Strictly Buy the Book

The Go-Giver Secrets of Steve Jobs

noreply@blogger.com (Danilo Vargas) — Thu, 01 Sep 2011 19:00:00 +0000

My friends at ScanSource Latin America and I are reading and discussing Bob Burg and John David Mann's jewel of a book, The Go-Giver.

So far we've covered two very important laws of success:

The Law of Value:Your true worth is determined by how much more you give in value than you take in payment.

The Law of Compensation:
Your income is determined by how many people you serve and how well you serve them.

It's interesting to note that in all our book club sessions we've often referenced Steve Jobs and Apple's amazing customer-centric products, which is more than fitting because Steve Jobs is living proof that Go-Giving works!

But if you're still skeptical about whether these principles can truly work in the real world, here are two quotes from Steve Jobs that may prompt you to change your mind.

As you know, after releasing the "insanely great" Macintosh computer in 1984 Steve Jobs got really rich, really fast. In a 1985 Playboy interview, he was asked about his tremendous, newly-found wealth:

“You know, my main reaction to this money thing is that it’s humorous, all the attention to it, because it’s hardly the most insightful or valuable thing that’s happened to me.”

So, according to Steve Jobs, money is NOT the game-changer?

Then what is?

What's his focus?

Giving.

Nearly a decade later, in 1993, he was asked by the Wall Street Journal about money and what drives him to succeed, to which he responded:

“Being the richest man in the cemetery doesn’t matter to me … Going to bed at night saying we’ve done something wonderful…that’s what matters to me.”

So acquiring wealth is nice, but doing something wonderful is what truly matters to Steve Jobs. Creating products that change millions of peoples' lives is the ultimate reward, not the money itself.

Wow!

You can check out lots of great Steve Jobs quotes from the Wall Street Journal.

Read them and you'll sense his amazing devotion to giving through innovation, creativity, and creating a truly unique experience for customers—experiences that are worth more than customers could possibly pay for in simple monetary terms.

Not focusing on money and focusing on giving, helped Steve Jobs earn BILLIONS!!

That's the power that Burg and Mann would like you to tap into.

Now that you know... what will you do differently?

P.S. I wrote another piece on Steve Jobs that's very apropos to this discussion on my Happy Monday Blog. It might be worth checking out.

The Entrepreneur as Benevolent Dictator

noreply@blogger.com (Danilo Vargas) — Sun, 05 Jun 2011 00:37:00 +0000

Michael Feuer's new book, The Benevolent Dictator landed on my desk at exactly the right moment—two months into the launch of my own business enterprise! So as you can imagine, I dove into the book eager to mine some valuable nuggets of wisdom from the mind of a talented entrepreneur who was able to take OfficeMax from very humble beginnings up to its sales in 2003 for $1.5 billion.

Although the book is full of great insights worthy of study and application, the most important take-away for me relates to the role of the entrepreneur as a Benevolent Dictator. Feuer makes it clear that there is no secret sauce; no magic recipe; nor any single piece of sexy advice guaranteed to take your business to dizzying heights of success. Instead, Feuer insists that it comes down to something really simple (though not easy): devising a smart and detailed strategy, and executing that strategy relentlessly.

Execution, however, requires discipline and a stubborn focus on setting goals and minding the details. The occasional cracking of the whip comes with the territory. But that doesn't make Feuer a bad guy at all. His heavy hand is always guided by a benevolent sense of service, to customers and employees alike, and by the humility to recognize that he doesn't have all the answers and that the people in his organization are partners who deserve a say in how things are run.

For me, it's great to see a CEO who is at once strong and assertive, but humble enough to encourage his people to come up with ideas, and to challenge his own when they disagree.

The following passage is my favorite from the book:

As a founder and former CEO of a Fortune 500 company, I have given more than 1,000 talks and speeches over the past 25 or some years. I am invariably asked the same question during each presentation's question-and-answer session: What is a CEO's most important role in the organization?

The audience doubtlessly expected a pat, text-book-type response–"building a team," "accelerating sales and profits," or "increase shareholders' value." And all of these truly are critically important objectives, each of which provides a barometer of effectiveness and success.

However, my answer to this age-old question was—and still is—"A boss' job is to stir the pot."

I personally disdain the status quo. The trite phrase, "If it ain't broke, don't fix it," sets me off. The comment, "Same old, same old" when applied to a business' progress is, as far as I'm concerned, the first sign that a company is heading into obscurity. Getting a start-up venture off the ground with some modicum of success can lull an entrepreneur into a dangerous mind-set where he or she beings to relax a bit and starts "smelling the roses."

Feuer has organized his thoughts on business into 40 lessons divided among the "four phases" of an entrepreneurial enterprise: (1) Start-up (2) Build Out and Put the Idea to the test (3) Constant Reinvention and (4) The Payday. Although the phases are not fully fleshed out, and while some of the lessons are repetitive, overly expansive and superficial, there is some serious red meat in the book.

The juiciest and most interesting lessons are those about using OPM (Other People's Money) to finance your business. Feuer's genius comes through as he describes (in fairly good detail) how he was able to fund OfficeMax's growth in early and later years without having to deal with overly demanding professional investors (venture capitalists). His myth-busting insights on raising capital are easily worth 100X the price of the book!

There's lots of great advice, that although not particularly original or ground-breaking, is presented in Feuer's clever fashion and is ignored at one's own peril. There's solid advice on how to hire effectively, manage projects, test ideas, change course, encourage innovation, outwit competitors and much more!

Although the book sometimes feels more like a promotional tool than a truly heart-felt treatise on entrepreneurship (there are incessant references to Feuer's Max-Wellness venture in the first half of the book) it provides enough valuable information, humor and even some genuine emotion that compel me to recommend it to you.

If you're thinking of starting a business, or if you're in the middle of launching a business like I am, the advice found in the pages of The Benevelovent Dictator may not be inspirational, but it's highly instructional. Follow Feuer's advice to steer your business in the right direction.

Tell Lots of Stories

noreply@blogger.com (Danilo Vargas) — Wed, 06 Apr 2011 23:07:00 +0000

Story Time
Photo courtesy of Scottish Libraries

Peter Guber and Bernadette Jiwa have really got me thinking about just how powerful stories can be, not only in building a brand, but in having an impact on the people around you.

Stories are powerful because our brains are hardwired to grasp them easily.

Before the advent of the written word, human beings told oral stories for tens of thousands of years. That's how we survived and endured -- by learning through stories.

Stories cut to the chase.

Even the most complex or technically convoluted concepts can be easily understood if presented as a story. Case in point, you can expound about the wonders of your product or service 'til you're blue in the face and many customers will still not understand. Tell them a story, on the other hand, and they will instantly "get it".

Stories are just more fun.

They entertain and enlighten. They help you to be at your persuasive best. They give you the power to break old paradigms by allowing your audience to place themselves in the role of the protagonist in your story. You have them in rapt attention. Empathy increases. Understanding ensues.

So given the power of stories, you need to ask yourself two critical questions:

(1) Am I telling enough stories?

(2) And are they good ones?

Your Customers: Satisfied or Happy?

noreply@blogger.com (Danilo Vargas) — Wed, 09 Mar 2011 12:43:00 +0000

Have you ever thought about the difference between customer satisfaction and customer happiness?

I think it’s becoming increasingly clear that customer service needs to evolve from satisfying customers to wowing them, thrilling them, and making them truly happy to work with you.

That’s because customers who are merely satisfied aren’t loyal. If your competitor decides to drop his prices, many of your “satisfied” customers will leave you. They’re content – that is, until something better comes along.

Happy customers, on the other hand, are loyal.

They’re your raving fans. You get them and they get you. They’re “evangelists” for you cause. They’ll help you spread the word about how great you are because they have a stake in your product and your business, and they know that you care about them as well.

Case in point: take a look at what the guys from 37Signals are doing on their website. Not only do they aim to make their customers happy, they publish their happiness ratings online for all the world to see.

That keeps them honest.

And that’s a good thing because it’s easy to talk a good game about wowing customers but not easy to get it done.

But keeping customers happy is a must now, not a nice-to-have. In a market saturated with capable competitors, the last thing you want your company to be is just “OK” in the eyes of customers.

You want them to see you as great! Awesome! Remarkable! Worth raving about!

I know it’s not easy, but what are you doing to move in that direction?

And by the way customer service applies, not just to external customers but to internal customers as well- your teammates, co-workers and direct reports! Remember to WOW them too!

The King's Speech

noreply@blogger.com (Danilo Vargas) — Tue, 01 Mar 2011 12:21:00 +0000

In case you haven't seen King's Speech, I recommend you run to the nearest theater and go check it out.

Not merely because it just won an Oscar for Best Picture, or because Colin Firth's performance as King George VI is sublime, but rather because there's a HUGE message about courage, conviction and overcoming the fears that hold you back.

The King's Speech is the story of Prince Albert Duke of York's ascent to the throne in 1936, on the eve of the horrible 2nd World War.

People were worried.

Prince Albert was brave, dutiful and brimming with patriotic conviction. He was perfectly fit to be king, save for one GINORMOUS flaw: he was a horrible stammerer and just about the worst public speaker anyone ever saw.

Prince Albert simply dreaded speaking in public. In the movie, you can see the life drain from his very soul at the mere sight of a microphone.

And part of the movie's raw power is that we can all relate in varying degrees to the Prince's fear. People say they fear public speaking more than death itself!

But there's a problem with that. If you want to make a greater contribution; if you want to make a greater impact and make more of a "dent in the universe" you're going to have to face this, or any other fear, and master it.

I've learned this lesson firsthand.

When I was a kid I had a pretty bad speech impediment. I spoke too fast. I blurred my words. I stuttered mildly. They sent me to speech therapy sessions a couple of times a week.

But that wasn't all. I used to have a horrible fear of public speaking. And it wasn't those cute little butterflies in your stomach. It was primal, run-for-your-life, Freddy Krueger type fear. The kind where your hands shake uncontrollably and your mouth turns into the Saharan desert.

The funny thing is that people often comment on how comfortable I am as a public speaker. Little do they know that what they perceive as innate talent or skill is actually the result of countless hours of facing my demons, pushing myself, practicing, studying, embarassing myself, and daring to try again.

Like The King's Speech shows, it's okay to be afraid. But it's not okay to let that fear limit what you can become.

Just look at at what great people like Richard Branson or Temple Grandin have been able to accomplish despite very serious limitations. They've had the courage to push themselves to do more, and in doing so have changed the world.

You can do it too.

But when in doubt, you'd do well to recall the words of another great contemporary of George VI: "The only thing we have to fear is fear itself."

3 Essential Ways to Boost Your Productivity

noreply@blogger.com (Danilo Vargas) — Thu, 24 Feb 2011 04:42:00 +0000

People with Evil Plans keep busy. Probably too busy. But keeping busy doesn't equate to being effective or productive.

The key to your success is finding ways to maximize your productivity while minimizing unnecessary stress.

It's possible, and it's downright necessary if you're looking to make a dent in the universe.

So to be more productive, there are 3 essential things you must do.

1. Disconnect
Einstein once said that "We can't solve problems by using the same kind of thinking we used when we created them." It's so true. It's so easy to get sucked in and get caught up in our momentum. The days rush by as we're propelled forward, but in what direction? Are you on track or have you veered off the right path?

You have to disconnect frequently to reassess and plan a more sensible approach. Disconnect a couple of times a day for a few minutes and reassess your effectiveness. Are you just putting out fires or are you working on things that will yield results today AND in the future?

You can also disconnect frequently to take a high level look at your work. Do this on a weekly, monthly or yearly basis. Do it as much (or as little) as you need to feel comfortable that you're on the right track. And remember that rest and leisure are your friends. They'll help you renew and refocus your energy.

2. Singletask
Multitasking is the enemy. It only creates the illusion of speed and actually wears you down. You spin your wheels frantically and don't get very far. It brings unnecessary stress and saps your creative powers. So instead of diluting your energy, focus it! Work on one thing at a time. Focus. Ignore the phone. Turn off email. Don't instant message. Get it done, then move on to the next truly productive task.

3. Batch
Bundle similar tasks together and get them done in one shot. If you have multiple errands to run, batch them together and schedule a single block of time to check them all off your list. At work, don't check email sporadically throughout the day or as they come in. That kills productivity. Instead, block off specific times to deal with email and then shut it off. This'll free up blocks of uninterrupted time to work on your projects.

One last word. All this may sound simple, but it's not particularly easy to do. It takes discipline and determination. So ask yourself, how badly do you want it?

What Is It That Only You Can Do?

noreply@blogger.com (Danilo Vargas) — Tue, 22 Feb 2011 01:24:00 +0000

Washington gives up his military command.

The other day I was reading the Harvard Business Review and came across an interesting interview with John Mackey, Co-CEO of Whole Foods Market.

In the interview, Mackey stated the he often asks himself the question, "What Is It That Only I Can Do?

Great question.

Because of his unique expertise, vision, perspective, position and talents, he identifies what it is in the organization that only HE can do to make progress and gets busy doing it.

Interestingly, when George Washington attended the Second Continental Congress in May of 1775, this very idea was also at work.

Washington had the prestige, military experience, charisma and military bearing of a military leader and was regarded as a patriot.

Because of all these factors, leading the Continental Army was something only George Washington could do. And after his hard-fought victories on the battle field, only he could lead the nation as its first president.

Washington made history once again in 1783 when he ceded his commission as Commander-in-Chief of the Army to the Congress. It was something only Washington could do--relinquish military power so as to send a clear message: the United States was to be led by civilians and not military dictators.

Washington did what only he could do. How about you?

Given your unique gifts, talents, background, and experience, I can assure you that there's something that needs doing that only YOU can do.

Will you identify what that is and take it upon yourself to do it? You might just make a little history.

Happy President's Day!

Breaking Promises

noreply@blogger.com (Danilo Vargas) — Wed, 16 Feb 2011 03:43:00 +0000

Nothing erodes your credibility as a leader like making promises and not keeping them. And the bigger and bolder the promise, the worst the let down for your people.

Sometimes the promises we break aren't even overtly spoken or written-- they're implied. Call it the "unsaid but communicated" or the video that doesn't match the audio.

In sales, breaking promises is a cardinal sin. Your word is your bond and if your customers can't trust that you'll deliver what you promised they'll flee.

Building trust requires commitment, dedication and lot's of time. To fritter it away takes a single broken promise.

If you ever have to break a promise, no matter how small, be prepared to apologize profusely and start fixing what you broke.

Mondays are Made for Love: Happy Valentine's Day!

noreply@blogger.com (Danilo Vargas) — Mon, 14 Feb 2011 12:43:00 +0000

Happy Monday! And Happy Valentine's Day too!

And how appropriate - in my mind, love and Mondays always go together.

That’s because we all know it's easy for everyone to say "TGIF" or "Happy Friday".

But it's not as easy to say "Happy Monday" and mean it.

When you utter the words Happy Monday, what you're really saying is:

1. My work isn't drudgery, it's exciting!

2. My work is important and it matters to me, and to others.

3. I have an opportunity today (and all week long) to make someone's day.

4. I have a chance this week to design or launch something special, and

5. I LOVE my work and can't wait to get to it!

Sound idealistic or overly romantic? It's not.

The world rewards companies and people who inject genuine LOVE and passion

into what they do. "Me-too" products, and services, and resumes pale by

comparison and the market responds accordingly. People will pay the bare

minimum for mediocrity, but they'll pay a king's ransom for things powered

by L-O-V-E.

And because it's so rare, you can spot love in business from a mile away.

It's the big, bright smile and friendly service you get from the flight

attendant. Or the enthusiasm and energy of an inspired presenter at

a seminar. Or the fantastic service and incredibly fresh food you get at your

local farmers market.

And your customers know if you love your work, or not. And they flock to

businesses where they sense that love. That's why if you pour your heart into

whatever you do, you are way may more likely to win than if you don't.

But there's a catch. In order to get to the point where you love what you do,

you have to be willing to take some risks.

You have to go out on a limb and risk failure. You have to be willing to lead,

to do things differently, and to realize that there are no guarantees. Love

isn't all rosy. It can be a thorny business.

Maybe people will think you're idea isn't so great. Or maybe your product will

fall flat, despite your hard work and dedication. Hey, it happens, and then we

have to get over it.

Steve Jobs got over it. After being ousted from Apple and then floundering with

NeXT, he bounced back in spectacular fashion. He kept at it and followed his heart.

No surprise there. Courage, strength, and resilience are important components

of love. Did you know that the very word Valentine comes from the Latin

valentia which connotes courage, strength and ability?

So loving what you do isn't a frivolity or a nice-to-have. It's a prerequisite

for your success. We ignore this maxim at our own peril.

Ask yourself, do I love what I do? It's worth thinking about for a few seconds.

Now I'll leave you with something very profound that Steve Jobs said about all this

in a 2005 commencement speech at Stanford:

For the past 33 years, I have looked in the mirror every morning and asked

myself, "If today were the last day of my life, would I want to do what I am

about to do today?" And whenever the answer has been "no" for too many

days in a row, I know I need to change something.

Remembering that you are going to die is the best way I know to avoid the

trap of thinking you have something to lose. You are already naked.

There is no reason not to follow your heart.

Happy Valentine’s Day and have a fantastic week!

8 Songs That Will Energize and Inspire You

noreply@blogger.com (Danilo Vargas) — Fri, 31 Dec 2010 20:19:00 +0000

Photo by Gary Simmons

Today is party day on planet earth.

On New Year's Eve we say goodbye to 2010 and celebrate the arrival of hope, opportunity and a brand new year. And central to this global celebration is... music!

But I'm not thinking about the kind of music that's "got a good beat that you can dance to." I'm thinking more about popular songs that have something profound to say in addition to a great beat.

I'm thinking of music that can form the soundtrack of your life in 2011 as you seek to be happy, healthy and prosperous.

Here are 8 of my favorite popular songs that will energize and inspire
you.

(1) You Gotta Be - Des'ree
In this smooth and soulful tune, Des'ree implores you to push yourself and avoid complacency. "Challenge what the future holds" and "stand up and be counted". Do you need to step up your game in 2011? This song will inspire you.

(2) Unwritten - Natasha Bedingfield
I love this song, not only because of it's clever, hip-hoppity beat, and shiny acoustic guitar (not to mention the rousing chorus near the end) but because of it's moving message about enjoying the present as you work to create the future of your dreams. "Today is where your book begins, the rest is still unwritten." "Unwritten" reminds us that your future is yours to write if you'll only release your inhibitions. Brilliant song, and you can cut a rug to it too!

(3) Make it Happen - Mariah Carey
Although this song is a bit melodramatic, I still love it for it's message of faith - faith in yourself and a higher power. It's like a groovy, danceable version of Amazing Grace which reminds us that we will, at times, be severely tested. But..."If you believe in yourself and know what you really want you're going to make it happen." Prayer. Faith. What else is there to say?

(4) Vogue - Madonna
This song seems like just a fun, danceable track and nothing more. But listen carefully and you'll hear an empowering message about pushing boundaries, having fun, and doing it with style. Like Gene Kelly and Fred Astaire, don't forget to imbue everything you do in 2011 with grace and style.

(5) I Hope You Dance - Lee Ann Womack
I adore this song. The lyrics are so beautifully poetic and poignant that I get goose-bumps each and every time I listen to it. I love the message, Lee Ann's loving rendition, the soft, country-music arrangement... everything. This is the theme song for LIFE, yours and mine. But will we always remember to dance?

(6) Man in the Mirror - Michael Jackson
Leo Tolstoy, Gandhi and Michael Jackson agree. Everyone's out to change the world, but few ever think of changing themselves. If you want to make the world a better place, start with the man or woman you see in the mirror. Be the change you seek to see.

(7) Shining Star - Earth, Wind and Fire
There's more to this rock and funk classic than some wickedly funky bass lines and electric guitar. The song reminds us of what Carl Sagan was fond of saying: "You're made of star stuff!" Indeed, every atom in your body was created in the furnace deep inside of a star. Amazing. Call it a miracle or call it an act of God, but you're a star, metaphorically and literally speaking. Although you may sometimes forget, you're always capable of shining very bright.

(8) A Whole New World - Peabo Bryson and Regina Belle
This gorgeously arranged and performed tune reminds us of the importance of love and how love can open your eyes to a whole new world of possibilities, if you let it. And it doesn't have to be romantic love. It can be love of self or of your fellow man. Or love of your craft. Let love open your eyes wide so you can get a better look at this wondrous world we live in.

So there you have my 8 songs, but I'm looking for more. Do you have suggestions?

Have wonderful and blessed New Year!

Understanding Your Time Perspective

noreply@blogger.com (Danilo Vargas) — Tue, 14 Dec 2010 02:25:00 +0000

Time is something we talk about a lot. We talk about spending time, losing time and not having enough time.

I think Professor Phillip Zimbardo, has a very interesting take on time. And I believe he has important things to teach us about how we perceive time, and how those perceptions can help us become happier and more effective.

In Zimbardo's 2008 book, The Time Paradox (co-authored with John Boyd), he argues that most people have a “bias” for one of 6 time perspectives:

Past Positive - focused on the pleasant memories and positive experiences of the past;
Past Negative - focused on past traumas or painful memories;
Present Hedonistic - focused on seeking pleasurable experiences in the moment;
Present Fatalistic – focused on lack of control in the present and a "it doesn't matter" view of present actions
Future - focused on discipline and hard work today in order to achieve rewards in the future;
Future Transcendental – heavily focused on a belief in the afterlife;

The trick, according to Zimbardo is to limit an unhealthy bias towards any one of these time perspectives and to be able to fluidly move from one perspective to another, as the situation requires.

In other words, there’s a three-pronged “optimal time perspective” which will help you stay balanced, successful and happy:

Past Positive - High
People who view their past as happy tend to exhibit less anxiety, are less aggressive, have more energy and are perceived as friendlier than those who view their past negatively. Interestingly, research suggests that even people who experienced hardships in the past can become past-positive if they can frame their negative experiences in a positive light.
Present Hedonism - Moderate
Actively seeking pleasurable experiences and doing things that give you enjoyment can help you stay balanced and energetic, but focusing too much on such activities can lead us to "avoid things that require high effort and maintenance, or are that are regularized or boring." Moderation is key.
Future – Moderately High
Being focused on the future is all about delaying gratification today for a greater reward in the future. Future-based people are good at "planning, scheduling one's time wisely, and anticipating detours and traps that might appear on the path to success". Futures are great problem solvers, know how to persevere and generally make more money than those in the other time perspectives. But again, moderation is the key. Being too focused on the future can lead us to "trade off social pleasures, like spending time with family and friends." Many futures also have a tendency to disregard their own health and spiritual well-being.

Now, here are three things you can do to enjoy the present while engaging in activities that provide future benefit in your life.

Try to focus more on the good things that happened in your past and practice giving thanks for everything positive that’s come your way.
Take some time each day to slow down, relax, have fun and “smell the roses”. Think of actions you can take in the present that will not only help you feel good now, but that will also help you achieve future goals (e.g. taking a brisk walk with two of your best friends).
Set S.M.A.R.T goals for yourself then make a plan and work a little each day to execute that plan. A mere 1% improvement per day (or per week), can add up to impressive progress at the end of just one year!

Time is a non-renewable resource. Learning to use it wisely pays huge dividends.

Happy Monday: The First Penguin

noreply@blogger.com (Danilo Vargas) — Mon, 29 Nov 2010 15:00:00 +0000

I’ll never forget the late Professor Randy Pausch talk about his “First Penguin Award”, which he gave to students in his virtual reality class for daring to do something bold and risky with their group projects.

Penguins, we all know, are cute and lovable critters, but they're also quite the tasty treat for the leopard seals who hide stealthily beneath the surface of Antarctica's frigid waters. The seals lurk, happily waiting for their meal to take the plunge.

The first penguin risks life and limb to keep his rookery safe. And while his valiant exploits may not always end happily, the first penguin's work and sacrifice helps ensure the survival of his kind.

Fortunately for us, we don't operate in this frozen and inhospitable world, but in the world of business, it sure can seem like it.

The seals are there, lurking in the form of economic upheaval, fast-paced technological disrruption, and growing competitive and commoditization pressures.

Professor Pausch understood the importance of encouraging the brave and the bold. Although their pioneering efforts sometimes fell flat, it was okay. They were trying to push the bar higher for everyone’s sake.

They weren't just playing it safe, they were trying to do something new and different. They were hypothesizing and experimenting. They were testing possibilities. They were contributing.

That's leadership.

Learning to make mistakes, and learning to learn from those mistakes.

You should strive to be that first penguin and you should encourage and reward the other first penguins around you.

Ask yourself, what risks am I taking in my career and in my business? What new initiatives, products or services am I launching and testing (and re-launching if necessary)? How am I pushing to add value to all stakeholders. Am I leading my industry, my customers, my vendors, my co-workers, or are am I just playing it safe?

What’s stopping you from making something truly meaningful happen?

Fear?

Ok, but remember that playing it safe may be the most dangerous and fiercest seal of all.

Have a great week!

The Most Important Question Biz Owners Can Ask

noreply@blogger.com (Danilo Vargas) — Fri, 26 Nov 2010 18:03:00 +0000

Whenever I have a chance to talk to small business owners, I challenge them to answer a simple but penetrating question: "What do you REALLY sell?"

Starbucks, for example,  doesn't really sell coffee, they sell how people feel when they lounge in their stores. Harley Davidson certainly doesn't sell motorcycles, they sell how you feel when you parade around town on one of their bikes. And Fedex doesn't sell shipping services, they sell the peace of mind of knowing your valuable package is safely on its way (and guaranteed to reach it's destination on time).

How do your products or services make your customers feel?

To further illustrate my point, I love what Apple just did with their announcement of the Beattles long-awaited arrival on iTunes.

Apple's home page a few days ago didn't have nary a picture of one of its products and instead featured a gorgeous, black and white photo of the young Beatles which can't help but trigger feelings of nostalgia and memories of youth, or innocence, or wide-eyed idealism.

And Apple's promotional videos feature some of The Beatles most memorable songs. The visuals show The Beatles collaborating and smiling - ostensibly focused on a labor of love. These ads are positively drenched with feeling and emotion, which apple leverages to connect to its brand.

It’s dynamite!

Apple clearly understands what it REALLY sells and it's not computers or smart phones. It's much more than that, and we all sense what that is.

So my challenge to you is to think about what YOU really sell.

Maybe you're not a business owner, or are technically NOT in a sales organization, but if you have co-workers, or speak to customers, (or have kids) you're in sales just the same. The question applies to you as well. We're all in sales, aren't we?

So think about the services you render for others and distill it right down to how your services make others feel. Think about the  emotional impact of your work because that's REALLY what you're selling and, hopefully, you're helping them feel like a million bucks!

If you passionately pour yourself into your work and you consistently connect with their hearts, you'll have customers who'll gladly pay a premium, and will follow you loyally for a very long time.

Guess What? Love is STILL the Killer App!

noreply@blogger.com (Danilo Vargas) — Sun, 13 Jun 2010 23:45:00 +0000

Reading Tim Sander's brisk and entertaining Love is the Killer App I was transported back in time to Ms. Feather's 1990 senior-year English-lit class and her seemingly endless rants about the importance of expressing love, being compassionate, and all things Leo Buscaglia.

She was trying to teach us a tremendously valuable lesson, but to a group of hormone-powered, cocky over-achievers it seemed superfluous, if not completely irrelevant.

Of course, Ms. Feather, Leo Buscaglia and Tim Sanders got it right.

As awkward as it may still sound, and as incongruent as it may seem to everything we've been taught, the future success of your business may depend in large measure to your ability to inject more love into the enterprise.

But Sanders 2002 best-seller isn't concerned so much with the enterprise as much as with providing you with a simple, yet carefully conceived 3-step process for turning yourself into an uber-successful, fully-fledged lovecat.

As Sander's notes, "the most important new trend in business is the downfall of the barracudas, sharks, and piranhas, and the ascendancy of nice, smart people."

Truer words have seldom been spoken, then or now.

We live in an ultra-competitive world where everyone has a dizzying and almost paralyzing number of options. Whom I choose to partner with will have a lot to do with who does a better job of connecting with me on a real and human level. The hard sell and high-pressure tactics are over. Sharks in business are quickly becoming extinct and the era of Sander's lovecat is well upon us. It's no longer about selling something, it's about empowering people to be their best and to realize their full potential.

Being a good lovecat, Sanders points out, is not just an altruistic endeavour, it actually helps enhance your personal brand by allowing you to differentiate yourself. You'll add massive value and people will notice your generosity and your willingness to give so much without regard for rewards.

Here's the three step process in a nutshell:

Step One: Acquire Knowledge (lots of knowledge).
It's time to start reading like there's no tomorrow. Forget borrowing books from the library, you should buy them, read them, study them, highlight passages, write notes in the margins and then share your newly acquired knowledge with all your bizmates. The point is to constantly grow your level of knowledge and understanding, no to show how brainy you are, but to empower and enlighten those around you. Sharing your knowledge with your peers, business partners and customers can help facilitate their success (and yours).

This makes all the sense in the world. The business landscape is changing so fast and so furiously that no CEO, no matter how gifted and adroit, can grasp it all. Thus, the person that stays informed and can help synthesize all this data into a coherent map (see Seth Godin's, Linchpin) will be deeply valued and regarded as indispensable.

Step Two: Connect People.
Sander's second prescription is to master the art of connecting people. "A good lovecat", he says, "is always thinking of ways to bring people together." In order to do that, however, you must work hard to build a network of people to whom you add value, and the bigger the network, the better:

Remember Metcalf's Law: the value of a network grows in proportion to the square of the number of users, which means that once a network achieves a certain size, it becomes almost irresistibly attractive.

In a sign of the times (which highlights the importance of step one) it's interesting to note that it's much easier today than in 2002 to build and keep track of a powerful network of people. Sander's mentions using ACT to store his contacts and boasts that "between my Palm Pilot and my cell phone, I can connect anyone I meet with anyone else in my network almost instantaneously." Well, with the advent of smart phones and sites like LinkedIn, Facebook, and Twitter, not to mention web-based contact management software, it's never been easier to build and manage your network of fellow lovecats.

That's a good thing because Sanders reminds us that "Someday this will be true for all of us: Our network will equal our net worth."

Step 3: Don't be afraid to show compassion.
The last part of the book tackles the issue of biz love head on. Yes, biz love-- all that gooey, touchy-feely stuff that most people avoid like the plague. But in a world where a single careless remark can get you sued for harassment, does this love stuff have any place at work? Yes. Sanders acknowledges the danger and advises caution while imploring his readers not to hold back their enthusiastic displays of genuine emotion. In a passage that would make Leo Buscaglia proud, he writes:

...this display of genuine emotion, I realized, was having a beneficial effect on my bizlife...Business was becoming a new experience, one in which my heart was involved as much as my head...I became more emotionally open. I hugged people. I was a two-fisted handshaker. I made eye contact. I smiled. I opened my mouth and instead of just recommending a book or a biz contact, I expressed my feelings for the people I met in my day's journey. Here are some of the statements I dared to say:

'I am totally committed to your personal growth.'

'Thanks for being such an incredible person.'

'I only want you to be happy and that's what is going to drive this deal.'

'I love you man. You are a rock star.'

There's no doubt that Tim Sander's book is a wonderful gift for anyone in business who wants to be more fulfilled in their work life. And because we spend so much of our time at work, this book is nothing short of a recipe for happiness. Seek knowledge obsessively. Connect people incessantly. Share your love enthusiastically.

A simple but profound message.

Thanks Mary Ellen!

Delivering Awesomeness: Why You Need to Read Tony Hsieh's New Book

noreply@blogger.com (Danilo Vargas) — Tue, 08 Jun 2010 03:54:00 +0000

A lot of people have picked up Tony Hsieh's new book, Delivering Happiness: A Path to Profits, Passion and Profit looking for the behind the scenes dirt on Hsieh's sale of Zappos to Amazon. To these people Zappos and its celebrated culture of customer service is not much more than a fairy tale about a company which they proclaim wasn’t the amazing shiny business bundle of joy it was made out to be.

I disregard much of this criticism.

Simply consider the facts. Did Zappos sales not grow from zero to a billion in ten years? Did Amazon, the greatest E-tailer in the world, not pay a billion dollars for Zappos several months ago? Did Tony Hsieh not write about the Zappos story in a public work that can be easily examined and disputed by the very people portrayed therein. And have all my friends, who are customers of Zappos and enthusiastically vouch for the customer service anecdotes in the book, somehow joined Hsieh in his conspiracy to portray Zappos as something more than it actually is?

Quite the contrary.

In the final analysis, I think that Tony Hsieh has produced a book of remarkable candor and courage that's a must-read for anyone who works with customers, or who cares about building a truly great service organization. There's much we can all learn from it and I certainly was left feeling emboldened and inspired to do much more in the area of delighting customers.

That being said, I found the book a little slow and amateurish at the beginning, as Tony recounts his earliest experiences in commerce (including a stint with a worm farm and experimentation with mail order). The first 20 pages are actually a little hard to take but the book gains strength with each subsequent chapter.

That's not to say, however, that there aren't a few amateurish lapses along the way.

At one point Tony goes into an inexplicable (and completely irrelevant) one page rant about his "Red Bull Relationship", as well as musings about raves and a reference to Taco Bell's double decker taco value meal! As a result, I think that bizfolk outside of Hsieh's age cohort may have trouble relating to the general message of Delivering Happiness.

No matter.

I get the sense that this book is a manifesto for the twenty and thirty-somethings out there looking to help their organizations break old paradigms and usher into the real future of business in the 21st century.

This book is decidedly NOT for 50 year old CEOs!

Older business people will just find Hsieh's story bewildering: how he lazily got through 4 years at Harvard; how he quit his first, well-paying job at Oracle after just a few months; how he stumbled upon a great idea for a dot com era startup and became rich practically overnight, and much more. It's all a bit surreal.

And the book stays in a meandering sort of mode until Hsieh gets to the part about Zappos.

In fact, the last 150 pages of the book are complete dynamite, bursting at the seams with great business and personal advice about how to be successful in life and in business.

Throughout those pages, Hsieh doesn't tell all but he shares an awful lot. Internal emails, anecdotes from managers and stories from the rank and file all add to the value of Zappos as a case study.

Zappos seems to bring Hsieh back to Earth after the heady growth of his first successful start-up. Building Zappos, we learn soon enough, was a constant struggle with insolvency in the early years as the culture of quirky service took root and evolved into something akin to legend.

I mean, who else paid new trainees $2,000 to quit their jobs? Who else has a 4 year employee recruitment and training program and a 7 year career track for new employees? Who has built a corporate culture as distinct and passionate about service as Zappos?

It's all pretty brilliant, and the most remarkable aspect is that it was the contribution of an e-tailer of shoes!

I read Delivering Happiness eagerly and was rewarded with a sense of what is truly possible for those willing to take risks and stand for something more than just making profits.

Profits are nice, but Tony Hsieh is teaching us that happiness is the ultimate currency.

I've shared my advance copies with my colleagues and plan to re-read the book along with my book club mates at work. I think they'll enjoy and benefit from the book as much as I did. I highly recommend it and hope it inspires you as well.

Missing in Action

noreply@blogger.com (Danilo Vargas) — Sat, 15 May 2010 16:25:00 +0000

The last month has been a whirlwind of activity for me. I just got back from Cancun where I attended the ScanSource Latin America Partner Conference which was a fantastic event.

A few words about the conference...

There's nothing that compares to getting to know your customers in a relaxed and more personal atmosphere. That's because at the end of the day, businesses don't sell to other businesses, instead, people do business with other people.

I think this is a key tenet of business success that sometimes gets lost in the complex, fast-paced world of business. It's all about helping the other chap get what he wants. Lest we forget, the only way to achieve success in business is to focus on helping others succeed. Your reward will be in proportion to the market value you deliver. So simple.

Anyway, Cancun was fantastic (here are a few pictures). Now I'm ready to get back to work in a serious way. I've neglected my blogging and twittering long enough. Time to get busy.

I hope you'll stay tuned.

On Coaching and Business

noreply@blogger.com (Danilo Vargas) — Sat, 24 Apr 2010 16:51:00 +0000

Famous coaches of Hollywood lore.

Last week I had the distinct privilege (and pleasure) of participating in Professor Ruby Ortiz' Business Coaching class at Florida International University here in Miami.

It was 3 full days of immersion in all things coaching and I'd be hugely remiss if I didn't share some of the great insights gleaned from that experience.

In order to do justice to the material, though, I've decided to break it down into the main components and blog about each.

So in the next few days, I'll be blogging about coaching and I hope you'll stay tuned.

This is a hot topic for executives and managers everywhere because at the end of the day they're the ones charged with leading people and reaching the specific objectives set forth by their organizations.

In this world of hyper-competitive markets, companies who get the most from their people will triumph. Companies stuck in the paradigms of the 20th century's industrial mindset will be left behind.

No doubt.

The ground we stand on is shifting dramatically in a tectonic movement that hasn't yet settled. We're still in the gap and standing on the bridge between the old ways of doing things and a radical new opportunity for full-fledged, authentic leadership.

Coaching is part of the new formula for success. That's because a coach is a creator of champions. She pushes. She pulls. She inspires. She communicates.

A coach helps his team execute a shared vision. He takes his team on a journey to victory.

How to Start a Movement

noreply@blogger.com (Danilo Vargas) — Tue, 13 Apr 2010 02:20:00 +0000

I came across the video of Derek Sivers' Ted Talk and just had to share it. It's a fun but poignant illustration of just how difficult (and easy) it is to inspire change.

The video raises some pretty provocative questions for leaders EVERYWHERE.

Here are just 4 of them:

Are you authentic enough, and comfortable enough with yourself, to truly lead and be that "lone nut" that gets it all started?
Do you have the humility to embrace others as your equal, especially your early followers and contributors?
When you see someone go out on a limb in order to accomplish something worthwhile, do you have the courage and conviction to lend a hand. Will you follow, even if it means being ridiculed or sacrificing your own interests?
Are you quick at spotting growing opportunities and getting involved while you can still make a difference?

If you really think about it, this isn't a funny video about some shirtless guy dancing on a grassy hill and the throngs of people that descend upon him. It's an invitation to look in the mirror.

In your industry, in your company, or in your personal life. What role are you playing?

Get out there and start dancing!

Aversion to Change and an Appetite for Self Destruction

noreply@blogger.com (Danilo Vargas) — Sun, 11 Apr 2010 15:58:00 +0000

I was on David Bustle's blog reading his post The Death of a Professional and that got me thinking about the massive cost of ignoring change in your industry, and in your life.

I think I've been lucky. I learned about the importance of embracing change when I was just 7 years old!

For as long as I live, I'll never forget the day my family was forced to leave our homeland of Nicaragua, back in the late spring of 1979.

That was the day that the Sandinista leftist-guerillas were on their way to capture Nicaragua's capital, Managua. My parents had largely ignored the civil war that had been raging in the countryside for years. My dad, a decorated army officer, never thought the rebels would be successful in overthrowing the government, until it finally happened.

No one believed it was possible until, of course, the levies broke.

I was awakened at 3:00 AM that spring morning and rushed out of bed. We left for the airport in haste under the dark cold of night. By late afternoon we found ourselves in a strange land (Guatemala), far from home and nearly broke. We left behind family, our home and all the possessions which formed the trappings of a comfortable upper middle class existence. And we didn't know if we would ever return or what would become of us in the difficult days, months and years that surely lay ahead.

That's my family's story, but failure to embrace change is not a phenomenon confined to geo politics. You see this all the time in business, in industry after industry.

For example, I heard Steve Knopper on Book TV talk about his new book, An Appetite for Self Destruction. He was eloquently discussing how the recording industry was not merely a “victim” of piracy, and the unreasonable desire of consumers to acquire music cheaper, or even FREE, via Napster and other peer-to-peer sites.

In fact, the record industry had ample warning from knowledgeable employees and other business leaders and industry insiders. The alarms were definitely sounding but they chose not to listen until it was too late. They didn’t embrace change or emerging technologies. It took an outsider in a totally different industry (Steve Jobs) to help them sort of get their act together.

Why does this happen?

I think it’s because people get too comfortable with their current arrangements. They can’t stand the thought of their bubble being burst. They stay there in their comfort zones until it can no longer be helped. That’s when fear of change morphs into the fear of NOT changing. But fear, it seems, is always the fulcrum that leverages change.

That's unfortunate.

I see it happening now with Social Media. Lots more people are getting serious about it but the vast majority of business owners I interact with still don't see how it's relevant to their business. They see it as complete waste of time. They don't quite grasp that buy not addressing (if not embracing) these new tools what they're actually doing is giving the competition a chance to score points at their expense. They're leaving the door wide open for someone else in their market space to take the lead, and eat their lunch.

And it's tougher the older we get. That's why I said that I was fortunate to have learned this incredibly valuable lesson at such an early age. I learned that if I could survive as a refugee I could survive anything. If I had to pack up my bags right now and move to China, I know I wouldn't spend a second lamenting my predicament. I'd embrace my new reality and get to work.

Luckily, most of us are spared the realities of these extreme scenarios. Still, change is all around us.

Are you paying attention? Are you embracing change? Or are you lamenting your shrinking market share, your dwindling profit margins, the proliferation of competitors, the bad economy, whatever. We live in a world of abundance, so why are you focused on scarcity?

My advice to you is simple and cliched, but nonetheless true: grab the bull by the horns before it's too late!

Why I love Small Businesses

noreply@blogger.com (Danilo Vargas) — Sun, 11 Apr 2010 00:26:00 +0000

Courtesy of smil on Flickr

What small or micro-businesses lack in size they make up in heart. They're a BIG deal to me.

When I see a kids fashion boutique, or a cute little cafe, or a family owned bakery, I don't merely see a retail space, I see the physical manifestation of somebody's dreams, hopes and aspirations. I see love at work.

That's because it takes a lot of courage and tender loving care to start and run a small business successfully, and to nurture it through its phases of growth.

And often, that love pays off big for all of us.

Many small businesses don't stay small for long. As they grow, they likewise help drive growth in our economy. They create jobs and opportunities for millions of people. And they sometimes introduce innovations and technologies that are dramatically transformative.

Witness the huge impact of once tiny companies like Microsoft, Apple, Google, Nike and Facebook. We're talking about companies that were hatched in garages and dorm rooms!

But what I love most about small businesses, firms with about 75 employees or less, is that they're still imbued with the DNA of the founder. The original passion, and drive, and love that it took to grow is still on display. The organizational culture is still malleable and great employees have a significant say in plotting the course and steering the ship.

That's why I feel lucky to be able to work with many of these great companies throughout Miami and Latin America. Helping them grow is the best part of my job!

My Two Favorite Investment Books

noreply@blogger.com (Danilo Vargas) — Thu, 08 Apr 2010 23:55:00 +0000

Today a colleague asked me to recommend a book on Wall Street investing. He's looking for a friendly guide for beginners that demystifies investment concepts and decodes the annoying jargon.

My favorite is an oldie but a goodie. I recommended Peter Lynch's Beating the Street. I wrote a brief review of this book two years ago on Amazon. You can read the review here.

Lynch lays out a solid strategy for beginners that focuses on the long-term. It's simple and sensible advice that anyone can follow. The chapters on how to pick great stocks and read balance sheets are definitely worth the price of admission.

But once you become a little more savvy and want to go deeper, NOTHING beats The Intelligent Investor by Benjamin Graham.

This is the bible of investing as far as I'm concerned. It's also the ONE book that Warren Buffet would tell you to go out and buy if you asked him yourself. In fact, this is the book that helped catapult Buffet to investment greatness.

The Intelligent Investor was first published in 1949 but it remains 100% relevant in todays market. Buy it and apply it, and Mr. Market will never fool you again.

So what about you? Which book would you recommend to a new investor?

Marathons and Pushing Beyond Your Comfort Zone

noreply@blogger.com (Danilo Vargas) — Thu, 08 Apr 2010 03:30:00 +0000

I was supposed to run the Marine Corps Marathon last October but a bout with tendonitis kept me from achieving my goal. Today I registered again and I'm back in training! I'm very excited!

Of course, lots of people think that running marathons is pretty darn nutty. They can't even begin to understand why anybody would want to put their bodies through the considerable stress and pain that accompanies covering the 26.2 mile distance.

Well, I like that it's hard.

Running marathons requires focus, commitment, planning, and discipline-- precisely the ingredients that contribute to success in any endeavor.

And I tend to think of marathons as a metaphor for the challenges we all face in our lives. It takes guts to reach for ambitious goals but running a marathon teaches you that hard work and commitment are always rewarded. The unsavory alternative is to stay in our comfort zones and never test the limits of what's possible, or what we're capable of.

Marathons remind me that big, audacious goals aren't achieved overnight. They require preparation and a commitment to working hard every day.

But it's not all serious. It's also fun to be active. You may struggle at first but with every passing day your fitness level increases and running becomes more enjoyable.

That's the way it is with most things, isn't it? They're hard at first but easier (and more fun) as time goes by.

And maybe running isn't your cup of tea, but I'm sure there's something out there that you want to do but you're not doing it because it lies outside your comfort zone. Commit to it. Practice a little every day. Make a plan and work it.

You'll be amazed at what you're able to do.

See you at the finish line!

Fees, Fees and More Fees?

noreply@blogger.com (Danilo Vargas) — Wed, 07 Apr 2010 05:03:00 +0000

In a precedent-setting move, Spirit Airlines has announced that they will soon start charging their customers up to $45 for carry-on luggage. Wow!

As fares come down, airlines seem to be compensating by turning bag fees into a veritable industry worth an estimated $2 billion a year, according to the Department of Transportation.

How wise is this move? Not very...

The logic is convoluted. The same airline that has $9 dollar fares is also more than happy to nickel and dime it's customers to make up for the lost revenue? Cheap fares but high fees for everything else means you're not competing on price nor value-add. This makes flying a boring point A to point B proposition, and about as exciting as getting on a crowded city bus.

I like Southwest's strategy much better.

They compete on price, yes, but they have radically changed their operational structure in order to win at that game. Case in point, Southwest doesn't fly everywhere. Instead, they focus on a limited but profitable number of popular airports and destinations.

In addition, Southwest has a fleet of 500 jets and all of them are Boeing 737s. This means that parts and personnel are interchangeable, which leads to high efficiency and much lower operational, maintenance and training costs.

And because the airline was designed from the ground up to compete on price, they've managed to stay profitable, while keeping customers smiling. Bags fly free, customers get to pick their favorite seat, the peanuts and soda are on the house, and the planes arrive on time.

It's certainly not first class, I know, but it's a fun and economically beneficial experience.

The moral of the story...never try to compete on price unless you're ready to walk the talk and still turn a healthy profit.

What We Can All Learn from Drug Ads

noreply@blogger.com (Danilo Vargas) — Tue, 06 Apr 2010 02:54:00 +0000

Looks like the FDA may start cracking down on the drug ads you see on TV. You know the ones, the ads with the great visuals of people running around looking healthy, energetic and playful.

Actually, these visuals are SO captivating that most people overlook the audio track describing the nasty side effects that often accompany these drugs. This has the FDA worried.

Not a big surprise though.

Marketers know that captivating visuals are a really good way of getting their point across. This works because most people are quite adept at processing visual information, but are not very good at processing both visual and complicated auditory information at the same time.

By showing pictures of people enjoying the supposed benefits of taking these drugs, it's easy for people to miss the message about the significant risks. They simply don't hear it. And that's because the ads lead with the visuals, the audio is merely complimentary.

This is an interesting technique that you should put to good use, not to mislead, of course, but to communicate more effectively.

We should always remember that people aren't very skilled at processing complicated visuals AND audio at the same time. Instead, choose one and lead with that.

This means that your powerpoint slides should be simple and powerful so that people focus on what you're saying and not on deciphering the endless clutter of flow charts, graphs, tables or bullet points on your slides.

This is especially critical for sales presentations. Focus on benefits. Transmit a persuasive message. Use simple but powerful visual cues that sell the sizzle, NOT the steak.

How Digitization Has Leveled the Business Playing Field

noreply@blogger.com (Danilo Vargas) — Mon, 05 Apr 2010 03:29:00 +0000

Chris Anderson pointed to a great blog post by Andrew McAfee on HBR.org titled The Weird and Wonderful Economics of Digitization.

McAfee basically argues that software and computer hardware prices have historically behaved in a very bizarre way: instead of rising, like the vast majority of durable goods, they have actually fallen. And when I say fallen, I really mean plummeted.

He demonstrates this through two amazing graphs.

The first shows the price index for the aggregate categories of Industrial Equipment, Transportation Equipment, and Other Equipment since 1946. This graph is not at all surprising. This is what happens to most products over time - inflation does its work and prices rise. The first Model T, for example, cost around $850.

Software and computer hardware prices, however, have headed in the exact opposite direction but at a much faster clip. Instead of rising linearly, they have plummeted logarithmically!

McAffee attributes this bizarre economic phenomenon to dramatic technological innovation (Moore's Law), the ridiculously low cost of the raw materials, massive and efficient factory production, and the proliferation of competing hardware suppliers.

While I'm no economist, this certainly rings true for me. Consider that the IBM 5100 desktop computer of 1975 cost as much as $20K while the Apple II of 1977 cost just under $3,000 (as did the first IBM PC). Today you can purchase powerful laptops for just 300 bucks.

So what does all this mean?

It means that someone with an iPhone or a $300 laptop has more computing power in his hands than was even conceivable just 30 years ago. It means that powerful software tools are now at the disposal of the masses to do more than they've ever done before. It means that the business landscape is forever changed.

Higher productivity, lower barriers to entry, higher competitive pressures is something we all face every day, good or bad. We should always remember that consumers have more choices, employees have more options, and business leaders need to innovate and connect like never before.

We live in truly interesting times, don't we?