Love Law Firm - September 2018

BUILD. NOT BILLED.

SM

SEPT 2018

BUI LDING BLOCKS

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A S L EAV E S FA L L , LOOK TO T HE Y EAR AHEAD

Right at the start of a new season — Spring, Summer, Fall — I always think to myself, “You know, this has to be my favorite season.”

Too often, though, businesses cruise into the last quarter of the year, hoping any successes from the first half of the year will carry them into the next one.

There is something about each of these seasons that I adore (except Winter — if I could skip Winter and go right from Fall to Spring, I would, with one night of snow on Christmas Eve). But it’s Fall that really has a special place in my heart. All the wonderful colors, the crispness in the air — you just feel invigorated. Fall is also a time of new beginnings. While trees lose their leaves and the world around us “winds down” as we head toward Winter, there is also a burst of activity. Kids are headed back to school — or starting school for the very first time. Many businesses are looking to the year ahead and planning for what they want to do next.

They aren’t asking the important questions: Do I have the systems in place to hit my end-of-year goals? Have I thought about my end-of-year marketing — or my marketing to kick off next year? Do I know how my employees are doing? Have I thought about bonuses or raises? These are just a few of the questions you need to be asking, but you get the idea. Taking stock of your business in the Fall can set you up for a great new year. It’s all about keeping up the hard work you’ve put in so far. You need to keep up your momentum, if not increase it. In fact, increasing your momentum going into Q4 and Q1 of next year can make a huge difference. Think of your business as if you’re running a marathon. If you slow down during the last quarter of the race, you aren’t going to finish first. You probably won’t even break the top ten. Instead, marathon runners often increase their pace as they head toward the finish line. When they see the end goal, they push even harder than before. They take it to the next level. This is the mindset a lot of business owners need to adopt. You should be ramping up for the months to come and thinking about what you want your business to look like in 2019. That’s another thing — don’t set your business’s New Year’s resolutions on December 31. By the time you ramp things up, it’ll practically be Q2 of 2019. Use this time wisely. As you ask yourself questions, take a look at what worked — and didn’t work — over the past year. What can you replicate? What can you eliminate?

Or at least they should be. Right now, I’m planning out my 2019. It starts by having a great Fall and figuring out how I can end the year on a high note.

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MEET JO HARAMIS Successful Entrepreneur and Inspirational Leader

J o Haramis has been a successful entrepreneur for over 40 years. Let that sink in, because only 4 percent of businesses will make it past 10 years in business. Jo has had not one, not two, but three such businesses — including two that are still thriving. One she sold and one that she still leads — Floors, Decors and More. Given her track record, I thought it wise to sit down and talk with her for insight into how to build a great business. Floors, Decors and More opened in 1986 under a different name. Jo is a general contractor, designer, and project coordinator for both residential and commercial buildings. She talks about working with clients and taking them “from studs to stunning.” Other than brand-new construction, she does it all. She opened her business so that anyone — no matter what their budget is — could have access to design and contracting help. To have a vibrant business for 22 years is impressive; it’s even more impressive that it’s in a male-dominated field. I asked Jo what she did to gain credibility with people who might not be expecting her in that role. “I had to prove myself by bringing them repeat business, and when I was asked a question, knowing the right answer. Some of the guys tried to ask me questions to catch me, but when I knew why something would or would not work, they stopped asking. Now I get calls from my vendors all the time asking me questions. I’m called the ‘go-to gal’ by a few, and they want my opinion. “When I was in high school, I was an interior design art student. In college at NY Tech in Westbury, that wasn’t an offering, so I majored in architectural and interior design. Out of college, I joined a national design firm for nine years, and they had a great training program. They would bring in successful professionals with experience in draperies, flooring, sales, and all sorts of topics. I learned as much as I could. When they exited the business, I started my own with clients who were left behind. “To this day, I keep trying to learn. My vendors often have classes about new products and new techniques. I have gone to them all so I can be the most knowledgeable person in the room.”

like my family. If I’m in a store and I see something that will work for a client, even one I’m not currently working with, I will pick it up and drop it off for them. I go above and beyond. I want my clients to feel like they’ve been treated as people. The personal touch is the best thing. And not many people do it.” One of the things I’ve learned from Jo over the three years I’ve known her is how to be better at networking. I asked her how she started networking and what her advice is to be successful in it.

“I had a storefront until 2009. In 2004, one of my vendors told me I needed to start networking. He warned me that the market would crash and I needed to have a network to back me up in bad times. He told me to join my local chamber of commerce, so I joined the Huntington Chamber and started figuring it out. “Soon I realized I could make more money being out networking for the business than paying for a storefront and hoping people would stop in. I closed it as soon as my lease would let me. I’ve never regretted it or looked back. “My top lesson in networking is to not over-network. You could go to five networking events a day and that won’t help you. When I started to network, I went to everything until I found where I belonged. Then I started picking and choosing. I gave up others and stuck with the ones that were in my realm. Typically around August or September of each year, I look at everything I do and decide if I’m staying or going. “I make sure I’m around other experienced networkers. The ones who are real networkers — not just the takers. And certainly not around anyone who just shoves a business card in your face. In networking, I find that the way it works is when I go out of my way to help someone. People don’t believe you would do that for them.” Jo is one of my personal inspirations for my business. She’s built multiple successful businesses and is equally — and more importantly — successful in life. She’s the proud mom of two daughters, “Yaya” (grandmother in Greek) to four, and married to the love of her life for 39 years. Oh, and she has a small flock of chickens, all of which are individually named, which is just cool.

I asked for one secret to her success and she gave me two.

“Of course, you have to know your product, service, the market, costing, and all those things. But beyond that, pay attention to the people who do the front-line work for you — the face of your business. For me, it’s my installers. I make sure I have the right ones who will take care of my clients right. It’s taken me years to get the ones that I have now, but it’s been worth it.

“Second, be persistent. There are slow times and busy times, and you have to keep doing everything even when things are bad or good. My clients become

To contact Jo, email her at [email protected] or call 631-470-3544. You can check out her website at floorsdecorsandmore.com.

On August 8, I learned that Jerry Rotando, featured in our June 2018 newsletter, had passed away. All of us send our heartfelt condolences to Jerry’s family. He was a devoted husband, father, and friend. I am glad that I was able to work with Jerry and am grateful for all that I learned from him. May his memory be a blessing to all who knew and loved him.

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Cutest Dog Ever Contest Thanks to all of our participants! It was a very difficult choice! Love goes to Bailey, Bella, Bentley, Dante, Ernie, Windsor, and even Jack the Cat. winners

WINNER - $100 GC FREDDIE Loved by the Jeffry Weldon family

2ND PLACE - $30 GC LINCOLN Loved by the Laura Caulin family

3RD PLACE - $20 GC MAGNOLIA Loved by the Chelsey Nees family

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For example, let’s say you offer something that’s low margin. You offer it because you thought it made sense, but you hate offering it. It doesn’t do anything for your bottom line and may even waste your time. Get rid of it. Now’s the time to make that kind of change. Or, if you aren’t sure what to get rid of, look at your >Page 1 Page 2 Page 3 Page 4

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