R&B Benson Kearley IFG Spring 2015

SPRING 2015Benson Kearley IFG

WWW.BKIFG.COM

Kat ColeThe Rise of a

Business SuperstarFrom Hooters to Cinnabon to

Group President, FOCUS Brands Inc.

7 Social Media Strategies • Hiring is a Risky Business • Equal or Equitable Pay • No More Problems

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Ph: 905-307-0307

www.bkifg.com

PUBLISHER Carle Publishing Inc. EDITOR-IN-CHIEF Andy Buyting GRAPHIC DESIGN John Christenson CONTENT COORDINATOR Stacey Cowperthwaite

CONTRIBUTORS Andy Buyting Michelle Cowell Greg Crabtree John DiJulius III Eric Fry Verne Harnish Dave Kerpen Michael McQuaid Joe Pulizzi Dr Brad Smart Neil Wadhwa

ADVERTISING (National) Keith Keane ADVERTISING (Local) Courtney Kearley

PHOTOGRAPHY All images sourced from Carle Publishing Inc. or Thinkstockphotos.ca unless otherwise identified.

RISK & BUSINESS MAGAZINETM SPRING 2015 5

welcome to R&BWelcome to our 5th edition of Risk & Business. I trust you

continue to find value in this biannual publication, as we strive to provide you with insightful solutions to today’s business challenges.

I am particularly excited for you to read the article about Kat Cole, President of FOCUS Brands. Last year I had the pleasure of meeting Kat, and was very impressed with her commitment to being the best she could be, as she journeyed from humble beginnings to tremendous success in business.

Unlike most of our competitors, our focus on providing relevant resources to support the commercial operations of our clients continues. I encourage you to explore Benson Kearley IFG’s offerings as a full service Independent Insurance Brokerage, with locations in Newmarket, Markham and Mississauga.

Please enjoy the magazine. As always, I welcome your feedback, so feel free to drop me a line at [email protected]

Sincerely,

Steve Kearley, President

CONTENTS

www.bkifg.com

From Waitress to President:

The Rise of a Business Superstar

Kat Cole’s Sweet Success

16

Letter from the Owner 5

What’s Going on at BKIFG 6 Keep Up With What’s Happening

Succession Planning 7Owning and Managing a Small Business/Partnership

No More Problems, Please! 9A Different Approach to Strategy for all Companies

7 Social Media Strategies 12Have Social Media Work for Your Company

Hiring is a Risky Business 14Topgrading Steps to Hiring Better

Creating Inspired Moments 20The Importance of a Customer Service Vision Statement

Right Questions, Right Time 22The Importance and True Relevance of a Question

Equal or Equitable Pay? 24How to Get Top Team Performance

The Threat of Human Hacking 26Putting attention to your IT Risk Management Program

Steps to the Next Level 28Take Your Content Marketing Strategy to the Next Level

6 RISK & BUSINESS MAGAZINETM SPRING 2015

3600 Kids In 2014 Benson Kearley IFG announced the 3600 Scholarship Fund that was created to help at-risk youth in York Region with continuing education.

On March 5, 2015 Lindsay Yaciuk, Benson Kearley IFG’s Vice President of Operations, participated in the 3600Experience by spending the night outside in the cold. Along with 31 other community leaders Lindsay helped raise awareness around the problem of youth homelessness in our community. The event highlighted the harsh reality homeless kids face when they do not have a warm place to go to, and the 2015 360°Experience raised $96,000 for homeless and at-risk youth and children in York Region.

What’s going on at BKIFG Keep Up With What’s Happening

R & B

Hockey Helps the Homeless The annual Hockey Helps the Homeless hockey tournament took place in November of 2014 and Benson Kearley IFG had a men and women’s team in the two-day event. The tournament was able to raise $230,000 for 3600 Kids!

Home For Holidays Two families were selected this year in our annual Home For Holidays contest. The Thorimbert family was reunited this Christmas season when we brought home their family from Alberta and British Columbia, and the Kit family will be together later this year as we bring their families to Canada from Cambodia!

Visit www.homeforholidays.ca for a chance to have your family home for the holidays!

Students Making an Impact For our third consecutive year Benson Kearley IFG is awarding five $2,000 scholarships to students in our community making a positive impact. Eleven scholarships have been awarded to date, and five more will be awarded this year to students making a difference.

Visit www.studentsmakinganimpact.com to find out more information about the scholarship! Students can apply online.

The Big Bike In June 2014 the Benson Kearley IFG team raised over $2,000 for the Heart & Stroke Foundation by participating in The Big Bike event. We have raised over $6,500 over the past 3 years, winning the Spirit award twice! We look forward to the ride this year!


Estate Planning It is always a wise strategy to consider what will happen to the ownership interest you have in your Partnership upon your death. Many factors such as tax will come into play when a Partnership interest is transferred on death and it is very important that there is a plan in place to ensure that the Partnership interest is dealt with efficiently and pursuant to your wishes.

Succession Planning and the Partnership Agreement The most effective and efficient method of planning for the death of a Partner is to provide detailed instructions in the Partnership Agreement. This agreement will be legally binding and can ensure the continuation of the Partnership after the death of a Partner and meet the objectives of the deceased as well as the surviving Partners. The agreement may allow for the replacement of the deceased Partner by another individual but this would have to be with the agreement of the other Partners.

For Partners wishing to have their interest in the Partnership sold upon their death, it is a common strategy to institute a Buy/Sell Agreement with the remaining shareholders. Creating a formal Buy/Sell Agreement achieves several goals. First, it ensures that there is a ready market for the Partnership interest, finding an outside buyer for a Partnership interest can be difficult and you want to ensure that your estate and beneficiaries receive fair value in a timely fashion. Secondly, it ensures an orderly transition for the remaining Partners. Where the remaining Partners have the right of first refusal to purchase the Partnership interest, they can maintain control of the Partnership on their own terms and not have to deal with the potential problems and complications of having a new ‘outside’ party becoming part of the ownership structure. There are various ways to structure and provide funding for a

BY: MICHELLE COWELL, B.SC., EPC, CDFA, SENIOR INVESTMENT ADVISOR, HOLLISWEALTH INSURANCE AGENCY LTD.

Succession PlanningOwning and Managing a Small Business/Partnership

Buy/Sell Agreement and your Advisor can provide you with further details.

PartnershipsRetirement Planning If you are a Partner you should be considering how to transfer your Partnership interest when you retire from the business. Many factors will come into play when a Partnership interest is transferred and it is very important that there is a plan in place to ensure that the Partnership interest is dealt with tax-efficiently and pursuant to your wishes. In addition to relying on the interest in your business to generate the retirement income you need, you should also consider other strategies to help you save for your retirement.

Succession Planning and the Partnership Agreement The most effective and efficient method of planning for the departure of a Partner is to provide detailed instructions in the Partnership Agreement. This agreement will be legally binding and can ensure the continuation of the Partnership after a departure while meeting the objectives of all the Partners. The agreement may allow for the replacement of the departing Partner by another individual but this would have to be with the agreement of the other Partners.

For Partners wishing to sell their interest on retirement, it is a common strategy to institute a Buy/Sell Agreement with the remaining Partners. Creating a formal Buy/Sell Agreement achieves several goals. First, it ensures that there is a ready market for the Partnership interest as finding an outside buyer for a Partnership interest can be difficult. Secondly, it ensures an orderly transition for the remaining Partners. Where the remaining Partners have the right of first refusal to purchase the Partnership interest, they can maintain control of the Partnership on their own terms and not have to deal with the potential problems and complications of having a

new ‘outside’ party becoming part of the ownership structure. There are various ways to structure and provide funding for a Buy/Sell Agreement and your Advisor can provide you with further details.

Other Retirement Savings As a Partner, you are not an employee of your company so you can’t participate in company-sponsored savings programs such as Registered Pension Plans and Deferred Profit Sharing Plans. While realizing value from the Partnership may be a substantial part of your retirement strategy, Partners can and should look at other individual savings mechanisms such as Registered Retirement Savings Plans (RRSPs) and Tax-Free Savings Accounts (TFSAs). The tax-assisted savings in these plans will add to retirement savings and should be incorporated into an overall long-term financial plan. Your Advisor can put a comprehensive retirement plan in place for you that takes into account all potential sources of income.

Important Information Information contained herein is provided for information purposes only and should not be relied upon exclusively as estate, tax planning or investment advice, nor should it be construed as being specific to an individual’s investment objectives, financial situation or particular needs. You should always obtain professional advice before acting on the basis of material contained herein. While Dynamic funds® will endeavour to update this information from time to time as needed, information can change without notice and Dynamic funds® does not guarantee the accuracy or completeness of this information, including information provided by third parties, at any particular time, nor does it accept any responsibility for any loss or damage that results from any information contained herein.

BY: VERNE HARNISH AND ANDY BUYTING

No More Problems, Please!A Different Approach to Strategy for all Companies

First, my public apology to all the companies I’ve misguided over the

past two decades, as well as an apology to my employees. And while I’m at it, let me add a public apology to my family and friends.

I just didn’t know any better until I read a thin 70 page book called the

Thin Book of Appreciative Inquiry

I apologize for dredging up all their problems, for focusing on what is wrong instead of on what is right. I apologize for focusing on the F’s instead of the A’s. I just didn’t know any better until I read a thin 70 page book called the Thin Book of Appreciative Inquiry.

Quick summary – Focus on what’s working instead of on what’s not working. Period.

Here’s the rub. During quarterly planning and consulting sessions the tendency is to make a list of problems and then spend

the bulk of the time discussing these problems and trying to solve them. No wonder people dread the process.

This was brought home to me recently when a client introduced

me, as his new consultant, to some of the people in his accounting department. One of the women quipped “I suppose you’re here to point out everything we’re doing wrong.” Ouch! But an accurate description of the role of most consultants.

As a leader of my own firm, I’ve fallen into this same “problem analysis” focus of solving my growth company challenges. And as a father, during a recent teacher-parent conference, I caught myself focusing more on the “B’s” than the “A’s”, even though I now know better – these are difficult habits to break.



DRIVING REVENUES

So what’s the alternative? Let me go back to my latest planning session with the client mentioned above. Their main challenge was driving revenue. Rather than analyze all the reasons why revenues were NOT growing as rapidly as they would like, we took a different tack. Instead, we explored a time when revenues were exploding i.e. when things were going great.

Rather than analyze all the reasons why revenues

were NOT growing as rapidly as they would like...

we explored a time when revenues were exploding

i.e. when things were going great.

Back a number of years ago, one of their divisions had driven revenues from $2 million to just over $9 million in the span of twelve months. Since then, that division’s revenues have gone flat. So we brought in the head of that division and rather than spend an hour analyzing why revenues had gone flat, instead we asked “what were you doing right back then that caused revenues to explode?”

First, the head of the division was getting to re-live a positive time, rather than hash through a bunch of negatives. More importantly, about an hour into the conversation, as we continued to explore what worked for them in the past, the head of the division had a major insight.

Back a few years ago, he was spending about a week a month out in the field visiting with his main distributors and customers. However, after experiencing the sharp jump in revenues, he was sucked into all the challenges of running a much larger operation which had reduced his field time to less than a week every quarter. The minute he said it, the CEO looked at his head of operations, he looked at me, and we all looked at the division head and we knew our answer had been found. We then spent the next hour figuring out how to get some

activities off the division head’s plate so he could get back out in the field.

Results? When I checked back three months later, though the division head had not yet achieved a week/month of field time, he had managed to get out a lot more than he had been and in the process found a new product that may likely add $10 million in revenue next year! Now the company is faced with finding the cash to support the added inventory and again, when explored how they had successfully accomplished this in the past.

DEFINING AND FOCUSING ON THE CORE CUSTOMER

While discussing the downturn of company profitability over the past few years, Certified Gazelles Coach Andy Buyting brought a new client in the security guard industry through a core customer exercise. After analyzing the hard numbers and the gradual shift in customer profile in recent years, it was found that approximately 76% of their customers made up less than 5% of their revenues.

What they concluded was they were wasting far too much (76%) of their time, attention and resources servicing clients that were simply not profitable. This was taking them away from their larger clients, clients they were better equipped to service well, and would most likely contribute to larger and more profitable growth in the future.

Result? Within a three week period, they essentially fired (transferred out) three quarters of their customer list. This freed up their operations and admin people to focus on their large profitable clients. It also provided their sales team with clarity on their core customer, and has allowed them to grow larger, faster and with much stronger profitability.

TURNAROUND STRATEGIES

Another friend who turns around business said he uses a similar process. He simply asks for a graph of the company’s financial performance for the past decade or so, looks for a point where the performance was stellar, and then brings together leaders and employees who were around during that period and spends a couple days inquiring into what

the company was doing then that they aren’t doing now.

In one recent turnaround, he found seven distinct activities the firm was doing during the boom times that they weren’t doing now and he simply focused the firm on doing those activities again, even though the market and products had shifted over time. Results? Another successful turnaround.

FOCUS ON STRENGTHS

Marcus Buckingham, the strengths movement guru (Go Put Your Strengths to Work), notes that if you want to help your children with their F’s, ask them about their A’s – what did they do to get their A’s, why they like that subject more than the other, what the teacher does, etc. You don’t ignore F’s, but you must study the A’s, not dwell on the F’s, if you have any hope of supporting your child in a positive way.

You don’t ignore your problems, but it’s far

more productive to study what’s working...

The same with your company. You don’t ignore your problems, but it’s far more productive to study what’s working, in your own company or others, as the best way to solve the challenges facing your growing firm.

As a Certified Gazelles International Strategic Advisor, Andy Buyting provides strategic direction for high growth companies and their management teams as they grow their organizations to the next level. Learn more at www.AndyBuyting.com

Verne Harnish is founder and CEO of Gazelles, a global executive education and coaching company, Verne has spent the past 30 years educating entrepreneurial teams. He’s the author of Mastering the Rockefeller Habits which is endorsed by over 100 CEOs of mid-size companies and is published in ten languages.


BY: DAVE KERPEN, FOUNDER AND CEO, LIKEABLE LOCAL

7 Social Media StrategiesHave Social Media Work for your Company

Gone are the days of strictly using traditional marketing vehicles.

Today, savvy SMB’s use search marketing, search engine optimization and various social media platforms to market their companies online. And, today is as good a time as any to look at your social media strategy.

More than 1.3 billion people in the world are on Facebook, including over 180 million Americans. Twitter recently surpassed 400 million accounts.

LinkedIn boasts over 300 million users. Many SMB’s are trying to take advantage of these trends, by using social networks to promote themselves and broadcast their messages, but few are fully reaping the rewards.

If you stop thinking like a marketer and start thinking like a customer, you’ll understand the secret to social media is in the “social” more than in the “media”. It’s in being human, and being the sort of person at a cocktail party who listens attentively, tells great stories, shows interest in others and is authentic and honest. To put it simply, the secret is to be likeable.

Here are seven tips to be more likeable and ensure great success using social media:

1. Listen first and never stop listeningBefore your first tweet, search Twitter for people talking about your company

and your competitors. Search using words that your

prospective

customers would say as well. For example, real estate agents should use Twitter and Facebook to search for people using the words “looking for a realtor” in your town. You’ll be surprised how many people are already looking for you.

2. Don’t tell your customers to “Like” you and “Follow” you, tell them why and how they shouldEverywhere you turn, you see “Like us on Facebook” and “Follow us on Twitter”. Huh? Why? How? Give your customers a reason to connect with you on social networks, answering the question “What’s in it for me?” and then make it incredibly easy to do so. Note the difference between these two calls to action: “Like our page on Facebook” vs. “Get answers to your questions on our Facebook page.”

3. Be authentic Your customers don’t want to read impersonal posts and sales offers all day. Instead, be human and be yourself. Are you sponsoring a Little League team in your town? Share it with your fans! Know a few jokes related to your industry? Tell them! Show your company’s personality and watch your online community to engage and grow.

4. Why ask questions? Wondering why nobody’s responding to your posts on Facebook? It’s

probably because you’re

not asking questions. Social media is about engagement and having a conversation, not about self-promotion. If a store posts on Facebook, “Come in and see what’s on the sale today,” nobody will comment and nobody will come. If that same store posts a question as simple as “What’s your favorite gift you’ve ever bought?” and attaches a great picture, people will be more likely to comment online and engage with the company.

5. Surprise and delight your customers Want to bring more attention to your company’s social media pages and become more likeable overall? Figure out ways to surprise and delight your customers on a regular basis. Offer contests and raffles or encourage your community to join the conversation for a chance to win local gift cards that show off a town’s personality. Remember, free is like magic and a delighted customer will share their experience with friends and family.

6. Share pictures and videos to tell storiesPeople love photos. The biggest reason Facebook went from zero to 1 billion users in just 10 is photos. Photos and videos tell stories about you in ways a text alone

cannot.



You don’t need a big production budget, either. Use your smartphone to take pictures and short videos of customers and cool things around town. Then upload them directly to Facebook, Twitter and LinkedIn. A picture of happy, attractive customers is social media gold. Try a video featuring testimonials from your happy customers! A picture really is worth a thousand words – and a video is worth a thousand pictures.

7. Spend at least 30 minutes a day and use tools to help Likeable Local offers a software that makes social media fun, easy, and effective for small businesses. With advertising, analytics and idea suggestions, Likeable Local gives you the tools to be successful on social. If you bought a newspaper ad or radio ad, you wouldn’t spend five minutes on it or relegate it to interns, so don’t do it with social media. Spend real time each day reading and learning, listening and responding, and truly joining the conversation. The more time and effort you put in to social media, the more benefits you’ll see.

The strategies listed above are critical to maintain and grow an online community, but before you even consider social media – I tell Likeable customers – consider this: Social media will help magnify and multiply the conversations about your company. Will you be happy about the nature of those conversations?

Before you get involved with external communications – online marketing, advertising and social media – look internally at your company. The secret to the most effective marketing is so simple – just be likeable.

Dave Kerpen is the the founder and CEO of Likeable Local, the cofounder and Chairman of Likeable Media, the NY Times Bestselling author of 3 books, the #1 LinkedIn Influencer of all time in pageviews, ahead of Bill Gates, Jack Welch, Mark Cuban and Barack Obama, and the proud father of Charlotte and Kate Kerpen.


14 RISK & BUSINESS MAGAZINETM SPRING 2015 14 RISK & BUSINESS MAGAZINETM SPRING 2015

“The ability to make good decisions about people represents one of the last reliable sources of competitive

advantage, since very few organizations are very good at it.” Peter Drucker

Which managers among us have not suffered from too many

costly mis-hires? Dr. Brad Smart, widely respected as a hiring expert, offers three common sense steps to help us hire better. He coined the term Topgrading to mean achieving 90% success hiring and promoting people.

R&B: Brad, let’s get straight into it. Why is hiring very risky?

Brad: Because almost all managers suffer from poor hiring results. I met with the number one Human Resources executives from the largest 100 companies in the world. Across the board, they said that 75% of the people they hire turn out to be disappointments.

R&B: Why is the success rate so low for most companies?

Brad: Most companies mis-hire people because of three things: One, candidates get away with lying on their resume and in interviews; two, interviewing methods are so shallow Forrest Gump could pass them; and three, companies don’t verify what candidates told them because the reference calls they conduct are generally ineffective.

R&B: I know Topgrading has ways to overcome problems, but first let’s talk more about risk. What are the risks when there is a mis-hire?

Brad: For three decades we’ve asked managers to estimate what it costs in money and time when they mis-hire someone. Bottom line, the average estimated cost of mis-hiring a $100,000 per year manager is over $400,000,

Hiring is a Risky BusinessTopgrading Steps to Hiring BetterBY: DR. BRAD SMART, AUTHOR AND PRESIDENT AND CEO OF TOPGRADING, INC.

and the average number of hours “wasted” sweeping up after a mis-hire is more than 250 hours. The cost of keeping low performers gets bigger over time because they suck the energy and productivity of high performers who must work harder to prevent mistakes and later correct them.

R&B: OK, so what are the steps managers can take to hire better?

Brad: Step 1: Use the Topgrading “truth serum” which is simple: Tell candidates that a final step in hiring is for them, not the company, but for them to arrange reference calls with their former managers and others. The low performers, those with hyped resumes, drop out because they know there is no way that they could get their former managers to talk with the hiring company – nor would they want you to.

Step 2: Conduct a Topgrading interview. Remember, all the remaining candidates are motivated to tell the truth. The Topgrading Interview walks them through their career so you can really understand how they evolved and what their abilities and competencies are today. Start with their first job and come up to the present and ask: What were your successes? What were your failures? What were any additional key decisions or any important people interactions you had? Appraise your boss. (It’s very important to see what sort of bosses they liked, or not.)

And here is the single most important and revealing question of all: If we were to ask you to arrange a reference call with your managers, what is your best guess as to what they would list as your strengths

and your weaker points and how would they rate your overall performance?

The Topgrading interview reveals how people they performed and improved, and how they learned from mistakes. Values are revealed and over time, clearly defined patterns uncover their strengths and weaker points today.

Step 3: Ask candidates to arrange reference calls with their former managers —and then make those calls. This assures solid verification of everything the candidate said. Ask candidates to arrange the calls with not just their bosses, but anyone you want to talk with. It might be a couple of sharp subordinates or peers. Or for a sales rep candidate, maybe you want to talk to a couple of customers and so forth. Candidates arrange the calls so there’s no telephone tag.

R&B: That’s brilliant. With regard to the Topgrading Interview, would you recommend one person or a panel do them?

Brad: That is a terrific question. Definitely use two interviewers, the hiring manager and another manager, perhaps Human Resources. General Electric started with 25% success and with solo Topgrading Interviews improved to 50%. Jack Welch, GE CEO at the time, asked how they could improve and I suggested two interviewers. He implemented it and GE achieved an over 90% hiring success rate. Soon after, GE became the most valuable company in the world in terms of market capitalization.

The cool thing is that thousands of managers have been trained in Topgrading and when they use these three basic steps and conduct tandem Topgrading Interviews, they too achieve 80% and even 90% hiring success. And many managers prefer to have a Certified Topgrading Coach as the main

interviewer and they serve as the tandem partner.

R&B: Is Topgrading just for large companies?

Brad: No! A single mis-hire in a small company could be devastating.

Thousands of small- and mid-sized companies have

successfully Topgraded.

R&B: What proof is there that Topgrading really works so well?

Brad: Go to www.topgradingcasestudies.com to read 40 case studies. On the first

page is a master chart showing the average hiring success rate improved from 26% to

85%. And every CEO is quoted saying the company is more profitable

because of Topgrading.

R&B: Tell us a little how our readers can learn more.

Brad: They can go to www.topgrading.com to download a free 70-page e-Book, Topgrading 201.


Dr. Brad Smart is an internationally renowned management psychologist and is generally regarded as the world’s leading expert on hiring best practices. Topgrading methods have helped leading companies such General Electric, Honeywell, Barclays, and American Heart Association plus hundreds of small and mid-sized companies improve their hiring methods.

16 RISK & BUSINESS MAGAZINE FALLTM 2014 16 RISK & BUSINESS MAGAZINETM SPRING 2015

The cinnamon roll shouldn’t be here. The story of the

cinnamon roll only knowing the confines and comfort of mall food-courts, remaining resilient against the glass-half empty nutritionists that called for its downfall, and then becoming the staple item in a billion dollar business, runs parallel to Cole’s own rise and the challenges she faced along the way. Cole went from “waitress” to “President” by thinking bigger, doing more, embracing change, and welcoming all challenges.

BY: NEIL WADHWA

From Waitress to President:

The Rise of a Business Superstar

Kat Cole’s Sweet Success

RISK & BUSINESS MAGAZINE FALLTM 2014 17 RISK & BUSINESS MAGAZINETM SPRING 2015 17

Walk through most mall food-courts around the world and you’ll be sure to smell that magical aroma of sweet cinnamon, brown sugar, gooey icing, melting margarine, and pillow-soft pastry dough, calling your name. Follow your nose and you’ll end up at Cinnabon, the cinnamon roll brand with a cult following.

The cinnamon roll’s popularity hasn’t diminished at a time when fast-food chains and restaurant menus worldwide are adopting healthier options. In fact, Cinnabon has hit $1 billion in sales every year since 2012, and its licensed products can now be found everywhere from supermarket shelves, in packaged-foods by Kellogg and Pillsbury, to fast-food restaurants, including Taco Bell and Burger King.

While Cinnabon’s success can be traced to Makara cinnamon—Cinnabon’s proprietary cinnamon from Indonesia that can be found in all of Cinnabon’s licensed products—and loyal customers willing to indulge in a little guilty pleasure every once in a while, the company can also take comfort in knowing it’s in the safe hands of Kat Cole.

Cinnabon’s classic roll is 880 calories—330 more than a Big Mac. It goes against all the trends of the “make it healthier” and “make it artisanal” discussions that surround food in 2015. Yet it manages to survive, thrive, and expand. In many ways, the story of the classic roll echoes the story of Cole, President and Chief Executive Officer of Cinnabon, who is in a position that might have been unimaginable to her 9-year-old self.

“I grew up in Jacksonville, Florida. Our father, who was a Vietnam veteran, had come back a troubled guy, and was making bad decisions. He wouldn’t be around for family events, or my mom was left to do things on her own, or he was out drinking and wouldn’t come home till late,” said Cole, during her recent appearance on Undercover Boss.

“So, when I was nine years old, my mom had the courage to leave him and take me and my two younger sisters to a different city so that we could start a new life. She fed our little family of three girls on $10 a week.”

It’s in these early stages of life where Cole learned to take charge and be responsible—traits not typically asked of a 9-year-old. But it’s these very traits developed by Cole at an early age that still help guide her throughout her professional career.

Cole watched as her mom became the leader of the family. More importantly, seeing her mom feed three growing girls on $10 a week instilled in her the drive to be successful, a drive that can only be understood by those who have grown up in situations similar to Cole.

10 years later, at the age of 19, Cole started working at Hooters, selling beer and chicken wings. As Cole’s mom was still raising three kids on a low salary, Cole spent her time outside of Hooters (when not at school) working a second job at a local mall.

Her time at Hooters wasn’t one of working for tips, but rather embracing any opportunity that came her way, gladly accepting challenges that others would turn away from.

“I was in the right place at the right time with a company that was growing, but at the same time,

I had worked my buns off to be

known as someone who could get the

job done. When the cooks quit, I went in

the back and learned how to cook, when the

managers needed help, I helped, when the other

servers or people needed help, I was there to help, because

I was curious and I genuinely wanted to help,” Said Cole, in a

recent interview with NextShark.

“Fast forward a year of doing that, I was one of the few people that had

worked every job in the building. So when someone called and said ‘hey, we want you to

go overseas and open restaurants,’ it wasn’t just that I was chosen, it wasn’t just that I was lucky,

it’s that I had happened to put myself in a position—unknowingly—to be one of the top candidates.”

“I had worked my buns off to be

known as someone who could get the job done.”

18 RISK & BUSINESS MAGAZINE FALLTM 2014 18 RISK & BUSINESS MAGAZINETM SPRING 2015

For Cole, every challenge and every new opportunity was a new chance to learn and grow. She was willing to put herself in new situations, ones that she may not have had the skills or training for at the time, in order become a well rounded, knowledgeable employee—rather than one that had only very narrow, replaceable skillsets.

Nothing encapsulates Cole’s willingness more than when Hooters asked her to help open a restaurant in Australia. Although she had run every aspect of the Jacksonville’s Hooters location, what Cole had never done at that point in her life was step on soil outside of her home state of Florida—never mind stepping on an airplane. She asked management for a day to decide, and after consulting her mom, flew to Miami to stand in line and get a passport, which could be completed within the day. She got the passport, and was soon in Australia, where she spent 40 days helping with the opening of the restaurant.

Management never knew about her day trip to Miami in order to get the passport.

At the time, Cole thought of Hooters as just a pit stop, as she was pursuing an engineering degree at the University of Northern Florida, with plans on enrolling in law school afterwards. But Cole’s experience in Australia was life changing. Not only was it her first trip outside of Florida, but also management saw how successful she was and started sending Cole to more countries to open more restaurants.

As a result, she made the decision to drop out of school. A big decision, considering Cole was the first of her family to go to college—and a decision she would revisit less than 10 years down the line. This continued the trend of embracing opportunity and change, rather than question and resist change in order to follow a path seemingly set in stone.

After opening restaurant locations for less than two years, a Vice President at Hooters asked the then 20-year-old Cole to apply for a management job based in Hooters’ Atlanta headquarters. Cole applied—even dressing up for the phone interview—and got the job. Six short years later, Cole became a VP of Hooters herself. To make up for the fact that didn’t have a university degree—revisiting her decision to leave the University of Northern Florida 10 years earlier—Cole completed her Graduate Management Admission Test (GMAT) and then enrolled in Georgia State University’s Executive MBA Program.

In 2010, still a student in her early 30s, FOCUS Brands, the Atlanta-based franchisor and operator of six food-

For Cole, every challenge and every

new opportunity was a new chance to learn and grow.

RISK & BUSINESS MAGAZINE FALLTM 2014 19 RISK & BUSINESS MAGAZINETM SPRING 2015 19

service chains with over 4,500 locations in the United States and 63 other countries, hired her as the CEO of Cinnabon. Two short months after she was hired, Cole finished her MBA. One month after finishing her MBA, she was promoted to president of Cinnabon.

At 32, Cole was responsible for over 1,000 Cinnabon locations in over 50 countries, which, at the time, was approaching $1 billion in annual sales.

In February 2015—during the very week of this article’s initial drafts—Kat Cole, now 36, was promoted to president of FOCUS Brands, putting her in charge of Carvel, Schlotzsky’s, Moe’s Southwest Grill, Auntie Anne’s Pretzels, McAlister’s Deli, in addition to Cinnabon. A short 17 years ago, Cole was just in charge of wings and beer at the Jacksonville Hooters.

“I was the daughter of an alcoholic and a single parent, I worked at Hooters most of my life, and I dropped out of college,” Cole explained to Charlotte Alter for an interview with Time Magazine.

“You tell me if that inspires you to want to have me run your company.”

We think FOCUS made the right decision.

Kat Cole promoted to President of FOCUS Brands

Creating Inspired MomentsThe Importance of a Customer Service Vision StatementBY: JOHN DiJULIUS, PRESIDENT, THE DiJULIUS GROUP

“Putting our feet in the shoes of the Customers, [we understood] what they were dealing with and [their] anxiety . . .We were growing the company with such

speed and aggression that we lost sight of the Customer experience.”-Howard Schultz, Starbucks’ CEO,

Wall Street Journal 2011

In 2010, I had one of the highlights of my consulting career: Starbucks asked

me to help it re-create its Customer service vision statement. I have worked with Starbucks in the past, but this was different. I knew this was going to be something that would live for a long, long time in Starbucks. Starbucks has always been one of my favorite companies, both as a Customer and as a Customer service consultant. I was so excited! I knew that no one helped create better Customer service vision statements than The DiJulius Group. I knew we were perfect for this project. I was so excited about taking on this project, until I asked them what their current vision statement was that they wanted to change: “To inspire and nurture the human spirit one person, one cup, and one neighborhood at a time.”

I thought to myself, Wow, that’s pretty good. I honestly didn’t know if we could improve on that. I asked Craig Russell, senior vice president of global coffee, why he felt that statement didn’t work for Starbucks. He replied, “We love the statement; those are Howard’s [Schultz’s] words. It is more of our purpose. As far as a Customer service vision, it is too big, too aspirational. We want something that’s actionable, trainable, measurable.” As I thought about it, he was right. If someone comes in and orders a venti soy latte, and the barista gives

Inspired moments One of the biggest takeaways from this workshop that the group of executives from Starbucks shared was that Starbucks can’t change what’s going to happen today to its Customers. Whether they get a flat tire on their way to work or they are irate because their package didn’t arrive next-day air, as promised, what Starbucks can provide (and does provide very well) is an escape—if only for a few seconds in the Customer’s day. Starbucks allows its Customers to step inside, collect themselves, see some friendly faces—whether it be the workers, friends, or neighbors from the community—and take a break, enjoy a beverage, regroup, and then go back and take on the world again.

There it was. The team had it: the Starbucks’ Customer service vision statement. One of my proudest trophies as a consultant is the Starbucks green apron. The next time you walk into a Starbucks, anywhere in the world, and you see a Starbucks employee wearing that signature green apron, politely ask them to turn the inside top of the apron over for you. There is where you will see the Starbucks Customer service vision statement and pillars printed. It reads:

it to them exactly how they ordered it, in ninety seconds, did the barista inspire or nurture their human spirit? Probably not. That is something that takes dozens and dozens of positive experiences. I believe Starbucks does that. But it doesn’t happen one time.

So we did what we do with all our consulting clients when making a Customer service vision statement; we started with scripting a day in the life of a Starbucks Customer (see chapter 5 for the day-in-the-life discussion). A Starbucks Customer is easy to relate to. Virtually anyone reading this book can relate, whether you actually frequent Starbucks or not. Starbucks customers are people with discretionary income who are battling the hustle and bustle of their busy lives, trying to balance everything they have going on personally and professionally—people dealing with the daily grind that can wear us all down from time to time.


The content for this article was taken from The Customer Service Revolution: Overthrow convention Business, Inspire

Employees, and Change the World, (January 2015 Greenleaf Books)

by John R. DiJulius III

Personalize—This means customization. With over eighty thousand ways someone can order a Starbucks beverage, you truly can have it your way.

Own—Starbucks trusts its employees. They can own the experience. If a little girl drops her hot chocolate, a Starbucks employee can give her a new one for free.

Each of the pillars is critical, but only in conjunction with each other. Customers want their drinks made exactly how they ordered it, quickly—but not by someone with an attitude. Just the same, a

Customer does not want someone to greet them by name and have their drink ready for them before they order it, only to have their drink made incorrectly.

Big Impact The Starbucks service vision statement contributed to the company’s turnaround in 2010 and 2011. Earnings rose 44 percent, Customer visits rose by 5 percent, and more Customers were paying for higher-priced items.

Why is the service vision statement printed on the inside of the green apron? It isn’t for the Customers or public to see; it is for the Starbucks employees to see. And every time they put that apron over their head, they are reminded of their job for every Customer with whom they come in contact with.

Pillars to the service vision statement The four pillars to the Starbucks service vision statement have to do with the company’s key drivers of Customer satisfaction:

Anticipate—This might mean that if a barista notices a Customer in a business suit, at 6:05 a.m., ordering his coffee, while barely looking up from his smartphone, he probably has some place to be. Get him his drink and help him get on his way. On the other hand, it can be a completely different pace at 9:05 a.m., when a barista encounters a few mothers who just dropped their children off at school and seem to be in no rush.

Connect—A connection could be recognizing regulars and having their drinks ready for them, or it could just be a smile or a kind word.


John R. DiJulius III is considered the authority on world-class Customer service and is the author of three books on Customer experience. He is the president of The DiJulius Group—a Customer service consulting fi rm that works with companies like Starbucks, Chick-fi l-A, The Ritz-Carlton, Nestle, PwC, Lexus, and many more. John is also the founder and owner of John Robert’s Spa—named one of the Top 20 Salons in America


You are in the middle of your second or third good discussion with a

prospect and everything seems to be going great. The prospect seems engaged and happy to work with you.

Then prospect poses an innocent sounding question, “So, how big is your company?”

Without hesitation, you answer that question. You recite, more or less verbatim, the standard reply you were trained to recite when people ask you about the size of your company. The answer laid out for you in your orientation workshops, promotion materials, and brochures: 85 employees, a headquarters location, and 3 other regional offices across Atlantic.

The prospect nods and the conversation continues.

Although there are plenty of smiles, pleasantries, and earnest promises

to be in touch as you wrap up your meeting, the

oddest thing

takes place once you leave the building... All forward motion stops.

The prospect no longer returns your calls. Your emails receive ambiguous replies and weeks pass by. You’re off the prospect’s radar screen. You find that no one else in the company seems willing to acknowledge your attempts to reach out. It’s like the prospect has ordered everyone in the enterprise to deny your company’s existence.

What happened?!? You answered all the prospect’s questions!

My belief system states you should only answer your prospects’ questions if doing so can help you... or at least it can’t hurt you.

Since prospects tend to “smokescreen” their questions - meaning that they tend to ask questions whose true purposes aren’t likely to be clear to you at first - you must make sure, first and foremost,

that you’re answering the real question.

Guess what? When that prospect so innocently

asked, “How big is your company?”

the real question

was: “Will you be able to handle a 4-province distribution schedule?”

As it happens, you can handle a 4-province distribution schedule. But the answer your company taught you to repeat only mentions one province. And that was enough (non)-information for this prospect to tune you out... without telling you why.

In most cases, and especially in the early going, you have to assume that every question you hear from a prospect is a smokescreen question.

So the question, “How soon can you get shipment to us?” may mean, “Can you get shipment to us by 10:30 Thursday morning?” The question, “How strict are you with quantity discounts?” may mean, “Can I take advantage of the quantity discount and arrange for a 14-day split-shipment?”.

If you make a habit of answering the first question you hear, you’ll never understand the real question!

You must discover why the prospect asked you the question you just heard. You must identify the underlying intent.

BY: ERIC FRY, MANAGING PARTNER, SANDLER TRAINING

Right Questions, Right TimeThe Importance and True Relevance of a Question


Intent: The importance and true relevance of the question to the topic of discussion.

If you don’t know the intent you cannot respond intelligently.

How do you identify the intent? By Reversing.

Reversing is the strategy of responding to your prospect’s questions and statements with a question. It puts the verbal ball back in the prospect’s court.

Reversing prevents you from attempting to mind-read. It adds clarity and completeness to the prospect’s smokescreen questions and statements. It helps you uncover the underlying intent of those questions and statements.

Some reversing questions include:

Why do you ask?

Why is that important?

Why did you bring that up just now?

What are you really asking?

What are you really saying?

Reversing must be done with caution. Firing back with questions in response to the prospect’s

questions may sound harsh. So in most cases, you will want to precede your

questions with softening statements.

That’s a good question. And you’re asking me that because...?

Many people ask me that. And that’s important to you because...?

That’s an interesting question. Why do you ask? (What brought that up?)

Good point. And you brought that up now because...?

I appreciate you sharing that. I can’t help wondering, what are you really saying?

Often it takes three or more reverses to get the prospect’s real question.

In this case, if you had asked effective Reversing questions, you could have gotten to the prospect’s true question and

confirmed that a 4-province roll-out was no problem.

And you would still be in the game.

Eric Fry is Managing Partner with Sandler Training. Prior to Sandler Training, Eric worked for a number of well-known, international organizations including Xerox and Staples Advantage while honing his skills in sales and leadership throughout his career.


Ever since I identified Labor Productivity as the #1 key to

profitability in my book “Simple Numbers, Straight Talk, Big Profits!”, I have continued to research how the best teams produce more than their peers.

Professional sports teams offer a good laboratory for this discussion. The NFL presents the best picture since they have a labor agreement that imposes a “salary cap” that prevents any team from spending more than the cap amount any one year. I offer up the New England Patriots as the best example of this. They have made it to the playoffs 12 out the last 14 years and won 3 Super Bowls. During that same time period, the Oakland Raiders have not even come close to the playoffs.

Clearly, the Patriots have produced more output for every dollar they spent than the Raiders. This requires every dollar spent to be productive. Every position player, every coach, and every front office person has to do their job to select the right players, negotiate a fair pay for performance, develop a successful game strategy, coach the players to be ready, and execute to their best ability during game time.

Your business is no different. I contend that every business has a natural salary cap that they must live under. For every level of revenue, in every industry, businesses have a common cost structure they must live by. The only thing that changes the non-labor costs in business is the actions of exceptional team members. If you have exceptional

managers who select, lead, and manage their team, only

then will you be able to beat the competition.

Sounds great, but it is hard to do. I have come to believe that the missing element is compensating your team “equitably” not “equally.” As I have been able to study my clients’ data, it has become evident to me that productive people want to work around other productive people. They also want to be recognized with reasonable differences in pay based on their measurable (or perceived) performance. This is what we refer to as “Market Based Pay for Market Based Performance.”

Whether you try to keep wages confidential or are open book like my company is, your team has a way to find out (or guess) what their peers make. I do not recommend it for every business, but if you do not hide compensation, it causes fewer headaches if you truly strive for no inequities in pay of your team. Internet sources for comparable pay like Glassdoor.com and Salary.com make readily available data for pay comparison. What you need to do is establish your process to coach your team through where they stand to how they can make more by producing more.

In Adam Grant’s blog from giveandtake.com, I read a quote that really struck me:

Equal or Equitable Pay? How to Get Top Team PerformanceBY: GREG CRABTREE, PARTNER, CRABTREE, ROWE & BERGER, PC

“Equity matters more than equality. Differences in pay aren’t a problem as long as they’re fair. When players are paid less than teammates who aren’t performing any better, jealousy, resentful, and discouragement often follow. When they’re paid less than teammates who deliver more value, they understand.”

I could not agree more. Your team knows who is productive and who is not. Your job is to take action before the productive ones leave you for a more equitable position. Why would you be the Oakland Raiders when you could be the New England Patriots?

Greg Crabtree, Author of Simple Numbers, Straight Talk, Big Profits, is a partner at Crabtree, Rowe & Berger, PC, an accounting firm focused solely on the needs of entrepreneurs, helping them build the economic engine of their businesses.


a step above

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Professional Liability

BondingFidelity-Crime

Privacy BreachDirectors’ and Officers’ Liability







BY: MICHAEL McQUAID, BENSON KEARLEY IFG

The Threat of Human Hacking Putting Attention to your IT Risk Management Program

“Lend me your car keys, I’ll be right back.”

When this request comes from a spouse, friend or neighbor, it is

our human nature to be helpful and trustworthy. We act in turn, and hand over the keys graciously. Our decision to voluntarily part with our personal belongings is predicated on the degree of trust and familiarity we have with the requester. The request from a troublesome neighbour’s teenager, or stranger at the door, would no doubt elicit a decline. Real world interactions allow us to very quickly assess the probability of loss and govern our decision making.

Our business relationships are no different. We do business with people we trust; vendors, suppliers, clients, customers, accountants, lawyers. These relationships are developed and nurtured over time in the real world.

But it’s a different story on-line. Case studies are mounting where companies have voluntarily lent their corporate car keys to criminals who have absconded with corporate assets. Unsuspecting employees have fallen victim to a fraudster impersonating a trusted business partner, and relinquishing money in what they believed to be a credible business transaction. Only after the fact, do they discover they are victim of a fraud.

In a recent 2011 computer crime survey, losses ranged anywhere from $25,000 to $100,000 per occurrence.

This case study will illustrate the threat and the common technique of impersonation. The fraudster is a client.

A law firm receives a request to sign up a new client from overseas. The new client wishes the firm to pursue a debtor in Canada who is delinquent on its bills. The client explains that it will pay the required retainer and enters in to an agreement with the law firm. During the vetting process, the client informs the firm that the debtor has agreed to pay its bill, and has already issued the cheque to the law firm. The client then instructs the law firm to cash the cheque that has just arrived, deduct its legal fees, and wire the balance to the client.

Resolution: The law firm does not wait for the hold to clear before wiring out the money, and by the time the firm has been notified that the cheque has bounced, the client has the money, leaving the law firm out of pocket for the entire $250,000 amount.

Computer crime has garnered a lot of attention with respect

to malicious malware, unauthorized access and privacy.

Computer crime has garnered a lot of attention with respect to malicious malware, unauthorized access and privacy. However, criminals admit, it is far easier, through social engineering to breach a company’s defenses not by compromising it technological defenses (firewall), but through its weakest link, their employees.

Although defrauding humans face to face is not new, the online techniques have become very sophisticated. Many technological methodologies are employed to gain target company’s intelligence. But the distinction with human hacking is the employee becomes a “willing participant” and turns key in the crime. By exploiting human nature, the willingness to be trustworthy and helpful, or the fear of being troublesome or getting into trouble for not cooperating with the


impersonator, the fraudster has gained the services of an inside accomplice.

Most human hacking will involve certain levels of 1) information gathering, 2) relationship development, 3) exploitation, and 4) execution. The motive is usually financial gain.

To effectively manage social engineering fraud, specific attention must be

included in the overall IT risk management program.

To effectively manage social engineering fraud, specific attention must be included in the overall IT risk management program. Understanding this attack vector, organizations can align resources to prevent it through technology protocols and employee education. Emphasis is made on employees as they are the weakest link in the IT security chain.

Insurance protection has lagged behind the technology risk management curve in

providing coverage for computer crime. Y2K endorsements are still embedded in property insurance policies. Crime coverage still only recognizes the physical “break and enter” and theft of tangible property. Only recently has there been a surge of computer crime policies. The scope of coverage varies, as do the policy names. But there is consistency in crime coverage in so far as they exclude coverage when the insured voluntarily parts with its

property and it is unlawfully taken. This is the essence of human hacking. Based on the deficiencies in traditional policies, computer crime coverage should be an integral part of a corporate insurance policy, adding all aspects of IT risk, including human hacking.

Risk management will ensure the car keys remain in the right hands but if they go missing, the loss can be mitigated with proper coverage.



According to the latest research from Content Marketing Institute, just

38% of marketers say they are finding success with content marketing. With nine in 10 marketers doing some kind of content marketing, but yet the majority “failing” at it, we have a significant problem. In many cases, marketers are doing the wrong things. Here’s five thoughts you need to be thinking about right now if you want to take your program to the next level.

1. Take “best of breed” seriously Ninety-nine percent of companies

BY: JOE PULIZZI, FOUNDER OF CONTENT MARKETING INSTITUTE, AUTHOR OF EPIC CONTENT MARKETING

Steps to the Next LevelTake Your Content Marketing Strategy to the Next Level

don’t do this. In my third book, Epic Content Marketing, I talk about six principles that are essential to epic content marketing. The sixth, and perhaps most important, is setting a goal/mission to be the “best of breed” informational provider for your industry niche — i.e., to truly be the leading informational resource for your industry.

Ask yourself this: If your content marketing disappeared from the planet, would anyone miss it?

If no one would miss your information, you’ve got work to do. Start by setting your goal, then set up the processes and invest in the people you need to reach that goal.

2. Follow the “3-legged-stool” model Almost every successful media company in the world leverages the “3-Legged-Stool” model: creating content for digital, print (print magazine or newsletter), and in-person (customer event or series of customer meetings). I believe that if your brand doesn’t leverage all three channels in a meaningful way, you cannot truly be an industry-leading informational source.

Beyond that, there is a huge opportunity in leveraging print channels specifically. Just think of it like the value of a trade show where all your customers are in attendance, but none of your competition showed up. That’s the value print content marketing currently represents. I smell opportunity.

3. Leverage native advertising while you can In a recent LinkedIn native advertising* post, I wrote the following:

Publishers are using native to survive and grow. Brands are using native to steal audience from the publisher. It’s that simple.

I’m not sure how long publishers in your industry will offer native advertising opportunities. If I’m a brand, I’m going to want to go all-in

on leveraging native to steal as much audience as possible. Look into it.

4. Kill a channel Here’s a publishing truth: It’s likely that, with each new channel you add to your content marketing plan, the other channels you are already using will take a small hit in quality and focus. I’ve seen this time and again as our concentration goes wider and our relevance gets broader.

I’d like to challenge you to kill a channel (or two) and put a renewed focus on the channels that are most worthy of your time and attention. Be amazing: Be great at distributing content through three channels; use another three to heavily promote that content; and forget the rest… at least for a while. Then check the results.

5. Begin with the end in mind If you’ve read Stephen Covey’s long-time best-selling book, The Seven Habits of Highly Effective People, you’ll recognize this one as the second habit: Begin with the End in Mind. In Covey’s words:

It focuses on what you want to be and do. It is your plan for success. It reaffirms who you are, puts your goals in focus, and moves your ideas into the real world.

If you don’t know what you want to be, in terms of your content marketing, when you grow up, how will you know if you are on the right path?

Things to do: Create your content marketing mission statement.

Set a subscriber goal for your content.

Decide what you ultimately want subscribers to do.

Answer the question, “How Will We Know We Are Succeeding?“

Joe Pulizzi is the founder of Content Marketing Institute and author of Epic Content Marketing. Joe can be reached on Twitter @JoePulizzi.

* Native Advertising

A Directly Paid Opportunity. Native advertising is “pay to play”. If a brand or individual did not pay for the spot, it’s not native advertising.

Usually Content Based. The information is useful, interesting and highly targeted to the specific readership. In all likelihood, it’s not an advertisement promoting the company’s product or service directly.

Delivered In-Stream. The user experience is not disrupted. The advertising is delivered in a way that does not impede the normal behavior of the user in that particular channel.

Again, the goal of native advertising is to not disrupt the user experience…to offer information that is somewhat helpful and similar to the other information on the site so that the content is engaged with at a higher rate than, say, a banner ad.



Documents

R&B Benson Kearley IFG Spring 2015