Masterminds of Business

Show Notes: If you are interested in the limousine and transportation industry, a Mastermind of Business who cares about his community and has the spirit of an entrepreneur, this is the show for you. You will be inspired by Maurice Brewster's determination to succeed and perseverance in spite of obstacles and his constant push to move his business forward.Background:In this episode, Maurice discusses his love of cars and takes us through how he got started in the limousine business.  Maurice Brewster was born and raised in Harlem, New York. He founded Mosaic Global Transportation in 2002. His company has won numerous Supplier of The Year awards.  In 2011, Maurice formed a non-profit industry group called the Minority Limousine Operators of America and in 2014 was selected to meet Barack Obama to discuss the challenges that minority businesses face.  Prior to establishing Mosaic Global Transportation, Maurice held several senior & management positions with DuPont, GTE, SPRINT & MCI. He has a strong background in building, directing and managing successful sales teams in a variety of markets. Maurice holds a BS Degree in Business, with a minor in Communications from the prestigious Lincoln University in Pennsylvania, where he graduated with honors.  He continued his studies at UCLA's Anderson School of Management and graduated in 2009.  Maurice is married to Rhonda and has 5 children. They currently live and operate their global ground transportation business in the San Francisco Bay Area.Conclusion:Maurice Brewster is the real deal. If you want to be inspired or learn about the limousine and transportation industry then listen to this episode.

In today’s episode, Val Lewis and I follow up on our discussion of marketing. If you are interested in an AUSIM marketing campaign, what to do and what not to do then this show is for you. Here is a synopsis of what we spoke about during the show:AUSIM Marketing ProcessAnalysis: • Do your homework • Gather information on your: o Business internals o Customers o CompetitorsUnderstanding: • Learn from the information collected. • Test your marketing assumptions.Strategy: • Develop a plan based on the data collected and the learnings from that data • Validate the plan against its objectivesImplement: • Execute the validated Strategy.Maximize: Taking the above steps will maximize your marketing efforts.AUSIM Marketing Components 1) Situational Analysis      a. Take stock of your company           i. Financially          ii. Competitively         iii. Organizationally     b. Develop a plan2) Offerings Developments.     a. What products will you carry?     b. What services will you offer?     c. How will the products be packaged?     d. Who needs the service you are offering? 2) Marketing Research.      a. Conduct survey at mall     b. Use SurveyMonkey     c. Use Facebook and Twitter    4) Channels Distribution     a. Retail     b. Wholesale     c. Online     d. Through Agents5) Persuasive Pricing     a. Market penetration     b. Prestige pricing     c. Based on cost6) Effective Communication      a. Radio      b. Social media      c. TV      d. Direct mailIf you want more information on AUSIM marketing you can download a free PowerPoint presentation here. Thank you for listening to two-part discussion about marketing

In today’s episode, Val Lewis and I discuss marketing basics and Suspect Marketing. If you are interested in learning about marketing, what to do and what not to do then this show is for you.

Here is a synopsis of what we spoke about during the show:

Marketing Expectations of the Target Consumers

See Me: • Acknowledge and welcome your target consumer. • Understand their needs and wants.

Speak Me: • Communicate directly with them. • Utilize methods and media that they are familiar with. • Talk to them at the appropriate time and place.

Show Me that You Care: • Why are you providing this service or offering this product? • Explain the solutions you have specifically for them. • How it will make their lives better. • Share my values.

Marketing Process to Turn Consumers to Customers.

Know → Like→Trust

Know: • Who are you? • What do you do?

Like: • Do I like you? • Do I like what you have to say?

Trust: • Are you an expert? • Can you help me? • Have you helped others?

Various Stages of Consumer Relationship to your Brand

Join us for a fun discussion about marketing in general and Suspect marketing in particular. This is the first part of a two-part podcast on Suspect marketing and AUSIM marketing. Tune in to part two to learn the secrets of AUSIM marketing.

In this episode of Masterminds of Business Valerie Lewis of VBL Consulting and Leroy Jones CEO of GSI Health discuss his journey from the defense industry to Healthcare IT. They examine the impact of effective leadership to build a successful business.

Background

Mr. Jones is a technologist by training held a number of software development positions in the defense contracting field. In the mid-1990’s he decided to transition into the healthcare industry and worked for several start up, small business and corporate health care organizations.  In 2003, Mr. Jones decided to take the plunge as an entrepreneur. He founded GSI Health a cloud based software company to unite patients, healthcare payers and care providers of all kinds, enabling “whole person care” to improve patients’ health.

GSI Health has been recognized as, Most Innovative Healthcare IT Company–USA, 50 Admired Companies to Watch, Corporate Culture Award, Top 50 Most Promising Healthcare Solution Providers under Mr. Jones’ leadership.

Mr. Jones has been acknowledged and honored with multiple awards for his leadership in business and in the community, Small Business Person of the Year, 2016 Smart CEO Circle of Excellence and Acquisition International, 2016 CEO of the Year—USA to name a few.

Mr. Jones attributes his success as a leader to being transparent and establishing a culture where his people demonstrate a willingness to follow his vision and help him to led.

Conclusion

Leroy Jones provides excellent insight into what it takes to be a successful entrepreneur. He also expounds on the role of leaders to promote positive working environments and advise for new leaders.

Show Overview

In today’s show, we explore resources with Melissa Donald. Melissa discusses her journey from a Secretary at commercial collections agency to the President of her own factoring firm. Melissa’s knowledge of business financing and financial matters are a rare gem. She also takes a deep dive into the ins and outs of factoring. if you want to learn about factoring, an alternative form of financing, this episode is for you.

Background

Melissa began her career working in and then managing a small commercial collection agency in the San Francisco Bay Area.  During her time there, she worked in every area of the business from direct collections to litigation management.

In 2001, she took a job with a young factoring company in Walnut Creek, California.  She quickly moved from a Senior Account Executive, to Operations Manager and Vice President. In 2007, she and her partner launched LDI Growth Partners, a factoring firm and focused her efforts in educating entrepreneurs about the benefits of factoring at a grassroots level.  LDI Growth Partners focuses on businesses with annual sales under $2 million and only takes on new clients by referral.

Melissa is currently the President of the Board of Directors for Community Violence Solutions in Contra Costa and Marin County. An umbrella organization that focuses on ending human trafficking, sexual assault, family violence and providing assistance to rape victims.   She has also recently been invited to serve on the Advisory Board of the International Factoring Association; the largest association of commercial finance professionals in the world.

The greatest lesson she has learned in her career is that the biggest obstacle that stands between people and their dream is the fear of asking for help when they get overwhelmed or are unsure of what should happen next.  Melissa has built a team of professionals around her who stand ready to help her clients and colleagues to overcome that fear.  She is heavily involved in rescuing, fostering, raising, training and rehabbing large breed working dogs in her spare time..

Conclusion

Melissa Donald is an excellent resource for business owners who are in need financial advice. The advice and information that Melissa discusses during this show is not only instructive but it is educational.

Resources

20 questions to decide whether you have an independent contractor or employee.

Show Overview

In today’s show, Mike Auzenne discusses his journey from West Point to podcasting. Mike exudes management and leadership information. Therefore, if you want to be a better leader, this episode is for you.

Background

A graduate from West Point, Mike Auzenne has always been a business enthusiast. As a Captain in the Army, Mike developed the foundations of his leadership style. After serving seven years in the Army, Mike brought his dynamic leadership skills to corporate America joining Mobil Oil Corporation and then MCI as Information Technology manager. It is during his stint at MCI, where Mike was leading a 500-person IT department, that Mike hired his old friend Mark Horstman to do some consulting work for the company. It was then that Mike decided that Mark’s management techniques needed to be shared with the world and Manager Tools was born.

Since the launch of their podcast in 2005, Mike Auzenne and Mark Horstman’s weekly podcast, “Manager Tools,” has attracted a variety of listeners. The podcast won the People’s Choice Podcast Award several years in a row, was featured in the Wall Street Journal and averages over 1.4 million downloads a month. Manager Tools client list includes Apple, AT&T, and FedEx. As a result, Mike has a great deal of knowledge about managing people and I am happy he has shared some of this information here today.

Conclusion

Michael Auzenne is a management Mastermind and if you are remotely interested in being a better manager, you should listen to this episode and subscribe to his podcast Manager-Tools and visit their website Manager-Tools.com.

In today episode, Val Lewis and I continue with our discussion of change management by reviewing the book “Our Iceberg is Melting” by John Kotter. Change management is simplified when you take the necessary steps. First reading John Kotter’s book “Our Iceberg is Melting” and second listening to this podcast. The book is quick and easy to read and incredibility insightful. In a fun and lively manner, we focus on the last five steps of John Kotter’s Eight Step Process of Successful Change and discuss the role of Thinking and Feeling.

The fable is about a penguin colony in Antarctica. A group of emperor penguins live as they have for many years then one curious bird discovers a potentially devastating problem threatening their home—and pretty much no one listens to him.

The characters in the story, Fred, Alice, Louis, Buddy, the Professor, and NoNo, are like people we recognize—even ourselves. Their tale is one of resistance to change and heroic action, seemingly intractable obstacles and the cleverest tactics for dealing with those obstacles. It’s a story that is occurring in different forms all around us today—but the penguins handle the very real challenges a great deal better than most of us.

During this episode, Val and I review the last five steps of John Kotter’s Eight Step Process of Successful Change and the role that Thinking and Feeling play in behavioral change.

Below is an outline of the last five steps as well as the roles that Thinking and Feeling play with behavioral change.

Making It Happen

4. Communicate for Understanding and Buy In

Make sure as many others as possible understand and accept the vision and the strategy.

5. Empower Others to Act

Remove as many barriers as possible so that those who want to make the vision a reality can do so.

6. Produce Short-Terms Wins

Create some visible, unambiguous successes as soon as possible.

7. Don’t Let Up

Press harder and faster after the first successes. Be relentless with initiating change after change until the vision is a reality.

Make It Stick

8. Create a New Culture

Hold on to the new ways of behaving, and make sure they succeed, until they become strong enough to replace old traditions.

The Roles of Thinking and Feelings

Thinking differently can help change behavior and lead to better results.

• Collect data, analyze it.

• Present the information logically to change people’s thinking.

• Changed thinking, in turn, can change behavior.

Feeling differently can change behavior MORE and lead to even better results.

• Create surprising, compelling, and, if possible, visual experiences.

• The experiences change how people feel about a situation.

• A change in feelings can lead to a significant change in behavior,

This is the last of a two-part podcast on change management. The introduction to this two part series is MOB 5A and you should to that show, if you have not done so already.

Book Review

In today episode, Val Lewis and I take on the topic of change management by reviewing the book “Our Iceberg is Melting” by John Kotter. The book is quick and easy read and incredibility insightful. If you need to make a change in your business, department, non-profit organization or you are interested in becoming a more effective manager, then this episode is for you. In a fun and lively manner, we focus on the first three steps of John Kotter’s Eight Step Process of Successful Change.

The fable is about a penguin colony in Antarctica. A group of beautiful emperor penguins live as they have for many years. Then one curious bird discovers a potentially devastating problem threatening their home—and pretty much no one listens to him.

The characters in the story, Fred, Alice, Louis, Buddy, the Professor, and NoNo, are like people we recognize—even ourselves. Their tale is one of resistance to change and heroic action, seemingly intractable obstacles and the most clever tactics for dealing with those obstacles. It’s a story that is occurring in different forms all around us today—but the penguins handle the very real challenges a great deal better than most of us.

During this episode, Val and I bring our real-life experiences to the bear on the John Kotter’s “Our Iceberg is Melting.” We discuss the first three steps of the Eight Step Process of Successful Change which are:

Set the Stage

1. Create a Sense of Urgency.

Help others see the need for change and the importance of acting immediately.

2. Pull Together the Guiding Team.

Make sure there is a powerful group guiding the change-one with leadership skills, credibility, communications ability, authority, analytical skills and a sense of urgency.

Decide What to Do

3. Develop the Change Vision and Strategy.

Clarify how the future will be different from the past, and how you can make that future a reality.

This is the first of a two-part podcast. The conclusion to this podcast will be MOB 5b. If you want to be a better leader, you should definitely read this book.  You can buy the book here.

Show NotesIn today episode, Val Lewis and I continue on the topic of negotiation that Kahlil Yearwood started in MOB 3 by reviewing the book “Never Split the Difference – Negotiating as If Your Life Depended On it” by Chris Voss. If you are interested in acquiring new negotiation techniques and becoming a more effective manager, then this episode is for you. In a fun and lively manner, we focus on three of the techniques that Mr. Voss discusses in his book; labeling, bending reality, and creating the illusion of control.

Chris Voss provides insight into the concepts and practices of FBI negotiators. He teaches the reader how to effectively use these tools in a business environment.

Each chapter starts with a fast-paced story of a hostage negotiation, which is dissected to explain what worked and what didn’t. Afterwards, Chris explains the theories and tools that were used to achieve a successful outcome.

This is a ten-chapter reference guide to negotiation where each chapter explores different tactics that can be used during a business negotiation. We could never cover all of the tactics and tools that Chris explains in the book, so Val and I concentrated our efforts.

The Three Negotiation Tactics That Are Reviewed During This Show

Don’t Feel Their Pain – Label it

• Tactical Empathy – Put yourself in the other person situation.

• Labeling neutralizes negatives, reinforce positives

• Get negatives out in open.

• Clearing barriers.

• Accusation Audit

Bend Their Reality

• Dig deep to understand your counterpart needs.

• Loss aversion

• Don’t sweat the deadline to hard.

• Make time (deadline) your ally

• Use of a range when presenting offers

• Use of specific numbers $32,879.98

• Get non-monetary items to increase the value of the deal.

• Anchor emotions.

Create the Illusion of Control

• Suspend unbelief - Active resistance – back off that energy

• Avoid questions that can be answered with a “yes” or little bits of information.

• Avoid questions that start with words like “can”,” is”,” are”,” do” or “does”

• Use calibrated questions to solve problems?

• Don’t ask “Why” questions - May be too aggressive.

• When attacked during a negotiation, bite your tongue.

• Influence the team behind and under the table.

Our Conclusion

We believe that this book is worthy of your time and money. If you want to be a better negotiator, you should definitely read this book.

Show OverviewIn today’s show, Kahlil Yearwood discusses his journey to law school and then onto Dechert LLP. Furthermore, he tells about us the processes he used to advise Wells Fargo, on its recent purchase of commercial real estate loans valued at US$9 billion in the US, UK and Canada from GE Capital Real Estate as part of an overall transaction valued at approximately US$23 billion. Lastly, Kahlil tells us about several negotiation tactics, he uses on behalf of his clients.

Kahlil's Background

It’s the speed of his ascent that separates Dechert commercial real estate and financial attorney Kahlil Yearwood from the profession’s other bright stars. Just a decade ago, the California-born Kahlil was graduating from Berkeley Law, picking up an AmJur award for his work on corporate law along the way. He runs Dechert’s California commercial real estate practice and serves as hiring partner for the San Francisco office.

Before long, Kahlil was advising the likes of Prudential, Starwood and Wells Fargo on some high-profile commercial real estate matters. He acted for:

Prudential in mortgage loan origination transactions totaling more than $1 billion;

Starwood in multiple mortgage and mezzanine loan origination transactions totaling more than $1 billion;

Wells Fargo in dozens of separate transactions totaling over $3 billion and secured by shopping centers, self-storage facilities, retail properties, office buildings and hotels throughout the United States.

Kahlil's Awards

Mr. Yearwood has received a number of awards recognizing him as an up and coming lawyer for Real Estate.

“Rising Star,” Euromoney Legal Media Group, 2015

“Recommended Lawyer”, The Legal 500 ̧ 2014

“Lawyer on the Fast Track,” The Recorder, 2012

“Northern California Rising Star,” Super Lawyers, 2010, 2013

He was named to the prestigious 40 under 40 by the National Bar Association.

He sits on the Board of Directors, Bay Area Urban Debate League;

Member of Commercial Real Estate Finance Council (CREFC);.

Our Conclusion

Kahlil Yearwood is a legal Mastermind. Kahlil's knowledge of commercial real estate and finance is undeniable and his business style is bound to take him even further.  Learn from him telling us about his journey to real estate law, deals, processes, and negotiation tactics.

 

HostGerald Johnson

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