Interview With Ilana Eberson of NYC Business Networking Group: Wishing for a Clone

The problem for many entrepreneurs is that there’s only one of them. Ilana Eberson, founder of The New York City Business Networking Group, wishes she had a clone to help her host the ever-growing number of networking groups she runs:

“I have really become the brand of my own business, which is a double-edged sword.”

Eberson really could use a few copies of herself. She travels to the cities where she’s launched new groups, including Sydney, Australia, Los Angeles and Philadelphia. The Business Networking Group is doing so well, it plans to continue developing branches in the U.S. and Australia during 2012, and over the next five years, Eberson hopes to develop a presence in Southeast Asia, Israel and Europe. It’s this global domination that earned Eberson the title of Small Business Influencer Champion this year.

What’s Worked and What Hasn’t

Eberson may not have enough hours in the day to get it all done, but she strives to be hands-on at all of her events:

“I try to help all our members make great connections, and they realize that I do my best to give them value for working with us, and that I’m helping them make money and be more successful.”

Along her journey, she’s learned a few lessons the hard way. Like many networking group founders, Eberson put her group on Meetup, a mistake she now regrets:

“It has been the biggest hindrance to my business growth and has had more negative impact on my business than anything else in the last four years.”

The spammers, she says, are the downside to using the free meeting site. She has a global website in the works that will bring all the groups under one umbrella, something she wished she had done years ago.

Another lesson Eberson has learned is to value her worth. Her mentor, Inc. Magazine Senior Editor Norm Brodsky, has encouraged her to get paid what she’s worth and understand that, in his words, “if you’re not making money, you’re not in business.”

If she’s not sure what to charge a client, she thinks to herself, “What would Norm say?”

“It’s been a sobering experience to struggle to put a number on the value of what I bring to business,” Eberson relates. “We take many of our own talents for granted, and most people can’t easily put a dollar amount on what we are worth.”

She’s certainly not alone in that!

Ilana Eberson was recognized as a Small Business Influencer Champion for 2011. Read more of our Small Business Influencer Champion interviews.

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Interview With Jerry Mills: Take a Break to Be Productive

You might not expect the author of two business books, speaker, contributor, and founder of B2B CFO® to be into yoga and tai chi, but that’s exactly what helps Jerry Mills stay balanced between work and life. He practices regularly and also strives to read nonfiction books:

“I often have my most creative business ideas after I have lost myself for a few hours in a good murder mystery. It seems that the human mind needs a break in order to be most productive.”

And productive he is. His firm, B2B CFO®, provides part-time CFO services to small and midsized businesses. Currently, the company boasts 200 B2B Partners who serve more than 750 clients with combined annual sales totaling $5 billion dollars. In the next five years, Mills expects to have 400 partners and $45 million in sales. It’s no wonder he made the list of Small Business Influencer Champions this year.

Mills attributes his firm’s success to recruiting top professionals, being on the cutting edge of technology and hiring a stellar public relations firm.

Jumping in With Both Feet

Mills was reluctant to start his business back in 1987, but some valuable advice got him moving:

“A man named Roger gave me some good advice. He said, ‘Jerry, the hardest thing you need to do is to make the decision. Once you make the decision, everything else will fall into place about what you need to do to grow your business.’ He was 100 percent correct.”

And while technology is a huge part of B2B CFO’s® platform now, if Mills has any regrets, it’s that he didn’t dive into technology sooner. He says he wasn’t proactive enough upfront about technology, and wishes he had spent more time and money investing in it early on.

Back to Balance

We hear a lot about work/life balance, but few business owners truly practice it. Mills insists that it be part of every leader’s life:

“If every small business owner had an extra hour in their day, they should rotate that time doing two things: (1) exercising and (2) reading good non-business books.”

If reading good books and practicing Pilates will give us the success you’ve got, Jerry, we’re on board.

Jerry Mills was recognized as a Small Business Influencer Champion for 2011. Read more of our Small Business Influencer Champion interviews.

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Interview With John Lawson: I Wasn’t Cheap, Just Enterprising

If you’d met John Lawson when he was a teenager, you might have been one of the kids who called him “cheap.” If you rode in his car, he’d ask you for gas money. If you came to a party at his house, he’d charge an entry fee.

“It’s not that I was cheap; I was just enterprising,” he recalls.

It’s that enterprising spirit that landed Lawson on the Small Business Influencer Champion list. These days, he may not be charging for gas money, but he’s still finding ways to make money. Lawson is the founder of the ColderICE.com ecommerce blog, consultant to small businesses on ecommerce, and CEO of urban clothiers 3rd Power Outlet, but he never planned to be the guru of all things ecommerce.

Years ago, Lawson was on the brink of bankruptcy when he had an idea for selling “urban accessories” online. It was a good enough idea to keep him from going bankrupt, and a business that continues to grow today.

The Key to Success

Every small business owner has a different answer when asked what the key to success is, but we all benefit from Lawson’s idea:

“The key to success is patience.”

Patience, persistence and understanding what he wanted all contribute to Lawson’s success as a CEO, keynote speaker and television personality.  Business success, he says, is never how you dreamed it, and it never happens overnight. He’s got patience enough for the long haul.

Another factor in Lawson’s motivation is a quote from Wallace Fard Muhammed:

“Big fields are awaiting for the wide-awake man to work out.”

What he takes from this quote is that the world is wide open, and there’s no reason to box yourself into one area. “[This quote] opened my mind to possibilities that I could do things outside of what I had done in the past,” he explains.

Start With a Blank Page

Lawson makes a habit of  focusing on the bigger picture of his business, not just the day-to-day operations. The best time to do this? Early in the morning, before his head is cluttered and when he is more conscious. He recommends all business owners do the same thing: Think about what you want out of your business, how you want to market it and where the business should be in a few years.

“Sit down by yourself in a room with pen and paper and just let your brain wander.”

Great advice for all of us.

John was recognized as a Small Business Influencer Champion for 2011. Read more of our Small Business Influencer Champion interviews.

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Interview With John Hewitt: Still Learning and Listening

While many business owners would attribute their successes to their customers, John Hewitt gives all the credit to his employees. Hewitt, recently honored as a Small Business Influencer Champion, says his company, Liberty Tax, “hires for attitude” and gets some of its best ideas from employees, as well as franchisees.

Hewitt, who founded two of the top three tax companies (the other is, as you might have guessed, Jackson Hewitt), puts his money where his mouth is when it comes to his employees:

“Our goal is to be the number-one tax service in the universe by 2020.  Our team is challenging performance at all levels.  We have just issued a million-dollar challenge with monetary rewards for those pushing their customer service and work standard to that fanatical level.”

Anyone within Liberty Tax can nominate another employee or franchisee for a “Fanatical Award” of $1,000 for going beyond the call of duty to the fanatical level.

His Door Is Always Open

Hewitt has helped Liberty Tax grow to 3,800 Liberty Tax offices in the United States and Canada from just five offices three years ago. He’s done this by paying attention to ideas from both franchisees and employees:

“Most companies make the mistake of thinking they know everything and managing from the top down. Some of the things I invented as an employee, like a referral fee coupon, were shot down by management, but are now practiced by all of the major tax companies.  So I’m still learning, and I’m definitely listening.”

Get Out While The Getting’s Good

If not for some advice Hewitt’s father gave him, he might still be an employee of H&R Block. The advice was on when to get in and out of a career situation. When his father suggested they get into computerizing taxes, Hewitt quit his job to develop the first tax-preparation software for the PC. The rest, as they say, is history.

As for his own advice to fellow entrepreneurs, it goes beyond the office:

“Reward yourself with some personal enrichment time, and valuable time with family.”

John was recognized as a Small Business Influencer Champion for 2011. Read more of our Small Business Influencer Champion interviews.

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Interview With Janine Popick: Go With Your Gut

Janine Popick’s family has no idea what she does. They think she’s “into computers.” In fact, she runs VerticalResponse, a provider of self-service email marketing, social media, surveys and direct mail marketing. She also writes for Inc.’s Girl Power: Female CEOs and has been featured in USA Today, Entrepreneur Magazine, ClickZ, B2B Magazine, Selling Power Magazine, San Francisco Business Times and Inside Direct Mail. She’s got a shelf full of awards, including three Stevies for Best Entrepreneur three years running.

To say she’s “into computers” doesn’t do her justice.

The success of VerticalResponse, in Popick’s mind, starts with her staff. “They care about our customers, they advocate internally for new and better services, and they genuinely like our customers and their peers. This translates into happy customers who tell their friends about us,” explains Popick.

And the adage about it being cheaper to keep a customer than to acquire a new one isn’t lost on Popick and her staff: in fact, it’s something that affects decision-making every day. They work hard to keep their customers top of mind.

Growing Into New Areas

Popick says that as a small business, VerticalResponse has grown off of its profits for the past six years. She anticipates  that the company will grow 20 percent organically over the next year, and over five years, looks at moving into other areas that help small businesses communicate with existing customers as well as get new business.

“This might involve acquisitions of companies that service SMBs in the marketing automation space and social media space as well as the CRM space. This would allow for much higher growth than we’ve been enjoying organically.”

Trusting Her Instincts

Like many of us, Popick has been reluctant to go with her gut, despite her husband advising her to trust her instincts. “Over the course of 10 years there have been many times when I’ve said, ‘I told you so’ to myself!!”

To other entrepreneurs, Popick stresses the importance of tracking and monitoring public opinion online:

“Watch and react to what people are saying about your business, either positively or negatively. So many businesses are scared to do it; they’re scared of the ‘bad.’ There is so much that can be done for your business by jumping into conversations and shaping them.”

Janine was recognized as a Small Business Influencer Champion for 2011. Read more of our Small Business Influencer Champion interviews.

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Interview With Laurie McCabe: Jumping Headfirst Into the Recession

Most entrepreneurs wouldn’t start a business in the middle of a recession. But that’s exactly what Laurie McCabe and her co-founder, Sanjeev Aggarwal, did. Because there really wasn’t a research firm focused on the small business market, they decided to start one, which became SMB Group. McCabe’s company researches the niches that make up the small business market to provide quality research to businesses.

Before running SMB Group, McCabe acted as Partner at Hurwitz & Associates, where she co-authored Collaboration for Dummies and led SMB-related projects. Prior to that, Laurie served as Vice President of SMB Insights & Solutions at AMI-Partners for five years. Her 20-plus years in IT mean she’s in demand as a speaker, blogger (she contributes to Small Business Computing) and writer.

The Future Looks Bright

Despite some hurdles in starting and running SMB Group, McCabe is eager to see where she can take the company in the future. She and her partner hope to double the amount of business they bring in this year, and she plans to add new services in SMB adoption of emerging technologies.

The success of SMB Group, says McCabe, comes from the relationships they build with their clients, and the free research they give in exchange:

“We go out of our way to provide our clients with focused services to help them achieve their goals.  We also spend a lot of time developing relationships with SMBs and bringing their perspectives into everything we do for our vendor clients. In return, we give back by providing free research and insights to SMBs. I think the fact that we provide a strong link both ways has really helped us succeed.”

Having the right business partner has also contributed to the company’s success.

Taking and Giving Advice

McCabe was an inquisitive student in her youth, and that’s helped her as a small business owner. “Most of my teachers encouraged my curiosity, although I’m sure some of them might have gotten sick me asking questions all the time.”

By asking the right questions, McCabe has taken on new career paths, and learned to be a better entrepreneur.

Her advice to other small business owners?

“…do something fun–exercising, playing with your kids, running with your dog, going out with family and friends. I think most small business owners work super hard–and taking time to relax and enjoy life is essential to recharge your batteries so you can think more creatively about new opportunities.”

Advice heeded.

Want to get more advice from our Small Business Influencer Champions? Read more interviews here.

About the Author

Susan Payton is the President of Egg Marketing & Communications, an Internet marketing firm specializing in marketing copy, press releases, blog and article writing. She is also the blogger behind The Marketing Eggspert Blog.

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The Internship as Extended Interview

Ever walk away from interviewing a potential employee, wondering if you just met the perfect match for your company or someone who's simply great at interviews? I do. Interviews tell very little about a possible hire's character, work habits, and personality. In a half-hour, you may be impressed by the strengths they flaunt, but learn little about how they might contribute to—and mesh with—your company. That's why it's vitally important to take advantage of the internship process.
It's easy to think of internships as cheap or free labor drawn from a revolving pool of students you'll never see after the semester ends. But internships are win-win situations for business owners—and a resource you should profit from. These students are looking for real-world experience and you've got months to evaluate intangibles that would never surface in an interview.
The key to effectively assessing those intangibles is not letting the interns know they're on an extended interview. Observe where each intern's talents and passions lie, carefully not pigeonholing any individual. In the months an intern is with your company, you'll glimpse such qualities as attention to detail, enthusiasm, and follow-up. These are the types of core personality traits that are hardest to detect in a simple job interview.
You may very well wind up with lazy interns who are best-suited to collate papers and remove staples. That's fine. You now know you wouldn't want to hire them and you can be happy you didn't. Then there are the eager, motivated, professional interns who want to learn and earn a spot with your company when they graduate. These are the new employees you're confident in hiring—and they've already got experience with your company.
Jim Belosic
Founder
ShortStack
Reno, Nev.
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Headhunters Job Search Tips and Interview Advice

Forget About What’s in It for You

What never to ask about during the first interview: salary or vacation policy.

—Tara McKernan, DHR International

Build Your Reputation

If nobody much has ever heard of you, we’re inclined to suspect there’s a good reason.

—Mark Jaffe, Wyatt & Jaffe

Be Proactive

At the end of the job interview, always ask about the next step in the process.

—Tara McKernan, DHR International

Use the Three Magic Words

“I don’t know.” Learn how to say it, when to say it, and why. Nothing could be a greater proof of your overall credibility.

—Mark Jaffe, Wyatt & Jaffe

Remember the Simplest Way to Impress

During an interview, pay attention, listen, make eye contact, and don’t fidget.

—Tara McKernan, DHR International

Stop Comparing Yourself

There will always be somebody who does it better, faster, more artfully, or for bigger profits. Does that mean you’re a loser? Define success on your own terms and live a fulfilled life.

—Mark Jaffe, Wyatt & Jaffe

Calculate Your Compensation

Remember that employers are not accountable for your financial responsibilities. Determine a reasonable salary requirement by investigating market trends in your field.

—Tara McKernan, DHR International

Lighten Up

Be respectful and sensitive to co-workers, but don’t take yourself so seriously. If you find it hard to laugh at yourself, it may be that others will wind up doing it for you.

—Mark Jaffe, Wyatt & Jaffe

Don’t Panic Over Tough Questions

Never say anything negative when asked such questions as, “What do you think of your last manager?” Answer in a way that demonstrates your respect for authority and ability to work for different types of management styles.

—Tara McKernan, DHR International

Dump the Young-Person Baggage

Are you defensive? Insecure? Always worried about how you look to others? Cut that out!

—Mark Jaffe, Wyatt & Jaffe

Ooze Confidence, Not Arrogance

Cocky is never O.K. During interviews, don’t use superlatives such as “great at” or “wonderful” when describing yourself.

—Tara McKernan, DHR International

Try This Little To-Do List

1. Let people underestimate your abilities. 2. Vastly exceed their expectations. 3. Get promoted and enjoy the last laugh.

—Mark Jaffe, Wyatt & Jaffe

Come on, Get Real

Please don’t waste your valuable time applying for jobs for which you fit none of the qualifications. This will only demoralize you when you get no response.

—Tara McKernan, DHR International

Help, Don’t Opine

Co-workers don’t value your input nearly so much as your cooperation. It’s all about how you make the other person feel about him- or herself.

—Mark Jaffe, Wyatt & Jaffe

Turn Rejection into Enlightenment

Didn’t make it past the initial phone screen? Don’t take it to heart; try to get feedback on why. Always strike a friendly, open, positive tone when probing for feedback.

—Tara McKernan, DHR International

Take the High Road

The simplest and most elegant way to stand above the crowd will always be through the virtue of your actions. It means taking individual responsibility, making good on promises, not exaggerating, always having your mouth and your heart in perfect agreement.

—Mark Jaffe, Wyatt & Jaffe

Prepare for the Big Interview Question

The most frequently asked question is, “Tell me about yourself.” The wrong answer is, “What do you want to know?” This tells the prospective employer you’re unprepared for the interview.

—Tara McKernan, DHR International

Watch Your Words—and Tone

Real life is like high school. Get ready to be judged on popularity. Recognize that how you say things is often more important than what you say. Above all, don’t tell people what’s “wrong” with them.

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