NOVEMBER 2012

Cooking

A SHOW-STOPPING HOLIDAY MEAL

Top Stories

Joan O. Wright
and

THAT WONT BREAK THE BANK

DOMESTIC VIOLENCE AWARENESS

WHAT IS YOUR PERSONAL SELLING

STRATEGY ON QUALIFYING PROSPECTS?

INTERNATIONAL SPEAKER, LEADERSHIP CONSULTANT AND AUTHOR

A TALE OF PERSEVERANCE

LIKE WATER ON A ROCK:

D
Mimi Zelman Publisher
Mimi

Dear Readers,
November is a month to be thankful for many things. The first is our right to vote. This years election is a crucial one. I have never been so concerned about an election since I have been voting as this one. Please carefully look at all the issues pertaining to women from both candidates. I agree with our Presidents policies for women, and I am extremely worried about his opponents lack of policy for women. There is never a perfect choice of candidates, but for women to keep going forward for equal pay and equal rights the choice should be obvious. Women in North Carolina are the majority of registered voters, so please make your vote count!! As we celebrate Thanksgiving this month as well I wish all my readers a good holiday! I am thankful to all of you for your support, for my advertisers and loyal readers, without you there would be no Women With Know How. Till next month,

Connect And Grow With Women In Our Community

Publisher/President Mimi L. Zelman mimi@womenwithknowhow.com Events Partner Wendy Whitehurst wendy@womenwithknowhow.com Creative Director Juliana Lievano www.JulianaCreativeDesigns.com Contributing Writers Terri Bennett Elyshia Brook Robyn Crigger Cover Photography by Cover Photoghraphy by Benny Dawkins of New Day Productions For more advertising information call Mimi at 704-491-1207 or email her at: mimi@womenwithknowhow.com Copyright 2012

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269 Investment Pitfalls for High Net-Worth 38Terris Top 7Secrets Green Cleaning 46Rock:Water Like on a A Tale
of Perseverance

10What is Your 24Show Upwith Know Women Personal Selling Strategy How Boldly!
on Qualifying Prospects?

16Domestic Violence Awareness 20Which is for More Important

Professionals:Community Involvement or Coaching/Training?

Investors to Avoid in 2012

On the cover Joan O. Wright

www.womanwithknowhow.com NOVEMBER 2012

Contents
3

professional spotlight

By Mimi Zelman

Lauren Richardson

How did you get started in this business?

something more positive, something that actually helped business owners and executive teams to grow their In 2009 I was three years into a combusinesses. I was already coaching mercial finance business that was and making a difference in the lives of going nowhere. I was spending my time helping potential clients fix their those I helped, but I wasnt charging for the service. We did some investibusiness so they could qualify for a loan or lease instead of actually giving gation and discovered FocalPoint International. Their coaching curriculum them the money they needed and I was consulting for free. In the mean- and coachs training are top notch. We time, my partners employer decided joined the organization and Successto close down the business for which ful Ventures Coaching & Consulting was born. he was a regional director. After weathering three reorganizations in one year, he had to lay off over 750 people. He wanted to do At this point, 85 % of our clients are in the commercial contracting industry with representation in the residen-

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businesses were consumer oriented, tial contracting, financial consulting, convenience store, dining and profes- and I enjoyed them but I wanted to work with in the business to business sional services industries. space. I started my first B to B business, a human resources consulting What is your firm, in 1998 where I also contracted backgroundwhat were you doing before this business? with the Small Business Development I come from an entrepreneurial family Center for the University of Alaska Anchorage to train business owners and so does my partner so we grew up watching family members create, and executives on hiring and employee performance issues in addition grow and nurture their businesses. to consulting with business owners Not long after I graduated from Con- and HR executives in Alaska on those verse College with a degree in English same issues. Upon moving to Fort and a related field in Secondary Edu- Mill, I started a commercial finance cation, I figured out that following my company and that lead us to Successpartner/husband through his military ful Ventures Coaching and Consulting. and corporate careers meant that we Ive also worked with a number of were going to be moving too much nonprofit organizations ranging from for me to actually have a career as a Chambers of Commerce, local relipublic school teacher. I then moved into Sales and marketing, and training gious organizations, school booster organizations and Genealogical Soand development in the office macieties that have given me valuable chines and home sewing industries. Ive also worked in the legal field and business experience and insight into that type of business entity. as a private investigator doing preemployment background, employee What is a good early performance, and workers comp defense investigations as well as busi- story about your business? Early in our business we each tried to ness development. develop our own coaching practices In 1988 I started my first business and under the umbrella of Successful Ventures. It didnt take us long to come with the exception of about three to the conclusion that we would be years, have owned and operated my own business ever since. My first three more effective if we each took on the
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roles to which we were best suited by personality and experience to create a brand that is more cohesive and productive. At that point, I took the lead in client development for the firm and a minor role on the coaching side while my partner took on the bulk of the coaching responsibility. It was one of the best decisions weve made to date. Weve grown the business every year, but this year we will have an increase of about 200% over last year. As we move into 2013, we are on track to do it again.

ence over that foundational material to deliver a successful coaching experience to our clients.

Is there a customer experience you are most proud of?

I am proud of all of our clients and their accomplishments. One of our clients has grown so much this year that they were able to double the size of both their workforce and their service fleet. Theyve also been able to enjoy a greater balance between their personal and professional lives. Theyve been able to spend time relaxing with their family without worrying about what was going on at the office.

What is unusual or unique about your business, in comparison to your competitors or similar businesses?
First, we are a team rather than a solo coaching firm and we have plans to add several more coaches and consultants as well as support positions to our team. We are an independently owned and operated affiliate of FocalPoint International which means that the curriculum that is the foundation of our coaching program has been vetted by well over 100 business coaches all over the world and by Brian Tracy through his 30 years as a business consultant, author and speaker. We layer my entrepreneurial experience and my partners corporate experi6
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Do you do any charity or nonprofit work?

Yes, we do. Since 2007 Ive been involved with the York County Regional Chamber of Commerce, as an ambassador, Chair of the Small Business Council and as a director on the Regional Board. Ive also participated in the Rock Hill Economic Development planning retreat every year since then. We are also members of Associated Builders and Contractors of the Carolinas and I serve on the Upstate SC Government Affairs committee. We are active in the Nation Ford High School Marching Band Boosters orga-

nization, Boy Scouts of America, where my partner is the Scout Master for a new troop, and our local church where we served as Adult Sunday school leaders for several years. Weve also been pleased to support The Sandbox, Habitat for Humanity, S.E.E.D. and Dress for Success in a limited manner and we plan to be more involved in the future.

the Amy was a certain profile, one that generally looked at the big picture, the forest to use an analogy. The nieces profile indicated that she was more into the details of the business. In other words she saw the trees. At one point she looked up at me and said, I understand that Amy sees the forest and I see the trees, Im just hoping that MY trees are actually in HER forest!

Who are some of your most notable clients?

ALL of our clients are notable to us, but Carolina Lift Stations, Patterson Heating and Air, Lucrum Consulting and The Common Market in Plaza Midwood stand out because they have achieved so much in the time weve worked together and they are so much fun to work with.

What are some of your greatest challenges in your business?

Our greatest challenges at this point are continuing to grow our footprint and our team. We have a solid presence in the Charlotte Metro area and would like to grow into the South Carolina Upstate. Wed also like to grow an outstanding team in the process.

What is an interesting story about a client interaction you had?

When we work with family businesses, both large and small, one of the major obstacles to progress is often communication. A couple of years ago I was working with an organization owned by someone Ill call Amy. She had hired her niece to be her business manager. As I debriefed the niece on an assessment we use to help people communicate better with others, I noted that

What would you most like the reader to know about your journey in business?
We bring all of our business experiences and our extensive network gained through a variety of industries throughout the United States to the table to help our clients be successful.
Lauren Richardson Certified Business Coach lauren@successful-ventures.net www.successfulventurescoaching.com 803-431-9493

www.womanwithknowhow.com NOVEMBER 2012

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marketing

by Terri Bennett Elysha Brooks

What is Your Personal Selling Strategy on Qualifying Prospects?

oes your business have a personal selling strategy that is strong and consistent? Do you have a business model that keeps your pipeline full with your divine (ideal) clients on a regular basis? Or are you struggling trying to figure out who your divine clients are how to best reach them? All of these questions are what business owners and entrepreneurs think about on a daily basis because that is what keeps them in business.

client. When you decide on a client and who you would like to serve, you are ideally looking at what connections you may have with the client. There is a process that could be used and customized to your specific business; however, each business should have a system that includes the basics such as prospecting, qualifying, and closing.

Prospecting

Prospecting is your process of findWhen business owners have the wrong ing your potential clients based on a criteria that are established by your mindset about marketing and branding themselves along with the wrong company. Prospecting is not as easy tools, it becomes a huge challenge for as it may seem to be based on the them to grow and build their business. complexity of the business. You must have a prospect base that you are able to pull from and qualify your clients It is very important to know and unthat in the selling process. For instance, derstand your ideal clients and what you may have a system where you are they need so that you can provide a solution to their challenge or problem. meeting your potential clients via netYou are in business to serve others and working, cold calling, referrals, directories, and other means, but how are you to provide a service or a product that prospecting them? There are various would be the solution to a potential
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types of clients that you may have that could be one-time transactions, various sessions, weekly, monthly or annual clients but all of their needs may be the same but different in some form. The process for prospecting is to keep your pipeline full and that you are always meeting with them. This process is a must because you will never know if you have a client that may move to another location, get promoted, retire or whatever other life situations that may occur. You can build your prospect list looking at sources that include centers of

influence, referrals, directories, trade publications and trade shows, telemarketing, direct-mail, websites, cold calling, networking and now more importantly social media. All of which would take some planning and strategizing that can be integrated easily in a regular system. A huge part of your prospecting will come from networking within your organization, your industry and outside of your industry.

Social Media
When locating prospects through Social Media you could possibly look at various potential client websites

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11

that you could possibly do a search on and what blogs are they writing on, along with their positioning statement. Choices from the various channels include websites, blogs, Facebook, Twitter, LinkedIn and a host of other social media outlets; however, the key is making yourself attracting and visible as an expert in your field. There are many ways to stay engaged but you should look at starting your own groups, having an interactive business page, join conversations, participate in discussions and even tweet about opportunities, information and brand
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yourself. The rules of engagement are to add value to your potential clients and really interact with them to begin and build a relationship ship that can really create brand loyalty and increase profits and likability.

Qualifying
Qualifying is the process of identifying prospects who appear to have a need for your product and should be contacted. There are four qualifying questions that should be asked and they are: Does the prospect have a need for my product or service? Does the prospect have the authority to buy my product or service? Does the prospect have the financial resources to buy my product or service? Does the prospect have the willingness to buy my product or service? Once you ask yourself these questions, you must ask your qualifying questions that would assure that you are working with your ideal clients based on your own company brand and ideal client criteria. The list may become a

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little smaller but you should know that when you narrow it down it then tells you that you are working with those whom you would love to serve and cant do your best work.

Clients / Customers
When you have found your divine or ideal clients you are able to understand them, know their exact needs, buying habits, behaviors and all that you need to know to provide a solution to their challenge with added value and benefits for working with you. You are really in-tuned to their needs and what you offer will provide consistent results. You know this information because you have done several and are efficient in your industry that you know the needs analysis is consistent with the work that you do and you know that what you offer that no one can do it like you do. Your sales process model is the total set of prospects, qualifications and closings that are based on your needs analysis and what your prospects need. Your negotiation and presentation should be customized and catered to the potential client. In your presentation, make sure that your potential client feels special and that you can add value to their life and business. Your sales process is based

on your particular company and what you are offering. You know your business and what ideal clients you are willing to serve and do your best work, so make sure your process is beneficial to you and your potential clients. Happy Prospecting!

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Since 1949, the survival rate for many blood cancer patients has tripled. In some cases quadrupled. Whats one more survivor?

Beautiful.

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If you or a loved one needs help or you want to help save lives, contact us today at 704.705.1850 or visit www.lls.org/nc

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family law

by Rebecca K. Watts

Domestic Violence Awareness

s I am writing this article, it is the middle of October and October, as every woman knows, is Breast Cancer Awareness Month. What many women may not know, however, is that October is also Domestic Violence Awareness Month. You may be tempted to stop reading this article now, thinking that domestic violence is something that happens to other people, but cannot possibly happen to you; you may be right you may never be the victim of domestic violence, but statistics show that 1 in 3 American women have been physically or sexually abused by a husband or boyfriend at some point in their lives, so odds are that you know someone who has been or will be affected by domestic violence. Domestic violence victims can be young or old, and can be from any socio-economic status.

ing to cause bodily injury, placing the other person in fear of imminent serious bodily injury, harassing the other person to the extent that the other person suffers emotional distress, or committing certain sexual assaults. So domestic violence is not just hitting sometimes domestic violence does not involve any touching at all. If your partner threatens you or berates you to the point that you fear for your safety or you suffer emotional distress that can be domestic violence. Domestic violence is a serious matter more serious than emotional distress or broken bones. According to data compiled by the North Carolina Coalition Against Domestic Violence, there were 73 known domestic violence homicides in North Carolina in 2011. Of the 73 victims, 57 were women and 16 were men. Of the 16 male victims, 6 were children age 17 or younger.

Domestic violence is defined as inten- Many women who are victims of tionally causing bodily injury, attempt- domestic violence fail to seek help
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Connect And Grow With Women In Our Community

because they are embarrassed, because let them know that you are there to they believe that the perpetrator wont help them. do it again, or because they are afraid it will get worse if they try to leave. Some Rebecca K. Watts women simply do not know where to Board Certified Specialist in Family Law turn for help or what help is available. If DRC Certified Family Financial Mediator you or someone you know has suffered Becky.Watts@Kruschlaw.com Krusch and Sellers, P.A. an incident of domestic violence, there 5950 Fairview Road, Suite 808 Charlotte, NC 28210 are resources available. You may seek Phone: 704-556-0707 a domestic violence protective order, Fax: 704-553-7824 www.kruschlaw.com which is a court order that tells the abuser to stay away from you and can North Carolina Coalition Against also evict him from your home and tell Domestic Violence 2011 Homicide Report: www.nccadv.org/ him to stay away from your children. Each Countys courthouse should have fill in the blank forms available for you to fill out with the details of the incidents so that a Judge can assess the situation to see if a protective order should be granted. If you need additional information, there is a national domestic violence hotline: 800.799. SAFE (7233) and in Mecklenburg County, which is where I practice, there is a agency called Victim Assistance, which assists women in filling out the paperwork for seeking a domestic violence protective order and assists women in court. The phone number for Victim Assistance is: (704) 336-4126. If you are a victim of domestic violence, seek help. If someone you know is a victim of domestic violence,
pdf/2012/2011HomicideReport. pdf http://www.nccadv.org/ pdf/2012/2011HomicideReport.pdf

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business

by Robyn Crigger

Which is More Important for Professionals: Community Involvement or Coaching/Training?

nce a professional concludes his/her college education and training, there is a tendency to seek employment and put aside any additional education or training. However, that is such a mistake. A businessperson/professional should always value keeping current and learning new ideas, techniques, etc. With the uncertainty of todays jobs, one way to make you more valuable to employers is by keeping your knowledge and skills on the cutting edge. This distinguishes you from other professionals, whose knowledge and skills can become dated. Another way of strengthening yourself is to carefully select professional organizations where you can learn from others, as well as attend educational programs that enrich your capabilities. There are many solid professional organizations that not only provide continued educational programs, but they

can expose you to a diverse group of your peers, where you can exchange good ideas and practices. Note that you should visit around to multiple organizations before selecting the one with a good mix of professionals, and whose group provides solid educational programs and activities. Of course, coaching and training are excellent venues for strengthening your skills and knowledge. However, many companies today have placed these items at the bottom of their budgets. This is far from wise, as coaching and training are ways that companies can invest in their good employees, and in return improve the companies outcome. There is that fear that if employers provide coaching and training, that the employee will leave and take his/her new knowledge to another employer. Though that is a possibility, most employees become more loyal when

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Both selective coaching/training AND professional organizations can provide solid resources for the development of employees. In fact, those employers hiring new staff will often be drawn to those employees, who have either or both of these experiences. Such additional investments in employees distinguish them from the many other employees who do not invest in their future career growth. More employers will find themselves losing good employees by not providing career growth opportunities, leaving them with those mediocre to poor employees.
Compass Career Management Solutions OI Partners Inc. 8509 Crown Crescent Court, Charlotte, NC 28227 704-849-2500 Fax 704-845-2420 www.compasscareer.com

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provided such opportunities. With our struggling economy many employers are also dropping their support of paying for professional organizations for employees to attend. However, such an action can not only frustrate the employee, who values this professional interaction and education, but it also leaves the image of an employer who doesnt support community involvement or career development of their employees.

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motivational coaching

By Nicole Greer

Women with Know How Show Up Boldly!

I love boldness. I believe boldness is a virtue. Virtue is a character quality that displays moral excellence. When I see it demonstrated, I am stirred by the passion of someone risking acceptance. In our politically correct world, boldness has taken a back seat to compromise. When the bold ones show up, they are in a state of willingness. Willingness is not reserved, restrained, or remorseful. Bold ones surprise us, delight us, and excite us. They are acting on their beliefs and carrying out actions that move the world forward.

o you boldly move through life?

ful for their actions. How can we break free from this absurd situation and move boldness forward.

Lets celebrate boldness. Not tolerate it.

We do this by inviting the people in our lives to show up with boldness. I invite you to be bold. At the core of each human, is a hard-core wiring which scientists call DNA. These ladder-like strands are pre-programmed with a myriad of information that even top scholars cant fully understand but they all agree no two humans are alike. Each person we meet will have a different perspective, a strong creative bent, and a unique capacity. Remember, the Think of Susan G Komens sister who boldness I am celebrating is in its pure started an incredible cancer fundraising operation, Billy Graham, our service form. It is moral. It is good. men and women, and your mom. We Step into the big picture and grasp celebrate them! There is one caveat. how dynamic the world would be if Our beliefs must match the beliefs of people moved forward boldly into the the bold ones. Otherwise, the bold ones can upset us, push us, and irritate territory designated by their unique make-up. Take a look around. What is us. Immediately we long for them to the state of the world? A mess. Right? be reserved, restrained, and remorseConnect And Grow With Women In Our Community

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Its calling you. Be bold. How do I get started? you ask.

The first step in the process of becoming bold is:

Get an objective view of who you are at the core Taking traits assessments inspires boldness. With analysis around personality, performance style, ambitions, and leadership virtues individuals can begin to see a distinct territory where they are to boldly move forward. When coupled with 360-degree feedback, from friends, family, co-workers, and your partners, youll begin to understand how you show up and how others perceive you. With this invaluable information, you are ready for step two.

results in your gifts being generously lavished on the world with love. It will require some effort on your part to be bold. Youll have to go to work. Kahlil Gibran, a Christian raised LebaneseAmerican author went to work. With his traits he explored who he was at the core through his writings, released his creativity, and engaged his full capacity by giving his perspective to the world. He offers this charge to be bold: Love is work made visible.
Nicole Greer, PPCC Vibrant Coaching nicole@thevibrantcoach.com PO Box 455 Sherrills Ford, NC 28673 Office 828-478-9229 Mobile Office 704-502-4953 www.thevibrantcoach.com

The second step in the process of being bold is:

Release your creativity Your gift to the world manifests when you show up letting your creativity flow. This flow is boldness in action. It is the ability to simply let what is within you free.

The third step is:

Engage your full capacity People know they can do more. Boldness is about actually doing more. This more is not an over-achieving more that drains you and leaves you depleted. This is a more that is tapped into and creates moremore energy, more passion and
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www.womanwithknowhow.com NOVEMBER 2012

financial

by Debbie Peterson

9 Investment Pitfalls for High Net-Worth Investors to Avoid in 2012

ere is the conclusion to our three part article series, 9 Investment Pitfalls to Avoid in 2012. We hope you enjoyed this information. If you missed the first two articles, please view them in the August and September editions of Women with Know How or visit our website and download a free copy www.moneycounts.biz/news_ events.html

Mistake #8: Ignoring the Impact of Taxes In order to avoid being hit with high taxes, look for ways to take advantage of this years maximum long-term capital gain rate of 15%. For instance, consider selling appreciated assets before year-end and postpone selling those with losses until 2013. Though this strategy is not right for everyone, for some of our clients we are shifting a portion of their investments to assets that generate federally tax-exempt income, such as municipal bonds. Note: While taxes are not something you should ignore this year, your investment strategy should be based on your investment goals, appetite for risk, and time horizon. Mistake #9: Not seeking Professional Advice In a study conducted at Yale and Princeton, psychologists gave undergraduate students questionnaires asking how they compare with their classmates in a variety of skills and

Mistake #7: Focusing more on Returns than Managing Risk

If a particular asset class has outperformed for three or four years, you can know one thing with certainty: you should have invested three or four years ago. Often, by the time the average investor has decided to invest, the smart money has already gotten out while the not-so-savvy money continues to pour in. Dont make this mistake. Stick to your strategy, rebalance, and focus on getting into investments with great fundamentals.
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tasks. The overwhelming majority of students responded that they are above-average athletes, drivers, dancers, students, and so on. Obviously, not all of them can be above average. The same issue of over-confidence exists among investors. Quite simply, the old days of achieving steady returns through cookie-cutter approaches are over. Successfully navigating the turbulent investing world of today requires professional training, active management, and loyalty to a long-term, active investing strategy. Conclusion While it is impossible to predict what the markets are going to do in 2012, generally each downside contains an upside somewhere else. We specialize in seeking out these upsides and diversifying* our clients investments into different asset classes. Our goal in doing this is to help them smooth out the highs and lows, avoid the worst-case scenarios, and take advantage of the opportunities that exist. If you ever have questions or concerns about your portfolio, we are at your service. Call today for a free consultation 704-315-5623, or visit www.moneycounts.biz.

Footnotes, disclosures, and sources: Money Counts, Inc. is an independent firm with securities offered through Summit Brokerage Services, Inc., Member FINRA, SIPC. Advisory services offered through Summit Financial Group Inc., a Registered Investment Advisor. *Diversification does not guarantee against a loss. Investing involves risk including the potential loss of principal. No investment strategy can guarantee a profit or protect against loss in periods of declining values. Past performance does not guarantee future results. You cannot invest directly in an index. Consult your financial professional before making any investment decision. Opinions expressed are subject to change without notice and are not intended as investment advice or to predict future performance. All information is believed to be from reliable sources; however, we make no representation as to its completeness or accuracy. Please consult your financial advisor for further information. Investing in small- and mid-size companies may involve greater risk in price volatility and potential reward than investing in larger, more established companies. International investing presents certain risks not associated with investing solely in the United States. These include currency fluctuations, political risks, accounting procedure differences and the lesser degree of public information required to be provided by non-U.S. companies. The Standard & Poors 500 (S&P 500) is an unmanaged group of securities considered to be representative of the stock market in general. These are the views of Platinum Advisor Marketing Strategies, LLC, and not necessarily those of the named representative or named Broker dealer, and should not be construed as investment advice. Neither the named representative nor the named Broker dealer gives tax or legal advice. We have not independently verified the information available through the following links. The links are provided to you as a matter of interest. We make no claim as to their accuracy or reliability.

Debbie Peterson Money Counts, Inc. 11121 Carmel Commons Blvd. Suite 400, Charlotte, NC 28226 Tel: 704-277-6995 deb@moneycounts.biz www.moneycounts.biz

www.womanwithknowhow.com NOVEMBER 2012

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Joan O. Wright
by Sherre DeMao
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INTERNATIONAL SPEAKER, LEADERSHIP CONSULTANT AND AUTHOR

About Joan O. Wright An international speaker and leadership consultant, Joan O. Wright, MSW, MCC, is founder and President of OSullivan Wright, Inc. Her broad understanding of individual leadership and organizational development comes from 21 years in Human Resources Management roles with Philip Morris, Citicorp, GE Capital and Wachovia (Wells Fargo).

Joans Masters Degree in Clinical Social Work, Master Certified Coaching designation and being one of an elite group of 59 Kolbe Copper Circle Consultants in the world, brings a level of unmatched leadership insights and skill-building best practices to clients in four continents. Her articles have been published by the International Journal of Coaching in Organizations, CHOICE magazine for coaching professionals, ASTD trade publications, and The Charlotte Business Journal. She was also featured in the audio series, From the Corporate Front Line: The Impact of Coaching on Todays Leaders released in 2002. Joans unique Summit Advance Model for leadership development is the focus of her recently published book, UP - Pursuing Significance in Leadership and Life, which received a Five-Star rating from Midwest Book Review. Inspired by her book, in September Joan summited Mount Kilimanjaro, Africas highest peak at 19,341 feet, for Senai Global: Climb for a Purpose, a charitable climbing expedition, raising money and awareness to enable safe water, orphan care, and agricultural production for Africas most impoverished communities. How did you get started in the business world?

In 1980, I received a Masters Degree in Clinical Social Work from Boston College. I wanted to become an Employee Assistant Director in the corporate world. That role required additional certification, so I completed Hazelden Foundations year-long counseling in chemical addition and received my first job as an EAP coordinator at ITT in New York City. I soon learned that at the young age of 25, I was too specialized and was fortunate to be hired by Philip Morris for the Human Resources Associates program. Those initial steps launched a 21-year organizational career in Human Resources, Leadership and Organizational Development. How have your prior career experiences prepared you for owning your business and also impacting other businesses? My father was a very wise man who reminded me often, go to the best schools, work for the best companies and surround yourself with winners, especially those managing you. His favorite motto was Hard work pays off. I took his advice seriously and was very fortunate to attend top schools and work not only for Phillip Morris, but Citicorp, GE and Wachovia/Wells Fargo. Most of my managers took an interest in my development and challenged me
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www.womanwithknowhow.com NOVEMBER 2012

to leverage my talents while learning new skills. There were several key managers at Wachovia/Wells Fargo who really understood my potential in executive coaching, leadership and organizational development. That arena become my career passion and the place I serve in now as President of OSullivan Wright for the past 13 years. Your book, UP Pursuing Significance, emphasizes the role we can all play as leaders. What would you most like our readers to know about your journey in business? In leadership? In life? As Dewitt Jones says, It is not about being Best In the World but about being BEST FOR the world. My book is for

those who have permanently disabled their snooze buttons and are ready to turn obstacles into opportunities. Leadership is not so much about doing better, it is about being better. Leadership is not just done, it is lived. There have been times in my leadership and life when I made choices for the wrong reasons. For instance, I took a top HR executive role only to find out that I was the CFOs second choice. It took me 4-5 months, but I came to realize the fit was not there. HR executive roles require a true partnership with the entire executive team. My choice fed my ego in being best in, but only momentarily. In my book, I use a mountain as a model for the climb to Success or Significance. Reaching Success (being Best In) is on the left side of the mountain, whereas reaching Significance (being Best For) is on the right side of the mountain. I soon navigated back to the right side of the mountain to being in a Best For role, when I got back to a position in leadership and organizational performance. On a personal level, I had a very tender experience when I almost lost the relationship with my stepdaughter who, years later, calls me Mom. She came to live with us permanently and had a surprise package accompanying her in the form of an 8-week old West Highland Terrier.

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I let my need-to-be-right stance put up immediate boundaries against the puppy, because this was not a part of the agreement in her coming to live with us. The stress and strain on our relationship and the whole family became unbearable. Finally, I came to my senses in the nick of time, and chose to see what was best for Emma Kate and our family as a whole. This meant making the puppy situation work. You describe mentors as Sherpas? Who would you describe as your most significant Sherpa and why? While in college I had the opportunity to do a semester in Ireland. This was especially exciting since I had cousins in Dublin. Within weeks, my friend Sarah and I were spending all of our free time with Cousin Maire and her six children. My relationship with Maire was magical. While she had six of her own children and a husband, somehow she picked me to be a part of her family as if I had been there all along. It was the first time I had experienced unconditional love. She must have sensed the deep hole I had in my soul struggling with my own sense of myself. We often sat only for tea and scones. Her questions, comments, and encouragement led to the feeling that she knew I was here to pursue a life of significance. That hole in

my soul filled with love and the curiosity that continues to serve me well today. I am proud of this and what I learned about myself through her wisdom and encouragement. She was a successful author and when I finished the first part of UP in the form of an assessment system and workbook, I dedicated it to Cousin Maire. She died within weeks of my accomplishing this, but I know she is very proud of me and expects even more. I will always see Cousin Maire as my most significant Sherpa. You recently climbed Mt. Kilimanjaro. Whats next
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on your bucket list and why? My bucket list is more about how I want to be, rather than what I want to do. The things I choose to do are to make me better in order to be better for others. We live in a world where we can no longer play at leadership or play at success. We cannot stand on the sidelines watching, but must partake. It is time to commit to a pursuit beyond being successful towards a commitment to significance. When I chose to climb Mount Kilimanjaro, it was driven by making a difference for others through the money we raised in combination with literally
Lay in a course, Navigate the change,

experiencing the climb through success to significance metaphorically. While reaching the top was exhilarating, it is the difference our money is already making that is most satisfying. My hope in having summited Uhuru Peak, Mount Kilimanjaros highest point, is that my bucket list is about helping others summit their inner mountain and be engaged in a lifetime pursuit of significance. One thing I know is that doing what you enjoy makes you better for others as well. I took a Golf Fast for over 9 months to train for Kilimanjaro, and so couldnt wait to play golf again. Playing golf is a great way to also get to know and connect with others. So I am enjoying being back into the swing of things in that regard again. My next planned trip is that my husband and I plan to go on a walking tour of Jerusalem next summer. Any difficult times youd care to share with our readers?? And, if so, what lesson have you learned? Becoming a stepmother and blending a family of preteens and teens can be really, really challenging. I am grateful to our Pastor, David Chadwick, who married us and reminded us that the back door was locked from the outside. I had my own rigid ideas of home life, and the systems I believed would allow us to live well together. What I learned is

Destination Success

They helped me to focus on my goals, improve my personal capacity and put in place the systems I need to be successful.
Kelly Wascher/Owner, Kelly Wascher, CPA, LLC

Lee and Lauren Richardson Certified Business Coaches 115 Doby Creek Court, Fort Mill, SC 29715

Lee-803-431-6956 Lauren-803-431-9493 info@successful-ventures.net

www.successful-ventures.net www.successfulventurescoaching.com

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Connect And Grow With Women In Our Community

that there are other systems that work, too. As a stepmother, building trust first was critical. I learned that rules without building relationships feed resentment and resistance. My husband and I worked very hard, we got terrific professional help, and prayed often. Today all of us enjoy the sense that we are one family that love each other deeply. Even the term stepmom and stepdad is no longer used.

If you could stand up and defend anything, what would it be? We all need to be heard and understood through our stories. Did you know that by 2050, 97% of the 438 million people who join the workforce will be from emerging economies? I read this in Emerging Markets, Emerging Talent - Michael Taylor.

This statistic, while impossible to imagine, certainly is predictive of If you could do one thing different- what the world of work will look like, ly in your life, what would that be? especially for those of us who work Actually, there are two things I regret. and live in the United States. Closing I dedicated five years of learning pia- this gap between where we are today no and then stopped as a child. Mu- and where we need to be should not sic and music-making is an important be left to futurists while we pretend part of the beauty in the world. I love not to know because changing is too how the piano can bring people tohard. If we are ready to call ourselves gether to listen and sing. I once took citizens of the world, not just where a career assessment that had a tactile we are from, we need to get going. aspect to it and the assessor said, you, of course, play piano. I had to say, We need to get going in knowing No, but that I once did and quit. and understanding the life stories of others, where they have been, who My mother is French Canadian. I rethey are today and where they are gogret that I did not continue my French ing. Only in knowing someones story studies. As a person who is both a can we truly know them. And, we citizen of Charlotte and a citizen of the cant be in true community until we world, I would love to be fluent in my have heard others and felt connected mothers tongue - French - and honor by one anothers life story. her in that way. I guess it is never too late to get back to both. Well see?!? For the last four years, I have had the privilege of visiting and working in
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www.womanwithknowhow.com NOVEMBER 2012

Central and East Africa as an executive coach and organizational development consultant. For many of us, Africa is viewed as an alluring adventure on a Safari or in discovering hidden ancient treasures. The reality is what we dont see on travel brochures or in blockbuster movies. It is a reality of devastation, hunger, genocide, disease and orphaned children. In the course of these four years, I have had two profound experiences. One happened in Uganda. There I was, an American woman somehow responsible for providing a week-long leadership summit for 50 African leaders from eight different

countries. For months, we designed and planned and designed again. Yet the same question surfaced over and over. Will what we do be relevant to THEIR world.? Will our ideas about leadership and how organizations change be viewed more like the colonials who have responded with power moves seeing others (them) as weaker people? The leadership retreat, for me, gave me the gift of knowing the essential ingredient in facilitating this and any future transformational leadership experience. The secret sauce ... You cant truly know someone until you know their story. And, until you are seen through your story, you cant really begin to trust your community when change is happening and the future is at stake. Each night, after dinner, we listened, laughed, cried and learned to know the pain and joy of becoming victorious over the most challenging survival stories. We listened until all the stories for the night were finished. These fifty African leaders shared stories of transformation from victims of circumstance into victors of hope and change. And, they expected us to share our own stories as well. How powerful it was to be known by my own story. Now all 50

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leaders and the four of us who supported this week are knitted together through our stories for life.

opinions of them. Thankfully, during the natural experience of the trek, the same ritual of sharing life stories emerged. One by one, I became able to Yet, less then two years later, I almost know each climber through their story abandoned what I declared to be true. and they came to know me through After 9 months of serious training and mine. The bond and trust grew and a successful effort to raise awareness grew and when it really counted, each and money to help multiple initiatives of us had some way in which we were in East Africa, the day to start our climb able to be best for one another in brought me back to my own ego-driv- climbing Mount Kilimanjaro. And, the en struggles. With the known odds of end result? The so sweet victory of all less than 50% of people making it to the six of us making it to Uhuru Peak. summit, it quickly became oh so serious. What would I tell my family, friends While not everyone has an appetite to and colleagues if I did not finish? I jourclimb Mount Kilimanjaro or to travel naled about my fears, anxieties, and halfway around the world to work, the shamefully had to be honest that what realities of our global world require was once purposed as a Climb for A Pur- that we embrace others different from pose, my self-centered fear had emerged us. We must reconcile our differences and was focusing only on me. and suspend our judgments because of their differences. Through knowing In the face of this fear, would I make it someone by their story, we can truly to the summit of Kilimanjaro? And, in begin to create a more peaceful world. the midst of sometimes overwhelming fear and anxiety of what was ahead of My experiences in Africa and on other us climbing 19,341 feet, five different continents through my work has transclimates, six days of living in tents, and formed me. These lyrics from Brooke summit temperatures of 15 degrees Frasers Albertine ring true in the differbelow zero, consumed me. Climbing ence we can all be for others. Mount Kilimanjaro was a team sport, as there were six of us including the Now that I have seen, I am responsible. guide, yet my individualism kicked in, Faith without deeds is dead. Now that I and my judgment about others inhave held you in my own arms, I cannot cluded having quick and unfounded let go until you ARE.
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www.womanwithknowhow.com NOVEMBER 2012

green

by Terri Bennett

Terris Top 7 Green Cleaning Secrets

etting a deep, green clean means a healthier home and a healthier family. Terri shares her Top 7 Green Cleaning Secrets to help you Do Your Part today! 1) White Vinegar Works Wonders White vinegar is a natural disinfectant that works just about everywhere. Mix a half-and-half solution of white vinegar and water for a germ-busting disinfectant to clean doyourpart.com/greenliving/terri%e2%80%99s-top-7-greencleaning-secrets/ kitchen counters, bathrooms, and even most floors. Add 1 cup of vinegar to your dishwasher to clean out its inner workings. Or cook cup of vinegar with 1 cup of water in

your microwave to loosen stuck on food and grease. One warning, dont use vinegar on marble or other porous surfaces. 2) Baking Soda Solutions Baking soda works well on most things in the kitchen because it doesnt scratch. That makes it a good choice for doyourpart.com/green-living/ terri%e2%80%99s-top-7-green-cleaning-secrets/ countertops, oven tops, stainless steel, and the sink. If you have stubborn stains, make a baking soda paste. Just use 3 parts baking soda and one part water. Let it sit for awhile, scrub the area, and then wipe clean. And baking soda is also an excellent deodorizer for carpet. Sprinkle with baking soda, let stand for at least fifteen minutes, then vacuum. 3) Tackle Bathroom Blues with Borax Borax is an effective mold killer and works well on hard water deposits. Use a paste to scrub the sides of the tub to a sparkling white, or mix a solution of 1 cup of borax with 1 gallon of warm

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Connect And Grow With Women In Our Community

water to eat away at mold in tile grout. Let 1 cup of borax sit in the toilet bowl overnight, and swipe it clean with a toilet brush the next morning. 4) Chose Air Fresheners Which Dont Pollute Most popular air fresheners contain dangerous ingredients like formaldehyde. Many times, they will also contain VOCs which can slowly emit toxic chemicals for years. Fresh air, baking soda (sprinkled in everything from garbage cans to tennis shoes), and soy candles are healthier options.

6) Break the Paper Towel Habit Paper towels are made from the trees. Wean your family off of paper towels by keeping a drawer of doyourpart.com/ green-living/how-to-break-the-papertowel-habit/ \t _blank reusable clothes. You can make your own by cutting up old t-shirts and towels, or invest in new sustainable bamboo dish clothes. Whatever you choose, the key is in quantity. Make sure you have plenty of options on hand for wiping down the counters or cleaning up a unexpected coffee spill.

7) Safely Dispose of Household Hazardous Waste 5) Green Your Laundry Routine Household Hazardous Waste includes Green up doyourpart.com/green-living/ common household items like old lighten-and-brigthen-your-laundryspaints, used motor oil, batteries and load/ \t _blank laundry day by switch- more. These items should never be ing to a phosphate-free plant-based thrown in the trash where they can condetergent. For softer clothes add cup taminate the land and water. Do Your of vinegar to the rinse cycle as a natural Part and take your household hazardous fabric softener. For a more efficient use waste to a proper recycling facility in of energy and water, only wash full loads your area. To find one near you, search and set the water temperature to cold. for Household Hazardous Waste at earth911.com
Terri Bennett A veteran TV meteorologist, eco-expert and author of Do Your Part: A practical guide for everyday green living available at: DoYourPart.com. Send questions to terri@doyourpart.com

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Roast Turkey with Mushroom Stuffing

Prep: 25 minutes/ Roast: 3 hours 30 minutes Stand: 10 minutes/ Makes: 12 servings

utes or until vegetables are tender. Remove saucepan from heat. Add stuffing to saucepan and mix lightly. 3. Remove package of giblets and neck from turkey cavity. Rinse turkey with cold water and pat dry with paper towel. Spoon stuffing lightly into neck and body cavities. Fold any loose skin over stuffing. Tie ends of drumsticks together. 4. Place turkey, breast side up, on a rack in shallow roasting pan. Spray turkey with cooking spray. Brush with stock mixture. Insert meat thermometer into thickest part of meat, not touching bone. 5. Roast at 325F for 3 1/2 to 4 hours or until thermometer reads 180F. Baste occasionally with stock mixture. Begin checking for doneness after 3 hours of roasting time. Let turkey stand for 10 minutes before slicing. Notes: Bake any remaining stuffing in a covered casserole with the turkey for 30 minutes or until the stuffing is hot. Stuffing in the turkey should reach 165F.

3 1/2 cups Swanson Chicken Stock (Regular or Unsalted) 3 tablespoons lemon juice 1 teaspoon dried basil leaves, crushed 1 teaspoon dried thyme leaves, crushed 1/4 teaspoon ground black pepper 1 stalk celery, coarsely chopped (about 1/2 cup) 1 small onion, coarsely chopped (about 1/4 cup) 1/2 cup sliced mushrooms (about 1 1/2 ounces) 4 cups Pepperidge Farm Herb Seasoned Stuffing 1 turkey (12 to 14 pounds) Vegetable cooking spray 1. Stir 1 3/4 cups stock, lemon juice, basil, thyme and 1/8 teaspoon black pepper in a medium bowl. 2. Heat remaining stock, remaining black pepper, celery, onion and mushrooms in a 4-quart saucepan over medium-high heat to a boil. Reduce heat to low. Cover and cook for 5 min-

Moist & Savory Stuffing

Prep: 10 minutes/ Cook: 10 minutes Bake: 30 minutes/ Makes: 10 servings (about 3/4 cup each)

2 1/2 2 1 1

cups Swanson Natural Goodness Chicken Broth Generous dash ground black pepper stalks celery, coarsely chopped (about 1 cup) large onion, coarsely chopped (about 1 cup) package (14 ounces) Pepperidge Fa

1. Heat broth, black pepper, celery and onion in a 3-quart saucepan over medium-high heat to a boil. Reduce heat to low. Cover and cook for 5 minutes or until vegetables are tender, stirring often. Remove saucepan from heat. Add stuffing and mix lightly. 2.. Spoon stuffing mixture into greased 3-quart shallow baking dish. Cover baking dish. 3. Bake at 350F for 30 minutes or until stuffing mixture is hot.

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Just like any good sports team, every business needs a good coach. Marketing consultant John Jantsch, bestselling author of Duct Tape Marketing and The Referral Engine, has some low-cost ideas that will help you create a strong message and communicate it to the right people. Keep Score If you want to determine who your ideal client is, go through your entire client list and rank your clients by profitability. Then look at your most profitable clients and identify those that are already referring business to you. Figure out the common characteristics in this group and youve got a pretty good picture of your ideal client.

Market Your Business

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Low-Cost Ways to

Find Your Zone Once youve identified who youre marketing to, you need to fine tune your message. Ask how youre really different from your competitors, Jantsch advises. The best way to find out is to ask your customers. Get with five to eight ideal customers and ask them to tell you one thing they love about your business. Listen closely to words they use. Theres a good

chance the words your clients uses to describe what you do thats unique should be part of your value proposition no matter how simple they may sound to you. Be a Coach Yourself Instead of advertising your products and services, promote valuable content that tells your prospects how to do or get something you know they want more of. This can be an ebook or video, but make sure youre creating awareness Grow Your Local Team Small busifor educational content and youll ness owners have to wear a lot of hats. have the chance to build the trust required to start a sales conversation. But doing too many things can take the focus off of the main reason you You can use print collateral materials got into business in the first place. Take advantage of local resources, to help you promote that content like The UPS Store, to take things off and your services. Straightforward language and well-designed materi- your to-do list. For example, they can als can help set your business apart handle the logistics of printing and delivering direct-marketing mailings from the others. through the Every Door Direct Mail Retail initiative with the U.S. Postal Know Your Fans A lot of small Service to every address in a neighbusiness owners want to know how to make social media pay off. Jantsch borhood. Things like that free you up to do what you do best. recommends that you go through your client list and append every record with the Facebook, Twitter and For more small business solutions, and LinkedIn profiles for each. You can do to find out what print, mail, shipping and other services are available, visit this by hand or use a service like RapLeaf. Now every time you make a cli- www.theupsstore.com ent call youll know a great deal more Image Courtesy Getty Images #10991_AR about whats going on in their world. Source: The UPS Store
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cristinas corner

by H. Cristina Cassidy

Like Water on a Rock: A Tale of Perseverance

hen I was growing up, my little Peruvian grandmother lived with us and took care of me while my mother worked. Now when I say little, Im not exaggerating. My grandmother Cristina barely reached 4 feet 10 inches in height. She was not a demonstrative woman and never sought the limelight. She was content to stay in the background and do what she knew how to do best... work hard and be persistent. These are two traits she taught me that have served me well throughout my personal and professional journey. My grandmother did not have an easy life, although her early years were prosperous. She was born in 1900 in Lima, Peru, into a wealthy, aristocratic family. She was one of 18 siblings, and was an identical twin. At 15, her family married her off to a wealthy young man who was a landowner. At 16, she had her first child. By her early twenties she had a busy life as a wife and mother of

three young children. Sadly, one day while inspecting his sugar cane fields, her husband was kicked off of a mule and died. My grandmother, suddenly a widow with three children under the age of five, found herself in a terrible predicament. Her husbands family did not want anything to do with her, and her wealthy parents had already given her away. One of her older sisters took her and the children in, but only for a short time. My grandmother was forced to find work to support her kids. Luckily, she was an expert seamstress and made her living teaching home economics to young girls in a secondary school. I can only imagine the hardships she endured as she struggled to raise two sons and a daughter (my mother) at a time when it was considered low class for a woman to have to work. She was a highly spiritual woman, and I know her faith sustained her through a lot of rough times. She never complained

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about her lot in life and always was grateful for what she had. She was also a person who saw the good in everyone.

the image of that dripping water and I just keep moving forward.

The other trait she taught me was the Years later, my two uncles and mother value of hard work. My grandmother got immigrated to the US, and my grandup early and filled her day with useful mother was able to come, too. After my activities. I never saw her wasting time mother married and had me, my grand- or sitting on the couch eating bonbons. mother moved in with us to lend a hand. She was always straightening up the One of my strongest memories of house, ironing my clothes, sewing a Grandmother Cristina was that she ofdress or cooking. The smallest task, no ten told me her philosophy of life. It was matter how inconsequential, was carried a simple one. She used to say the secret out with love and purpose. She lived this to accomplishing anything was perseway up until the day she died, at 89. verance. It was like water on a rock, she used to say. Water is softer than rock, When people are asked who they but if you let water drip on a rock day would credit with having made the after day, it will eventually wear a hole biggest impact on their lives, most into the hardest stone. It was a great people dont cite someone rich or lesson that Ive never forgotten. famous. Its usually someone like my grandmother. Who would have So, how do I apply her philosophy to thought that the words of a little slip my own life and business? Ive found of a woman could make such a differthat perseverance has saved me from ence in someones life! But they have. giving up during times of disappointAnd for that, I am truly grateful. ment or slow growth. It has taught me how to take my time instead of rushing into situations that might not be good H. Cristina Cassidy Cristina Cassidy Productions for me or my business. It has helped Cristina Cassidy runs Cristina Cassidy Productions, LLC. She is a videographer, editor, producer and me get through times of deep frustration when I wanted nothing more than writer specializing in high definition productions in Charlotte, the Carolinas and the rest of the Southeast. to call it quits. But whenever times like docudramaqueen@mac.com; that have occurred--and they will--I see 704-930-8503
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Will your money last? With a retirement plan it can.

Having a plan and the right financial solutions can help you put a confident retirement within reach. As an Ameriprise financial advisor, Ill work with you to define your retirement dreams. Then, Ill apply our disciplined financial planning approach, considering all aspects of your finances. And together, well create a plan that works for you with the products and strategies that are right for your goals. Learn how you can put your confident retirement more within reach. Our Advisors. Your Dreams. MORE WITHIN REACH
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Brokerage, investment and financial advisory services are made available through Ameriprise Financial Services, Inc. Member FINRA and SIPC. Some products and services may not be available in all jurisdictions or to all clients. Ameriprise Financial cannot guarantee future financial results. 2012 Ameriprise Financial, Inc. All rights reserved.