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March 31, 2010
11:00 am
St. Louis RISE Lunch

at Araka Restaurant (131 Carondelet Plaza Clayton, MO 63105)

more info & rsvp

April 15, 2010
7:00 pm
Launch, An Event for Aspiring Entrepreneurs

at Moonrise Hotel (6177 Delmar in the Loop)

more info

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St. Louis March 31st RISE Lunch SOLD OUT (in one week)

And we are completely sold out for St. Louis RISE Lunch on March 31st featuring forward-thinkers, entrepreneurs, business owners and more coming together for lunch, schmoozing and short, powerful presentations.

If you missed out (because this one sold out in a HURRY...one week), mark your...

click here to read more

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Interview with Kirstin Carey: Improve Your Sales Through Listening + Asking The RIGHT Questions

The Rise To The Top: Entertaining, Energizing and Empowering Entrepreneurs



Kirstin Carey is a sales rock star to say the least. She is an incredible entrepreneur and also teaches those who could use some sales help how to…make more sales (shocking).

Kirstin and I caught up at the Ritz Carlton in Phoenix to talk a little bit about ways to improve sales. For those that are more of the reading type… here are some highlights and lessons from the interview to help your business:

1. Skills and marketing and selling are important. The more you harness your skills in those areas, the more you can spend time doing other things.

2. If you have the passion, you can improve your sales. ANYONE can improve their sales.

3. Ask the right questions BEFORE jumping into the sales pitch.

4. Speak less and listen more no matter WHAT you are selling.

5. Whoever speaks the most in a sales meeting wins. You want your CLIENT to win!

6. The more your client speaks, the more they will love you.

7. People will tell you how to sell them if you let them.

8. Key question to ask: “What is the most important thing to you for this project/process..etc.?”

9. Description words used by you and the client are key indicators of what they find important.

10. SHUT UP and listen (just like your mother told you).

11. Avoid selling to people that aren’t the right fit. Sell to the RIGHT people. Finding the right person and what they want.

12. You must (HONESTLY) convey that whatever you are selling is in THEIR best interest and not yours. Extremely important.

13. You are probably not your own customer (unless you are). You must understand where they are coming from…not you.

14. Cold Calling = Not worth your time. “Cold Calls” defined as NO lead or connection.

15. Simple: Whatever is working..continue doing. If it doesn’t work…don’t do it.

16. Sponsorships are all about engagement, sales and Return on Investment.

17. Only job as a sales person is to gather information from the person and see if what you have fits.

18. Is the person the right customer for you? Difficult customers may not be worth it!

19. Put energy into what you enjoy. Fit your business to your lifestyle and not the other way around.

20. Don’t forget the fun part of your life :)

You can learn more about Kirstin and pick up more great info in a few different places:

1. Her Website

2. Follow Her On Twitter

Also, Kirstin involved in a BIG COMPETITION on Food Network. Vote for her THIS THURSDAY

Kirstin-Carey-and-David-Siteman-Garland

Live Passionately! – David Siteman Garland – The Creative Opportunities Specialist – www.therisetothetop.com

PS: Head to our main page on The Rise To The Top to check out our NEW look to make sure you know where you can find the latest and greatest on the website.

Entrepreneur Education on TV and Online At The Same Time!

Rise Underground: The Rise To The Top Entrepreneur Blog
The Rise To The Top: Entertaining, Energizing and Empowering Entrepreneurs

276-sf-solo-shotTV vs. Internet TV vs. Internet TV vs. Internet….the battle continues! But in exciting news, we are streamlining for fans of The Rise To The Top. Now you can get your The Rise To The Top online and TV at the same time.

Normally, we wait to release the show online until after it runs on ABC, but we have listened to our passionate base of Internet TV viewers and we are going to change the game.

Starting this Sunday (April 12th) we are going to be releasing new episodes of The Rise To The Top both on ABC in St. Louis AND on therisetothetop.com worldwide at the same time. This means you can count on new episodes wherever you like (coming soon on Itunes as well). We have a brand new layout, so make sure to check it out and of course let us know your feedback.

Tune in this Sunday (either online on on KDNL-ABC30 at 11 CST) to get a full meal of delicious entrepreneurship Episode #10: Creating A Dream Team and Entertainment Special with special guest Sam Foxman (pictured above) Senior Partner at Contemporary Productions, who has a laundry list of accomplishments including the launch of the Sprite.com brand in New York City, producing a ten-city tour for Rolling Stone Magazine, producing a five-city tour for The American Music Awards and regularly pushing the envelope of event innovation while rubbing elbows with top celebrities.

In this episode:
Our featured guest Sam Foxman discusses tips on starting a business and utilizing events to build your brand even without a million dollar budget.

Plus:

-How to ask for help when starting a business.
-How to use online keywords to attract new prospects/clients/customers with Adam Kreitman from Words That Click.
-The importance of event contracts with super lawyer Jeff Michelman from Stinson Morrison Hecker LLP
-How to follow up without being annoying.
-Hot Company feature on Wine Library TV and Gary Vaynerchuk (exclusive Gary Vaynerchuk interview coming this fall!)
-The Relationship Dr. Phil Dembo of 1st Date STL stops in to talk about the uncomfortable subject of PDA.
-Top ways to spice up your next event.
-Get off your couch and get involved in the arts scene + much, much more.

…Also don’t forget to tune into the exclusive after hours show Rise at Nite with much more from Sam Foxman available exclusively at therisetothetop.com

We hope you enjoy and would love to hear your feedback. I can’t wait to hear your success stories!

Live Passionately! – David Siteman Garland – The Creative Opportunities Specialist and Entrepreneurial Chameleon – http://www.therisetothetop.com

PS: Our FINAL DINNER AND DISCUSSIONS of the 1st Season is going to be absolutely amazing on April 22nd at Sub Zero Vodka and will include networking with top movers and shakers, a four course dinner, a killer presentation from Matt Brown and Ways of Being, and fantastic giveaways from sponsors including two hours of free concierge services from We Make It Happen Concierge Services. You can find out information and nab a spot early (invites go out early this week) by checking out the event page. Fun, dinner, networking, giveaways, and a high-energy innovative crowd for only $35 (at the event). Space is extremely limited and this one is going to be gearing up to be THE event of April. You can RSVP right now at RSVP@Dsgagency.com

What Is Hustle And Why Successful Entrepreneurs Have It Mastered

Rise Underground: The Rise To The Top Entrepreneur Blog
The Rise To The Top: Entertaining, Energizing and Empowering Entrepreneurs

img_0280When you say the word hustle out loud, what comes to mind? Go ahead, try it…

Do you have a NEGATIVE viewpoint on hustle?

A rigged carnival game, illegal copies of DVD’s being sold on the street, drug dealers, or a pimp in a big purple hat.

Or do you have a POSITIVE viewpoint on hustle?

A favorite baseball player who was undersized but always hustled, giving it your all, getting out there selling, promoting, and working your head off. The underdog, the over-achiever, the one who outworks the rest.

This past weekend I competed in my own version of “The Amazing Race” in New York City….that combined actual hustle (running down the street), figurative hustle (landing the interviews) and lessons in hustle (how these entrepreneurs have the hustle down to a science).

I had less than 48 hours to conduct a massive amount of interviews including Scott Mednick (serial entrepreneur, founder of Legendary Pictures, executive producer on films such as 300, Superman Returns, We Are Marshall), Gary Vaynerchuk (Brand building rock star and celebrity…and personal hero of mine), Ankur Jain (Student-preneur and founder of The Kairos Society) and Ashley Cook and Danielle Dankner (Ash&Dans Clothing Line).

From NYC to the dirty jersey, we have captured some incredible interviews that will be aired on The Rise To The Top and The Rise at Nite both this season and into next season.

Here are a few hustles that I’ve encountered and have been repeatedly brought up in conversations with top entrepreneurs, rising entrepreneurs, and budding entrepreneurs. Whether you are extroverted, introverted or mute you can master the art of the hustle and your business will grow. Some are born hustlers and for others it is a learned technique similar to some people are born with a natural ability to do math (not me) while others study hard to become math whizzes.

1. Your horn was built for tooting. It is one thing to be humble and another thing to be a jerk, but if you are afraid to promote you and your business, you are not hustling. This does not mean turning your Twitter into an RSS feed for your blog or telling everyone how awesome you are, but it does mean making a conscious effort to promote, tell people what you are up to, and also have confidence in your accomplishments. Successful entrepreneurs are great self-promoters and believe in both their business and themselves.  Just don’t blow out the horn.

2. Screw Rejection. I remember trying to ask out a girl in 6th grade. I had no idea what I was doing and asked her out in the middle of a class…DURING the class with lots of people watching. Horrible idea. It didn’t work and I was super embarrassed. It is not that dissimilar from starting a business. You are taking a risk and putting yourself out there. Negabots will attack with their haterade. Hustlers don’t get embarrassed or upset,  they answer all emails (even the negative ones), respond to critics, make sales pitches, and make it happen no matter what. If someone told me I shouldn’t start a TV show without going to broadcasting school and having twenty years experience, I just look them in the face and say, “Thank you for your opinion. I respect that and I’m doing things a bit differently.”

3. Don’t be afraid of saying “No”. If you are hustling, opportunities will come your way. In Gary Vaynerchuk’s case, he gets hundreds of opportunities a week: Business deals, book deals, TV deals, interview requests (Plug: Gary is the MAN for accepting mine because he went with a his gut feeling…thanks Gary). If the opportunity isn’t right for you, say no. Don’t chase all the shiny red balls, just find the ones that work for you and your brand.

4. Knocking Down Doors. Often times the only way to knock down the door in the entrepreneurial hustling world is to blast it down. Cold-calling, asking friends for help, going to your family. Yes, it takes time but building a business takes hard, sweaty time. Ashley Cook and Danielle Dankner have an incredible story about their clothing line Ash&Dans where they went on a spree of cold calls and even showed up at shops with scarves in hand. And guess what? It worked. Now they are in four plus stores…and I’ll cut the story right there as to not spoil all the great stuff from these ladies coming on a future episode of The Rise To The Top.

5. Fuel With Small Victories. Building businesses takes patience and hustle. But, I know I have patience problems (Do you?). We all want results NOW which is the selling points of get-rich schemes, MLM’s, and other sketchy stuff. Fuel yourself with small victories: You were complimented on your business, a happy customer sends an email,  you made one website sale. It is easy to bask in the light of BIG victories (million dollar deals, new clients, a gazzilion web hits, whatever), but a series of small victories will give you the attitude burst to keep rolling.

In a nutshell, get out there, ignore the haters, build your business, and adjust your hustling thinking and your success will be limitless (aww warm fuzzy moment right there).

Upgrades are on the way! Keep an eye out on therisetothetop.com for upcoming special features, announcement of the releases of the big interviews including Gary Vaynerchuk, some new designs to increase usability, and more about our experts. More entrepreneurship, more tips and more fun.

There will also be some exciting announcements soon about the final “Dinner and Discussions” speed networking event for Season #1, our “Summer Business Break” Series and our new online programming (good news online fans: shows will be released on ABC and online at the same time).

Live Passionately! – David Siteman Garland – The Creative Opportunities Specialisthttp://www.therisetothetop.com

Entrepreneurship Everywhere: World Leaders, Gary Vaynerchuk, Top College Entrepreneurs and More In NYC This Weekend

new-york-city-skyline-blue-largeAs you are reading this, I’m on my way to New York for an entrepreneurial extravaganza this weekend and I’m certainly pumped about this one. For 48 hours I’m going to be interviewing, hanging out and covering some amazing events and people from the Kairos Society Summit/Gala to the YES Movie Premier mixed in with a little Gary Vaynerchuk.

The message is clear. Even in this down economy there is success and amazing entrepreneurs around every corner. From the young to the young-at-heart, it is going to be an amazing expedition and I can’t wait to share stories, lessons, and interviews with all of you on The Rise To The Top.

Here are three you should know about who I will be interviewing this weekend.

1. Gary Vaynerchuk: The social-media, wine-library, out-spoken, Internet-celeb. He just signed a SEVEN (yes, that would be over $1,000,000) book deal, has been rocking Twitter with close to 150,000 followers, and his Wine Library TV draws 80,000+ viewers a day to watch the wild man talk wine. Gary is a living example of passion, how to monetize passions and building brands.

You can find out more about Gary at Wine Library TV and GaryVaynerchuk.com

2. Louis Lautman: Visionary, filmmaker, awesome human being: I like to call Louis my bizarro (made up word, go with it) long-lost brother. Louis started the Young Entrepreneur Society and then went on a quest to interview young entrepreneurs making millions at a young age. The result is “The YES Movie” which will be making its east coast premier this weekend. Guaranteed to fire you up.

You can find out more at Young Entrepreneur Society and The YES Movie

3. Ankur Jain: Entrepreneurial advocate, student, leader: Ankur started the Kairos Society designed to be an exclusive entrepreneurial tribe of top college students. He has an incredible advisory board and his hosting the first ever “Kairos Society Summit” aboard the USS Intrepid in NYC this weekend with 500 of the top college entrepreneurs attending as well as the “Top 100 Student Companies In America” being honored.

You can find out more by checking out the Kairos Society

Here is a bit more about the weekend festivities:
Kairos Summit Brings Together the Top Collegiate Entrepreneurs with World Leaders & Industry Icons to Help Reinvent the American Dream in These Tough Economic Times
Invite-only event to be held on April 3-4 at the Intrepid Sea, Air & Space Museum in New York

New York, NY– Kairos Society, a non-profit organization, was founded in 2007 to foster an entrepreneurial culture among college students. Kairos is providing the opportunity for the students to bring their innovations from dorm rooms to the center stage under the guidance and mentorship of today’s business leaders.  In an age of economic and employment uncertainty, these young entrepreneurs are taking control of their own futures by building ventures that are likely to become the leading businesses of tomorrow. These entrepreneurs are building socially responsible ventures that are not only focused on doing well, but doing good.

The event’s welcome addresses will be given by the 42nd President of United States of America, William J. Clinton, and William Gates Sr., co-chairman of the Bill and Melinda Gates Foundation, via video. Other successful leaders who will be addressing these young college  entrepreneurs  include Admiral Bill Owens, CEO and Chairman of AEA Holdings ASIA & former Vice Chairman of Joint Chiefs of Staff; Bill White, President Intrepid Sea, Air & Space Museum and Intrepid Fallen Heroes Fund; Scott Mednick, co- founder of Legendary Pictures and Mandalay Branded Entertainment; Ellen Kullman, CEO of DuPont; Bill Condit, former CEO of The Boeing Company;  Joe Plumeri, CEO of Willis Group Holdings Limited; and Naveen Jain, CEO of Intelius Inc.

Ankur Jain, founder and President of Kairos Society, a sophomore at the Wharton School of Business, credits his father with giving him the tools to develop the mindset of an entrepreneur.

“My father instilled in me the idea that everyone can shape their own destiny; they can’t wait for things to happen, they have to make them happen,” said Jain. “There has never been a better time to be an entrepreneur. Many of the successful enterprises were started during tough economic times. The passion of these young entrepreneurs with their innovative ideas can reinvent the American dream of building a better tomorrow.”

The Summit’s gala event will include a dinner on the USS Intrepid aircraft carrier. There over 1300 years of professional experience will converge with 500 of the country’s most innovative students. The gala will feature several panels and an awards ceremony, which will honor top student innovative ventures for their achievements.

“We are extremely fortunate to live in a country where we have the freedom to be innovative and entrepreneurial,” said Ankur. “We owe this freedom to our forefathers and the men and women who have given their lives in service to our country. For this reason, we are honored to host this event on the USS Intrepid, a symbol of this freedom.”

The Kairos Society’s advisory board is a who’s who of global leadership and includes Scott Mednick; Chris Kitze, founder of Xoom.com; Bill White, President of the Intrepid Sea, Air & Space Museum and Intrepid Fallen Heroes Fund; Rajat K. Gupta, Managing Director Worldwide at McKinsey & Co.; and Bill Owens, former U.S. Vice Chairman Joint Chiefs of Staff. Along with Mednick, Kitze and White will be speaking at the Summit.

All of the board members say they got involved with the organization because they believe in what the Society can do to foster tomorrow’s top entrepreneurs. In the words of Bill Owens: “In this world, in which ‘everything is changing’, I believe the spirit of entrepreneurship, open-minded capitalism and glowing global relations will be of the utmost value. I think that this Society believes in that spirit, and that it will do much to enhance these most promising students’ futures. I’m proud to be a small part of that!”

“I have been speaking to business and entrepreneur programs at colleges and universities for many years,” said Mednick. “In my interaction with these future business leaders their thirst for knowledge and information from those who have been on the front lines has been insatiable. In putting together the opportunity to bring a breadth of business leaders together with these bright minds is not only a great idea but one that will help create a vibrant community of business leaders for years to come.”

“We’re proud to support an organization that has the potential to inspire and cultivate the next generation of business owners, innovators and entrepreneurs,” said Naveen Jain, CEO and founder of Intelius. “The students being recognized at this event demonstrate inspiring out-of-the-box thinking and bring new methodologies to the table. In today’s economy we can’t rely on what’s already been done, the only way to move forward is through innovation.”

Intelius and the Intrepid Sea, Air & Space Museum are the title sponsors for the Summit.

ABOUT THE KAIROS SOCIETY

The Kairos Society is a non-profit organization founded by a group of students designed to foster an entrepreneurial culture among college students based on three guiding principles: Inspiration, Experience, and Innovation. It is the organization’s goal to inspire students to become more entrepreneurial by bringing together the best undergraduates from across the country, the greatest entrepreneurial firms, and the most passionate mentors.  Currently Kairos has brought together many of the top entrepreneurial students from the University of Pennsylvania, Harvard, Stanford, Tufts, Duke, MIT, Emory, Furman, USC, Columbia, NYU, Babson, Claremont McKenna, Pomona, Scripps, Harvey Mudd, Northeastern, University of Michigan, and Penn State.

Live Passionately! – David Siteman Garland – The Creative Opportunities Specialist and Entrepreneurial Chameleon – http://www.therisetothetop.com

Maximizing Your Relationship With Your Bank

Rise Underground: The Rise To The Top Entrepreneur Blog
The Rise To The Top: Entertaining, Energizing and Empowering Entrepreneurs

191510121You remember your dear old friend the bank don’t you? Yes, as an entrepreneur we do use a bank as opposed to shoving precious pennies under the bed (you do use a bank…right?). But did you know that there is MUCH more a bank can do for you and your business besides just opening a checking account?

Especially in these tough economic times, every penny counts and at a recent The Rise To The Top event, Patrick Bowen (Senior Vice President at BancorpSouth) led a discussion along with Eric Griffith and Rebecca Edwards (also from BancorpSouth) about maximizing your relationship with your bank and here is some great insight from the bank’s mouth:

Tips on Forming a Relationship with Your Bank

Contrary to media gloom and doom, some banks are still lending money… we’re one of them!

The most important thing to tell your bank when making a pitch for a loan is how you will pay them back.  Hint: the only thing that can repay a loan is cash.

The five C’s of credit: Capacity (to generate cash), Capital (equity), Collateral, Conditions (economic, market and even the purpose of the loan) and Character.

In regards to character, research yourself.  If you haven’t done so recently, obtain a copy of your credit report, Google yourself and check public records.  A smart banker will do all of these things when you apply for a loan.

Communicate, communicate, communicate.  Good or bad, share it all, and share it now.

Save yourself time; put together a credit application file: three years of financial statements and/or tax returns for your business, three years of personal tax returns and a personal financial statement.

Accounts For Entrepreneurs: Quick and Easy

Sole Proprietor accounts are styled “Doing Business As” or “DBA”
Example:  John Smith “Doing Business As” Entrepreneurial St. Louis

What you should bring to open your account:
♣    Personal state issued identification such as a driver’s license
♣    Personal social security number
♣    Name of your business
♣    Business license if available

Adding authorized signers to your account requires:
♣    Physical presence of authorized signer
♣    Personal state issued identification of authorized signer
♣    Personal social security number of authorized signer

It’s all about Getting Paid!
Payment Processing is vital for a successful business.

How is your business currently accepting payments from clients?

In 2006, for the first time, consumers paid for more purchases with debit and credit cards combined than with checks. Debit card use is growing especially fast; debit cards have surpassed credit cards as the most popular electronic payment, according to the Federal Reserve.

MasterCard and Visa reported debit card transactions increased 17.5 percent, and 7.45 percent for credit card purchases in 2007, according to The Nilson Report, a payment card industry trade journal.

Credit and debit card usage is increasing every year.  By 2010 it is estimated that 47% of all transactions will be by credit or debit cards.  Are you prepared?

Having a comprehensive payment processing plan in place allows you to concentrate on building your business instead of worrying about how you are going to get paid.

A few of the benefits:

1. Expand distribution channels

2. Increase sales

3. Enhance security

4. Provide superior customer service

5. Speed & efficiency

When comparing merchant services, the speed of the deposit can be just as important as the costs involved.  For example, our client’s credit card deposits made to a BancorpSouth checking account are available within 24 hours.

Have you ever worried about receiving a “bad check” from a customer?  You can sleep soundly if you have a check verification program in place.  Electronic check processing is the fastest, most efficient alternative currently available.

Live Passionately! – David Siteman Garland – The Creative Opportunities Specialist and Entrepreneurial Chameleon - http://www.therisetothetop.com

PS: Make sure to take a great look at BancorpSouth if you have any questions about anything listed above and here are some other things they can do for you…the entrepreneur.

bxs-right-where-you-arecymk4

BancorpSouth FREE Small Business Checking Account

⎫    Only $50.00 initial deposit to open account
⎫    No minimum balance required
⎫    No monthly maintenance fee
⎫    First 175 transactions Free per month
⎫    Free BusinessSite Internet Banking
⎫    10 Bill Pay transactions Free per month
⎫    Free Bank Zip bag
⎫    Itemized monthly statement with check images
⎫    Free BusinessCard Debit Card
⎫    *No annual fee BusinessCard Credit Card
*Subject to approval

BancorpSouth Merchant services provides credit and debit card processing, electronic benefits transfer, check verification, check guarantee and electronic check acceptance.  Through a customized analysis, they can help you decide what services and products are best for you and your business.

If you would like more information, please give them a ring at 314-290-3100

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