As I write this blog, I am waiting in the Frankfort airport and traveling to Istanbul, Turkey to join the EO University and about 700 of my fellow entrepreneurs, including some of my very close friends. I have been looking forward to this conference for a while and have been intrigued with Istanbul for as long as I can remember. I suspect it has something to do with a movie I had seen when I was younger. I look forward to sharing some of my experiences from exploring the city and attending the conference in upcoming blogs.

On the plane, I was reading “Crucial Conversations: Tools For Talking When Stakes Are High.” What makes this book so interesting is its implications for all areas of your life, even though it is a business book. It has really challenged me to think about why we tend to mess up conversations in important situations, like requesting a raise, discussing a big business deal, determining if your relationship will last, or trying to rekindle an estranged family relationship.

Why do we mess these up? In a crucial conversation, our natural fight or flight response kicks in, so blood leaves our brain and travels to the extremities in preparation for fight or flight. The blood leaving the brain decreases our cognitive ability to consider how to say the important things we want to say in a respectful and appropriate manner given the situation. In my experience, our words typically come out in the wrong tone or in a way that does not get the desired positive outcome.

The authors have researched thousands of crucial conversations, and they say having effective discussions is a learning process. When you understand what happens to your brain, you can combine this knowledge with some of their key findings and learn and grow in this area.

Their findings conclude people skilled at having productive conversations:

• Start from the heart. This means they start with the right motives. Winning is usually not the right motive. We are brought up to want to move forward and get ahead. When this is brought into the crucial conversation, it leads to bad outcomes.

• Focus on what they really want. When you are starting to move toward a position of silence, defensiveness, or punishing the other, ask yourself, “What do I want for myself, for others, and for the relationship?” By clarifying what you do and do not want, you free your brain to start searching for better and healthier options.

I know I need to work on this, so I’ll focus on it until I grow my awareness and really improve. How about you? Are your crucial conversations productive and healthy?

One of my by business idols is Sir Richard Branson, whom I have had the pleasure of meeting. My close friend Joe Hollingsworth has spent a week with him on his private island in the Virgin Islands and heard many interesting stories. What makes him really stand out to me is that he has started over 400 businesses and has had great success with many of them. He also has dyslexia, which resonates with me because so do I. Some may see this as a handicap, but I see it as one of the reasons he has achieved much success. If you would like to understand more about why, read my blog on my experience with dyslexia.

In a recent article, “Richard Branson’s Six Secrets to Productivity,” I found some important truths that I would like to share:

1) Exercise. It is key to having the energy to be productive. It is difficult to fight the good fight in your business life if you are not keeping yourself fit and energized.

2) Keep lists. He says, “I have always lived my life making lists: lists of people to call, lists of ideas, lists of companies to set up, lists of people that can make things happen.” I love that last one! If you are around me at all, you will hear me say to my team, “Let’s make things happen!”

3) Love what you do. This cannot be emphasized enough if you are going to be productive. You need the passion that only loving what you do will bring into your activities. Branson says, “I don’t think of work as work and play as play. It is all living.”

4) Don’t get the lawyers or accountants involved too early. It slows down the action. Make things happen and don’t waste unnecessary time in this area until the vision and strategy are thought out, and things are moving forward. Figure out the details as you go.

5) Step back and delegate. Hands-off delegation is important to Branson because he wouldn’t be able to handle all 400 companies and the details that go with them. He says, “I have to be good at helping people run the individual businesses and I have to be willing to step back.”

6) Set up big audacious goals. This way, even if you fall a little short, you have accomplished significantly more than you would have otherwise. Also, pay attention and focus on the few things that make a real difference.

These all sound so simple, but they are really not that easy to implement. Think about just half of those points: Delegate, focus on a few things, and exercise. It’s not easy to let go of things when you, as a gung-ho entrepreneur, really want to take control and push to make them happen on your own. Most of us business types have an attention deficit brain and find it hard to focus on just a few key things. We are all busy and know we need to exercise, but do we build a routine around making sure we actually do it?

Great thoughts! Now, we all need to just go Make It Happen!

Many times we use sports in the business world to support, inspire, and show examples of how to improve. With the start of a new football season upon us, I find this time of year very exciting! I live in a town that is all about SEC college football, boating, and tailgating. There is something special about cruising up the Tennessee River on a beautiful fall day, seeing Neyland Stadium, and tying up next to it with the Vol Navy. What an experience!

So when I saw a Sports Illustrated article titled “The Sabanization of College Football,” I was intrigued. Alabama is Tennessee’s biggest and longest successful rival, and they have won two championships since Nick Saban has been there. Also, UT head coach Derek Dooley worked under Saban at LSU in the early 2000’s. The article discusses the success of Saban’s program, and that is exactly what I have found to be a major key to success for businesses.

What it basically boils down to is that the focus should be all about the process of what they do rather than the end result. Saban focuses on the process that he requires of the players: how they train, how they call the plays, and even how they prepare for school work. The article says it best: “Instead of thinking about the scoreboard, think about dominating the man on the opposite side of the line of scrimmage. Instead of thinking about a conference title, think about finishing a ninth rep in the weight room. Instead of thinking about graduating, think about writing a great paper for Intro to Psych.”

How much can we learn from thinking like that? In my experience, we could learn a lot, especially from how they pick their people. In both sports and business, the one with the best talent will be the winner in the long run. Saban has three key sets of criteria for each player: character / attitude / intelligence. He then breaks it down by position to things like height / weight / speed. Having specific criteria like this keeps your emotions out of it and keeps you from getting off track in making decisions.

What processes and criteria do you use to determine how your company gets work done and what you look for to bring in new talent? We have processes at Efficience, but we still need to work on some areas. I need to push harder for this and inspect what I expect.

I hope you get to enjoy some great fall days with your friends and experience some big game excitement with your favorite team. Go Vols!

Who are you connected with? What is the value of connection? If you read any of my blogs over a period of time, you could pull out the frequent topic of connectivity. So why is it such a major theme? Even marketing guru Seth Godin discusses the importance of connecting in his recent blog “First, connect.” Let’s take a look back at a little science and history, and then we will come back to how it is relevant in business.

My partner in my first company was a biologist. It may not have seemed relevant, but he was also a portfolio manager overseeing hundreds of millions of dollars. You can look at individual cells and neurons, but watch what happens when they start multiplying to create something unique and totally different. As humans, we start out as one cell that divides into what become approximately 50 trillion cells as adults. Some of those cells are neurons that start firing and connecting with one another to create, among other things, consciousness. In our investment business, we focused on things that were connecting our world at the time, so not only was all this biology relevant, but it created some great returns.

Historically, you can look back and see how civilizations have seen more growth and higher standards of living when they have been most connected to others. For about 5000 years, we lived as hunters and gathers before we changed into an agrarian society growing our own food. Then, the tools to help us become more connected came along, and things really changed. Inventions like the telegraph, the railroads, telephones, semiconductor chips, the internet, and now the cell phone have all been game changers to bring us closer together and create living standards that have blown away the way we lived just 200 years ago.

Many of you have seen some of these changes happen before your eyes, and even more are coming. Connectivity changes our world and the way we work, play, and socialize. If we understand the importance of connections and how they will change the way we live, we can put ourselves in the path of that change and benefit. If we are not aware of it, we will either be left behind or run over by change.

How we connect to the world around us is expanding fast in the mobile space, so how will your business grow by the connections you create with your clients and customers? Are your eyes open to the possibilities that mobile has for your business?

In last week’s blog, we discussed how we are entering the Web 3.0 world. That world consists of mobile. We talked about creating real value for customers and real commerce for merchants. I recently came across some really great examples of this in an article called Web 3.0: The Mobile Era written by Jay Jamison, who has a venture company that invests in early stage mobile companies.

Mobile acts as a much tighter link connecting advertisers and users, which makes it easier to close a transaction. Jay says “Now technology services have the ability to leverage not just the social graph data from Facebook, but even more real-time / real-world information. Your current location, weather, traffic, local merchants other friends nearby, how often you’ve been to this specific store or location are available (or will be soon). And this in turn provides a whole new level of commerce opportunities for potential advertisers.”

Let’s look at a few companies that are already doing this, like Waze, ShopKick, and Foodspotting. Waze is a service for social mapping and GPS. It provides the fastest routes around congestion with real time traffic information. You can also get offers for the cheapest gas along your route from Waze. Do you think this will drive some people to do business through those offers?

Another mobile app called Shopkick is pretty neat in that it turns the shopping experience into a game. It rewards shoppers for tasks and quests that they complete, and Shopkick is showing that shoppers spend more money in stores while using their app.

How would you like to know the best dishes to buy at local restaurants? With the Foodspotting app, you can. It knows where you are and shows you the pictures of what others rate as the best food at nearby establishments. This is very cool for the merchants because they can offer promotions to those that are looking at the dishes they want to order, which will drive people to go there to eat. What’s to think about? You are looking at a yummy dish that you already are dying to try, and a promotion comes along with it. I am seeing the dollar signs, are you?

As I assume you are staring to guess, the world of mobile is going to be exciting for both the users and businesses out there. This is not a world of ads that will pop up on your screen. This is more about the creative interaction that can occur when you position all the technology that we have in our hands in a way that engages our customers to want to spend money with us. This will be a disruptive world and one in which the innovators will be the winners.

What are you doing to engage your customers with the mobile experience and make them more eager to spend with you?

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As I have discussed in many past blogs, we are seeing a major shift in how people access technology as more people move toward Smartphones. I see a world where business will be driven by the connectivity we all have with one another based on that little device that acts as an extended appendage for most of us.

We all have an internal desire to be connected. As I spend time with my family in Rochester, NY, I listen to the conversations of my nieces and hear their infatuation with the latest phone technology and getting a new or upgraded phone. At this point in their lives, they consider that to be a major accomplishment. Why is that? I would say it has to do with the knowing that they can share and connect more with their friends and the world around them.

If you think of this from a business perspective, you’ll see the opportunity to connect with your customers as well as their friends, which will create more business prospects. You can connect with your sales people on the road to update them on all your products, services, and even competitor products, so they can be more effective. People working on projects in the field can update software, coordinate with others, and access so much more information to get the job done.

Web 3.0 is mobile! Web 1.0 was about connectivity with the likes of Netscape, AOL, Google, and Yahoo, and Web 2.0 was all about social media with Facebook, Linked In, and Twitter. The main elements of Web 3.0 will be:

Real Time

Location-Aware

Ubiquitous (everywhere at the same time)

Sensors

Smaller Screens

The key for the 3.0 mobile world is real value for customers and real commerce for merchants.

At Efficience, we are building an infrastructure to help companies get a mobile platform up for themselves along with a strategy to make money using their mobile app.

I’ll have more on real examples of how consumers and merchants can be mobile in order to get real value in the next blog.

How are you using mobile to reach new customers and realize more business?

People are often looking for the magic to make a business work. When you listen to a successful person talk, they typically get asked, “What is the one word you would pick that is needed to be successful?” My word for that question is determination. As I listened to Randy Boyd speak today at The Legacy Centre Speaker Series, he answered the question with the word PERSISTENCE!

In this context, I would say that both words are synonyms. It takes every bit of persistence and determination that you can muster to get a business to the million dollar mark, let alone the multi hundreds of millions mark like Randy’s company PetSafe. During their annual review, Boyd asked his people why they have failed, and if they have not failed in some way, then he says they are not pushing the boundaries enough.

At Efficience, we have done some innovative work with PetSafe and are excited to be working with their team pushing the boundaries. This work will be released soon, and then l will share this exciting stuff! They are all about making having pets easier and more fun!

Randy shared a story about working with suppliers. He pushed them to continue to ship products to him and negotiated payments over time. He juggled things coming and going to pay suppliers as he made sales. This is a classic story of a successful business person. Many of us have it in our heads that successful people have it so good and have it all figured out, so they have no worries or issues. If someone is successful, it is almost always because he or she went through a lot of worries and issues, with the key being that they PERSISTED through them.

What about you? If you have some level of success in business or life, what would be your one word that you would describe that it takes to make it to a higher level?

Having a business and being an entrepreneur, you attempt to make a difference in your life, sometimes in the lives of others, and not so often, in the world. I see this on a daily basis because running a company is integral in the lives of many people around me.

You usually see the small things but not the larger impact that you might make someday in the future. For example, you may have created some great product that improves the lives of others in a meaningful way, or you may go public in an IPO and share stock with your early hard-working employees that one day generates more money than ever imagined.

Sometimes, your greatest impact to make the world better may not even show up until after you’re gone. This was the case for Rachel Beckwith, a little girl that forever changed the lives of 60,000 people after she was killed in a tragic accident. I will share the story briefly, and then you can watch the short video to see the effects of her dreams and actions. Warning to all viewers: if you are uncomfortable feeling the goodness of humans helping each other and fear a tear may build up around your eyes, don’t watch this video.

At 9 years of age, Rachel Beckwith had a big heart and wanted to solve many of the problems she saw in the world. When Scott Harrison from Charity Water (my favorite charity) visited her church and shared how his organization helps young kids in Africa get access to clean drinking water, she set out to help and created her own fundraising page. With her ninth birthday coming up, she asked those that normally gave her gifts to donate $9 instead, with a goal to raise $300.

She raised $220 and made a promise to try harder next year. However, a few weeks later, a tractor-trailer on I-90 near Seattle, WA jackknifed into a logging truck and smashed into Rachel’s car. She was the only one critically injured, and on July 23, 2011, she was taken off life support. The news of her story soon spread, and in the month that followed, approximately 30,000 people gave $1.2-million.

Watch as Rachel’s mom goes to Africa to witness the new wells flowing with clean water and the impact that her 9 year old daughter has left on the lives of so many.

What is the legacy that you are going to leave behind?

See VIDEO here.

Given some of the recent comments by those in the White House, I must share the experience of my own entrepreneur journey and how it differs from these recent statements.

When I was starting a mutual fund, I dealt with many people and agencies of both the state and federal governments. Their job was to ensure I met every regulatory obligation they could think of, and they seemed to come up with even more. I found nothing but roadblocks getting in my way as I tried to get this mutual fund off the ground.

At that time, there was only one money market mutual fund being run out of the Memphis area of Tennessee. When I was creating a stock mutual fund, the Tennessee regulators were all concerned about covering their behinds. They created requirements on the fly that we needed to meet in order to get the fund approved to sell in the state.

I am sure I have never heard anyone in the government say something like, “Greg, this mutual fund seems like a great idea and should create some high paying jobs for our state! What can we do to help you?”

The SEC audited us four times over the 10 years we had the funds, and each time, they spent a week in my office trying to discover something we were doing wrong. Not once did they ever ask how they could help us make the fund more successful, more marketable, or easier to manage. They focused on what they could do to find something wrong, so they could issue a fine or shut us down.

When we were getting our software company off the ground, I went a year without a paycheck, so we could pay all the employees and keep the business going. I didn’t hear anyone in the state or federal government offering to support me and help me out during this endeavor. The risks I had taken and the rewards I had earned in the past allowed me to do that. My partners and I sacrificed and took the risk, as we should have, and we will benefit from any success that we may generate. With our tax dollars, the government will get its “fair share” even though I never heard a single government agency offering to assist me or my business.

The government has provided aid for connecting the people in the economy by building railroads and interstates. They only did this AFTER someone took the risk to build the steam engine, locomotive, internal combustion engine, and automobile. Individuals and families all across America have worked hard and sacrificed to build their businesses and their dreams, building this country!

Click here to see video.

That was my experience. What was yours? Any entrepreneurs out there feel that if it wasn’t for the government, they would have gotten where they are or have been able to stay around?

As business owners, customers, and people, when we buy something, we like to think we are getting the same amount of value for the money we are spending. This is true if we spend $50, $500, or $5,000. We don’t care as much about the dollar amount as we care about the value. If we were only concerned about the price, we would all stay at $59 per night hotels, and obviously that doesn’t always happen. In fact, we will spend $100, $150, or $250 for a hotel to have a high-quality experience. After all, we don’t just want to sleep anywhere, right?

The same can be said for just about everything we buy. As a business, we must provide value relative to the cost of our product or service. This value is what would incentivize people to purchase from our business rather than another. Most of the time, it doesn’t matter if the cost is significantly higher than competitors because people know they are paying for the value. A customer’s reasoning behind a purchase is not always logical and can be based on emotions such as pride, vanity, competitiveness, fear and pleasure.

What elements of your business are appealing to customers and stimulate their desire to buy your product or service? Knowing this and working to increase awareness to one or more of these elements could increase the attraction, discussion, sharing and purchase.

At Efficience, we build custom websites for people that are looking to work with our experienced creative director, Tori Rose, to create a unique, visually appealing website that fits their specific brand. Other options are available for people to purchase an out-of-the-box website at a relatively lower cost. Sometimes, though, this option limits aesthetic qualities and functionality, but it still provides basic web presence. Some customers only value web presence, while others value an attractive and compelling site that resonates with specific emotions they want to connect with.

Is your company focusing more on value or price? How are your products or services providing value to your customers that is worth the price?