Love Law Firm - November 2018

BUILD. NOT BILLED.

TM

NOV 2018

BUI LDING BLOCKS TWO BUSINESSES I’M GRATEFUL FOR And One I’m Not

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l love watching successful businesses. Sure, I like to see what the Fortune 100 companies are doing, but the ones that really excite me are the small businesses. I love watching businesses like mine that are doing things right. I want to take all the good ideas they have and implement them. The converse is also true. When I have a terrible experience with a business, I stop and think about what happened and what caused me to never want to do business with them again. Obviously, I try to avoid that in my own business. Our son, Caleb, recently started nursery school — the same school his older sister attended. He had his very first school picture day and we were excited. All the school pictures taken when Keagan was there had beautiful background scenery, as the school has a beautiful campus. Imagine our surprise when we received the proof for his photo. Immediately, our eyes went to the background. Sure, the rampway in the back right wasn’t quite picturesque, but what really struck us was the cemetery in the back left. What school photographer (who I will keep anonymous) takes photos of 3-year-olds with a cemetery in the background? And doesn’t blur it out or obscure it in some way?

The answer is clearly someone who doesn’t care.

I start with a bad example because it typifies too many business owners. This is the lazy business owner. She has had the school gig for years, and doesn’t care about providing the best experience anymore. Lazy, satisfied, and, hopefully, soon to be out of that job. (The head of the school was appalled as well.) Contrast that with the studio where I take my children every Christmas and Easter — Storybook Experiences . This company, run by a husband-and-wife team, is incredible. Of course, children screaming on Santa’s lap is a rite of passage, and those photos entertain for years to come. But even more incredible are photos of children playing with Santa in his toy workshop, or drinking hot cocoa with him around a campfire, or collecting his mail at the North Pole. For not much more money than we would pay at the mall Santa (once you buy the CD, the prints, and a commemorative frame), our kids spend a half hour uninterrupted with Santa and his elves. There’s no long line in the mall. There’s a room full of toys in which they get to play until our adventure begins. Three weeks before we see Santa, we get his letter. When we arrive, an elf takes us through a hidden door to a hallway where we go to Santa’s workshop. When we leave, we get reindeer treats to spread on the lawn on Christmas Eve. We get a postcard in the new year from Santa on vacation. These are not lazy business owners. They have figured it out: This season is about magic, wonder, and making memories. Everything they do reinforces their mission. The staff is exceptional and well-trained. The photos are beautiful.

Amazing photo taken by Storybook Experiences. Both of their names appear in the “nice list” that they are holding. Brilliant touch!

Version by someone who clearly didn’t care.

How my family made it awesome.

The best team at The Newsletter Pro — and I get them!

My kids eat it up.

Quality. Service. Magic. They make it special.

And guess what? This business SELLS OUT all of its Christmas sessions more than nine months ahead of time! Who wouldn’t want that kind of business?

Amber, Project Manager

Mat, Editor

Audrey, Designer

Casey, Writer

Continued on pg. 3 ...

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WHAT A WONDERFUL WORLD BECAUSE OF SATCHMO

Satchmo was a terrible dog. But he was a very good boy.

And I must mention the farts. Grade A noxious farts. Farts that could clear a room. Farts that you could almost eat they were so substantial.

He knocked through the drywall and ate our living room wall three times until we installed oak wainscoting and that nonsense ended. The handyman loved him. Satchmo peed on anything and everything in sight without care. He ruined wall-to-wall carpeting and hardwood floors with impunity. But his favorite pee targets were the children’s toys in the backyard and our tomato plants. That was the secret to our tasty caprese salad during the summers. I tried in vain for 8 1/2 years to get him to give me paw. He never would. He looked at me like I wasn’t there. But the moment we went into the vet’s office, he would give paw to vet tech and veterinarian alike, happily and repeatedly — and even switching paws. If I stepped around the table to get in on the action, he would revert to forgetting how to give paw. He insisted on helping bring in the groceries every week. He would walk back and forth from the car to the door, taking time to pee on every flower along the path. Each way.

He would drop one where you were seated and go to another room where the air was more pleasant. He was smart that way.

And we loved him. More than we could ever express. Our home is empty without him. And we are utterly heartbroken at having to say goodbye to him. He loved us. He loved our children. He loved every visitor who ever came over. Many of our friends “enjoyed” an exuberant Satchmo greeting. He had the softest ears and muzzle. And that big mouth took treats gently with a little lick of thanks. He would have gladly paid you to scratch his back for hours. And how he loved to sunbathe! Bulldogs are supposed to be protected from the heat. He would plop himself down on the patio on the hottest of days to catch some rays. His tongue would crinkle up like an accordion. I loved that about him. It took him from being a regal English bulldog to the silly goofball that he was.

He was a terrible dog.

He came charging at me while we were playing in the backyard once and took my feet out from under me. I found myself lying on my back, staring up at the leaves above, being licked on the face by Satchy — which essentially added insult to injury.

I had wanted an English bulldog all my life. Now I know I will always have one in my life because of Satchmo. He set the bar really high.

Good boy.

When he was younger, he had his own plastic swimming pool. He loved it

Stay.

during the Summers and would leap into the air, trying to catch all the water from the hose in his mouth. Our Labrador looked at him like he was nuts. He was. We would tell baby- and dog-sitters alike to dress for Satchmo. He slobbered. He drooled. He shed constantly. His eyes were gunky from allergies. And he loved to give kisses. Big kisses. Big wet doggy kisses.

Please.

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Scaling a business is one of the most complicated challenges for entrepreneurs. Developing a model that allows for consistent growth while maintaining profit margins and effective systems is a substantial task for business owners. But once the proper blueprint is in place, a new test presents itself, and how well you perform will undoubtedly define the future success of your company. Hiring plays a significant role along a company’s path to success. It’s not a landmark or a checkpoint on the map; it’s the vehicle that takes you to your destination. Your business is only as good as the people who propel it forward. You need individuals who fit into your culture, possess the necessary skills to be effective, and have a desire to continue learning best practices if you’re ever going to achieve your goals. Some qualities are universally known to be linked to good hiring practices, but there’s still one important question that divides the masses: Do I hire for experience or potential? EXPERIENCE A degree- or trade-specific education can certainly lay a foundation for an employee to be successful, but experience provides specialized training that cannot be found anywhere else. An employee who has a working knowledge EXPERIENCE VS. POTENTIAL What Matters More in New Hires? One more example of an exceptional business is The Newsletter Pro . This is the company I use to put together this very newsletter and mail it out to hundreds of people each month. I had been trying to do it on my own for almost a year when the owner, Shaun Buck, convinced me I was better at being a lawyer and he and his team were better at producing a newsletter. He was right. Each month, Amber, Casey, and the rest of the terrific team make sure I get content together that is right for you, my readers. They make sure the newsletter looks good and comes on time, and they give me lots of ideas. Here’s what I mean. Recently, Satchmo, my beloved bulldog, died of cancer. I was — and still am — heartbroken. Since Satchmo had written a cover article for the newsletter this year, I shared with the team the eulogy I wrote for him. In response, they sent my family a beautiful memorial tribute to Satchmo, complete with a quote that made me cry and one of my favorite photos of him. They just sent it, along with a sweet note. I’ve met Shaun and heard him speak often enough to know that this beautiful and heartfelt gift did In addition, they are given room to be awesome people at work. ... CONTINUED FROM COVER

of their craft can provide a sense of security when hiring. With new employees playing such a pivotal role in growth, many employers want to limit uncertainty and ensure they aren’t gambling with their company’s future. But experience doesn’t equate to competency, which is why some employers elect to hire for potential. POTENTIAL The argument for hiring based on potential centers around two concepts. One is that by hiring someone with a bright future and helping them achieve their goals, you could gain the loyalty of that person and thus retain that employee for a longer time. This comes with the caveat that those who have potential also look for potential, so as an employer, it’s important to provide opportunities for advancement. The other argument is that potential combined with training can equate to a more effective employee in the long run. In truth, the disagreement that transpires is a moot point. You can hire someone with experience or an individual with potential and strike out just the same. All successful employees will have one important trait: passion. You can’t teach passion, but you can hire for it.

not require three layers of management approval to be sent. This now hangs in my home, and every time I see it, I remember their kindness.

How brilliant is that? What type of loyalty does that engender when you allow your employees to be kind to your clients in ways they don’t expect?

And Shaun’s business — it’s booming. Print isn’t dead; not for him. And he’s empowered his staff to make things great.

So, this Thanksgiving, I’m grateful for Storybook Experiences and The Newsletter Pro . One makes memories for my family; one helps me serve my clients and friends of the firm. Be sure to check both of them out.

StorybookExperiences.com, 631-888-6060 TheNewsletterPro.com, 208-297-5700

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Isn’t it time you learned to love your lawyer?

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Two Businesses I’m Grateful for and One I’m Not INSIDE THIS ISSUE 1

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What a Wonderful World Because of Satchmo

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Debunking Experience vs. Potential in New Hires

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This Book May Change Your Life

WHAT MAKES AN 82-YEAR-OLD BUSINESS BOOK RELEVANT? DALE CARNEGIE’S CLASSIC OFFERS TIMELESS ADVICE

Be Nice Carnegie’s ideas are revolutionary in their simplicity. This is what makes almost anyone who reads the book able to implement them immediately and see results. As Robert Kelsey, author of several business and self-help books himself, points out, Carnegie’s first principle was simply “Be nice.” “That will always be an important thing to remember in whatever business you’re in,” Kelsey says. “His advice will always be relevant.”

It’s a tall claim to say that a book will change your life, but this one has certainly had a profound impact on many people. Despite having been originally published 82 years ago, Dale Carnegie’s effervescent classic “How to Win Friends and Influence People” is still recommended by everyone who comes across it, and it’s one of the best-selling books of all time. In 2011, the book was No. 19 on Time’s most influential books list. How has it remained relevant in a massively different, technologically advanced world? Fundamentally, Carnegie’s book focuses on people, who may evolve, but whose basic needs don’t change much. We all need to feel valued, appreciated, and respected. By fulfilling these needs for your business associates, you will indeed win friends and influence them. When it comes to business, showing a genuine interest in the other person goes a long way toward building a lasting relationship, something we all know is key to converting leads into sales. With a message based on relationships, Carnegie’s book hasn’t grown stale with time. Here are three of his suggestions that you can implement today. Be Authentic Carnegie’s methods for winning people over are, at their core, about authenticity. “Show a genuine interest in others,” he instructs. “Give honest and sincere appreciation” and “Be a good listener.” Adopt this advice by paying extra attention when a client introduces themselves. A person’s name is important, because, according to Carnegie, it may be “the sweetest and most important sound in any language” to that individual.

In the chapter entitled “Six Ways to Make People Like You,” Carnegie’s second suggestion is similarly straightforward: “Smile.” We’ve all read science on the psychological effects of smiling, but it’s still too easy to forget this simple gesture. Be Honest Be transparent with partners and clients, and as Carnegie suggests, be quick to admit when you’re wrong. When it comes to conflict, being right won’t win you anything — it’s better to avoid that lose-lose scenario and instead listen to your associate’s point of view. Respect their opinions. Even better, begin with something you know they’ll say an enthusiastic “yes” to.

Set your relationships up for success by implementing Carnegie’s timeless, genuine advice, and see the results for yourself.

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