#354 The Principles of Engagement, Trade Show Must-Do’s, Marketing to Baby Boomers, Family Business Tips, Minimize Your Taxes

On this episode of Business Insanity Talk Radio, we first talk about the five principles engagement. Are you truly engaged with your business, your employees, and your customers? We’ll show you how. Next, we talk about trade shows – they are a popular way to collect leads, but so many of us waste the opportunity. We’ll tell you what you’re doing wrong and how to fix it. Also, we keep talking about marketing and selling to Millennials, but what about the grandparents? Learn why you may want to shift your marketing focus. Then, we talk to a fourth generation family business owner who shares his tips for how to run a family business. Finally, hear from former IRS employee now attorney on how to minimize the amount of taxes you’ll pay this year.

Listen and enjoy:


Segment 1: Steve Goldstein is a proven leader who has held executive positions with leading global brands, such as American Express (Chairman and CEO of American Express Bank), Sears (President of Sears Credit), and Citigroup, as well as several early-stage enterprises. He currently works in the private equity industry as a Senior Advisor with the consulting and advisory firm Alvarez & Marsal.

1:30 – Why are so many people disengaged?

2:00 – What is an example of a lack of engagement plaguing companies?

3:45 – How do you engage employees?

5:00 – What are the Five Principles of Engagement?

7:15 – How can a company utilize the “Fresh Eyes” principle?

7:45 – Why is focusing on “hot buttons” a valuable engagement strategy?

9:45 – How do you figure out which “levers” will grow your business?

Segment 2: David Spark is a veteran tech journalist and founder of Spark Media Solutions, a brand journalism firm that helps its clients be seen as leading voices in their field through brand-quality media production. Since 1996, Spark and his articles have appeared in more than 40 media outlets. Spark also spent ten years working in advertising and squandered more than a dozen years working as a touring standup comedian and comedy writer for The Second City in Chicago. He is the author of the new book “Three Feet from Seven Figures: One-on-One Engagement Techniques to Qualify More Leads at Trade Shows”. Spark also offers comedian-led trade show training.

15:30 – What are companies doing wrong at trade shows?

16:45 – What is the solution?

17:55 – Why do people spend so much money on trade shows and are so ill-prepared?

19:00 – What are the two things you should ALWAYS do at trade shows to easily connect with people?

20:45 – How do you battle fatigue if you are the only one at the booth?

22:00 – Should you have “Demo Dolly’s” or “Booth Babes” at your booth?

23:15 – What do you do with leads from a trade show?

Segment 3: Lori K. Bitter provides strategic consulting, research and development for companies seeking to engage with mature consumers at The Business of Aging. Her new book, The Grandparent Economy was released in September 2015. She serves as publisher of GRAND – the digital magazine for grandparents.

31:15 – Who are the grandparents exactly?

32:30 – Why marketers should focus less on Millennials.

33:30 – How should small business marketing change their approach?

35:00 – Do Millennials and Baby Boomers have the same core values?

35:45 – Can you market to Baby Boomers over the internet and mobile?

Segment 4: Mickal Adler is the manager of Adler’s Jewelry in New Orleans. He was a partner in a law practice before he came back to work for his family’s business more than a decade ago. Mickal is now part of the fourth generation of owners and operators of the business.

40:30 – Why did Mickal decide to become an attorney then ultimately return to the family business?

41:30 – What does it take to make a family business work and pass it down through 4 generations?

42:30 – How do you divide roles among family members?

44:15 – How are family businesses competing with online and big-box stores?

45:45 – What customer services practices does Adler Jewelry implement?

Segment 5: Garrett Gregory is an attorney for Gregory Law Group PLLC. He is a former IRS agent now helping small businesses defend themselves against the IRS.

49:30 – What can small business owners do to make sure they legally pay as little tax as possible?

50:30 – What are proper practices for pushing off income?

51:00 – If you pay an expense early, do you have to have received the service for that expense or do pre-paid expenses count as long as it is on a cash-basis?

51:30 – What are the biggest small business tax pitfalls?

Sponsored by Sage and Nextiva.

By | December 9th, 2015|Radio Show|Comments Off on #354 The Principles of Engagement, Trade Show Must-Do’s, Marketing to Baby Boomers, Family Business Tips, Minimize Your Taxes

About the Author:

Barry Moltz gets business owners unstuck by unlocking their long forgotten potential. With decades of entrepreneurial experience in his own business ventures, he has discovered the formula to get stuck business owners and increasing their sales. Barry has founded and run small businesses with a great deal of success and failure for more than 20 years. After successfully selling his last operating business, Barry founded an angel investor group, an angel fund, and is a former advisory member of the board of the Angel Capital Education Foundation. His first book, “You Need to Be A Little Crazy: The Truth about Starting and Growing Your Business” describes the ups and downs and emotional trials of running a business. His second book, “Bounce! Failure, Resiliency and the Confidence to Achieve Your Next Great Success”, shows what it takes to come back and develop true business confidence. His third book, “BAM! Delivering Customer Service in a Self-Service World” shows how customer service is the new marketing. His fourth book, “Small Town Rules: How Small Business and Big Brands can Profit in a Connected Economy” shows how when every customer can talk to every other customer, it’s like living in a small town: Your reputation is everything! His fifth book, “How to Get Unstuck: 25 Ways to Get Your Business Growing Again” helps every small business owners move their company to the next level. Barry is a nationally recognized speaker on small business who has given hundreds of presentations to audiences ranging in size from 20 to 20,000. As a member of the Entrepreneurship Hall of Fame, he has appeared on many TV and radio programs such as CNBC’s The Big Idea, and MSNBC’s Your Business. He hosts his own radio show on AM560, and writes for American Express and Forbes.