you want to come back home alive and
full of fresh hope, in love with the world,
I think you might want to consider
going nowhere.
Josh Ellis
SUCCESSMARCH201515
Spot Your Blind Spots
THE
Happiness
GUY
SHAWN ACHOR
is a Harvardtrained researcher
and the author of
Before Happiness.
Get a daily dose of
happy at
Facebook.com/
ShawnAchor.
A different set of eyes can help you gain perspective.
The blind spot is the area in the back of the eyeball that lacks receptors
and thus cannot absorb the light coming into the eye. Were not consciously
aware of these gaps because our brains literally invent information that lls
in our elds of vision.
Similarly, in Before Happiness, I wrote that we all have mental blind spots
that distort our perspective about aspects of our lives or work, impairing our
decision-making and judgment. Here are two common examples:
n When you face a big challenge, are you blind to the ways other people
could help you? Do you always try things alone? People with this blind spot
lose connection to their social support networks in the midst of challenges
when they should be investing more heavily in their support systems.
n Are you blind to your emotions at work, focusing only on your team?
Are you good at seeing how others lose perspective because of their egos or
anxieties but have diculty seeing past your
own ego or anxiety? People with this blind
spot are quick to judge, even though they
are modeling negative behavior.
The best corrective lens is a different
set of eyes. Find a partnersomeone who
has a different personality, background
and/or positionwho can oer another
perspective. Meet for coee monthly
and give each other permission to
shed light on each others blind
spots. The more light you let in, the
more possibilities you will perceive
for success.
Instead
of Whining
Seven ways to become a can-do person
What separates achievers from dreamers? Whiners from winners? Its all about attitude, so take
these tips to change yours and go from complaining to can-do!
1. Disown helplessness. Aggressively pursue solutions and youre likely to uncover creative
answers that others have missed.
2. Enter the no-whining zone. Recognize complainings futility and guard against indulging in
this time-wasting activity.
3. Empathize. See any disagreement from the other persons perspective in order to make the
best decisions.
4. Go with the ow. Dont get caught griping about an unexpected curve in the road. Accept
transition with an optimistic outlook.
5. Walk the second mile. Dont settle for any acceptable solution; set expectations for yourself
that are higher than whats dictated by the people or situations around you.
6. Quit stewing and start doing. Dont be crippled by worry, fear or anxiety; press forward. The
perfect moment when all is safe and assured may never arrive, so why wait for it?
7. Expect a return on your commitment. Passionate commitment is contagious, and resources
follow resolve. Committed leaders will reap rewards and nd open doors as others are drawn
to their excitement and energy.
John C. Maxwell
16SUCCESSMARCH2015
TOP
of Mind
Early on, I naively extended trust to
people who hadnt earned it. I was left
in financial hardship
by unscrupulous
partners whom I
trusted far too easily.
These days if you
have my trust, youve
earned it through dependability and
loyalty during hard times. True colors
tend to come out when were not
flying so high.
Christopher Longsworth, founder and
CEO, Invesca Development Group
When I started my
first corporate job,
the biggest mistake
I made was trying to
fit a traditional role
of leadership; I ran
projects top down. By straying away
from my natural style, I realized I
wasnt leveraging my core strengths:
understanding my stakeholders
needs and fostering a collaborative
environment.
Gloria Hwang, co-founder, Thousand
The way entrepreneurial success

stories sometimes are told, it seemed
that if you made
something that
consumers wanted,
success would
inevitably follow.
I was all about the
product, and now I've changed: Im
all about the company. Sure, the
product needs to be the best, but that
alone is worthless. You need to create
awareness, and you need to give
consumers access. That takes the
right people. Its all about the team.
Kristy Lewis, co-founder and
CEO, Quinn Popcorn
As told to Jennifer Chang
Ignite Inspiration!
AR
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JIM
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PH
MC
CL
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DO
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DARRE
II
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IGL
CONNIE PODESTA
store.SUCCESS.com
LES BROWN
MA
XWE
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JOH
N C.
Your one-stop
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DEN
IS W
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EY
COV
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SHAW
Strides
DAN YACCARINO
Underachiever
of the Year?
Doing less, for more fulllment
Melissa
Balmains work
has appeared
in The New
Yorker, The
New York
Times and
McSweeneys.
The author
of Walking
in on People,
an awardwinning poetry
collection,
she teaches
writing at the
University of
Rochester.
IT SHOULD HAVE BEEN WORKING. For months,

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Uih\cfcZh\YVYgh!gY``YfEssentialism: The Disciplined
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of contribution in my life, what would it be?
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18SUCCESSMARCH2015
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FREE
weekly
newsletter
SUCCESS
Seeds of
our own lives, how many of us are taking time once a quarter to
evaluate where we are and where we want to go?
So McKeown favors taking a day four times a yearin
nature, where youll have fewer distractionsto ponder what
may be getting between you and your essentials. Among his
suggested questions: K\YfYUa=W cadfca]g]b[amZcWig]b
kUmg=g\ci`XbhVY3K\YfYUa=`Yhh]b[gcW]U`dfYggifYhfiad
am]bhYfbU`jc]WY3And, of course, K\Uhkci`X=Xc]Z=Wci`X
XcUbmh\]b[3
Once youve picked your top priority or two for the quarter, he
said, plan your routine around itin writing.
But dont stop there.
Once a week, set aside an hour for more questions, such as =gh\]g
h\Yf][\hfcih]bY3 and 8cYg]hbYYXUXîgh]b[3
Each morning, ask yourself McKeowns best question (about
h\Yacgh]adcfhUbhh\]b[mciWci`XXch\UhXUm"
Before bed, try answering these: K\YfYX]X=gdYbXamh]aY
hcXUm35a=dfciXcZh\YW\c]WYg=aUXYUh\caYUbXUhkcf_3
McKeown has been asking himself all of the above, he said, with
great results. The day before we spoke, for example, the best question had led him and his wife to spontaneously take their four kids
out of school and travel to Napa Valley. There they were enjoying
a two-day vacation while checking out an amazingly beautiful,
pristine hotel out in nature where McKeown is considering
running a program. Were combining the highest-value work I
could be doing professionally and the highest-value work I could
be doing personally into a marvelous memory.
Before I could gloat about our interview being part of that
highest-value work, McKeown sobered me right up.
Its his belief, he said, that each of us has an essential mission in
`]ZYUbXîghYbci[\h]aYhcZi```]h]ZkYghUmZcWigYX"5bXk]h\
that in mind, he posed one last question: On the day you die, what
will you hope you did, and decided to do, on this one?
Gulp.
As you may have guessed, my calendar hasnt been quite the same
since that conversation. In fact, Ive got to go.
My 9 oclock sonnet is waiting. S
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SUCCESSMARCH201519
A Healthy You
In the Zzzzzzone
Tackling sleep issues such as snoring, eating at bedtime and jet lag
YOU NEED YOUR SLEEP, so weve answered your
biggest questions on the topic.
Q: Im a terrible snorer, which is

driving my wife crazy. My doctor has
ruled out sleep apnea, but should
Iconsidersurgery?
A: Not until youve explored all other options. To
Mehmet
Oz,M.D., is the
director of the
Cardiovascular
Institute and
Integrated
Medical Center
at New York
Presbyterian
HospitalColumbia
University
Medical Center.
Michael
Roizen,M.D.,
is the chief
wellness officer
and chair of
the Wellness
Institute at the
Cleveland Clinic.
His new book,
This is Your DoOver, debuts
Feb. 24.
understand the solutions for snoring, you should first

understand the causesnoring happens when something
cVghfiWhgh\YckcZU]fgcaYk\YfYU`cb[h\YdUggU[YkUm
in your nose and mouth.
CbYdcgg]V]`]hm]gaiWig"=ZmcicZhYb\UjYUghim
nose or drainage in your throat (from persistent colds,
sinus infections or allergies), that gunk can clog your
pipes and make you a seriously loud sleeper. If you
suspect this is the problem, try rinsing with a neti pot
(use distilled water to avoid potential infection) before
bed, applying sticky strips that prop your nostrils
cdYbUbX#cfig]b[U\ia]X]Yf]bmcifVYXfccahcgYY
whether those measures do the trick.
If not, the issue could be excess fat in the throat that
pushes in, narrowing the passageway. If youre overkY][\h `cg]b[%$cf%)dcibXgWci`X]bWfYUgYU]fck
and reduce snoring by 30 to 50 percent.
:]hUgUXX`Y3GcaYh\]b[Y`gYaUmVYaU_]b[h\Y
muscles in your throat relax too much when you sleep,
blocking air. Alcohol or sleep meds can make
this happen, so skip em to keep your tissues
tight. You might consider trying to sleep on
your side: Back-sleeping can cause the tongue
to relax into the throat, narrowing the airway.
Its also smart to ask your doctor about trying a
mandibular advancement splint, a device designed to
gently pull your jaw forward to open the back of your
throat. These appliances have advanced quite a bit recently,
so you wont necessarily feel like youre wearing headgear
to beditll be more like an orthodontic retainer.
20SUCCESSMARCH2015
If these tactics fail, you could have a structural

problem that may require surgery. One example is a
deviated septum, which means the thin wall between
mcifbcghf]`g]gg`][\h`mUg_Yk V`cW_]b[U]fck]bcbY
side of your nose. While certain drugs can treat deviated
septum-related problems, only septoplasty surgery can
XY`]jYfUdYfaUbYbhl"H\Ygif[Yfm]ghmd]WU``mUbcihdU!
tient procedure, but your doctor will probably use general
anesthesia. Recovery can take a while, so ask lots of questions to ensure the procedure is right for you.
Another possibility is that your tonsils, adenoids,
uvula and/or other throat tissues could be surgically
removed. This is also a procedure that shouldnt be taken
`][\h`mk\]`Y]hhYbXghcVYYYWh]jY aUbmk\cibXYf[c
it say the pain and recovery were so unpleasant that they
wouldnt do it again.
An additional option is the pillar procedure in which
your doctor inserts small rods into your soft palate to
stiffen it and prevent that overly relaxed tissue we
mentioned earlier. This is a somewhat easier surgery, but
you still should do plenty of research and ensure your
doctor has lots of experience performing it.
Bottom line: If your doctor has ruled out sleep apnea,
it means that snoring isnt endangering your health, but it
is screwing up your life (you know what they say about a
\Uddmk]ZY"Gif[YfmWci`XVYU`Y[]hcdh]cb Vihcb`mUgU
last resort to avoid being exiled to the couch.
Is Benadryl a smart sleep aid? To nd out, read
the extended column @ SUCCESS.com/sleep-aid.
Q: Is it true that you shouldnt eat right

before bed? I have trouble sleeping
when Im hungry!
A:MYgUbXbc"8cbhmci\UhYh\Uh3MciWYfhU]b`m
shouldnt go to bed starving: A rumbling stomach can
wreak havoc on your ability to fall or stay asleep. A
smallless than 200 caloriessnack that combines
whole grains with a bit of protein is ideal. Thats because

the protein will help keep you full through the night,
and the complex carbs may help increase the amount
of tryptophan available to your brain, which produces
the feel-good hormone serotonin, which then helps
your body produce calming melatonin. Whole-wheat
crackers with almond butter are great, as is a small bowl
of whole-grain cereal with milk. Bananas are a good
bet, too, because they contain potassium and magnesium, both of which may help you sleep better.
But some foods (and drinks) before bed can interfere
with quality sleep. Large, spicy or fatty meals eaten near
bedtime can all cause acid reflux and raise your core
temperature, both of which make it harder to sleep.
And aged cheese, red wine and processed meats can
contain tyramine, a compound that can cause the brain
to release norepinephrine, a stimulant. Basically, keep
your snack small and simple, and youll catch every one
cZh\cgY($k]b_g"
Q: I travel long distances for work, so

what are the best ways to beat (or, even
better, avoid) jet lag?
A: Avoidance is ideal. Were fans of preparing your
body for a trip in advance to make your adjustment
to a new time zone easier. Starting a few days before
you leave, tweak your sleep schedule according to the
direction youll be f lying. Heading east? Go to bed
a little earlier each night and wake up earlier each
morning. Going west? Start burning the midnight oil
and sleeping in. That way you wont be totally wiredor
totally beatand screw up your sleep before those

V][aYYh]b[g"
=ZmciWUb cdhZcfU][\hh\UhÙbXgbcÙhYfh\Ubh\Y
early evening so you have time to exercise when you arrive
(exercising right before bed can raise your core temperature, which interferes with sleep). A workout is a great
kUmhcfYWcjYfZfca\cifgcZg]hh]b[cbU][\hUbXhc
tucker yourself out before bed. Eat a light dinner or snack
Ujc]XWUY]bYUbXU`Wc\c` UbX[chcVYXVmUfcibX%$
p.m. whether you feel sleepy or not. During the day, you
can ease the adjustment by eating light, healthful food;
moving as much as possible; drinking plenty of water;
UbX[Yhh]b[gcaYgibg\]bY YgdYW]U``m]bh\Yacfb]b["
Its also smart to acknowledge that some of what we
chalk up to jet lagespecially when it comes to work
travelis really stress or anxiety. Youve probably got
something important happening wherever youre going,
and youre sleeping in an unfamiliar place, so you may
toss and turn, worrying about whether the alarm will
[ccUhh\Yf][\hh]aY \ck`cb[]hk]``hU_YmcihcfYUW\
the conference center, and if you remembered to pack
everything you need in your briefcase. Thats why we
also suggest making your hotel room as dark, quiet and
comfortable as possible (bring a sleep mask and download a white noise app); setting your phone alarm as well
as the rooms clock to be sure youll wake up on time; and
spending a few minutes before bed triple-checking that
everything is organized for the next day.
If youre really struggling, its OK to occasionally pop
a sleeping pill. Doxepin (sold as Silenor) has only a few
g]XYYYWhg"S
SUCCESSMARCH201521
Your Money
Its Money, Honey

Dont let nancial folly ruin your most important relationship.
IF YOUVE EVER been married, you know that
uncomfortable conversations about money are essentially
unavoidable. Financial disagreement is the No. 1 cause of
divorce in the United States.
Gc]hg]adcfhUbhh\UhmciUbXmcifg][b]WUbhch\YfUfY
on the same page when it comes to spending and saving,
lest you allow the tension caused by this important aspect
of sharing a life to drive you apart. Remember to
keep your conversations on the positive side and try
not to focus on past mistakes. If the two of you
want to put kids through college and eventually retire comfortablytogetherI have
some thoughts that can help.
One really important thing is that you
YUW\\UjYUh`YUghVUg]WbUbW]U`_bck`YX[Y
and skills. The two of you should sit down
once a month to go over your monetary situation. You can take turns paying bills. You can
look at your daily spending habits and think about
upcoming costs.
You should also request copies of your credit reports
from one of the three major credit bureaus (contact
Equifax, Experian or TransUnion). If you or your
squeeze has had a hard time keeping up with debt, my
guess is that itll mean less-than-stellar credit. When
you look at the credit histories, youll see each others
Suze Orman is
financial picture realistically. And once youve faced
a best-selling
your
respective situations, the two of you will be in a
author, host of
position
to end any emotional tug-of-war and begin
The Suze Orman
fYdU]f]b[mcif
bUbWYgUgUhYUa"
Show on CNBC
Its very important that one marriage partner
and a two-time
Emmy winner for doesnt use money to establish the upper hand over
her PBS specials. the other. If you earn significantly more than your
Forbes has
partner and think that gives you license to be overly
named her one
controlling,
youre wrong. Likewise, if youre letting
of the 10most
mcif\][\Yf!YUfb]b[gdcigYfibh\YYbh]fY
bUbW]U`
inuential
show,
you
dont
have
a
money
problemyou
have a
celebrities in
self-esteem problem.
theworld.
22SUCCESSMARCH2015
?YYd]b[bUbW]U`gYWfYhg`]_YacghgYWfYhg]gUbch\Yf
mistake couples make. Usually financial mistakes are
found out, and it will take a lot of work to regain the trust
that is lost. Both you and your boo need to be accountable
from now on.
Another common problem is when one party expects
h\Ych\YfhcZc``ck]b`cW_ghYdk]h\YjYfmbUbW]U`XYW]!
sion. Just because hubby starts contributing more to
an individual retirement account doesnt mean wifey
can or should follow suit, depending on her particular
circumstances.
Finally, its important that the two of you focus less on
creating a perfect budget and more on creating a perfect
WcbjYfgUh]cb"McifaihiU`bUbWYgUfYUV][d]WhifY bch
a monthly window. So ask the right questions. Are you in
U\cigYmciWUbhUcfX38cYgcbYcZmciÙW_bUbW]U`
fYghfU]bhh\UhbY[Uh]jY`mUYWhgmciVch\3
No budget will work until you and your loved one get
WcaZcfhUV`Yk]h\fY[iÙf\YUfh!hc!\YUfhgUVcihbUbWYg"
Just keep it positive, and look forward, not backward, at
mistakes from the past. S
70%
ER
LECTURE TITLES
13
off
Taught by Assistant Professor

Melanie Martin Long
KENNESAW STATE UNIVERSITY
LIM
OR
D TIME OF
R
FE
E
IT
Mastering Stage Presence:

How to Present to
Any Audience
BY M AR
1.
The Performance Triangle
2.
Modern Acting Technique
3.
Building a Character
4.
Analyzing Backstory and Motivation
5.
Identifying Your Unconscious Habits
6.
Recovering Your Natural Alignment
7.
The Body Balanced at Rest
8.
The Body Balanced in Motion
9.
Intent, Purpose, and Character
10. Playing Status Relationships

11. Stage Movement Savvy
12. The Glorious Human Voice
13. Accessing the Breath
14. Your Vocal Energy
15. Vocal DynamicsYour Best Voice
16. Clear, Energized Speech
17. The Muscles of Speech
18. Vocal ColorPacing and Phrasing
19. Accents and Dialects
20. Acing the Audition
21. Preparing for the Performance
22. Using Stage Fright Energy
23. Working the Crowd with Condence
Speak to Any Audience

with Skill and Confidence
Any time you communicate with others, the way you carry yourself,
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this ability to connect powerfully and authentically with an audience
something youre born with, or are there ways to develop it?
In Mastering Stage Presence: How to Present to Any Audience,
Melanie Martin Long, a celebrated teacher of acting and directing,
leads you in an in-depth exploration of the skillsand the joyof
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learn how to channel nervous energy into effective performance, and
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Maximum Leadership
One Giant Leap

Do you realize how close you are to being extraordinary?
DO YOU THINK OF YOURSELF as extraordinary?
John C.
Maxwell is
a leadership
expert, speaker,
a best-selling
author and
founder of
EQUIP and the
John Maxwell
Co., which have
trained more
than 5million
leaders
worldwide.
Are you rolling your eyes because you think extraordinary is some special, unattainable status held by a
privileged few?
Let me share a secret: The distance between ordinary
and extraordinary is much smaller than you think, and
theyre separated by the smallest of margins. Crossing
over is as simple as shifting your mindset and making a
series of incremental changes. Heres how to get started:
Focus just a little more. Unintentional neglect can
impact us in subtle ways that we dont begin to realize
until after the fact. You probably dont go out of your
way to make your closet messy, but it happens anyway.
Messiness and clutter occur in larger parts of peoples
lives in the same way.
Isnt that the truth? How much of your life is bogged
down with mundane tasks, misplaced priorities and
trivial details?
Repeat after me: Its OK to say no.
BchUbc\UbXYXbc Vih]bghYUXUb]bhYbh]cbU`XYW]!
sion to put certain essential activities ahead of others of
little importance.
Personally, I start by regulating my calendar. I control
what goes on it and keep others from hijacking my
agenda. Ive discovered that by focusing a little bit more
and wiping out some nonessentials, my results increase
g][b]WUbh`m Ugk]``mcifg"
Slay a dragon before breakfast. My friend Michael
Hyatt, the former CEO of Thomas Nelson Publishers,
gUmg\Y[\hgUXfU[cbbUaYX@Yh\Uf[mYUW\acfb]b["
He explains on his blog, If I dont slay this dragon before
breakfast, he usually gets the best of me. After breakfast,
when the days activities are crowding into my life, my
W\UbWYgcZXc]b[VUhh`YUbXk]bb]b[XfcdXfUaUh]WU``m"
Hyatt wakes up earlywhile Lethargy is still dreaming
sweet dragon dreams about the land of Honaleeand
uses those predawn hours to gain the upper hand through
prayer, exercise and reading.
24SUCCESSMARCH2015
If you have a hard time slaying your dragon, plan your

battle the night before. Do this every day for a month, and
you will be amazed at the positive results.
EUZWVg^WkagdXS_[^kdef I measure my success by the
strength of my family relationships. To keep those bonds
fa =aU_YgifYhcdf]cf]h]nYamh]aYk]h\h\YaUVcjY
all else.
Balance isnt easy. The list of things I want to do is
longer than the time I expect to have on this earth. I
could work 24/7 and not do all that I want. Does that
mean I work 24/7? No. I set my work aside and put my
ZUa]`mfgh"
Each December, when I plan the coming year, I block
out several weeks just to be with my wife, Margaret, or our
family. I pay particular attention to vacations, holidays and
V]fh\XUmg":Ua]`mh]aY[cYgcbh\YWU`YbXUffgh"
At the start of each month, I carve out days here and
there for my loved ones. And Ill spontaneously shift daily
priorities to make room for familywhether its dropping
everything when the grandchildren stop by or letting
Margaret organize an afternoon outing.
Too often successful people give their families the
`YZhcjYfg"=hgX]
Wi`hhc`]jYUbYlhfUcfX]bUfm`]ZY]Zh\]b[g
arent good at home, though. Family relationships take
kcf_"6ihh\UhcbYYcfhk]``m]Y`XU\i[YfYhifb"
Add one extraordinary team member. Every leader
knows that the better the players, the better the team.
Good teams create momentum, and momentum makes
leadership easier.
Id rather have one extraordinary player than three
ordinary ones. Extraordinary people make things
happen. They are game changers. They carry more than
their weight, and their influence is felt in everything
h\YmhciW\"
=ZmciWUbbXîghcbYU``!ghUfdÙmYf mci``W\Ub[Y
the entire dynamic and performance of your team. And
that change can take the entire group to another level,
including you, Coach.
the world, and extraordinary lives dont exist in languid

streams. Seek the riptides.
Possess an extraordinary attitude. While this step
might seem the simplest, it could be the most important.
<U``cZ:UaYh\]fXVUgYaUbKUXY6c[[gcbWYgU]X
A positive attitude causes a chain reaction of positive
thoughts, events and outcomes. It is a catalyst, and it
sparks extraordinary results.
Your attitude may be the greatest determining factor
in how you live your lifepositively or negatively. And it
is entirely within your control. Choose to be extraordinarily positive.
DWWUfa`kagdVSkWhWdkVSk Too many leaders are
on the go all day, every day, and rarely take the time
hcfYYWh"9lhfUcfX]bUfm`YUXYfg \ckYjYf dUigY
for a few minutes every evening to consider how
they spent their time, what they accomplished
during their day and what they can do better
tomorrow. Thats how you learn from your
mistakes and improve. Thats how you
become exceptional.
Everyleader
knows that the
better the players,
the better the team.
Dive in and start swimming. Extraordinary
people take risks. I have yet to meet one who plays
it safe. When a good idea or opportunity comes
along, dont test the water. Dont wade in. Dive!
Its unnerving when you dont know how cold that
kUhYf]gcfk\Yh\YfmcifZcfkUfX!]dd]b[gcaYf!
gUi`hk]``YbX]bUVY``mcd"6ihZU]ìfY]gbhh\YYbXcZ
Let me leave
you w ith one
last thought.
6YWca]b[YlhfUcf!
dinary rarely hinges
on what you can or cant do. More often it lies in
what you will or wont do.
As author Mark Sanborn wrote on his blog, Every
morning when we wake up, we are confronted with a
choice: another day just like the last or a clean slate to
start all over.
Make today the day you choose to pursue an extraordinary life. S
SUCCESSMARCH201525
Just Add Hustle
Expansion Plans
Lay a solid foundation for business growth.
IVE OWNED a business based on a single product
for two years. What steps should I consider to add
revenue streams?
Most people either have no clue where
to expand or have so many expansion ideas
that theyre not sure which one is best for them
to pursue. Two women who successfully grew their
revenue streams say that doing more doesnt have to be
complicated as long as you do your homework.
Tory Johnsons
company, Spark
& Hustle, gives
conferences for
owners of small
businesses.
Shes also a
contributor on
Good Morning
America and
a best-selling
author.
H\YfghdYfgcb=gdc_Yk]h\ 5a]Y<c UBYkMcf_

Z]hbYgghfU]bYf WfYUhYX:]h?]h k\]W\]gUdcfhUV`Y_]h
that has all the tools for a total body workout with more
h\Ub&)$YlYfW]gYg"<c]XYbh]YgZcifghYdgUgWfiW]U`hc
\YfgiWWYgg"
Brainstorm your options.HcYldUbX <cWci`X\UjY
Vcc_YXacfYdYfgcbU`!hfU]b]b[W`]Ybhg Vihh\YfYUfY
cb`mgcaUbm\cifg]bUXUm"5`h\ci[\g\YWcbg]XYfYX
WfYUh]b[UhbYggdfcXiWhZfcagWfUhW\ h\YdchYbh]U`Zcf
sky-high manufacturing and distribution costs were a
deterrent. To make more money and reach more people
XYgd]hY`]a]hYXh]aY <cYldUbXYXVmgY``]b[:]h?]hghc
corporate wellness programs and moving into corporate
Wcbgi`h]b["=bh\YdfcWYgg g\YhUddYXUbYkdcc`cZ
clients and greatly increased her income.
Conduct research within your target market.<cg
research winnowed her options and educated her on
exactly what she was getting into. She studied fitness
]bXighfmdiV`]WUh]cbg ^c]bYXbYhkcf_]b[[fcidg UbX
examined industry trends on blogs and in webinars.
AcghOcZh\YgYgcifWYgQcYf]bg][\h]bhck\Uh]gU`fYUXm
VY]b[XcbYUbX\ckmcia][\hh]b <cgUmg"=U`gc
connected with human resources directors and corporate
wellness managers to better understand what was being
XcbY k\UhkUgÙW_]b[ UbXk\YfYUbX\ck=Wci`XcYf
my expertise. Most people are willing to share their expef]YbWYgUbXcYf[i]XUbWY"
26SUCCESSMARCH2015
<cU`gc[UjYdchYbh]U`WcfdcfUhYW`]YbhgUZfYYhUghY
cZ\Yf:]h?]h UghYdg\YWU``gUgaU``df]WYhcdUmZcfh\Y
YldYf]YbWYUbXZYYXVUW_"
Know your numbers. <cg\caYkcf_U`gc[UjY\YfU
\UbX`Ycbh\YUbh]W]dUhYXWcghgUbXh]aY`]bY"Mciaigh
understand the cost of developing and the time involved.
Then you have to be realistic about what you have and are
UV`YhcgdYbX g\YgUmg"Dihh]b[YjYfmXYhU]`cbdUdYf
shows you the reality of what you are up against and
k\Yh\YfmciWUbaU_Y]hkcf_"
Commit fully. I`h]aUhY`m<c\UXhcîad]bUbX[]jY
her all. Trying to create something part time will not
U``ckmcihchfi`m[fUgdh\YZi``dchYbh]U`"5ggWUfYXUg
=kUg =hcc_U\]UhigZfcaamdYfgcbU`!hfU]b]b[W`]Ybhg
k\ckYfYamVfYUXUbXVihhYf hcdihacfYYcfh]bhc
Wcbgi`h]b["Mcikcbh_bck]ZgcaYh\]b[]g[c]b[hckcf_
ib`Yggmci[]jY]hh\Yh]aYUbXYbYf[mhcbXcih"
5bch\YfYldUbg]cb!a]bXYXYbhfYdfYbYif=Wcbgi`hYX
kUgA7GkUVcZHi`gU C_Ù"G\YVYWUaYZUgW]bUhYX
Vmh\YgYWcbXWUfYYfgdYcd`YW\cgY"5gUfYgi`h GkUV
launched a hobby that has turned into a business: a
kYY_`mj]XYcgYf]YgWU``YX:`mh\Y7ccdh\UhZcWigYgcb
]bhYfYgh]b[]bX]j]XiU`gk\c[ifYcihkUmghc[YhdU]XZcf
difgi]b[h\Y]fdUgg]cbg":fcah\Uhj]XYcWcbWYdh g\Y\Ug
gY[iYX]bhcgdYYW\YgUbXVfUbXUaVUggUXcfg\]dg UbX]g
pursuing local and national corporate sponsorships. Her

suggestions follow.
Know your audience. Swab, a stay-at-home mom
until her kids went to college, has a core market of
35- to 55-year-old moms, but she needed to know more
details about them to expand. She accomplished that by
researching what interests the women who are drawn
to her videos.
What 40-something women want and where they
search for it has changed drastically in the last 10 years.
I pay close attention to what stories resonate most with
my audience, Swab explains. This trial and error is
easy with social media. You can put things out there
and get feedback for free. I ask questions and conduct
informal surveys on Twitter and Facebook to take the
pulse of how my videos are being received. It helped me
gauge what steps to take when I moved forward.
4WUa`VW`f[ìZSfeWfekagSbSdf Having a fan base

of middle-aged women was pivotal to Swabs securing a
brand ambassadorship with an outdoor living company
that was trying to reach a similar audience. I am the face
of their ad campaigns for their outdoor kitchens, furniture and playgrounds.
Determining what makes her special as the host in
her videos guided Swab to the conclusion that women
probably would like to hear her in person, which led
to speeches on reinvention and second acts. I spent
time honing what is unique and special about me,
Swab says. For me, it was that I had my own segment
Vih=kUgbhUfYdcfhYf gc=Wci`Xh\fckamgY`Z]bhc
stories and show my personality and share my true
joys and fears. It made me relatable, which helped
me market myself for endorsements and speaking
engagements. S
Writing On The Wall
Since the beginning of time people have used walls to share their
stories. To make sense of the most complex ideas. To brainstorm, to
innovate, to create, WhiteWalls
Magnetic Steel
Whiteboard Wall Paneling
WhiteWalls.com
800 624 4154
Maverick Minute
Unexpected Wisdom
Find your young Yoda.
FIVE SECONDS and think of your ideal
mentor or coach. OK. Who did you think of?
Whether were 15 or 55, most of us probably thought
of someone older than ourselves. That makes sense,
because we tend to value mentoring most when it comes
from someone who has more experience and expertise.
Accumulated knowledge typically comes with age.
Ive sought out mentors, coaches and advisers since
I was 18, which was when I started my lifes adventure
of writing, speaking and being an entrepreneur. But
not until this past week did it occur to me that all my
mentors, coaches and advisers were older than I was
and many were 20, 30 or almost 50 years my senior.
Their experience, beliefs and perspective changed the
course of my life. I am grateful for them every single day.
But life gives us a unique lens through which we perceive
our world, think and make decisions.
So what if we turned this paradigm on its head and
sought out coaches younger than we are? What would
they help us see that we hadnt considered before? What if
were missing out on younger people who could turn out
to be exactly the wise experts were looking for?
With the encouragement of a trusted friend, I did
exactly that. It started when my friend hired a business
coach who helped him dramatically grow his $20 million
company in one year. You can imagine my surprise when
I met the fabled coach, and he was younger than I am
and Im not that old!
It turns out this younger coach was exactly what
=bYYXYX"=bZUWh =ZcibXh\Uh\Uj]b[WcUW\YgcfUXj]gYfg
younger andc`XYfcYfgUb]XYU`VUÙbWYUbX]gU`YUfb]b[
experience in itself. Finding a coach, mentor or adviser
who is younger than you could be a great experiment
for you, too. Furthermore, it opens the door for younger
experts to not only give back, but also to honor their
predecessors who paved the way.
Here are five steps for you to find a great coach,
whether younger or older:
Jason Dorsey
has received
over 1,000
standing
ovations as
a keynote
speaker. Known
as The Gen Y
Guy, hes been
on 60 Minutes,
20/20, The
Today Show
and more.
28SUCCESSMARCH2015
DAN YACCARINO
TAKE
1. Identify one accomplished person in the professional

area in which you want to grow.
2. Try V[WdW`fSbbdaSUZWehcbXh\Yf][\hWcUW\"
First ask friends and people you respect if they can
recommend a coach or adviser. You can also search
online for coaches and advisers with the expertise you
want. I prefer in-person coaching sessions, but you
a][\hVYbYk]h\Ud\cbYWU``cfG_mdYgYgg]cb"
3. Meet the coach to ask about his style and approach.
GcaYigYUXYbYXgmghYacfdfcWYgg gcaYUfY
WYfh]YXVmUbcf[Ub]nUh]cb UbXch\Yfg\UjYUacfY
organic approach. Interview at least three coaches
before making a decision. Keep in mind that just
because someone claims to be a coach doesnt mean
h\Yh]gf][\hZcfmci"5`kUmggdYU_hcUWcUW\]b[
WUbX]XUhYgfYZYfYbWYg"
4. Start small. Dont sign a long-term contract until
youve had a few sessions. Coaches may not like this,
but its always better to test-drive before you buy.
5. Stick with it. Good coaches will challenge you. Thats
their job! Youre probably not going to grow until you
get uncomfortable.
In my case, choosing a younger coach opened my eyes
cbk\YfY=WUbbXk]gXca"5gcbYcZamaYbhcfghc`X
me, age is not a number as much as it is a point of view. S
Build Your Digital

Personal Development
Library and Playlist!
Listen to and learn from top
personal achievement experts
while youre on the go.
Choose from over 250 high-quality
and convenient MP3 and
eBook downloads.
No shipping costs and immediate
delivery right to your computer!
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Corner Office
Selling Time
How the CEO of The Container Store keeps the world organized
in a conscious and profitable way.
IN 1978 Kip Tindell and his two partners founded
The Container Store, which also became the start of
the storage and organization industryan entirely new
retail category at the time. But rather than focusing on
the productas innovative as it wasTindell focused
on the people.
Instead of treating employees as replaceable cogs,
the company invested more than 260 hours of training
in every first-year employee and paid them double the
industry average. Rather than trying to undercut competitors, the company built stronger, long-term relationships
with its vendors to create products that nobody else could
oer. It wouldnt just sell containers; by helping customers
organize their homes and workplaces, The Container Store
would help people save time.
And of all the commodities to sell, it turns out that
time is a rather important one. Its no wonder that there
are more than 70 U.S. locations and that
the annual turnover rate for employees
is less than 10 percentextremely
low for a retailer. We spoke with
Tindell about his views on conscious
capitalism, leadership and being a
great salesperson.
Jennifer Chang
is the associate
editor at
SUCCESS
and, like Kip
Tindell and
John Mackey,
attended the
University of
Texas at Austin.
Q: In those early startup

days, Ive read that you
heard comments like,
Youre going to sell
empty boxes? That
sounds crazy! How
did you get over
those naysayers?
A : We j u s t k i n d
of discounted the
naysayers. We never
listened to them and
30SUCCESSMARCH2015
spent two years without pay to develop the concept and

resources. And in the same way you love somebody, you
just have faith and condence, and its not easy for anyone
to just tear that down.
I dont think you can be an effective leader unless
youre optimistic. Having a glass-half-full outlook on
things is a prerequisite to being a successful and great
leader. In the end, its going to be great. And if its not
great, then its not the end.
Q: The Container Store has seven

foundation principles, one of which
is the Man in the Desert Sellingan
original approach to sales if youre not
a born salesperson. Why do you think
its so effective?
A: That was one of the principles that I came up with

myself. Its a really simple, almost corny story. Theres
a man lost in the desert, and he stumbles upon an
oasis. He asks for a glass of water, which you give
him, but what else does he need? He probably
also needs to call home, and some food or a hat to
protect him from the sun.
I like the philosophy and how it puts the imperative on helping. You cant help the customer by
passively wimping out. Say a customer has a tie rack
in one hand and a shoe rack in the other. Its not a big
leap of faith to guess shes got a closet at home thats
driving her crazy. So if you wimp out and let her
get out of there with those two items, shes
still going to have a messy closet. Or
you can be brave and compassionate
enough to help her organize the
entire closet. And when she leaves,
shell be ecstatic and know the
problem is solved.
(Continued on Page 32)
Kip Tindell
Odds of winning the U.S. Open twice
Odds of having a child

diagnosed with autism
1/1.2 billion
1/88
Ernie Els encourages you to learn the signs of autism at autismspeaks.org

Early diagnosis can make a lifetime of difference.
2012 Autism Speaks Inc. Autism Speaks and Its time to listen & design are trademarks owned by Autism Speaks Inc. All rights reserved.
Corner Office
(Continued from Page 30)
Kip Tindell discusses foundation principles with employees at The Container Stores headquarters in a Dallas suburb.
Every salesperson in America really wants only one thing,

deep downto get through the day without being accused of
being pushy. Frankly, I always thought that the more wonderful
a human being is, the more theyre concerned about that. People
who are just SOBs dont mind being thought of as pushy. But a
wonderful, beautiful, interesting, conscious person doesnt want
to be accused of being a pushy salesperson.
[Going public] has been terrible, horrible, wonderful and great. It

puts everything on a bigger stage. Its not an exit strategy; its more
of an entrance strategy. Now we can really make a model that other
people can emulate in a consciously capitalist way.
Q: Now that The Container Store is a publicly

traded company, how are you able to reconcile
that with your conscious-capitalist views?
A: We both were very, very interested in philosophy. He majored

in philosophy; my dad wouldnt let me major in philosophy, so
=aU^cfYX]b9b[`]g\ k\]W\]gh\YgUaYh\]b["5bXkYkYfYjYfm
idealistic and very into reading. As we got out of school and started
building our businesses, we applied a lot of those life philosophies
to our business. Were both really big on the thought that we had to
have the same code of conduct in life as we do in business. Its not
acceptable to have a looser morality with business, although you
hear it all the timeYou have to understand: Its just business. No,
I dont understand. What, youre going to screw around the people
you do business with? No, its all life. Its all part of it.
Businesses are so big and powerful that when businesses are
mindful of their wake and take care of everyone, the world becomes a
better place. So a guy like Mackey has really increased the life span of
the average American by changing what even Walmart sells in their
[fcWYfmghcfYg k]h\\YU`h\]YfZccX UbXh\Uhg]adcfhUbhhc\]a"
We at The Container Store believe that your life is vastly better
if youre well organized. Everybodys so time-starved today; we
feel were improving the quality of life by giving the gift of organization, by saving time and space. The gift of organization is
maybe not as important to the world as the gift of a healthy diet,
but its a lot more important than most people realize. S
A: John Mackey, the quirky co-founder and CEO of Whole

Foods Market, and I were college roommates at the University of
Texas, and were both very committed to conscious capitalism. Ive
been on his board for eight or nine years, and Im lucky to spend
time with people such as Herb Kelleher [co-founder of Southwest
Airlines]; Ive learned from those guys and have tried to decide for
%$mYUfgk\Yh\YfcfbchkY UgUbYad`cmYY!fghWcadUbm Wci`X
go public.
There are many bigger names who want to buy us because
were a great growth vehicle. But subjecting your team to another
management team doesnt seem right to our culture and people.
Looking at other alternatives, going public in a very conscious way
was the best option for growth.
GckYX]XUbO]b]h]U`diV`]WcYf]b[Qk]h\U%(dYfWYbhX]fYWh!hc!
share program, mostly for employees, when its typically around 2
percent. Im big on getting as much stock in the hands of employees as
possible. Its hard to do that when youre private, because as much as you
love your private partners, they usually dont want to dilute themselves
to give stock to employees.
32SUCCESSMARCH2015
Q: What was it like to be college roommates

with Mackey? Were you guys already showing
entrepreneurial inclinations?
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Introduction
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4: Key Ideas
Summary and
Call to Action
How To
Attract Top Talent
Emma
Johnson is
a New Yorkbased business
and personal
finance writer.
She hosts
The Emma
Johnson Show,
syndicated
nationally on
AM radio.
H I R I N G TO P TA L E N T is arguably the most

important thing you can do to grow your organization,
and its a leading concern of many small-business
owners. According to a survey by human-resource
service provider ADP, the hiring managers at
small and midsize businesses ranked locating
and hiring qualied employees as one of their
top worries.
There is a war over talent out there; its much
harder to hire great people than it was ve years
ago, says Paul McDonald, senior executive director
of Robert Half International, the global stang rm.
An improved jobs market and a shift toward a service
economy that values top employees makes attracting
talent dicult for companies of all sizes, McDonald says,
adding that in the elds of marketing, IT and some legal
specialties, unemployment rates are below 3 percent.
Many small-business owners can find themselves
intimidated by sexy competitor perks such as those at
Google, Apple and Facebook, which make headlines
with their 24/7 gourmet cafeterias, on-site massages
and ample compensation packages that include prot
sharing. McDonald advocates for stoicism, though. Yes,
those sexy perks are nice, and they will attract a certain
employee, he says. But if you are a small business and
cant compete on salary, dont focus on salary. Focus on
what makes you dierent.
Kim Shepherd, CEO of Decision Toolbox, a national
staffing firm based in Irvine, Calif., says employee
engagement is a far better investment than a trickedout campus. One oft-cited McKinsey & Co. study found
that, across the board, things like praise from management and leadership opportunities were at least as
eectiveand sometimes more eectivein motivating
employees than nancial compensation. Hire for soft
skills and build a company where people want to work,
Shepherd says. People join a company, but they leave
their managers. Be a manager who keeps employees.
To attract the kinds of hires that will help your
company grow, take this advice:
34SUCCESSMARCH2015
Identify and build your brand. People want
to work at Google because its Google. Practice your

elevator pitch for what your company does and what
it stands for, McDonald says. Does it sound like a
place where people want to work?
Identify the social good. If philanthropy is
a part of your mission, or if your product or service
benets the environment, bake that into everything
you do, including your marketing and recruiting.
This goes especially far with younger hires,
McDonald says.
Create a marketing plan. Business leaders
often underestimate the power of media, especially
when it comes to attracting millennials, McDonald
says. Shepherd advises having your best marketing
minds craft all job descriptions.
Devise job descriptions that wow
potential candidates. A job posting is
prime real estatedo not make it boring!

Shepherd says. Describe what makes your business
special, whether it is the familylike camaraderie,
unprecedented exibility or the ability to change
the world. Skip tired, dusty terms like seeking
great communication skills, she says. Show
Nancy Hua
CEO
Company: Apptimize, a
mobile A/B testing software

based in Mountain View, Calif.
Tactics: Identify the best in the industry, take the
time to truly get to know them, and position the
company to each recruits personal needs.
Results: Apptimize has successfully lured
engineers from Google and Pinterest. Nine
months after launching, it counts customers from
top apps in every major category.
your companys personality by using exciting

words and language that reveal your
company culture.
Keep all marketing campaigns
fresh (two years is too old), and incorporate
video and social media into your recruiting

campaigns. Consider producing a day in an
employees life video, or other ways to tell
your organizations story.
Be concrete in your job
descriptions. If you are a well-funded
startup, share how much investment you have

UbXZfcak\]W\gcifWYg"=ZmcicYfkcf_!`]ZY
VUÙbWY []jYgdYW]Wg"HcdhU`Ybh\Ug\YUfX
the wishy-washy promises before.
Cast a wide net, McDonald says.
You should give employees incentives to
recruit their friends and reach out to your
own network to seek recommendations for
hcdhU`Ybh"
Invite interviewees to interview
you.=kUbhdYcd`Yk\cUfYUgd]W_mUVcih
where they work as I am about whom I hire,

Shepherd says.
KYUfYUjYfmgaU``WcadUbmUbXWUbbchUcfXhcdUm
nearly as much as the big companies in Silicon Valley. But
weve poached people from Googlewhere a programmer
makes $300,000 per yeareven though we pay much less
than $100,000 per year for a similar position. Some people
tell us they would work for us if the salary were zero. I have
`YUfbYX\ckhc[ifYcihk\Uh]g]adcfhUbhhcYUW\dYfgcb"
=ghUfhVmZcWig]b[cbk\ca=kUbhhc\]fY"HcbX
these people, I ask everyone I know for the name of the
smartest person they know, and eventually I start hearing
the same names. Those are the people I reach out to. Even
]Zh\YmfYbchfYUXmhcgk]hW\^cVgUhh\Uhdc]bh =_YYd]b
touch with them, messaging with them periodically and
Zf]YbX]b[h\Yacb:UWYVcc_ k\YfY=g\ckidXUhYgUVcih
the company. Theyre invited to our team dinners out, and
they get a sense of the family environment that they probably dont have where they work.
=hU_Yamh]aYUbXfYU``m[Yhhc_bckgcaYcbY"=[ifY
out what stage of life theyre in and what their interests
are. Then it is up to me to show them what a cool company
we are, how great our technology is and what it would be
like for them to work at Apptimize. Sometimes, a month
or two after I initially contacted them, Im able to show
them an update, which will be really amazing, especially
compared with what progress their current employer was
able to make in that short period.
Because I truly get to know them, Im also able to identify their strengths and show how those will allow them
to excel working for us. I might see that they are really
good at math and explain how they could use all their
skills at our company. Or I identify what it is they dont
like at their current jobs. Some people dont realize why
theyre unhappy in their situation until you help them
[ifY]hcih"
SUCCESSMARCH201535
Sales Savvy
Hack Your Sales!

Use these seven surere tactics to win new business faster.
IF YOURE LOOKING for an edge to close more
sales, check out the following seven hacks. They will help
you produce better results now. Each is powerful on its
own, but combined they become much greater than the
sum of their parts.
Sync all contacts to your cellphone.

How often have you found yourself in a clients
parking lot with time to spare? You can massively
improve your productivity by syncing all of your contacts
to your smartphone. When you have 20 minutes between
meetings, make a follow-up call to a prospect or call an
existing client to see what help you can provide. Over the
course of a week, you can easily squeeze in an extra dozen
calls simply because you have the phone numbers easily
accessible. I have slightly more than 7,500 numbers in my
contacts right now, and I use Evercontact to capture my
contact information automatically. Evercontact ($59 a
year and up; free 30-day trial) updates your smartphones
address book by extracting contact information from
email signature lines.
Anthony
Iannarino
wrote about
pricing
strategies in
November and
consensusbuilding in the
September
issue. He lives
in Ohio.
Never leave a meeting without

a scheduled client commitment
for the next meeting. How many
times have you promised prospective clients that you
would follow up with them next week only to have
your voice mails go unreturned and emails ignored? To
move deals faster and more consistently through your
pipeline, you should never leave an interaction
with a prospective client
without scheduling your
next meeting. Your
prospective client
is busy. She has
more work
than she
can easily
36SUCCESSMARCH2015
complete each day. But she does keep her commitments.

Open your calendar at the end of the meeting and say,
What does your Thursday look like next week? Id like
to visit so we can review some of the ideas we talked
UVcihhcXUm"
Get help finding the person you

need to speak with in your prospec t s com pa ny. Im not sure that
anyone ever made more cold calls than I did. I was
fY`Ybh`Ygg"=gdYbhaiW\cZamh]aYWU``]b[h\YWcbhUWh
=VY`]YjYXkUgfYgdcbg]V`YZcfaU_]b[h\YXYW]g]cbhc
Vimk\Uh= gc`X Vihh\YbÙhYf=XZ]bXcih=\UXbh
called the correct person. So I learned to leave messages
that allowed the wrong contact to point me to the
right one. Your voice
mail should say,
I b el ie ve you
are the person
= b Y Y X h c
speak to
about t h i s,
but if I am
wrong and if you will point me toward the right person,

=``ghcdV`ck]b[idmcifhY`Yd\cbY"=UagYbX]b[mciUb
email now. If you hit reply and tell me whom I need to
speak with, Ill contact that person from now on.
Leave a message that you are

calling back. Most salespeople make a
couple of calls to a prospective client, leave a
voice mail message or two, and then disappear forever.
Your prospective clients automatically believe that you
are another salesperson who is going to give up and go
away, and the odds are that they are rightthats what
usually happens. If you want to speak with them, you
need to let them know you arent like the poseurs and
wannabes who called them before you arrived on the
scene. Leave a voice mail message that says, Im sorry
that I missed you again. I will try back on Thursday afternoon, and if I miss you then, I will try you next Tuesday
morning. People want to buy from someone who really
wants their business.
Provide your prospective client

with a risk-free sales call value
proposition. Have you ever called a client
and asked whether you could introduce yourself and your
company in person? Have you ever asked for a meeting to
learn about a prospects needs for the product or service
you sell? Hows that working for you? Your clients are
busy. They dont have time to meet salespeople or teach
salespeople about their businesses. To capture their time,
use a stronger value proposition that goes something
this, Id like to share with you the three insights that
everyone in your business needs to know if they want to
make the changes to succeed now and in the future. Even
if we never do business together, I promise that what I
share with you will help you make better decisions about
what you do in the future. Then deliver on that pledge
with time- or money-saving strategies or best practices or
industry trends that they will use.
Ask for a low-level commitment

first. One reason your client rejects your
attempt to schedule a meeting is the language
choices you make. When you ask for an appointment at
10 a.m., your clients think that theyve just lost an hour or
more of their day in order to see you. The more time they
believe they are giving up, the greater their resistance to
your proposed meeting. Look at the language in the hack
above this one. Say this: I need 20 minutes of your time
to share these ideas with you. I promise Ill be respectful
of your time. Now youve given your client an out, should
you not create value for her during that call. And you and
I both know that when you share your three insights, shes
going to want to hear more.
LINKS
to SUCCESS
Learn ways to create value for your

contacts @SUCCESS.com/create-value.
Block time for what is important. In

a day and age when you are constantly tethered
to the electronic leashvoice mail, email and
text messagesthose communications can eat into your
gW\YXi`YgcWcad`YhY`mh\Uh]hgX]
Wi`hhcaU_Y\YUXkUm
on anything else on your to-do list. To produce better
results, you will have to block the time and disconnect
from the leash. (I know, the very thought of disconnecting
strikes fear into your heart. Mine, too.) Sit down with your
calendar on Sunday night and block time to prospect, even
if you can set aside only an hour a day. Then block time to
follow up with your clients and prospects. Block the time
you need to write thank-you notes at the end of the week.
And just so you dont worry so much and end up peeking at
the electronic intrusions, block time every couple of hours
to respond to your voice mail, email and text messages.
None of these seven sales hacks will be difficult to
learn or practice. Incorporate them into your daily workck UbX=dfca]gYh\UhmcifgU`YgfYgi`hgk]`àU_YU
[][Ubh]W`YUd"S
SUCCESSMARCH201537
Making a Difference
Invest with Your Heart

Brian Kaminers rm helps people align their money and values.
YOUR MONEY WORKING FOR YOU? More
important, is it working for the betterment of others?
Thats the question that Brian Kaminer, the founder
of Talgra, a New York-based sustainable investment
Wcbgi`h]b[fa U]aghc\Y`d\]gW`]YbhgUbgkYf"=bjYgh]b[
doesnt have to mean ignoring your values, Kaminer
bchYXfYWYbh`m"=bjYghaYbhgWUbYUfbUfYhifbUbXU`gcVY
ZcWigYXcbk\Uh]ghfi`m]adcfhUbhhcaYUbXamZUa]`m"
And he wants to share
that insight with as many
dYcd`YUgdcgg]V`Y"
K a m i ner s gener a l
philosophy is that once
your basic needs are met,
its more about what you
do with your money than how much of it you might
\UjY"H\fci[\HU`[fU\YYXiWUhYgch\YfgUVcih\ck
they, too, can align their money and their beliefs
h\fci[\acfYgcW]U``mfYgdcbg]V`Y]bjYgh]b["Ch\Yfk]gY
known as impact investing, the options can range from
putting your money in a small, independent community
VUb_hc\Y`d]b[bUbWYh\YWcbghfiWh]cbcZUaUgg]jY
gcÙfdckYfY`X]bh\Y7\]`YUbXYgYfh"
After graduating with a business degree from the
University of Vermont in 1990, Kaminer began working
]b\]gZUa]`mgVfc_YfU[Yfa"Kcf_]b[gcW`cgY`mk]h\
his relatives had its rewards, but after 17 years, he
ghUfhYX[Yhh]b[Ubhgm":fcaUdYfgcbU`Ybf]W\aYbh
ghUbXdc]bh gcaYh\]b[kUga]gg]b["
So in 2007, Kaminer left the family business and
WfYUhYXHU`[fU"=X]Xbh_bckYlUWh`mk\Uh=kUbhYX
hcXck\Yb=`YZh Vih=kUgZcfhibUhY]bh\Uh=kUgUV`Y
hchU_YgcaYh]aYhcYld`cfYamcdh]cbg"AmXYg]fY
was to work for myself for the foreseeable future, and
=_bYk\Uj]b[UWcadUbmkci`XVYUVYbYW]U`kUm
hc Xc h\Uh" HU`[fU kUg gYh id Ug U Vig]bYgg hcc` gc
h\Uh=Wci`XYld`cfYX]ZZYfYbhcddcfhib]h]YgUgh\Ym
fYjYU`YXh\YagY`jYg"
IS
H\YfghmYUfkUgW\U``Yb[]b[ Vih?Ua]bYfkUg]bhYbh
cb_YYd]b[\]agY`ZcdYbhcUjUf]YhmcZcdh]cbg"CbYcZ
h\YkUmg\YX]Xh\UhkUgh\fci[\jcìbhYYf]b["=`]_Y
`YUfb]b[VmXc]b[ \YgUmg"5hcbYdc]bh\YVYWUaY
interested in environmental issues and donated his time
to local schools as they introduced sustainability into their
curriculums, all the while educating himself on issues
giW\UgfYbYkUV`YYbYf[m"
CjYf h\Y bYlh ZYk mYUfg
Kaminer did more and more
sustainability consulting and
became an investor in some
small-scale solar projects in
BYk>YfgYm"H\Yb]b&$%$ \Y
attended an event for Slow
AcbYm UbUh]cbU`bcbdfchh\UhdfcachYg]bjYghaYbhg
]bgighU]bUV`YZccXUbXZUfag"=h\ci[\h=kUgacj]b[
away from investing, the money piece of it, but what that
did was it brought me back around to the investing side
cZgighU]bUV]`]hm"?Ua]bYf\UXZcibX\]gdifdcgY k\]W\
was to help spread the word that investing can and should
VYacfY]bhYbh]cbU`"
The concept of intentional investing, which the entredfYbYifXYbYgUgaU_]b[]bjYghaYbhgZcfUbUbW]U`
return with the intention of creating a positive social or
Ybj]fcbaYbhU`]adUWh ]gbhYlUWh`mUbYkcbY"GcW]U``m
responsible investing has been around for decades, but
in the early days it revolved around so-called negative
gWfYYbg aYUb]b[h\UhdYcd`Yg]ad`mYlWìXYXWcadUnies from their investment portfolio that dealt with
alcohol, tobacco or other things they felt werent in
`]bYk]h\h\Y]fWcfYjUìYg"HcXUm Ugh\YghUbXUfXgUfY
evolving and more companies are willingly reporting
cbh\Y]f9G;h\YYbj]fcbaYbhU` gcW]UÙbX[cjYfbUbWYUgdYWhgcZh\Y]fVig]bYgg dchYbh]U`]bjYghcfgUfY
increasingly looking at positive screens, such as how
much water a company uses, how much they recycle,
cfh\YX]jYfg]hmcZ]hgYad`cmYYgUbXVcUfXcZX]fYWhcfg"
Its more about what you do

with your money than how
much of it you might have.
Jill Becker is
a contributing
editor for
SUCCESS and
is based out of
Atlanta.
38SUCCESSMARCH2015
GIRISH TEWANI PHOTOGRAPHY
impacts through money,

Despite the obvious
business and investing,
benef its of impactful
according to the site.
i nve s t i ng, t here a re
The directory came
numerous factors that
about because as I was
keep it from becoming
lear ning about more
more mainstream. One
of these topics, I felt
is the common misperthese types of opportuception that you cant
nities existed in silos,
make as much money
K a m i ner s ay s , a nd
by practicing socially
=kUbhYXhc\Y`ddYcd`Y
responsible investing.
m a ke t ho s e c on ne c K a m i ner not e s t h at
h]cbg"=hkUg\UfXhcbX
there are several compaeverything covered in
nies putting together
a comprehensive way,
case studies to disprove
gc=ghUfhYXcf[Ub]n]b[
the not ion. A nother
it on paper as my own
reason is that a lot of
way of understanding
p e o p l e s f i n a n c i a l
it. Then I wound up
advisers just arent wellturning it into a PDF that
educated in that area
=aUXYUjU]ÙV`Ycbh\Y
so they dont push those
Talgra website. I started
dUfh]WiÙfdfcXiWhg"
getting a lot of response
The informafrom it, so in 2013 I
tion about impactful
turned it into a more
investing is out there,
Brian Kaminer at Grand Central Station in New York City.
]bhYfUWh]jYkYVg]hY"
though, Kaminer says.
The site has recently undergone even more changes,
In fact, because theres so much material scattered
around, its overwhelming to a lot of people. So one including a new name (it was formerly the Money &
thing Talgra does is to orient clients toward available Impact Investing Directory), and updated design and
content. It will be more engaging and welcoming to a
opportunities.
I typically sit down with them and explain that theres broader audience, Kaminer said before the unveiling.
a much greater opportunity now than there was 10, 20, =hk]``\UjYUgYUfW\`hYf[]j]b[dYcd`Yh\YWUdUV]`]hm
30 years ago to really think about the impact we can to search by topic. Were also adding a discussion forum
\UjYk]h\cif]bjYghaYbhgU`cb[k]h\[Yhh]b[h\YbUb- for sharing ideas.
?Ua]bYfUXa]hgh\Yh]aYUbXYcfh\Ygdih]bhch\Y
cial return we are looking for. And it turns into a fairly
personal conversation. Im trying to provide some back- site, which Forbes called a one-stop site [that] paints
ground information to them, at the same time exploring UW`YUfYfd]WhifYZcf]adUWh]bjYghcfg ]gUhfUXY!chc
what some of their values are and some of the things that cultivating new clients. But that will grow on its own,
are most important to them, and then help them connect he says. And I felt the urgency to get the site to the next
stage. Equally important to Kaminer is that people can
the dots.
5bch\Yfg][b]WUbhkUm?Ua]bYf]gYXiWUh]b[dchYbh]U` access information on the site for free. Its primarily a
investors is through InvestWithValues.com, a detailed dUgg]cbdfc^YWh"H\YaU]bh\]b[]g=kUbhdYcd`Yhc_bck
directory of topics, resources and organizations that are the resources exist to help them do this, whether its
focused on creating positive social and environmental through my site or not. S
SUCCESSMARCH201539
SUCCESS Foundation
A Perfect Fit
SUCCESS for Teens becomes the official curriculum
of an Arizona mentoring program.
BOOK at the core of the SUCCESS for Teens
personal-development curriculum was created to provide
kids with direction and inspiration.
Now SUCCESS for Teens: Real Teens Talk about
Using the Slight Edge is doing just that for an evolving
student-services program in Tucson, Ariz. Beginning
last semester, the Mexican American Student Services
Department (MASSD) of the Tucson Unified School
District adopted SUCCESS for Teens as the official
Wiff]WiìaZcfaYbhcf]b[UbXhihcf]b[YcfhgUh]hg?,
middle and high schools.
Maria Figueroa, director of MASSD, heard about
SUCCESS for Teens through a colleague two years ago.
New to her role as director, Figueroa found the book
inspiring, and she shared copies with principals and
student success specialists at various district schools. She
gUmg\YfWc``YU[iYgZcibXh\YWiff]WiìaUdYfZYWhhZcf
the academically and behaviorally challenged students
who receive MASSD services. (At the time, the program
had no set curriculum.)
SUCCESS for Teens is full of lifes little lessons broken
down into bite-sized chunks that young people can digest
UbXfYYWhcbZcfmYUfghcWcaY gUmg5bb@]hh`Yhcb U
student success specialist for MASSD.
Figueroa recently succeeded in having SUCCESS for
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she estimates that more than 200 students at 10 schools
will be exposed to the book this school year alone. (The
SUCCESS Foundation donates hard copies of the book
to qualifying public schools, churches and nonprofit
youth-development programs; SUCCESSFoundation.org
cYfgZfYYXckb`cUXgcZh\YVcc_UbXZUW]`]hUhcfg[i]XY
to everyone.)
Figueroa believes the chapters about goal-setting and
positive attitudein which teens themselves talk about
developing such skills through a simple step-by-step
processare particularly relevant for her students, who
THE
Freelance
writer Chelsea
Greenwood
also wrote this
issues feature
about being
your own
lifecoach.
40SUCCESSMARCH2015
are often lacking credits to graduate or are struggling

k]h\UhhYbXUbWY"=haU_Yg_]XgfYYWhcbh\Y]fVY\Uj]cf
and realize that maybe theyre the problem and that their
Uhh]hiXYbYYXghcW\Ub[Y g\YgUmg"CbYcfhkcghiXYbhg
k]``[Yh]hf][\hUkUmUbXgUm Mci_bckk\Uh =bYYX
hcW\Ub[Y"
Using SUCCESS for Teens in small groups has
dfcjYXjYfmYYWh]jY"H\YmfY]bhYfUWh]b[UbXkf]h]b[
UbXWcadUf]b[fYgi`hg :][iYfcUgUmg"H\YmZYYàcfY
comfortable hearing other kids their age having the
gUaYdfcV`Yag"
Figueroa allows all students who complete the
program to take home a copy of SUCCESS for Teens
to continue their learning and to share the lessons
k]h\ch\Yfg"
It has really been a wonderful resource for our student
dcdiÙh]cb g\YgUmg"S
To request books, learn about the program, share your story about it
or make a contribution, visit SUCCESSFoundation.org. Leaders,
participants and donors can request a prole in SUCCESS by
emailing info@SUCCESSFoundation.org.
FROM THE PUBLISHER OF SUCCESS MAGAZINE

AND NEW YORK TIMES BEST-SELLING AUTHOR
U N L E AS H YO U R P OT EN T I A L A N D AWA K EN T HE
E N T R E P R E N EU R I A L GI A N T W I T HI N YO U
ANTH O N Y R O BB I N S
C ha i r m an o f seven p r i va t ely h el d c om panie s , New York Times be st-s e lling au tho r
M U ST-R E A D B O O K O F T HE Y EA R
DAV I D BAC H
Ni ne -t i me New York Times b e st-s e lling au thor, Fou nde r of F inis hR ic h.c om
R E A D, STU DY, A N D D EVO UR T HI S B O O K

DAY M O N D J O H N
St a r o f A B C s Shark Tank, Fou nde r/ C EO of F UBU
A NEW BOOK BY
DARREN HARDY
AVAILABLE NOW
ROLLERCOASTERBOOK.COM
Positivity
Light in the Darkness

To be as happy as possible, dont ignore your dark side.
Patty Onderko
writes for
SUCCESS from
her home in
Brooklyn, N.Y.
HAPPINESS IS PLEASANT, but it is problematic

as an objective in life, said Todd Kashdan, Ph.D.,
professor of psychology and senior scientist at the Center
for the Advancement of Well-Being at George Mason
University in Fairfax, Va. We should all stop trying to
be so positive. As someone who writes regularly about
the science of happiness and the life-changing power of
positivity in a column called, not subtly, Positivity, my
defenses shot up.
Kashdans latest book, co-authored with Robert
Biswas-Diener, is The Upside of Your Dark Side: Why
Being Your Whole SelfNot Just Your Good SelfDrives
Success and Fulfillment. And its not the first book to
lob black paint balls at the shiny yellow face of positivity. Barbara Ehrenreich, author of Bright-Sided: How
Positive Thinking Is Undermining America, believes that
Americans almost mandatory obsession with positivity
directly contributed to the 2008 financial crisis. And
Oliver Burkemans 2012 book The Antidote: Happiness
for People Who Cant Stand Positive Thinking is billed as
a celebration of the power of negative thinking.
But I didnt need to ready my ramparts; Kashdan is
on my side. He and Biswas-Diener are mainstays of the
positive psychology movement. (Biswas-Diener is the
son of Ed Diener, aka Dr. Happy, the researcher and
author considered one of the fields founding fathers.)
Theyre not down on positivity; they just dont think its
h\Yk\c`Yghcfm"
Kashdan offers the amusement-park ride analogy:
Most people think of roller coasters as supremely fun,
part of a happy day full of cotton candy and ice cream.
6ihh\YYldYf]YbWY]gU`gc``YXk]h\ZYUf Ubl]YhmUbX
maybe even nausea. Without those negative feelings,
the ride wouldnt be, well, a ride. Its the mix of positive
and negative that makes the roller coaster so enjoyable.
5bXk\]`Y[Yhh]b[fYXZfcaU^cV gUm cfVY]b[fY^YWhYX
by a romantic interest isnt nearly as thrilling, Kashdan
and Biswas-Diener believe these experiencesand their
42SUCCESSMARCH2015
accompanying painful emotions of anger, sadness, selfdoubt, envy and resentmentto be just as integral to an
overall happy life. The ability to tolerate psychological
discomfortknown as distress toleranceis one of the
best predictors for success in business, marriage and
parenting, they explain. If we learn to mine the murkier
aspects of ourselves instead of wallowing in them, we
can become stronger, wiser, mentally agile, and most
important, happier in a more resilient, and therefore
durable, way.
Seeing the bright side of even our darkest instincts?
Sounds pretty lemonade-out-of-lemons positive to us. A
few keys:
Value usefulness, not just happiness. Instead of categorizing things as positive or negative, says Kashdan,
rate them instead as either helpful or not helpful.
Debating whether or not to take a new job? Dont make
your decision based on how happy the job might make
you feel. It might very well be a demanding, soul-sucking
beast of a gig, complete with a windowless office and
a two-hour commute. But will the position get you to
the next spot in your career? The spot where youd have
enough experience, contacts and capital to start your
own business? Then suck it up and be miserable for a year
or two, Kashdan advises. Pursuing happiness at all costs
can actually interfere with your overall life satisfaction
and we are terrible at predicting what will actually make
us happy anyway. The highest springboards in life are
not from being happy, he says.
Feel guilty. Get jealous and angry, too. Though we
are often admonished to not waste time on those negative emotions, there is no reason to berate ourselves as
weak, petty or bad for feeling these emotions, Kashdan
says. Envy can spur us to action. Anger motivates us
to maintain healthy boundaries with those who might
cross them. And guilt is a sign that we have violated our
own moral code and need to change our behavior in the
future. Studies show that people who experience more
[i]`hUfYg][b]WUbh`m`Ygg`]_Y`mhcYb[U[Y]bWf]a]bU`
UWh]j]hm"5``\YU`h\mghi"K\Uhgib\YU`h\m]gk\YbkY
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giddfYggmcifUb[Yf ZcfYlUad`Y `YUfbUddfcdf]UhY
kUmghcYldfYgg]h"
Take a break from mindfulness. ?Ug\XUb UbX
6]gkUg!8]YbYfVY`]YjYa]bXZiÙkUfYbYgg]gUVYbYW]U`
dfUWh]WYh\UhkYU``g\ci`XWi`h]jUhY"6ih]hgf]X]Wi`cig
hch\]b_kYWci`XVYa]bXZiÙ``h\Yh]aY ?Ug\XUbgUmg
k]h\UÙi[\"=bch\YfkcfXg ]bh\YWÙgg]WYlUad`YcZ
a]bXZi`bYggVmH\]W\B\Uh<Ub\ gcaYh]aYgmcikUg\
mcifhYUWidUg]Z]hkYfYVUVm6iXX\U UkUfYcZmcifYjYfm
acjYaYbh"5bXgcaYh]aYgmcihcggmcifhYUWid]bh\Y
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=hgC? fYU``m bchhcYaiÙhYUNYbaUghYfUhU``
h]aYg ?Ug\XUb gUmg" K\Yb =a kU`_]b[ h\fci[\
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= Xcbh kUbh hc aU_Y aYUb]b[Zi` YmY WcbhUWh k]h\

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[YhhcamhfU]b"
Be a little anxious. HccaiW\Ubl]Yhm]gXYV]`]hUh]b[
VihUîghf][\hUacibh]gach]jUh]b["H\]gibWcaZcfh!
UV`YZYY`]b[]gU_YmY`YaYbh]bA]\U`m7g]_gnYbha]\U`m]g
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\][\W\U``Yb[Y`YjY`h\UhgXcUV`Yk]h\]bUdYfgcbgg_]``
gYh"5bl]Yhmg\UfdYbgUkUfYbYggUbXdfcV`Ya!gc`j]b[
g_]``g"H\YdfYdcbXYfUbWYcZWiffYbhfYgYUfW\cbghfYgg
hcc g\ckgh\Uh]hgVYbYhgg_]`àUghYfm aYbhU`hci[\!
bYggZUfcihkY][\]hgaiW\!VU``m\ccYXXYhf]aYbhg"H\Y
`Yggcb35ddfYW]UhYmcifacXYfUhYUbl]Yhm]bghYUXcZ
UhhYadh]b[hcViVV`Y!VUh\Y]hUkUm"
***
6Ug]WU``m \cbcfUbXih]`]nYU``h\YdUfhgcZmcifgY`Z
]bWìX]b[bch!gc!gibbmcbYg"H\Y[cU`]ghcdifgiYk\c`Y!
bYgg ?Ug\XUbgUmg UbXWUhW\^cmU`cb[h\YkUm"S
SUCCESSMARCH201543
TAKE A SEAT
JOIN EARTHJUSTICES FIGHT FOR OUR CHILDRENS HEALTH
Earthjustice protects clean air and water for our children in courtbecause
we believe the earth needs a good lawyer. Show your support for our work
by scanning the code and taking a stand for childrens health.
EARTHJUSTICE.ORG/STAND
2014
SUCCESS
Achiever
of the
Year
on
Demanding
Better
Reed Hastings led
Netix to new heights
in 2014 in the midst of
a bold plan to remake
the entertainment
industry, making him
our 2014 SUCCESS
Achiever of the Year.
DAN BUSTA/CORBIS OUTLINE
by Susan Young
SUCCESSMARCH201545
46SUCCESSMARCH2015
h\Y]fa]ghU_YgUbXacjYXWcbZ]XYbh`m
ZcfkUfX gUmg A]W\UY` GW\bY]XYf
executive editor of TV Guide"@]_Yh\Uh
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entrepreneur
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(and considered
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addition to his
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Patty Quillin pledge to give
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The couple live a relatively
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SEBASTIEN MICKE/PARIS MATCH/CONTOUR BY GETTY IMAGES
he story of Netf lix is about

the continuing evolution of
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annoyance over a late fee into
a billion-dollar business. Pass
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Netflix co-founder and CEO
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survive both repeated critiW]gaUbXk]`X`miWhiUh]b[ghcW_df]WYgUg
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plunged roughly 80 percent
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and four other European countries.
As Hastings said onstage at the
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]gg]hh]b[Uhh\Y]bhYfgYWh]cbcZ<c``mkccX
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5dd`Y cb Ubch\Yf" 5 Vig]bYgg XcYgbh
fYUW\giW\\Y][\hgVmUWW]XYbhcfVmìW_"
:fcah\YVY[]bb]b[ BYhZ `]lkUgU
WcadUbm h\Uh \UX U Viadm fcUX Vih
k]h\FYYXUhh\Y\Yàh\Ym`YUfbYXZfca
2014
SUCCESS
Achiever
of the
Year
Calif., with their two teenage children. He

reportedly does not have an office in the
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instead to wander and plop down with a
laptop at the closest table.
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devotedly advocates for charter schools and
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in jeans and a collared shirt if not for a
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negligence to his wife.
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slender discs traveled well.
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i n a For tune Q & A
whether he felt innovative
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k\YbcbYfYWc[b]nYgh\Ygcìh]cb"
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Hastings wrote in a blog posted in the
teeth of the raging crisis, for which he
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Most weeknights, Netflix commands more

than a third of all Internet traffic in
North American homes.
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V][a]ghU_YUbX\ifhdYcd`YgfYU``cjYZcf
BYh]lh\UhZY`hUkZi`"
As Hastings told the Times, and as
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as cable had learned, the only way to
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they want to watch. They are going to tell
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[c]b[hchY`ìgk\UhXYj]WYh\YmkUbhhc
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SUCCESSMARCH201547
48SUCCESSMARCH2015
A new season of its acclaimed prison

comedy, Orange Is the New Black, returned
to high ratings in 2014, and in December
Netf lix popped out another promising
series, Marco Polo, plus the new animated
to follow the audience; youve got to keep

W\U``Yb[]b[mcifgY`Z"
That sort of freshness has served the
WcadUbmkY``"BYh]l]gh\Ykcf`Xg`YUX]b[
Internet television network, with more
than 53 million members in nearly 50
countries enjoying more than 2 billion
hours of TV shows and movies per month,
including original series.
Last fall, the companys bottom line was
hit hard by the investments in providing
original content for the service. But it
appears the move to ante up for original
WcbhYbhk]``dUmc"H\YgYWcbXgYUgcbcZ
House of Cards attracted a huge audience
that would make any cable or broadcast
bYhkcf_\Uddm <Ugh]b[ggU]X]bUfYWYbh
note to investors. As momentum builds
for Season 3, which premieres Feb. 27, the
cycle will probably repeat.
series for kids All Hail King Julien, starring the boisterous ring-tailed lemur
from Madagascar. The show, which will
run throughout 2015, springs from a deal
made between Netflix and DreamWorks
Animation (DWA). Under the biggest deal
mYhVfc_YfYXVmBYh]l 8K5k]``XYjY`cd
more than 300 hours of exclusive programming, and by the end of 2016, DWA will
XYVih%$UXX]h]cbU`bYkgYf]YgcbBYh]l"
5acb[BYh]lgaUbmfYWYbhdifW\UgYg
are a psychological thriller from the
creators of FXs critically acclaimed
Damages and a new series based on
Marvels Daredevil.
Most weeknights, Netf lix commands
acfYh\UbUh\]fXcZU``=bhYfbYhhfU
W]b
North American homes, exceeding almost
all the other streaming services combined,
]bWìX]b[<iìUbX<6C;c"
NETFLIX
Its because NBC predated the remote

control. Netf li x comes in and looks
Uh OYjYf m h\]b[Q ZfYg\ <ifk ]hn gU]X"
People like binge-viewing. Its not how
we came up watching TV, but youve got
JESSICA MIGLIO/NETFLIX
hat thinking about what the audience wanted, but wasnt getting
from traditional sources, boosted
consumer goodwill tremendously.
Netflix hit big with its remake of the
popu la r Br it ish ser ies
House of Cards, about a
duplicitous politician with
no moral boundaries. It
scored the kind of coup
le a d c h a r a c t e r Fr a n k
Underwood would admire
by landing noted veteran
actor Kev in Spacey for
that starring role, along
w it h R obi n Wr ig ht a s
Under wood s scheming
wife. The critics adored
it, and the public did as
well. The series brought in
millions of new subscribers.
The company also
listened to fanatic s of
Arrested Development, which Fox abandoned i n 2006, a nd ordered a new
season with the same cast and creator,
A]hW\<ifk]hn"H\YfYVcchVY[Ubà]b[
in 2012.
BYh]l]gUjYfm]bhYfYgh]b[WcadUbm"
These g uys are really exper imental,
ZfYg\ h\]b_Yfg <ifk]hn hc`X kf]hYfg
attending a panel in 2013. The producer
went on to relate a story from one of his
YUf`]YghaYYh]b[gk]h\BYh]l"H\Y]XYU
of partnering with television manufacturers came up. Could Netf lix buttons
VYdihdihcbfYachYWcbhfc`g3<ifk]hn
was impressed by the Netf lix teams
can-do attitude: Thats pennies, right?
one exec responded. Other producers
on the panel mused over how innovative it would have been for NBC to put a
peacock on remotes decades earlier.
2014
SUCCESS
Achiever
of the
Year
Opposite from left: Netixs hits

include Orange Is the New Black,
MarcoPolo, Arrested Development
and House ofCards.
SUCCESS"=hgU`kUmg[ccXhc\UjYUbch\Yf
cih`YhZcfkcf_kYh\]b_]g]adcfhUbh"
Eric Robinson, formerly of The Weinstein
7c"UbXbckk]h\H\Y;ch\Ua;fcid U
production and development company,
quotes his former mentor Weinstein in
YldÙ]b]b[k\UhgYdUfUhYgBYh]lZfcach\Yf
entertainment industry buyers: They have
a vision for the business model, they have a
vision for story, and they have a vision for the
dYcd`Yh\Ymg\ci`XVYkcf_]b[k]h\"
Robinson also applauds Hastings out-ofh\Y!Vclh\]b_]b[ UXYb]b[W\UfUWhYf]gh]W
cZU``h\YacghgiWWYggZi`YbhfYdfYbYifg"
[He isnt] worried about what is going
to sell overseas, Robinson says, referencing
acgh acj]Y ghiX]cg WiffYbh UddfcUW\"
OBYhZ`]l]gQ`cc_]b[UhdYcd`Yk\ckUbh
hckUhW\WcbhYbhk\YfYjYfh\YmkUbh"
They want to partner with people who are
]hk]``hU_Ycbh\YbYlhW\UdhYfcZUdcdiÙf
martial-arts epic with Crouching Tiger,
Hidden Dragon: The Green Legend"H\Y
Z]àk]``dfYa]YfYYlWìg]jY`mcbBYhZ`]l
and in selected IMAX theaters around
h\Y kcf`X cb 5i[" &," =h ]g h\Y Z]fgh cZ
gYjYfUàU^cfd]WhifYgVUW_YXVmBYh]lhc
premiere on the same day as it is released in
gY`YWhYX=A5Lh\YUhYfg"
H\Yacj]Y![c]b[YldYf]YbWY]gYjc`j]b[
ei]W_`m UbX dfcZcibX`m UbX BYhZ `]l ]g
unquestionably at the forefront, says
producer Harvey Weinstein, co-chairman
cZH\YKY]bghY]b7c"
Holly wood heav y-hit ters are also
_YYd]b[UW`cgYYmYcbBYh]lUgUbcih`Yh
bringing the most eloquent storytelling,

so they dont have to pay someone else for
WcbhYbhk\Ybh\YmWUbXc]hh\YagY`jYg"
Hastings told the audience at the Code
Conference last May, Were very artist-
NETFLIX
for the kinds of passion projects that have

\]ghcf]WU``mWcadYhYXZcfCgWUfg"
=h\]b_h\YmUfYcYf]b[U`chcZdYcd`Y
opportunities, and maybe Ill visit them
someday with a project, Kevin Costner tells
F. SCOTT SCHAFER FOR NETFLIX
The company continues building its

brand and driving up viewership in its
ÙhYghZcfUm]bhcWfYUh]b[cf][]bU`àg"
Not content to simply stick to original
HJgYf]Yg BYh]l]bGYdhYaVYfUbbcibWYX
WYbhf]W"=Zmci\UjY[fYUhWfYUhcfgUbXmci
give them freedom, you can end up with a
[fYUhdfcXiWh"
He also answered an audience member
who asked why he shifted away from
disc-by-mail service to put almost all the
WcadUbmgY[[g]bhcghfYUa]b[WcbhYbh"
It was obvious the big risk to the
company was always to grow and die
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<Ugh]b[g fYgdcbXYX" KY \UX hc VY gc
aggressive it made our skin crawl; thats
\ckaiW\f]g_kY\UXhchU_Y"
5bXk\YbUg_YXUVcihh\Y&$%%XYVUW`Y
he unf linchingly responded in a candid
ghUhYaYbh"=hX]Xbhkcf_cih \YgU]X"
The big thing we missed: If we had grandfathered everyone for two years, it would
\UjYkcf_YX"H\Y*$dYfWYbhdf]WYg\cW_
kUghcbY!XYUZ"
SUCCESSMARCH201549
JORDAN STRAUSS/INVISION/ASSOCIATED PRESS
s a leader, Hastings takes responsibility for both the successes and

ZU]ìfYgcZBYh]l"<YcYfYXid
this advice in a New York Times article:
Dont get distracted by the shiny object
OUbX ]Z U Wf]g]g WcaYgQ YlYWihY cb h\Y
ZibXUaYbhU`g"
The background that molded Hastings
into the fearless CEO he is today started
when he was living near Washington,
8"7" k\]`Y\]gZUh\Yf UhhcfbYmK]àch
F Y Y X <U g h ] b[ g Gf" kcf_Y X Zcf h \Y
Department of Health, Education and
KY`ZUfY ]b h\Y B]lcb UXa]b]ghfUh]cb"
In 2006 Reed Hastings told the Times a
ghcfmh\UhfYYWhYXh\Yib]eiYYldYf]YbWYg
that his fathers position
UcfXYXh\YZUa]`m"CbY
weekend, when I was
about 12, my parents,
sisters and I were invited
to Camp David when the
dfYg]XYbhkUgbhh\YfY
<Ugh]b[gfYWU``YX"KY
r o de a r ou nd i n g ol f
carts, had a tour, and
I saw that President
B] lcb \UX U [c`X!
Wc`cfYXhc]`YhgYUh"
His path to becoming a
tech entrepreneur was as
twisty as San Franciscos
@caVUfXGhfYYh"
Hastings graduated
from high school in 1978
from the Buckingham
Brow ne & Nichols
school in Cambridge,
AUgg" UbX h\Yb hcc_
cUmYUfVYhkYYb\][\
school and college to
sell Rainbow vacuum
W`YUbYfgXccfhcXccf"
I star ted it as a
summer job and found
50SUCCESSMARCH2015
=`]_YX]h <Ugh]b[ggU]X"5gUgU`Ygd]hW\
I cleaned the carpet with the vacuum the
customer had and then cleaned it with
h\YFU]bVck"
While attending the liberal arts school
Bowdoin College, where he majored in
math because, I found the abstractions
VYUih]ZiÙbXYb[U[]b[ <Ugh]b[gVf]Ym
WcbhYadÙhYXUWUfYYf]bh\Ya]`]hUfm"<Y
fgh^c]bYXh\YAUf]bY7cfdg]b]hgDÙhccb
Leader Class and spent the summer
between his sophomore and junior years
]bEiUbh]Wc JU"
Gccb <Ugh]b[g VY[Ub eiYgh]cb]b[
how things were done in the Marines,
from packing backpacks to making beds,
V i h e i ] W _ ` m
learned the
m i l it a r y d id
not look favorably upon
those with
] b e i ] f ] b [
a ] b X g " < Y
then turned an
abrupt aboutface when he
chose to serve
i n t he Pe a c e
Corps as a
In just its rst two
high school
years of original
math teacher
programming,
in Swaziland,
Netix earned
44 Emmy
leaving on his
nominations
graduation day
including one for
from Bowdoin
Orange Is the New
Blacks Taylor
] b % - , ' " = b
Schilling as best
a world far
comedic actress.
The network won in removed from
10 categories.
the comfort of
Silicon Valley,
Hastings lived
in a thatched
hu t w i t h n o
e l e c t r i c i t y,
cooking only with propane and wood, and

g`YYd]b[cbUWch"
That decision either developed my risk
hc`YfUbWY cf ]h kUg gmadhcaUh]W cZ ]h
he later told Fortune"6ihcbWYmci\UjY
\]hW\\]_YXUWfcgg5Zf]WUk]h\%$ViW_g]b
your pocket, starting a business doesnt
gYYahcc]bh]a]XUh]b["
By 1985 Hastings decided he wanted
hcfYhifbhch\YI"G"hcYUfbU[fUXiUhY
XY[fYY" <Y X]X bch [Yh ]bhc \]g Z ]fgh!
choice school, MIT, but found his way to
Stanford, where he earned a masters in
Ufh]Z]W]U`]bhY``][YbWY"Dcgh![fUXiUh]cb
he worked for Schlumberger, then at a
ghUfhid UbXYjYbhiU``mZcibXYX\]gfgh
WcadUbm DifY GcZhkUfY ]b %--%" <Y
kUg'%"
The companys original product was a
XYVi[[]b[hcc` Vih]hei]W_`mYldUbXYX"
5gh\YWcadUbm[fYkZfca%$ hc($
hc%&$ hc'&$ hc*($Yad`cmYYg =ZcibX
=kUgXYb]hY`mibXYfkUhYfUbXcjYfam
\YUX <Ugh]b[g hc`X h\Y Times" = kUg
doing white-water kayaking at the time,
and in kayaking if you stare and focus on
the problem, you are much more likely to
\]hXUb[Yf"=ZcWigYXcbh\YgUZYkUhYfUbX
k\Uh=kUbhYXhc\UddYb"=X]Xbh`]ghYbhc
h\Yg_Ydh]Wg"
He took the company public in 1995,
UbX]hkUgUWei]fYXVmFUh]cbU`GcZhkUfY
]b%--+"<Ugh]b[gkU`_YXUkUmUai`h]a]`lionaire, which brought him to the point
in his life when he was free to kill time,
watch videos at his leisure and accumulate
ÙhYZYYg"
These days Hastings is an active philanthropist for charter schools, currently
serving on the board of the California
7 \ U f h Y f G W \ c c ` g 5 g g c W ] U h ] c b U b X
KIPP (Knowledge Is Power Program)
:cibXUh]cb"
=bCWhcVYf <Ugh]b[ggdc_YUhh\Yfgh
annual Vanity Fair New Establishment
2014
SUCCESS
Achiever
of the
Year
LACY ATKINS/SAN FRANCISCO CHRONICLE/CORBIS
Netix initially grew with the spread

of DVD players in American homes.
By 2004, when this photo of Hastings
was taken at one of the companys
many shipping warehouses, Netix was
already sending out more than 200,000
discs per day.
Summit held in the San Francisco Bay

Area. The panel moderator mentioned
Netf lixs trademark release of entire
series all at once rather than making
viewers wait a week between episodes
and asked how that approach might
relate to education.
AmfghV]b[YkUgWU`Wiìg \Yhc`Xh\Y
audience. The college I went to had a selfpaced program. I could just go at my own
dUWY UbX]hkUgUZUbhUgh]WYldYf]YbWY"
He pointed out that people read entire
Vcc_gUhh\Y]fckbdUWY UbXkUhW\]b[HJ
once a week or having a physics class once
UkYY_]gUfh]W]U``mfY[iÙhYX"
Hastings has invested both in new
education companies and on behalf of
charter schools as the future of education in the United States. Hastings and
investor John Doerr put $14.5 million
]bhc8fYUa6cl@YUfb]b[ UghUfhidh\Uh
provides online technology for K-8 math

students. He prov ided f unds for the
Aspire Public Schools charter network
UbX giddcfhg FcW_Yhg\]d 9XiWUh]cb
wh ich blend s a dapt ive lea r n i ng on
computers w ith teacher instruction.
<Ugh]b[gZYY`g]h]g\]gfYgdcbg]V]`]hm UbX
h\UhcZch\YfhYW\dYcd`Y hcW\Ub[Y?!%&
education for the better.
But his commitment to education
is more than just tossing money at the
problem. Hes actively seeking ways to
improve the education of schoolchildren.
5`h\ci[\\YX]XbhWcad`YhY\]gXY[fYY
he worked on a masters in education at
Stanford University and served as president of the State Board of Education from
&$$$hc&$$("
= X]Xbh fYU``m kUbh hc Vim mUW\hg
Hastings told The Wall Street Journal
]b&$$,"=ghUfhYX`cc_]b[UhYXiWUh]cb
hfm]b[hc[ifYcihk\mcifYXiWUh]cb]g
lagging when our technology is increasing
at great rates and theres great innovation
]b gc aUbm ch\Yf UfYUg\YU`h\ WUfY
V]chYW\ ]bZcfaUh]cbhYW\bc`c[m acj]Y!
aU_]b["K\mbchYXiWUh]cb3
Some of his philanthropic investments
have had shaky startsRocketship was
not a success when it was instituted and
]gWiffYbh`mVY]b[fYYjUìUhYX"<Ugh]b[g
\ckYjYf ]g XYhYfa]bYX hc W\Ub[Y h\Y
status quo and isnt concerned about how
long that might take.
And as he proved with his doggedness in keeping Net f li x at the foreZ fcbh cZ Ybh Yf h U ] b aYbh ] b bcjUh ]cb
he will hang in for the duration when
it c ome s t o i mprov i ng t he nat ions
YXiWUh]cbgmghYa"
I`h]aUhY`m h\YfYgUacaYbhcZYd]d\Ubm
k\YbcbYfYWc[b]nYgh\Ygcìh]cb"S
SUCCESSMARCH201551
Our Runners-Up for
2014 SUCCESS
Achiever of the Year
A Young, Powerful Voice:

Malala Yousafzai
Last fall Malala Yousafzai, 17, was awarded a Nobel
Peace Prize forwith her life in perilsupporting education for girls in her homeland. Prime Minister Nawaz
Sharif congratulated Yousafzai, the youngest-ever Nobel
recipient, as the pride of Pakistan.
The acclaim follows years of activism. In 2008, after
many Taliban attacks on girls schools in Pakistan,
Yousafzai gave a speech critical of the fundamentalist
Islamic militia for trying to take away my basic right
to education. She later blogged about the oppression
for the British Broadcasting Corp. and in 2011 received
Pakistans National Youth Peace Prize.
In October 2012, a Taliban gunman boarded her school
bus and shot Yousafzai in the head. Her recovery included
surgeries in Britain, where the activist now lives with her
family. In 2013, the European Parliament awarded her
the Sakharov Prize for Freedom of Thought. And on Oct.
10, 2014, Yousafzai shared the $1.1 million Nobel Prize
with Indias Kailash Satyarthi, 61, another childrens
f][\hgUXjcWUhY"
Mary Vinnedge
52SUCCESSMARCH2015
She has one of the most photographed faces in the world, and
Christy Turlington Burns is using that fame to help some of the
globes most underprivileged women.
After Burns delivered her first child, she suffered a terrifying
\Yacff\U[Y"@iW_]`mg\Y\UXUWWYgghcfgh!fUhYaYX]WU`WUfYUbX
was soon back in good health. Then on a visit to her mothers birthplace of El Salvador, Burns became aware of the plight of women
who lacked access to good obstetric care. She discovered that the
same problems existed all over the developing world: Every two
seconds, a woman dies from complications of pregnancy or childbirthand of these deaths, up to 98 percent are preventable.
Burns traveled the world to make a heralded documentary on the
state of maternal health, No Woman, No Cry, which debuted in 2010.
H\YgUaYmYUf g\YZcibXYX9jYfmAch\Yf7cibhg UbcbdfchXYX]!
cated to making pregnancy and childbirth safe for every mother. She
is a mother of two, is still a model at 46, has started two successful
businesses and shes running marathons with 100 other women on
Team Every Mother Counts. In the fall, this achiever conquered 26.2
a]`YgcZh\YK]bXm7]hm]bh\Y7\]WU[cAUfUh\cb"
Susan Kane
MIKE MCGREGOR/GETTY IMAGES FOR CANTOR FITZGERALD
PETE MARINER/UPPA/ZUMA WIRE
A Model Citizen:
Christy Turlington Burns
2014
SUCCESS
Achiever
of the
Year
BRIAN CORN/WICHITA EAGLE/MCT
Spiegel, Snapchat Surge to the Mainstream

=b&$%%h\fYYGhUbZcfXIb]jYfg]hmghiXYbhgWfYUhYXh\YbYlhV][h\]b[]bgcW]UàYX]Uk\Ybh\Ym
XYjY`cdYXUbXÙibW\YXGbUdW\Uh UbUddh\UhU``ckgigYfghcgYbXd\chcgUbXj]XYcghcZf]YbXg
gbUdgh\Uh]bUaUhhYfcZgYWcbXgUfYXY`YhYXZfcah\YfYWY]jYfgXYj]WYUbXh\YWcadUbmggYfjYfg"
H\YZfYYUdd\Ug[fckbYldcbYbh]U``mZfcaYUf`m&$%& k\Yb]hWÙ]aYX&$ $$$igYfg hc&$%(
k\YbacfYh\Ub%$$a]``]cbigYfgg\UfYXgcaY+$$a]``]cbgbUdgXU]`m"
DYf\Udgacgh]adfYgg]jYcZU`` GbUdW\Uhg&(!mYUf!c`X79CUbXWc!ZcibXYf9jUbGd]Y[Y`
\Ugg\ckbh\YihacghWcbXYbWY]b\]gUddgdchYbh]U`Zcf[fckh\"=bÙhY&$%' \YhifbYX
XckbUfYdcfhYX'V]``]cbcYfZcfh\YUddZfca:UWYVcc_";ccXWU``.GbUdW\Uh]gbckjUìYX
Uh%$V]``]cbZc``ck]b[&$%(id[fUXYgh\Uh]bhY[fUhYXUìWfUh]jYUXjYfh]g]b[acXY`"
Jesus Jimenez
Forgot About Dre? Hes Better Than Ever

H\YdfcX][]cigfUddYfUbXaig]WdfcXiWYf8f"8fYfcgYhc\Y][\hgdfYj]cig`mibhciW\YX]b
YbhYfhU]baYbhk\Yb\]gYbhfYdfYbYif]U`jYbhifY 6YUhg9`YWhfcb]WgWc!ZcibXYXk]h\=bhYfgWcdYg
>]aam=cj]bY gc`Xhc5dd`YZcf'V]``]cb]bAUm&$%( aU_]b[]hh\YÙf[YghdifW\UgYYjYfZcfh\Y
hYW\[]Ubh"H\Y6YUhgVm8fY\YUXd\cbYgUbXYUfViXg`]bYÙibW\YX]b&$$,UbXVi]`hUaUgg]jY
Zc``ck]b[h\Ub_ghc]hgWc!ZcibXYfgaig]W]bXighfmWUW\YhUbXWcc`ZUWhcf"
H\YXYUàUXY8f"8fYfYU`bUaY5bXfYMcib[ k\chifbg)$cb:YV"%,h\Y\][\Ygh!
YUfb]b[YbhYfhU]bYfYjYfZcfUg]b[`YmYUf UgjUìYXVmForbes"5ZhYfhUlYg \]gbYhkcfh\]gVY`]YjYX
hc\UjYgYhh`YXUfcibXh\Y,$$a]``]cbaUf_bchVUXZcfU[imghfU][\hcihhU7cadhcb"
Josh Ellis
JASON MOORE/ZUMAPRESS.COM
MICHAEL KOVAC/GETTY IMAGES FOR VANITY FAIR
In July, during the height of the Ebola epidemic in West

Africa, Kent Brantly, M.D., and nurse Nancy Writebol
VYWUaYh\Yfgh5aYf]WUbgX]U[bcgYXk]h\h\YXYUX`mj]fig"
H\YaYX]WUà]gg]cbUf]Yg\UXjcìbhYYfYXhckcf_]bgcaYcZ
h\YacghUYWhYXUfYUgcZAcbfcj]U @]VYf]U UbXkYfYWcifU!
[YcigYjYbk\]`Yh\Y]fWcbX]h]cbgXYhYf]cfUhYX"
=Xcbhh\]b_=kUgVY]b[VfUjY Kf]hYVc`hc`XB67UZhYf
\YffYWcjYfm"@cc_]b[VUW_ =îghh\]b_]h\UXhcVYh\YdYUWY
OZfcaQh\Y@cfX"H\YfYkUgbcZYUf"
5ZhYfVY]b[[]jYbh\YYldYf]aYbhU`Xfi[NAUdd 6fUbh`m
UbXKf]hYVc`kYfYU]f`]ZhYXhch\YIb]hYXGhUhYgUbXaUXYZi``
fYWcjYf]Yg"5ZhYfkUfX6fUbh`mWcbh]biYXhc\Y`daYX]WU`Ycfhg
VmXcbUh]b[\]gdÙgaUhc5aYf]WUbgk\ckYfYÙhYf]bZYWhYX
including Dallas nurse Nina Pham.
Jennifer Chang
JESSICA MCGOWAN/GETTY IMAGES
Brantly, Writebol Courageous

in the FaceofDanger
SUCCESSMARCH201553
54SUCCESSMARCH2015
Be Your
Own Life
Coach
Use these tips and techniques from

highly regarded professionals to push
yourself to a whole new level.
Orange is the new black, 40 is the new 30, and life and
career coaches are the new personal trainers. From Fortune
500 CEOs to Hollywood starlets to Oprah, people are
performing better, making smarter decisions and reaching
bYk\Y][\hg]bUfYUggiW\Ugkcf_ bUbWY fYÙh]cbg\]dgUbX
health, all thanks to coaches.
Executive coaching is defined by the International
Coach Federation as partnering with clients in a thoughtprovoking and creative process that inspires them to maximize their personal and professional potential. But it can be
priceyas much as $3,500 an hour, with a median hourly fee
of $500, according to Harvard Business Reviews What Can
Coaches Do for You? research report.
Unfortunately, many people dont have the money to work
with a life coach. A 2013 study by Stanford University and
The Miles Group shows that two-thirds of CEOs are not
receiving coaching from sources outside their companies,
and 100 percent of participants wish they were.
Whats the average hardworking American to do?
Consider this: Many people want to work with a personal
hfU]bYfVih ibUV`YhcUcfXcbY h\YmhU_YaUhhYfg]bhch\Y]f

own hands. And if its possible to move training out of the
gym and under your own roof, does that mean its possible to
bring other coaching in-house, so to speak, and go it alone?
Many experts say yes. Self-coaching, by applying professional coaching techniques to your own goals and experiences, is not only viable but the ultimate goal that coaches
help clients achieve. It takes discipline and dedication, but it
can be done.
Most people wont have a professional coach for most
of their lives, says Marshall Goldsmith, Ph.D., globally
renowned leadership coach and best-selling author. I typically work with people for a year to a year and a half. So being
your own coach is a great idea.
Adds Martha Beck, who trains life coaches worldwide and
has written three New York Times best-sellers: Self-coaching
]gk\Uh=hYUW\WcUW\YgUbXW`]YbhghcXc"H\Uhgh\Y[cU`"
We each have the ability to learn wisdom, and as we learn
wisdom, we become our own counselor, and we start using
experience as our teacher. And then were home free.
SUCCESSMARCH201555
Be Your
Own Life
Coach
When to Self-Coach
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6YW_gUmg"
Identify Areas for Improvement
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56SUCCESSMARCH2015
Six Questions
Coach Marshall Goldsmith, Ph.D.,

learned this exercise from his daughter,
Kelly Goldsmith, Ph.D., whos on the
marketing faculty of the Kellogg School of
Management at Northwestern University.
Its built around the one question in life
you cant blame on somebody else: Did I do
my best? Thats one thing you can control,
Marshall Goldsmith says. Ask yourself the
following questions every day to stay on
track toward goals and focus on the things
in your life that are within your control.
Did I do my best to:

Set clear goals?
Make progress toward goal achievement?
Be happy?
Find meaning?
Build positive relationships?
Be fully engaged?
This self-coaching technique has proved to be
highly effective, according to 79 unpublished
(as of press time) studies of more than 2,500
people. The research found that for those
who repeated the six-question process daily
for two weeks, 37 percent responded that
they were improving on all six points; 65
percent responded that they were improving
on at least four of six; and 88 percent
responded that they were improving on at
least one.
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Zcfh\fYYacbh\ghcUmYUfcfibh]`mcifYgUh]gYX"
Set Manageable Goals

FcW_ Uih\cfcZh\YVYgh!gY``YfYour Brain at Work gUmgfYgYUfW\
giddcfhg[cU`gh\UhUfYg\cfhUbXhch\Ydc]bh.5[cU`h\Uh]gh\fYY
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XcYgbh`]jY]bmcifkcf`X"=hg[chhcVYYaVYXXYX]bmcifVfU]b"
<YgUmg]hgU`gcWfiW]U`h\Uhh\Y[cU`]gYldfYggYXdcg]h]jY`m.=hg
approach[cU`gjYfgigavoidance[cU`g"McifYacj]b[hckUfXU
dcg]h]jY]bghYUXcZghUm]b[UkUmZfcaUbY[Uh]jY"H\YkUmh\YVfU]b
kcf_g kYhfmhcacjYhckUfXgcaYh\]b[ UbX[cU`gUfYUVcih
\Uj]b[acfYcZgcaYh\]b["Gc]Zmcif[cU`]ghcVYWUàYf mci``
bch]WYWUà]bmcif`]ZY"6ih]Zmcif[cU`]ghcVY`YggghfYggYX mci``
bch]WYghfYgg VYWUigYh\Uhgk\UhmcifVfU]b]gZcWigYXcb"
Research shows that people achieve their goals in half the time
and more sustainably if theyre approach goals, Rock says.
Goldsmith practices and swears by the daily question process
developed by Andrew Thorn, Ph.D. You start by creating a spreadg\YYh/]bh\YfghWcìab kf]hY&$hc'$eiYgh]cbgfYdfYgYbh]b[
who you want to be and what you want to achieve.
Ask yourself, What is really important in my life, and who is
the person I want to become?AcghcZigXcbhbYYXUWcUW\hc[ifY
that out, Goldsmith says. Some of his personal questions include:
How much do I weigh? Did I make time for my wife? How many
minutes did I write?
The next seven columns in your spreadsheet are for days of the
week. Fill out the same questionnaire dailyyour answers
must be yes, no or a numberand, by the end
of the week, you will have a scorecard
that will tell you how your
behavior lines up with
your values, Goldsmith
says. Over time, as you
reach your goals, create
new goals and new
questions. Itll help
you g e t b e t t er i n
almost anything. It keeps you focused on whats important.
When self-coaching, a journal is also a great tool. Beck recomaYbXgfYWcfX]b[mcifeiU`]hmcZ`]ZYXU]`mcbUgWU`YcZnYfchc%$.
GidYf!\Uddm]g%$ UbXa]gYfUV`Y]gnYfc"Kf]hYXckbUZYkh\]b[g
you did each day. The purpose is to look back and see what you
were doing on the days you felt bad, she says. Its a way of looking
at: K\YfYX]Xam\Udd]bYgg[c3K\YfYX]X=bX^cm3
She says this method was eye-opening when she was considering
Its one of the reasons Alcoholics Anonymous works so well.

He credits that, in part, to positive social pressure: When you
state a goal to friends, family and colleagues, youre more likely to
stick to the goal because you dont want to look bad. So spread the
word to your circles and lean on them when times get tough.
Goldsmith says his clients learn more from the people around
them than they learn from him: Figure out who the most important people are in your life. Involve them in helping you change.
If you want to become a better listener, ask your spouse to provide
ideas for doing so. Practice those and then return to that person
in two weeks for feedback and more ideas. Research shows that
those who follow up on their goal progress with others
enjoy huge improvement,
;c`Xga]h\gUmg"
Be Prepared
for Setbacks
Gather Support
Self-coaching isnt easy,

and its crucial to acknowledge that from the beginning.
Such understanding will help when
you hit obstacles along the way
because setbacks are inevitable, and even
the most successful people in the world fail.
When you fail, forgive yourself for whatever happened yesterday,
Goldsmith says. Realize its a day-to-day process. If you quit, you
wont get better.
Say youre a golfer, and you hit a shot into a sand trap. If you get
upset, your next shot will probably be worse. Instead tell yourself:
What happened, happened. Im going to start over. Im going to hit
the best shot I can.
If you constantly hit hurdles, closely examine your environment.
What factors at home, in your career or in your social circle could
be working against you? If you dont change your environment, it
tends to drive you back to the same behavior, Goldsmith says.
Beck points out that everyone reaches a point in coaching where
he or she fails. When this happens, Beck recommends asking the
following questions, using ones intuition as a barometer: Is this
the thing I really wanted? What have I learned from my failure? Do
I want to go again? If its the real thing, you will want to go again,
and you will persist, and you will fail, and you will fail, and you will
succeed. Thats how every success ever achieved always happens. S
Be aware that just because youre not working with a coach, you
dont have to go through self-coaching without any external support.
Research shows that being in a support network is incredibly
empowering and helpful for staying on track with goals, Rock says.
Chelsea Greenwood is a South Florida writer and editor who

contributes to various publications. She wrote Tech and Your Time
in the February issue.
Martha Beck serves up 10 coaching affirmations

@ SUCCESS.com/beck-affirmations.
starting her own television program. Through her journal, Beck

realized that all her happiest moments were outsideso it didnt
make sense to stick herself in a studio. Because were so blind to
our own happiness, I didnt actually know that until I saw it in a
journal, she says.
SUCCESSMARCH201557
by Shelley Levitt
58SUCCESSMARCH2015
Robust
sagreement
Robust disagreement
disa
sag
g
gre
ree
eme
men
ntt fuels
fue
els
ls innovation,
iinno
inn vation
on,
growth
problem
so
growth
th and problem-solving.
problem-sol
-so
-s
solving.
ax Volsky and Mike Dolan had

been close friends for 30 years,
ever since they played hockey
for Suffern High School in
Rockland County, N.Y. Two
years ago they decided to start igobono, a
social marketplace where members swap
and donate goods and services using the
virtual currency bonos. We were having
heated arguments about even the smallest
things, like what color the join-up button
should be, Volsky says. It became clear
that if we wanted igobono to succeed and
we wanted to preserve our friendship, we
bYYXYXhcbXUkUmhcaUbU[YWcb]Wh"
John DeHart and Ken Sim were introduced by a mutual mentor in 2001. Both
had recently moved to Vancouver, British
Columbia, to raise their families and were
eager to start a business. As co-CEOs they
launched Nurse Next Door, a home healthcare service that by 2010 had 37 franchises
(and now more than 90). But DeHart and
Sim clashed constantly. If I said the sky was
pink, DeHart says, Ken would say it was
gray. Finances were an especially contentious issue. Several years ago, DeHart was
livid when Sim spent $15,000 on tickets to
the Stanley Cup hockey finals for their 15

employees. Value our people was one of our
core values, DeHart says, but I would have
put that money into a bonus pool and tied it
hcVig]bYgghUf[Yhg"
C on f l ic t . It s a n i nev it ablea nd
crucialpart of every business. Handled
well, the clash of ideas, claims, interests
and preferences can be a positive force,
exposing the weaknesses of positions
and leading to creativ ity, innovative
problem-solving and growth. Instead
of me against you, it becomes us against
a problem, says R ober t Fer g u son,
co-author with Peter Coleman of the new
book AU_]b[7cb]WhKcf_.<UfbYgg]b[
h\YDckYfcZ8]gU[fYYaYbh.
Small businesses are especially well
positioned to benefit from collaborative
conf lict, says management consultant
Patrick Lencioni, whose latest best-selling
book is H\Y:]jY8mgZibWh]cbgcZUHYUa.5
@YUXYfg\]d:UV`Y. Because of the close relationships in a small business, you can cycle
through a problem quickly, he says. You
get everyone in a room and say, Heres the
challenge. How are we going to solve it?
When Volsky and Dolan clashed over

whether to outsource the development of
their website (Dolans preference) or hire
someone internally (Volskys pick), they
already knew how to resolve the squabble:
They followed the methods contained in
a manifesto for defusing disagreements
that Volsky had developed earlier. (The
12-point contract, which they both signed,
includes items such as: Remember we
have different skill sets, so never debate
about who works harder, Deal with a
serious dispute immediately, no exceptions, and Use A/B testing when possible
to decide on [website] features and solicit
feedback from users.) The document led
them to a better option for developing their
site: Dolan moved to Colima, Mexico, for
eight months and worked on igobono.com
with a firm there. That strategy probably saved us close to $1 million, Volsky
says. With the manifesto, we are able to
negotiate decisions that are a lot better
than what either one of us comes up with
cbcifckb"
But the intimacy of a small company
can also bring out the corrosive side
of conf lict if passionate disagreements
SUCCESSMARCH201559
The Power
of Healthy
Conflict
dissolve into personal attacks. Instead of being open to fresh perspectives,

people dig in their heels and become rigid about defending their points of
view. The consequences are pernicious, says Michael A. Roberto, a professor of
aUbU[YaYbhUh6fmUbhIb]jYfg]hm]bGa]h\Y`X F"=" UbXUih\cfcZWhy Great
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GhUbXcgWUb`YUXhcXYÙmg]bXYW]g]cb!aU_]b[ X]a]b]g\YXWcaa]haYbhghc
the choices that are made, and strained working relationships.
HU_Y h\Y XiUÙbX XiY`]b[79Cg Uh BifgY BYlh 8ccf" Cif Uf[i!
ments were creating a lot of pain and stress for our employees, DeHart
gUmg"?YbUbX=\UXX]YfYbhghfUhY[]Yg"<Yhc`Xh\YhYUacbYh\]b[/=hc`X
them another. That created a lot of confusion. Because we couldnt agree
on big decisions, we werent making any decisions. That was slowing down
our growth, and we were losing talented people. (Ultimately DeHart
became sole CEO in 2012, and a president was hired to run the company
in 2014.)
Moving Beyond Agreement

Imagine a conference room where a meeting
is taking place to review a startups strategy in
fc``]b[cih]hgfghdfcXiWhg"H\YWcadUbmgZcibXYf
describes the marketing plans and asks whether
anyone disagrees with the approach. The room is
g]`Ybh";ccX g\YgUmg"G]bWYkYfYU``]bU[fYY!
ment, lets get moving.
Leaders who take silence for consent do so at their
peril. If a meeting seems more like a round of golf
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nUh]cb FcVYfhcgUmg"K\Ybmci[YhU`chcZdYcd`Y
nodding in agreement when you put out ideas, it
doesnt mean people think your idea is brilliant, he
adds. Its more likely they have concerns that theyre
afraid to express.
There are important reasons you should care
about this. For one thing, youre not getting the
VYbYhcZ]XYUgVYWca]b[VYhhYfUgh\YmfYh\fUg\YX
about. For another, you dont have the kind of
commitment that comes from a full and open
XYVUhY"DYcd`YaUm]ad`YaYbhh\YdÙb Vihh\Ym
havent bought into it, Roberto says, and thats
k\YfYmci[YhU`chcZAcbXUm!acfb]b[eiUfhYf!
backing when things dont work out.
Smart leaders actively seek dissent. Business
ckbYfgk]``cZhYbgUmh\Ym\UjYUbcdYb!Xccfdc`]Wm
Roberto says, and I tell them, Thats a crock. If
youre waiting for dissent to walk through the door,
its not going to happen.
H\YZc``ck]b[jYhUWh]Wgk]``YbWcifU[YWcb]Wh
hcWcaY]bg]XYUbXdi`ìdUW\U]f.
Dont simply let democracy rule. If there are
Unresolved or poorly managed conf lict is costly. According to a 2008

[`cVU`ghiXmcbkcf_dÙWYWcb]WhWcaa]gg]cbYXVm7DD diV`]g\YfgcZh\Y
AmYfg!6f][[gdYfgcbU`]hmhYgh I"G"Yad`cmYYggdYbX&",\cifgYjYfmkYY_
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UXXgidhcUVcih'*$V]``]cb]bdU]X\cifg"H\Y[ccXbYkg.K]h\U`]hh`Y
dfUWh]WY mciWUbWi`h]jUhY\YU`h\mWcb]WhUbXdih]hhcigY]b\Y`d]b[mcif
Vig]bYggh\f]jY"
60SUCCESSMARCH2015
seven people in a room and six agree with a

strategy, coax out the divergent view. Ferguson
suggests saying something like, I want to hear
what Dave has to say. Lets spend some more time
on this. Chances are Dave will share something
thatll make your decision a stronger one.
4Wcg[WfXadfZWdef#"_[`gfWeaXS_WWf[`Y
In a small organization, people are often

quick to line up behind the founders or CEOs
proposals. To avoid that kind of bias, Ferguson
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at all.
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Strengthening Your Conflict Intelligence

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7c`YaUbgUm":cf]bghUbWY ]ZdYcd`Y\UjYZUjcfUV`Y]bhYfUWh]cbgcbAcbXUm
SUCCESSMARCH201561
After
the
Crash
A survivor leaves corporate life and

raises millions for the Red Cross.
REUTERS/ERIC THAYER
by John H. Ostdick
62SUCCESSMARCH2015
Getting Everyone Out

Sanderson, seated in 15A, was the last
dUggYb[Yfch\YdÙbY"=X]XbhYjYbh\]b_
of making sure that everyone got out when

we came to a stop in the water, he says. My
thought was, Get to the aisle, get up and get
out. But when I got up, I heard my moms
voice [she died in 1997] in my head, saying,
If you do the right thing, God will take care
of you. And thats the moment when everything sort of shifted for me. Its like that
Boy Scout moment [he was one] where you
do the right thing: I went to the back of the
plane to see if anybody needed help.
Sanderson and the crew helped get
everyone out, and thats when he ended
up in the drink. A rescue boat bumped
the plane, forcing it to take on water up to
his back. Sanderson, his left eye blurred
from jet fuel, jumped into the 36-degree
water because the wings were crammed
full of evacuated passengers. He swam to
a nearby ferryboat, which he grabbed onto
until rescue workers could haul him out of
the water, in the process becoming Good
Morning Americas riveting snapshot from
the Miracle on the Hudson. He was in the
kUhYfY][\ha]bihYg"
Once he was pulled onto the ferry, rescue
workers called ahead and told them I was
in the water and not in good shape. So
they had three people waiting for me at
the docktwo EMTs and a guy from the
American Red Cross with a blanket.
Suffering from severe hypothermia
and unable to use his legs, Sanderson was
rushed to a triage unit and then to a nearby
hospital, where workers said he was in
[fUjYXUb[YfcZgiYf]b[U\YUfhUhhUW_cf
stroke. From crash to hospital took only 30
minutes. Because rescue workers had to cut
h\YW`ch\YgcGUbXYfgcbgW\]``YXVcXm U
Red Cross worker ventured into the night to
buy sweats for him to wear during television
interviews. Soon Red Cross representatives

were meeting with his wife and children in
Charlotte, helping them cope and keeping
them apprised of his condition.
AP PHOTO/TANYANIKA SAMUELS/POOL
ave Sanderson believed he was

tuned into his version of the
American Dream. Then came
the airplane crash.
Sanderson had started his
career in the restaurant industry before
settling into technology sales, working
his way into a large-account position with
the California-based tech firm Oracle. By
January 2009, he was traveling more than
100 times a year and moonlighting as
director of security for motivational speaker
Tony Robbins. I had a wife and four kids.
=kUgXf]jYbhcaU_YgifYh\Uh=\UXYbci[\
to make sure that my kids could go to college
and have a decent life, he says today from
\]gBcfh\7Ufc`]bUc
WY"
Because of his f renetic schedule,
Sanderson wasnt always available for family
events and didnt give much more than the
bare minimum community-wise up to that
point, the 54-year-old says. He donated
blood regularly; gave a little bit back to his
alma mater, James Madison University in
Harrisonburg, Va.; and served on the executive committee of his church.
On Jan. 15, 2009, the crash of U.S.
Airways Flight 1549and the Red Cross
blanket, virtual and metaphoricalchanged
all that. Sanderson was aboard, headed
\caYZfcaUgU`YgWU``"G\cfh`mUZhYfhU_Yc
from New Yorks LaGuardia Airport, the
U]f`]bYfWc``]XYXk]h\UcW_cZ[YYgY Wf]d!
d`]b[h\Y^Yh"H\Y][\hgWUdhU]b 7\Yg`Ym6"
Sully Sullenberger III, ditched the plane
in the icy Hudson River and executed a
successful evacuation.
Dave Sanderson recuperates in the hospital

after the Miracle on the Hudson.
The Message of the Blanket

Sanderson often talks about the Red
Cross blanket he was handed that day,
about how important a symbol it became
for him. In speeches and appearances
for the emergency relief group since the
accident, he has raised about $7.5 million
for the organization. What that blanket
has come to stand for in my mind is that
youve got to be there and be ready when
SUCCESSMARCH201563
After
the
COURTESY OF AMERICAN RED CROSS
Crash
something like this happens because no one
expects to go through a plane crash. No one
YldYWhghcVY]bUWUfkfYW_cffY Vihk\Yb
h\YmUfY YaYf[YbWmfYgdcbgYcf[Ub]nUh]cbg
are there. One of the things I talk about
today is the power of resourcefulness and
being there and understanding
all the resources that
you do have. I never
opened the
blanket that
day. I could
barely move
h\Uh XUm Vih
=gh]``\UjYh\Y
blanket with me.
= cdYbYX ]h k\Yb
=[ch\caY"
DUa>YZZYfg h\Yb79C
cZh\Y`cWU`FYX7fcggVfUbW\ aYh
him at the airport with his family. We
developed a relationship because she was
hU_]b[WUfYcZamZUa]`m k\]W\kUgh\Y
most important thing that happened in that
%(!\cifdYf]cX \YgUmg"
GUbXYfgcbei]W_`mfYhifbYXhcCfUW`Y
working hard but also questioning his
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Xf]jYbVmhfm]b[hcXch\YVYgh=Wci`X Vih
=X]Xbhdf]cf]h]nYamh]aYZcfamZUa]`mh\Y
way I should have. I was also very aware
of all those people who served me and
h\Ych\Yf%)(dYcd`Yh\UhXUm UbX=Ug_YX
amgY`Z How can I give back?
%$ $$$hch\Y[fcidbUaYXUZhYfh\Y
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<U`ÙhFYX7fcggbUh]cbU`\YUXeiUfhYfg]b
KUg\]b[hcb 8"7" Ug_YX\]ahcgdYU_Uh
the groups annual meeting in Washington.
Dave Sanderson
turned the compassion
he received into action.
That was June of 2009. There were
($$kcaYbUbXaY"CZWcifgY =_bckh\Ym
U```cc_YXUhaY`]_Y Why is this guy in the
room?F][\h36YZcfY=kUgXcbY \ckYjYf
they had 400 people crying. Thats how my
XYYdFYX7fcgg]bjc`jYaYbhghUfhYX"
A Growing Commitment
Since then he has made more than 100

UddYUfUbWYgUhFYX7fcggYjYbhg"
8UjYGUbXYfgcbhifbYXh\YWcadUg!
g]cb\YfYWY]jYX]bhcUWh]cb UbXWcbh]biYg
to help those in need all over the country
by speaking at Red
7fcgg
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What turns everyday people into heroes?
Find out @ SUCCESS.com/ordinary-heroes.
fU]g]b[acbYm gUmg
?UmK]`_]bg 79C
5 acbh\ cf gc ÙhYf >YZZYfg Ug_YX of the South Louisiana Region of the Red
Sanderson to speak at her chapters annual 7fcgg k\c\Ugkcf_YXk]h\GUbXYfgcbcb
ZibXfU]gYfaYYh]b[]b7\Uf`chhY B"7"G]l biaYfcigcWWUg]cbgZcfFYX7fcggYjYbhg"
\ibXfYXdYcd`YUhhYbXYX UbXh\YW\UdhYf
5`` h\Y FYX 7fcgg \Ug hc Xc ]g Ug_
met its fundraising goal. Then Pam asked Sanderson says. I will not say no. There
me if I would drop by an event at the mall were a lot of groups that touched a lot
that she was having for some of their of people that day on the New York and
Xcbcfg UbX=X]X \YgUmg"K\]`Y\YkUg BYk>YfgYmg]XYgcZh\Y<iXgcb Vihh\Y
h\YfY UfYdfYgYbhUh]jYcZh\Ycf[Ub]nUh]cbg FYX7fcgghciW\YXU``cZig k\Yh\Yf]h
H]ZZUbm7]fW`Y kcaYbk\c\UjYXcbUhYX was just providing a blanket or somebody
64SUCCESSMARCH2015
VY]b[h\YfYZcfigcf acgh]adcfhUbh`m Zcf

cifZUa]`]Yg"
He shares that message with his chilXfYb bckU[Yg%'hc&&"CbYcZh\Yh\]b[g
=kci`XkUbhh\Yahc[YhcihcZk\Uh=Xc
UbX=h\]b_h\YmfYghUfh]b[hcUVgcfV]h ]g
how can you impact somebodys life in a
dcg]h]jYkUm3
GUbXYfgcbgk]ZY HYff] \UgVYYb]bj]hYX
to accompany him to many events worldk]XYg]bWYh\YWfUg\ Vihg\Y\UgUhhYbXYX
cb`m cbWY U W\ifW\ ZibWh]cb Zcf mcib[
people. I think thats when she underghccXk\m=kUgXc]b[h\]g \YgUmg"Gc

she told me that maybe its time to move
cbOZfcaCfUW`YQ"K]h\]b(,\cifg =X]X
îghh\Uh"
He established a consulting/speaking
W cadU bm 8UjY GU bXYf gcb Gd Y U _ g"
=gW\YXi`YYjYfmh\]b[UfcibXamZUa]`m
h]aY UbX h\Yb = kcf_ VUW_kUfX ]bhc
k\Uh=XcZcfU`]j]b[UbX\ck=gYfjY"
He adapted the things he learned from
watching Robbins inspire people and
developed his own vision around a theme
of resourcefulness.
I think that people are looking for
leaders. People are looking for people to
give them insight on when something
hci[\[cYgcb]bmcif`]ZY \ckWUbmci
get through it? And theyre looking for
dYcd`Yk\cjYVYYbh\fci[\]h k\Yh\Yf
its through the war or people coming back
Zfca5Z[\Ub]ghUbcf=fUecfh\fci[\UfY
or whatever. And thats why these stories
k]`` =h\]b_ gifj]jY"S
Contributing editor John H. Ostdick writes
from Dallas.
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Heart of True
Achievement!
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Location,
Location,
Location
Ready to set up shop? Consider these

important points when picking your spot.
Culture
Business Loans
Community
Low Taxes
Restaurants
Good Schools
Greener Pastures
Where Are Your Customers?
We examine the relative benets of markets

across the country and help you nd the right
setting for your business (and your family).
The latest demographic studies reveal

who lives whereessential information if
you want to connect to your clientele.
PAGE 68
PAGE 71
Greener Pastures
How to identify the best locale for your small business
by Rieva Lesonsky
68SUCCESSMARCH2015
ooking to relocate your existing

company or searching for the
perfect place to start a business?
Here are some factors to consider.
Small-business friendliness:
How supportive of small business and

entrepreneurship is the state and/or city
youre considering? Small-business friendliness can encompass everything from
zoning laws and tax rates to economic
development programs and incentives
for businesses. Choosing a location where
local government supports and encourages
small business, not just with words but also
with actions, will make your life a lot easier.
Small-business friendliness can be
hard to define, so its best to go to the
horses mouth. The 2014 Thumbtack.com
Small Business Friendliness Survey asked
small-business owners for their perceptions of the business environment in their
communities, assessing factors including
hiring, regulations, zoning, licensing and
health insurance requirements. Utah,
Idaho, Texas, Virginia and Louisiana
ranked highest for overall friendliness to
gaU``Vig]bYggYg"
Tax rates: Research both business and
personal tax rates when choosing a location. Many business owners prefer states
with no personal income tax (Alaska,
Florida, Nevada, South Dakota, Texas,
Washington and Wyoming) or very low
personal income tax (Tennessee and New
Hampshire). For business tax information,
check out the Tax Foundations annual
State Business Tax Climate Index. In 2014
California, New Jersey and New York
earned the dubious honor of the states with
the worst tax climate for small business,
while Wyoming, South Dakota and Nevada
boasted the best tax climate.
Quality of life: Issues such as the
cost of living, weather, crime rate, housing
inventory and natural/cultural amenities factor into a locales quality of life.
As long as youre moving, why not move
someplace that offers plenty of what you

value, whether thats year-round surfing
or live theater? Better quality of life can
also help you persuade employees to move
with you.
The One D Scorecard produced by Data
8f]jYb8Yhfc]h UA]W\][UbBcbdfch
5ggcW]Uh]cbU
`]UhY ]gUfUb_]b[cZh\Y
nations 54 biggest metro areas based
on economic prosperity, schools, quality
of life, ease of transportation and other
factors. (It includes an interactive
aUdmciWUbbXUhCbY8GWcfYWUfX"
DataDrivenDetroit.org.) Maybe youll
be surprised to learn that Grand
Rapids/Muskegon/Holland, Mich.
ranks tops for quality of life, while the
economy is best in Seattle/Tacoma/
Olympia, Wash.
Youll want to move to the heartland
after perusing a survey of the 100
cities with the best quality of life that
kUgWcbXiWhYXVmh\Ycb`]bYbUbW]U`
guidebook Nerdwallet.com. Madison,
Wis.; Lincoln, Neb.; and Minneapolis/
St. Paul are rated the best places to live.
NerdWallets online cost of living
calculator can help you assess how far
your and your employees money will go
]bX]YfYbhW]h]Yg"
Wage and employment laws:
Some states have higher minimum wage

rates superseding the federal minimum
wage of $7.25 per hour. States employment laws and regulations regarding
workers compensation insurance also
vary. You can learn more about wage
and hour laws, unionization, workers
compensation requirements, and more
from the Small Business Administration
at SBA.gov.
Cost and availability of labor: Be
sure to research average wages for the types
of workers you need to hire. Tools such as
Salary.com or Glassdoor.com let you look
up average wages based on job titles, industries and locations.
Also be sure the area youre considering

has a good supply of suitable workers,
especially if youll need to hire people with
specialized skills such as IT or medical
coding training, or workers with college
or advanced degrees. The Bureau of Labor
Statistics (BLS.gov) has demographic data
on labor force characteristics nationwide.
Support systems: Choosing a location with plenty of business support services,
such as a Small Business Development
Center, SBA District Office or SCORE
(formerly called Service Corps of Retired
Executives) chapter ensures you can get the
help you need in growing your company.
5`gc`cc_ZcfU`cWUh]cbk\YfYmciWUbbX
other business owners to network with
whether thats high-tech startups, female
business owners or minority entrepreneurs.
CIO.com, the IT industry news
source, names the Best Cities for Tech
Startups. San Francisco/Silicon Valley,
New York City and San Jose, Calif.,
are at the top, but there are also some
surprises, such as Pittsburgh.
DYfgcbU`bUbWYgcW]U`bYhkcf_
WalletHub.com ranks the Best Cities
for Hispanic Entrepreneurs. The site
credits Florida with the highest rate
of Hispanic entrepreneurship, and its
cities of Pembroke Pines and Orlando
boast the most business-friendly
climates for Hispanic entrepreneurs.
However, Boise, Idaho, comes in third
and Salt Lake City is fourth.
NerdWallets list of the Top 10 Cities
for Female Entrepreneurs ranks D.C.,
San Francisco and Seattle tops.
H\YdYfgcbU`bUbWYbYkgUbX
trends site CreditDonkey.com
surveyed for the Best Cities for Young
Entrepreneurs, and names Houston;
Austin, Texas; and Raleigh, N.C; the
best startup spots, based on factors
such as the percentage of population
aged 18 to 44, educational attainment
and businesses started versus closed.
SUCCESSMARCH201569
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mcif]bXighfm mciaUmbYYXdfcl]a]hm
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UV`m/aU^cf\][\kUmggcYad`cmYYgUbX
WighcaYfgWUbfYUW\mcif`cWUh]cbYUg]`m/
or public transportation so your employees
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7]hm\YUXgh\Y`]gh"
Financing:=ZmcifY\cd]b[hcÙbX
venture capital, locating
Youve found the right community. Now
in a region with a wealth
nd the perfect address for your business
of these investors can help.
@ SUCCESS.com/micro-location.
H\Y AUfh]b DfcgdYf]hm
=bgh]hihYfYdcfhgh\Uh\][\!hYW\ghUfhid
Growth potential: Is the location
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ghYUXmcfibXYf[c]b[UXYW`]bY3GhUmUkUm VY[ibhcg\]ZhZfcaG]`]WcbJU``YmhcifVUb
ZfcaW]h]Ygh\UhUfYcbh\YXckbgk]b[" WYbhYfgUbXa]lYX!igY kU`_UV`YgiVifVg
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7Ufc`]bU/6ci`XYf/5bb5fVcf A]W\"/UbX
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Lawrence, Kan.
=bZcfaUh]cbUVcihZYXYfU`
Empowerment Zones, Renewal
Customer base: Look for a location
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UbXch\YfYWcbca]WXYjY`cdaYbh
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dfc[fUagWUbVYZcibXUh
later in this section.
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What Matters Most?
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6ifYUig5aYf]WUb:UWh:]bXYfkYVg]hY
ness, nor is there one perfect region that
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WcaV]bYgU``h\Ydcg]h]jYZYUhifYg`]ghYX
UVcjYUbXbcbYcZh\YbY[Uh]jYg"5fYUg
Cost of office, retail or warek]h\`chgcZYXiWUhYXYad`cmYYgUbXVig]!
house space: Dont get an unpleasant
gifdf]gY k\Yb mci acjYgWcdY cih ness support are likely to have higher tax
S t a r t u p a s s i s t a n ce : If youre
launching a startup, you may want to
]bjYgh][UhYYlhfU\Y`dhc[Yhch\Y[fcibX
such as accelerators or incubators. These
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gdUWYUbXVig]bYgggYfj]WYghcghUfhidg
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nology or retail.
:]bX`]ghgcZ]bWiVUhcfgUhh\YBUh]cbU`
Business Incubation Association
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5b[Y`Yg]gW`cgYVY\]bX"
70SUCCESSMARCH2015
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UfYUgaUm\UjYZYkYfeiU`]YXYad`cmYYg
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the list above are most important to you.
To assess your preferences, make a list of
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Essential:K\UhWUbhmciXck]h\cih3
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a]bhYX=H[fUXiUhYg"?bck]b[mcif
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Desirable: List factors that are less
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somewhere with no personal income
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lessen the tax bite.
Nice to have: Finally, list the little extras
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has almost everything on your wish list
but you know youll be miserable there
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force it.
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dÙWYh\UhgcibXg[fYUhcbdUdYfaUmbch
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is before you move, not after!
6mZc``ck]b[h\YgYghYdgUbXWUfYZi``m
kY][\]b[Vch\mcifcdh]cbgUbXmcif[ih
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small business to thrive. S
Contributing editor Rieva Lesonsky is CEO
of GrowBiz Media, a media and custom
content company focusing on small business
and entrepreneurship.
Where Are Your

Customers?
These national demographic trends could
inuence your business plans.
by Sara Vigneri
SUCCESSMARCH201571
72SUCCESSMARCH2015
O F VISIT BL
OO M IN GT
ON
CO URTE SY
MAR K PER LSTEIN
mer ic a n s
va lue r ugged
individualism.
We pride ourselves on
being free to do and say
whatever we want. But
despite this free spirit,
we are all members of a
social species that has deeprooted tendencies toward
predictablebehavior.
In fact, research published
in the journal Science found
that hu ma n behav ior
is 93 percent predictable.
How s t h at for r ug g e d
individualism? The question isnt one of free will,
however. While we may
choose unique paths for
ourselves, many of us tend
to follow similar patterns
throughout our livesfrom
the rebellious teen years to
midlife crisis. And while
not a single member of
any generation is exactly
the same, each has been
shaped in some way by
shared experiencesfor
baby boomers, it mightve
been the Vietnam War; for
millennials, the rise of the
Internet during very formative years.
A lthough there is no
one-size-fits-all business
plan, marketing toward
cer tain clientele demographics is a worthwhile
practice for business
ow ner s . P r e d ic t a bi l it y
helps deter mine what
your customer will want
or need. So thats why we
tracked various age groups
to nd where they are clustered across the country
and identified some ways
you might cater to these
unique demographics.
Teenage Dream
OMG at the disposable income

inWeston, Fla.
Population: 65,672
Median Household Income:
$93,074
Millennial Mecca
Bloomington, Ind., is a hotbed for

generation now.
Population: 80,405
Median Household Income: $27,395
This planned community was incorporated in 1996, and its population is just as
youthful. Weston and similarly cookie-cutter
towns often boast a large concentration of
teens and preteens.
While most of these kids arent likely to
have their own cash, they are highly materialistic and hardly afraid to pester their parents
into buying them what they want. In fact,
researchers warn of an increasing inuence
of materialism and consumer culture among
tweens, creating what they call a hostile
takeover of childhood. A 1999 survey of
American parents bears this out; 63 percent
believe their children dene their self-worth
by what they own.
While this age group may know what is
considered cool, its a bit harder for adults
to catch on to their trends because they
dont consume the same mediateens dont
watch as much television as adults, and of
course you can forget about catching one of
them with a newspaper. Anyone interested
in understanding what todays kids are into
should prepare to spend time sifting through
YouTube videos, Instagram and Snapchat.
And you can bet theyll be dropping most
of Mom and Dads money on clothing and
accessories, snacks and tech toys.
What do you think of when you hear the word

hipster? Does it conjure up an image of a skinny-jeanswearing, bearded 20-something, drinking Pabst Blue
Ribbon and riding a bike to the coee shop?
That word paints a vivid picture of many millennials
who, according to The Hipster Handbook by Brooklyn
author Robert Lanham, walk among the masses in
daily life but shun or reduce to kitsch anything held
dear by the mainstream. These digital natives (they
are the rst generation that didnt need to adapt to new
technologies) celebrate their geekdom and their uniqueness, and they are acutely aware of what is considered
cool. Retro items like Converse sneakers and thickframed glasses might make the cut, but that doesnt
mean you can peddle nostalgia indiscriminately. In
fact, as soon as you try and peg something cool, the
millennial is liable to reject it because she sees herself as
a change-maker, not a follower of trends.
Bloomington is the perfect spot for the authentic
life so many millennials are seeking. A college town,
Bloomington has its fair share of 20-somethings still
hanging around (the median age is 23), which means
its a great place for any number of earthy small businesses, from vegan bakeries and food trucks serving
homemade ice cream to boutiques pushing one-of-akind clothing and handmade goods. Plenty of biking
(Indiana Universitys Little 500 is the largest collegiate
bicycle race in the U.S.) and the countrys only Tibetan
cultural center are just some of the oerings that keep
millennials happy in B-town.
Like, check out these other, like,

communities:
Try not to try so hard in similar cities,

suchas:
Sandy, Utah
Fishers, Ind.
Murrieta, Calif.
Cicero, Ill.
Atascocita, Texas
Gainesville, Fla.
Jacksonville, N.C.
College Station, Texas
Ann Arbor, Mich.
Tempe, Ariz.
All-YouCan-Eat
Marketing
Offering the freedom to binge could help you
sell more. Just make sure to do it right.
by Jim Motavalli
74SUCCESSMARCH2015
TOBY NORTON
getting what they want, when they want it

sales models of this shape are expanding.
Consumers can now join clubs that give
them access (with some restrictions) to
YYhgcZgidYfWUfgUbXVcUhg"H\YmWUb
pay for the right to hit as many golf balls
as they want each month instead of
buying by the bucket at the driving range.
They can surf and stream endlessly with
unlimited cellular data plans.
Would offering customers an all-youcan-eat experience work for your small
business? Even if one is in place, maybe
it can be tweaked to maximize revenue.
Settle in for some perspectives on the
binge marketing movement, along with
the important lessons learned by a number
of businesses that have already taken
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The Weigh of the Future?

9jYbVYZcfYBYh]lVYWUaYiV]ei]hcig
TiVo and DVR services made bingeing
a hugely popular avenue for
consuming media. According
to Nielsen, the TV ratings
Uih\cf]hm ,,dYfWYbhcZBYh]l
subscribers
(a n d 70
percent on
Hulu Plus)
TOBY NORTON
unday brunch at The Silo, a

f i ne - d i n i ng re s t au r a nt i n
Greene, N.Y., is a belly-buster.
:cf%+"-)dYfdYfgcb H\YG]`ccYfgUb
all-you-can-eat spectacular, starting
w ith Bloody Mar ys and champagne,
then moving on to unlimited portions
of eggs, bagels and lox, blintzes, seafood
Newbu rg, cor ned beef ha sh, a nd a
chef-carved meat station with roast beef,
turkey and ham.
Did you make sure to leave some room
for croissants, pastries, cakes, pies and
fresh fruit?
The Silo is a great place for an oldfashioned hang-the-calories bender, but
that form of marketing has taken root far
VYmcbXh\YViYh`]bY]bfYWYbhmYUfg"Cif
Achiever of the Year, Reed Hastings, is a
testament to its power. Through Netflix
and other streaming services, entire
seasons of a TV series are uploaded on a
single day, so viewers can soak up the storyline all at once (or at whatever
pace they choose). Some end up
like Carrie and Fred of the bingeworthy IFC comedy Portlandia
they lost their jobs and had their
electricity turned off while
addicted to a Battlestar
Gallactica box set. Now
thats meta.
As spending power
g row s a mong t he
millennial generat i o n s o u s e d t o
say they stream three or more episodes of a

TV show in one sitting. A recent Harris Poll
shows that 82 percent of Americans bingewatch, with Dallas and San Francisco
ranking as the bingey-est cities, where
,,dYfWYbhUXa]hhch\Y\UV]h"
There are pluses and minuses to this
development for the media companies.
Releasing a series all at once does create a
`chcZVinnVihWUbVUW_fYV][h]aY"H\Y
best advice gleaned from the success of a
show such as Amazon Primes critically
acclaimed Transparent (or the failure of
cbY giW\UgBYh]lg`]hh`Y!kUhW\YXjUad]fY
diary, Hemlock Grove) is to consider all
dcgg]V`YUb[`YgUbXibYldYWhYXWcghg"
That didnt happen back in 2003, when
Red Lobster President Edna Morris
XYg][bYXUdfcach]cbcYf]b[U``h\Y\ch
steaming snow crab legs you can eat. It
turned out that Florida State Seminoles
eiUfhYfVUW_gUfYbhh\Ycb`m5aYf]WUbg
who crave these tasty crustaceans in
jcìaY"GcaYdYcd`YfYeiYghYXacfYZccX
as much as 30 times, and a rise in the price
of the seafood compounded the disaster. It
SUCCESSMARCH201575
in California. Car aficionados can get

behind the wheel without the hassles
of ownership.
But you cant just join and rampage
through the f leet at will. We couldnt
take an all-you-can-eat approach unless
we charged members $50,000 a month,
Bani says. The miles
w ou ld a c c u mu l a t e
If youre hungry for more delicious SUCCESS
content, unhinge your jaw @ SUCCESS.com.
on the c ars, they d
depreciate and break
downit would be a disaster.
But Lorrie Thomas Ross, CEO of Web
Instead, in an approach that has
Marketing Therapy and author of The
evolved over time, Club
36-Hour Course to Online Marketing, says
Sportiva members pay
that binge marketing makes sense because
a one-time initiation
it ref lects the impatient, want-it-now
fee of $1,500 and then
tenor of the times. It gives the people who
monthly dues that start
ooze love for you all they want, she says.
at $150 a month and
Letting them consume and share on their
rise much higher.
own terms turns them into raging evangeMembers
lists. People want to take it all in on their
buy points
own terms, and the more brands that cater
for $2,500,
to that, the better.
$5,000,
$10,000 or
Freedom (Within Reason)
$20,000the
In some businesses, its important to
more points
set limits to the binge oerings. Sia Bani
you buy, the
is president of Club Sportiva, founded
more you can use the supercars each
in 2003, which g ives members and
month. Most joyrides are one-day aairs
renters kid-in-a-candy-store access to its
of 100 miles or less. Its not as demofleet of 20 exotic carsfrom a McLaren
cratic as the buffet table, but its much
MP4-12C to an Aston Martin V-8 Vantage
more protable.
convertibleat four clubhouse locations
76SUCCESSMARCH2015
Encouraging
Big Appetites
Tr a d i t ion a l loy a l t y
programs share some similarities with binge marketing. Both
are examples of up-selling. Customers are
asked to buy more than they might otherwise want in order to get a good deal.
Many fast-food restaurants oer some
form of get one free card, but at cosmetic
giants Ulta and Kiehls, the sales stas are
even more engagedshoppers are told
theyre only one purchase away from a free
sample package. At competitor Sephora,
the staff actively promotes the Beauty
Insider Program, which uses an exclusive
card and points
system to persuade
customers to buy
more than they
planned.
The lesson
here is that its
not enough to
simply of fer a
rewards program.
Ever ybody does
that. This kind
of promotion
works when
the sales staf f
is committed to
pushing it and only
when it comes with incentives that people
actually want.
For small businesses, all-you-can-eat
strategies have to be approached carefully.
They can become expensive. At The Silo,
for instance, owner and chef Gary Kurz
TOBY NORTON
wasnt the second helpingit was the third

one that hurt, company Chairman Joe
R. Lee said at the time. Red Lobsters
prots sank, and Morris was forced to
walk the plank.
When youve stuffed yourself
with 30plates of crab legs, it may
be a while before youre in a clawcracking mood again. Bill Carter,
the former New York Times TV critic,
is skeptical that binge marketing will
work for the small screen for a similar
reasonbingeing could lead to burnout.
When the seasons come out, they get
a big burst of publicity, but it cant be
sustained. With regularly scheduled
programs, theres buzz every week as
the shows are talked about, shared and
become part of the national conversation.
TOBY NORTON
All-You-Can-Eat
Marketing
TOBY NORTON
says his Sunday brunch isnt attracting

the crowds it once did, with 300 regulars
in the late 1980s dropping to 100 to 125
today. That hurts because binge marketing
is all about making profit through sheer
customer volume in what can be a lowmargin business. Its getting iffy, says
Kurz, who added that modern health
WcbgW]cigbYggaUmVYhU_]b[h\YV`ccac
a more-is-more sales strategy. There are
days when its so slow we take a beating
because of all the food we have to make,
he says.
Ever-fickle human nature is at play.
When the food is unlimited, people decide
theyre going to eat all they can because
thats what theyre paying for, Kurz says.
But then they say, Oh, I dont want to get
the buffet because I cant eat all that
food. I try to convince them they dont
have to eat it all, just enough to get their
acbYmgkcfh\"
Kurz could learn a lesson from
IHOP, which has occasionally brought back its all-youcan-eat pancake deals in
l i m it e d-t i me pr omo tions. Customers tend
to appreciate special
deals more than they
do longstanding
fY[iÙf cYfg"
Food for Thought

Taking the all-you-can-eat
strategy to new heights in 2014 was the
Olive Garden chain (a sister restaurant of
Red Lobster, incidentally), which in the fall
cYfYX% $$$BYjYf!9bX]b[DUghUDUggYg
that, for $100, allowed customers to feast
on all the pasta, salad, breadsticks and
Coca-Cola products they wanted for seven
weeks. The promotion sold out in just two
hours, but the company made more passes
available through social media.
One holder of a Golden Ticket worked

Conn., members prepay for 20 weeks of
out that the Olive Garden menu provided
farmer Patti Popps harvest. If regular
180 pastabilities, and said he intended to
pickups are a problem, Popps Cash-Crop
eat all of them over the 49 days. Another
Program allows people to pay an upfront
carbivore was eating only takeout. Those
bill and then shop whenever it is convestories fuel buzz, says Gail Oliver, a smallnient until the payment is expended. To
business marketing consultant. To her,
keep the public interested, she also runs
the promotion was an example of a savvy
a summer camp program, meet the
company generating media interest and
chickens sessions, and a family-friendly
extra attention in the social sphere. The
summer on the farm.
Pasta Pass is
quirky, she
Considering a new promotion for your business? Find
more guidance @ SUCCESS.com/binge-marketing.
says. They
created an
exclusive club of 1,000 lucky pass holders.
Small businesses that might fit the
That plays well on Tw itter, Tumblr
binge marketing model include consulting
and Facebook. Plus [the restaurant] is
fagcfVig]bYggWcUW\Ygk\cWUbcYf
dfcach]b[]hgch\YfdUghUXYU`g"
a years worth of unlimited advice for a
W hat i s bi nge ma rke t i ng exc ept
set fee, rental companies that provide
per mission for customers
long-term (but not permanent) access
to consume your prodto tools and other equipment, and yoga
ucts or ser v ices at
studios with a payment level that includes
t h e i r l e i s u r e?
unlimited classes. Again, its important to
With that idea
consider all the angles, including contingencies for unexpected cost increases and
YWcbca]WXckbhifbg"
If you plan to of fer something in
unlimited (or only slightly limited) quantities, make sure its still profitable
with a price increase. A good rule
of thumb is to imagine the highest
possible costs you might incur
and then add 10 to 20 percent of
dfchaUf[]b"
Whether its a favorite TV show, a
in mind, try thinking outside the box to
VfibW\ViYhcfk\UhYjYfmcia][\hVY
identify a sales proposition that would
selling, we know that Americans love to
appea l to dev i l-may- c a re shoppers
binge, and businesses large and small
UbXW`]Ybhg"
can take advantage of it.
Unique marketing approaches might
Feel free to help yourself. S
include a years wor th of unlimited
(w ithin rea son) goods and ser v ices
Jim Motavalli is a regular contributor to
for a set fee. Thats how the hot trend
SUCCESS"<YkfchYh\YWcjYfdfc`YcZ@Ug
of community-supported agriculture
Vegas titan Steve Wynn in the September
works. At Sport Hill Farm in Easton,
2014 issue.
SUCCESSMARCH201577
AT FIRST
I WAS EMBARRASSED.
ME, A CAT, LIVING WITH
A SINGLE GUY. BUT WHEN
I WATCH HIM PICK SOMETHING
UP WITH HIS HANDS AND EAT IT,
I CANT HELP BUT LOVE HIM.
MARU
adopted 01-10-10
TECH
Home Smart Home

Connect your crib with these futuristic xtures.
by Alyson Sheppard
WeMo LED Lighting

Starter Set
(Belkin.com)
For home automation
newbies, lightbulbs are
the simplest gadget to
upgrade. This $100 set
includes two smart bulbs
and a WeMo Link, which
allows your smartphone
to control the bulbs (and up
to 48 more, sold separately,
in case youre planning to
turn your house into a giant
tanning bed). Each bulb lasts
an astonishing 23 years and can
be aut omat e dschedu le you r
bedroom lights to turn on when the
sun sets or when your alarm goes
off in the morning, for instance. If
you go out of town, theres even a way
to program every bulb in your home
to intermittently turn on and off so
would-be burglars will think youre at
home and armed to the teeth.
SmartThings Smarter Home Starter Kit

(SmartThings.com)
Did you leave the iron on? Again? SmartThings Wi-Fi-enabled Smart Home
Starter Kit lets you control all your electrical outlets from your smartphone,
automating anything and everything you can plug in. With the $300 kit,
mci``VYUV`Yhcg\ihch\Uh]fcbUZhYfmcijYU`fYUXmUff]jYXUhkcf_cfhifb
on your crockpot a few hours
before dinner time. You can
also put your electronic devices
on a schedule, like turning on
mcifWcYYaU_YfUggccbUgmci
awaken from that dream. You
know the one.
80SUCCESSMARCH2015
Nest Protect
(Nest.com)
When traditional smoke or carbon monoxide
detectors go off, the screaming alarm throws
everyone within earshot into a panic. Its not pretty.
But if Nests $99 detector senses smoke or CO2 , it
speaks to you calmly (but loudly) in a human voice,
explaining the level of danger and which room
WcbhU]bgh\Ydcgg]V`YfYcfhcl]W`YU_"H\UhkUm
if there is an actual emergency, you can exit your
home quickly and without running into more peril
on the way out. It also communicates with your smart
Nest Thermostat, so if your CO 2 alarm sounds, your
[UgZifbUWYk]``gk]hW\cîgh]bWUgY]hkUgh\YgcifWY
of the leak. Maybe best of all, the Protect distinguishes
between smoke and steam, so youll never again have to
feel like an idiot waving a towel in front of the detector after
taking a hot shower.
Unfor t unately
theres no answer
for you home chefs
whose kitchens
reg ularly become
smokier than Snoop
Doggs tour bus.
Can My House
Get Hacked?
August Smart Lock
(August.com)
Dea dbolt s a re the home
accessory youre probably the
most hesitant to automate.
No one wants to get locked
out of her home because
of a fault y Internet
connection, especially
on the night of The Purge.
However, the August Smart
Lock ($250), which allows
you to unlock your door via
smartphone, runs on batteries,
so it still works when your Wi-Fi
goes out, and your lock will continue
to work with traditional metal keys as well. You
WUbdfc[fUah\Y`cW_hc`Yh]bWYfhU]bdYcd`YUhX]YfYbhh]aYg":cfYlUad`Y []jY
your kiddo permission to enter 24/7 or allow your cleaning lady in only between
%d"a"UbX& d"a"cbHiYgXUmg"MciWUbYjYbhYlhX]bbYf]bj]hYghcmcifZf]YbXg
UbX]bWìXYXccfUWWYgg U``ck]b[mcihcfYÙlcjYf\cfgXcYijfYg]bghYUXcZ
constantly looking out the window and running to open the door at every knock.
Dropcam Pro Home Monitoring System

(Dropcam.com)
Youre asking for trouble by letting that
fresh apple pie cool on the windowsill,
but this discreet home monitoring system
($200) will allow you to keep an eye on
it anywhere, streaming live HD video
around the clock to your smartphone,
tablet or computer. Set it up by your back
door for security or point it at your fridge to
gYYYlUWh`mk\cgd]`ZYf]b[U``h\Y`YZhcjYfg"
An optional subscription service saves your
video stream to the cloud so you can review
it up to a month later, and the system also
comes with a built-in microphone and speaker,
allowing you and whoever is on the other end of
the camera to speak to each other.
You can even watch and chat w ith your
dog to reassure it while you are away. Whos a
[ccXVcm3
Before you grandma-proof your house

by tricking it out w ith ever y technolog y
imaginable, realize that all connected devices
contain a tiny computer, and every computer
is susceptible to malware if it is connected to
the Internet.
For instance, beginning in late 2013 a
team of hackers commandeered more than
%$$ $$$gaUfhHJgUbXigYXh\YahcgdYk
out malicious spamand not the canned
variety. While that type of incident is more of a
nuisance than a threat to your safety, let it be a
reminder that any Wi-Fi-enabled device can be
turned against you.
H\YacghXUb[Yfcig\UW_YfUhhUW_gWci`X
occur on a connected medical implant or a
driverless car, but smart security cameras
and locks can also be vulnerable, potentially
making your home susceptible to intruders
fYUÙbXX][]hU`"
Smart locks such as August and videostreaming services such as Dropcam promise
online banking-level encryption and security.
But as anyone who has ever had her online
bank account hacked knows, that doesnt
aYUb ]hg ]adYbYhfUV`Y" Hc dfchYWh mcifgY`Z
from hackers, employ the same protocols
you do on any sensitive account. Use strong
passwords and change them regularly,
including the one on your homes
K]!:]bYhkcf_"
In the future, you can
YldYWhWcadUb]Yghc
roll out anti-v ir us
software to pair with
their smar t dev ices.
Like your online
banking system, your
smart home will always
be susceptible, but the
paranoia that comes with
modern conveniences
s t i l l b e at s c a r r y i ng
around paper checks
UbXaYhU`_Ymg"
A.S.
SUCCESSMARCH201581
BOOKS
Reading List
by Margaret Jaworski
Performing
Under Pressure
The Science of Doing Your Best
When It Matters Most
by Hendrie Weisinger and J.P. Pawliw-Fry
Pressure is the enemy of success, a
saboteur that adversely impacts cognitive
function and behav ioral performance,
write psychologist Hendrie Weisinger and
performance coach J.P. Pawliw-Fry.
The duo conducted 20 years of research
on the intricacies of managing stress levels
and common pressure traps while working
with organizations such as NASA, the CIA,
the FBI, Merrill Lynch and Morgan Stanley. According
to the authors, more often than not, when people want to do
their best, they dont. And contrary to conventional wisdom,
even athletes rarely do better than their average in pressure
moments and mosteven the great onesdo worse!
Weisinger and Pawliw-Fr y explain the

X]YfYbWYVYhkYYbdfYggifYUbXghfYgg ]XYbh]Zm
common traps that may make us choke, and
fYjYU`\ckdfYggifYUXjYfgY`mUYWhgh\]b_]b["
For example, pressure distortions are thinking
patterns that needlessly intensify anxiety (lastW\UbWYgWYbUf]cgk\]`YaU[b]WUh]cb]gh\Y
extreme exaggeration of a situation (making a
mountain out of molehill).
W h i le t he s c ie nc e i s i nt e r e s t i ng , t he
books real value lies in the countermeasures
readers can use to control stress, along with
in the 22 long- and shor t-ter m strateg ies
that readers can easily implement to ultimately
overcome pressure and improve per formance.
Even i f you sk ip t h roug h t he sc ienc e , you l l w a nt t o
incorporate the tips, tools and advice into your life. (February;
Crown Business; $26)
Captivology
The Science of Capturing Peoples Attention
by Ben Parr
Thanks to technology, we have easy access to copious amounts of information,
amusement and global connectivity. But that access comes at a cost, writes tech journalist
and entrepreneur Ben Parr. As a result of our 24/7 world, our attention spans have
X]a]b]g\YX aU_]b[]hacfYX]
Wi`hZcf]bX]j]XiU`gUbXWcadUb]YghcVYbch]WYX"H\Y
science of captivology explains how to rise above the noise to capture and hold on to
attention for your brand, company, idea or cause. Parr amiably explains the three stages of
attention and seven captivation triggers that can save a company or idea from disappearing
into oblivion. These triggers include:
Automaticity: Exploiting compulsive responses to specific sensory cues such as colors,
symbols and sounds.
Framing: Adapting to or changing anothers view of the world to get his attention.
Disruption: Violating peoples expectations to redirect their attention.
Mystery: Creating uncertainty and suspense to keep an audience intrigued.
G\ck]b[\ckhc]ad`YaYbhYUW\hf][[Yf DUffgiddcfhg\]gfYUgcb]b[k]h\gW]Ybh]WghiX]Yg ]bhYfj]Ykgk]h\]bX]j]XiUÙhhYbh]cb!
grabbers and the examples of companies such as Airbnb, Kickstarter and the Make-A-Wish Foundation. He also ties in his personal
YldYf]YbWYgUgWc!ZcibXYfcZUjYbhifYWUd]hU`fa"H\fci[\cihh\YVcc_ DUff_YYdgfYUXYfgYb[U[YX UaigYXUbXZcWigYX dfcj]b[h\Uh
the science of captivology works. (March; HarperOne; $27.99)
82SUCCESSMARCH2015
Get Big Things Done

The Power of Connectional Intelligence
by Erica Dhawan and Saj-nicole Joni
Connectional intelligence is the ability to combine the worlds
diversity of people, networks and disciplines to influence the
greatest number of people toward a loftier purposeimproving
peoples lives, building sustainable societies and creating the
futures we want, declare Erica Dhawan, a teaching fellow
and researcher at Harvard Kennedy Schools Center for Public
Leadership, and Saj-nicole Joni, Ph.D., the founder and CEO of
7UaVf]X[Y=bhYfbUh]cbU`;fcid UbUXj]gcfmfa"
H\YUih\cfgaYggU[Y]gh\UhcifUV]`]hmhcWcbbYWh[`cVU``maYUbgh\UhdckYfUbX]biYbWY
are more attainable than ever, and consequently we can achieve more than we previously
imagined by working in conjunction with others.
To show how connectional intelligence works, Dhawan and Joni include examples of
entrepreneurs such as Ben Kaufman, founder of the invention website Quirky, and Luis von
Ahn, who helped create CAPTCHA (those distorted characters that websites make you enter to
prove youre a real person) and then applied the system to digitizing printed words and books
for the masses.
K\]`Yh\YUih\cfgcYf[YbYfU`dc]bhYfg h\YmXcbhei]hYXY`]jYfh\Ydfca]gYXfcUXaUd
gch\UhîghUbmcbYWUb[YhV][h\]b[gXcbY"Gh]`` h\Ydfc`YgcZgcW]U`YbhfYdfYbYifgk\cigY
connectivity as a conduit to do something good combines with the authors passion for global
possibilities to inspire and motivate. (February; Palgrave Macmillan; $28)
LINKS
to SUCCESS
Find great reads
@ store.SUCCESS.com.
Mindful Work
How Meditation Is Changing Business
from the Inside Out
by David Gelles
In simplest terms, mindfulness meditation is the practiced
art and discipline of keeping ourselves aware and present in the
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improved mental focus and reduced depression, writes New York
TimesghUYfUbX`cb[h]aYdfUWh]h]cbYf8Uj]X;Y``Yg"
These tangible advantages led companies such as General
Mills, Target and Google to add mindfulness meditation to their
roster of in-house programs for workers. General Mills employees who took a
seven-week course reported feeling more comfortable with themselves, more productive and
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c
WY XYaUbXZcfh\YWcadUbmga]bXZi`bYgg]b]h]Uh]jY Dfc^YWh6fYUh\Y ]g\][\"@]_Yk]gY
Googles Search Inside Yourself mindfulness and emotional intelligence course is one of the most
dcdiÙfcYf]b[gcbWUadig"
Gelles personal journey into meditation is the backdrop for this adroit exploration. He deftly
describes what mindfulness is and what it isnt, presents the science behind it, and handily
succeeds in convincing readers that the practice is worth exploring. (March; Eamon Dolan
Books; $27)
In Brief
In Act Like a Leader, Think
Like a Leader, Herminia Ibarra,
a professor of
leadership and
learning at INSEAD,
the global business
school, contends that
the only way to hone
leadership thinking
is to yourself plunge
i nt o new proje c t s
and experiment with
new ways of getting things
done. (February; Harvard Business
Review Press; $30)
Based on conclusions draw n

from interviews with more than
200 entrepreneurs and
her ow n research,
A my Wilk inson, an
entrepreneur and
lecturer at Stanford
Gra duat e S chool of
Business, unveils
the six indispensable
sk ills ex traordinar y
entrepreneurs sha re
in The Creators Code.
(February; Simon & Schuster; $27)
I n R e s i l i e n c e : H a r d - Wo n
Wisdom for Living a Better Life,
Eric Greitens, former
Navy SEAL, Bronze
Star recipient and
CEO of The Mission
Continues, explains
how people can
f ind their purpose,
create happiness
and overcome
challenges by building
up reservoirs of resilience.
(March; Houghton Mif f lin
Harcourt; $26)
SUCCESSMARCH201583
NUTS & BOLTS
Finding Time
THE
RESULTS
GUY
TONY JEARY
The RESULTS
Guyis a strategist
and author
advising top
organizations and
high achievers
around the world.
Can you squeeze 100 extra minutes into each day?
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Six Promises to Keep

to Your Team
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h\YmUfYhcgiWWYYX"
It All Starts
with an Idea
Is yours a good one? Apply the two-sentence test.
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Renae Christine,
author of <caY6ig]bYggGhUfhid6]V`Y
84SUCCESSMARCH2015
to value individual goals.=hgYUg]YfhcfYUW\hYUa[cU`g]Z

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Laura Stack, productivity expert and
author of 9lYWih]cb=Gh\YGhfUhY[m
Avoiding CEO Kryptonite

Savvy business leaders know better.
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W\UbbY`g]bWfYUgYgh\Y`]_Y`]\ccXh\UhYad`cmYYgk]`ÙWhiU``mfYaYaVYfk\UhmcihY``h\Ya"
Jim Alampi, :cfhibY 500 leadership advisor,
CEO of Alampi & Associates
Sharing Is Caring
Visual content is king in social marketing.
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<YfYUfYgcaYkUmghck]bYmYVU``gcb`]bY.
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Make it quick. H\Yg\cfhYf h\YVYhhYfk\Yb]hWcaYghcj]XYcg"FYgYUfW\
Vmj]XYc\cghK]gh]Ug\ckgh\Uhcdh]aU`j]XYc`Yb[h\]g`Yggh\UbUa]bihY"
Rieva Lesonsky, CEO of GrowBiz Media
SUCCESSMARCH201585
How To
Heidi Lamar
OWNER
Company: Spa Lamar, a day spa in
Scottsdale, Ariz.
Tactics: Hire for the culture; empower
employees.
Results: Since buying the business
more than 10 years ago, Lamar tripled revenue to
$1.5 million, and the number of employees has grown
from 25 to 42, many of whom left leading corporate
competitors.
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[]Ubh\chY`[fcidgh\UhcYfYad`cmYYgkcbXYfZi`VYbYhg=WUbbch
afford. Yet I am able to attract and retain a great core group of
employees because I create a family environment.
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and friendly and passionate about taking care of customers above all
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Our company pillars are posted throughout the premises, and
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Happy Employees and Satisfied Customers. We also have a rule
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86SUCCESSMARCH2015
Jeff Oddo
PRESIDENT
Company: City Wide Maintenance,
a Kansas City-based building

maintenance franchiser
Tactics: Seek out personality ts that
promote positivity, especially dynamic
leadership, and make a commitment to mentorship
andtraining.
Results: Under Oddos tenure, the company has grown
from sales of $3 million to roughly $100 million.
I took over the family business in 1996 and soon realized that the
only thing that sets a company apart from competitors is its people.
So I set out to hire the best people in the industry. But like in any
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charitable giving and volunteer projects, leadership development
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zation is less bureaucratic than bigger companies. All of these values
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We also put a lot of energy into peer recruiting. All employees
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about the company. When our people are at lunch or at church
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at our company, they can give that person the card to start the
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come in through ads, and employees recommend only people
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[fcibXWcbghUbh`mkcf_]b[hckUfXcifZcWigcb\]f]b[h\Yf][\h
people. Its not something you can do in your spare time. S
The Power
of Healthy
Conflict
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Friday, their earlier deposits in the plus side of the
emotional ledger will help them get through the
stress without lasting damage. Those companywide
social experiencesan annual picnic, birthday celebrations, a softball team, even allowing a meeting to
run a little long for personal catch-ups
can forge tighter bonds among employees and
an increased sense of we-ness.
Be adaptable. H\YfYgbccbY!g]nY!hg!U`ÙddfcUW\
hcWcb]Wh"7c`YaUbUbX:Yf[igcbcYfgYjYb
hUWh]WgZcfXYU`]b[k]h\Wcb]Whg]hiUh]cbgh\UhfUb[Y
from a cooperative approach to a competitive one.
Pragmatic benevolence is the approach thats most
useful for owners of small businesses, Ferguson says.
It involves listening to the opinions of your team
without judgment, practicing and rewarding candor,
and engaging in collaborative problem-solving.
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k]h\UX]
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tactic of dominance, clarifying your authority and
responding forcefully to challenges. If youre in a
critical phase of growth for your company and need
to focus all your energies on sales, you might want
to try a strategy of selective autonomy, distancing
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aUbU[Yfk\ck]``gYfjYUgU[UhY_YYdYfk\c\UbX`Yg
most of your teams concerns.
5agdfagfe[VWh[Wie 9jYbh\YdYcd`Yk\cUfYgUjj]YghUVcihWcb]Wh
resolution need some new perspective from time to timefrom friends,
former colleagues, mentors, even one-time competitors.
HU_Yh\Y[imgk\ckfchYh\YVcc_cb\YU`h\mWcb]Wh.DYhYf7c`YaUb
Do you cultivate or stie conict? Find out
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]Wh :Yf[igcb
@ SUCCESS.com/conict-checklist.
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Uh7cìaV]UUbXX]fYWhgh\Yib]jYfg]hmgAcfhcb8YihgW\=bhYfbUh]cbU`
DWbS[dbaefUa`[UfTdg[eWe The residual hurt
7YbhYfZcf7ccdYfUh]cbUbX7cb]WhFYgcìh]cb":Yf[igcbkcf_gk]h\
organizations and businesses in the trenches every day. Peter would
feelings and anger that can set in after a heated
want to include more statistics and charts, more theory, more academic
dispute will have a shorter life if the leader
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]b]h]UhYgk\Uh7c`YaUbUbX:Yf[igcbWU`ÙfYdU]f
dfUWh]WUÙXj]WY"GcaYh]aYgcifWcbjYfgUh]cbgkYfYhYbgY"AcghcZh\Y
WcbjYfgUh]cb"H\YgYWUbhU_YdÙWYk]h\h\Yk\c`Y
h]aY h\YWc!Uih\cfgkcf_YXcihh\YX]gU[fYYaYbhgcbh\Y]fckb"6ihcbU
team, one on one with a partner, or even with a
few occasions, they turned to their editor to settle the debate.
W`]YbhUZhYfUhUl]b[X]gU[fYYaYbh"@YhghU`_UVcih
KY_bYkh\Uh]ZkYîghUf[iYXcf[ch\cgh]`Ycfhf]YXhck]bUg
k\Uh\UddYbYX ]gU[ccXcbYhcVY[]bhchU_Y
]bX]j]XiU`g h\YeiU`]hmcZcifdfcXiWhkci`XgiYf :Yf[igcbgUmg"S
partial responsibility, review goals and values, and
X]gWigg\ckhcdfYjYbhg]a]ÙfWÙg\Yg"5]ahcaU_Y
these conversations both analytical and heartfelt,
Contributing editor Shelley Levitt writes from Los Angeles. She wrote the cover
7c`YaUbUbX:Yf[igcbgUm"
story on Liam Neeson in the February issue.
SUCCESSMARCH201587
ACTION PLAN
TURN YOUR KNOWLEDGE INTO POWER
10 Actions You Can Take Right Now
CONJURE
ASMILE
SALES SCRIPT
LETS GET
VISUAL
EVALUATE
LIVE YOUR
LEGACY
Starting today, if
youre unsure whether
youve reached the
right contact for your
pitch to a prospect,
say so (in person or in
a voice mail) and ask
to be directed to the
correct person.
Improve your social

media marketing with
still photos and video;
smartphone-quality
images are fine. Shoot
and post something
before you punch
outthis evening.
(PAGE 36)
(PAGE 85)
MADE A
MISTAKE?
ENCOURAGE
CONFLICT
EARLY-BIRD
EDGE
THIS IS
YOURLIFE
EASE
YOURMIND
First things first: Admit

it, apologize and
make amends without
delay. This provides
ample opportunity
for forgiveness and
hopefully will give you
a great comeback
story to tell later.
Invite dissent during

discussions you
participate in today and
going forward. Press to
uncover why someone
disagrees; solicit his or
her alternatives. You
can strike gold with
thisdigging!
If youve got a crucial

task to complete, block
out time for it before
breakfast tomorrow
and get it squared
away. This prevents
other demands from
sidelining a priority.
Begin a journal
today. Label days
super-happy (10) to
miserable (zero). In
coming weeks, review
the factors behind the
scores. Then oust the
dissatisfying things
from your life.
Are you consumed

by a high-stress
situation? Then detach
immediately with a
temporary escape,
perhaps a phone call
to a friend or a visit to
the watercooler.
(PAGE 45)
(PAGE 58)
Want to lift your

spirits? Look at your
cellphones photo
album right now.
Linger over the
pictures that evoke
pleasure and list the
reasons they do so.
(PAGE 12)
88SUCCESSMARCH2015
(PAGE 24)
Set aside time tonight

for investigating your
investments to ensure
youre supporting
companies whose
values coincide with
yours. Move your
money as necessary.
Imagine that you are

writing your obituary:
What would you want it
to say? Jot down three
goals now and take the
first step toward one of
them before bedtime.
(PAGE 38)
(PAGE 6)
9 10
(PAGE 54)
(PAGE 42)
DONT LET YOUR EVENT END
DARREN HARDY
PUBLISHER & EDITORIAL FOUNDER
OF SUCCESS MAGAZINE
Book Darren Hardy for your next event.

SPEAKING TOPICS:
Igniting the Compound Effect 21st Century Leadership
Productivity Strategies for Superachievers Private Leadership Workshops
Achieving Extreme Productivity
Fees starting at $25,000.
S P E A K E R S E RV I C E S
Contact Sondra Ulin to See if Your Event Date is Available.

469-263-3239

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