Take a look at our November newsletter!
November 2021 The Contractor’s Advantage
HarrisonLawGroup.com (410) 832-0000 jwyatt@harrisonlawgroup.com
Pick Up a Book
Why Reading Is So Valuable
If you’re a longtime reader of this newsletter, then you know how much I value travel. I grew up around the globe, visiting and living in regions many people only dream about. I feel incredibly lucky to have had those opportunities, and I believe doing so has made me the person I am today.
But I’ve also found there’s another way I can learn about the world around me without ever leaving home: books.
The sum total of human knowledge can be found in books. Sure, you can Google something, read about it, and learn a little bit in the process. However, books ask us to dig deeper. Authors present complex thoughts and perspectives we can’t glean from a simple internet search. There’s value to the articles and research we do online, but we can’t forget how powerful a good book can be (the operative word being “good”). Personally, I enjoy a few genres. Like almost anyone in a professional setting, I find value in motivational business books. These publications may not be life-changing, but I’ve found pieces of information I use every day from the business books I read. However, if I’m going to sit down and read a book that really interests me, it’s likely within one of two genres. The first is a biography. I am compelled by history, and biographies are one of the best ways to experience it. I gain a few lessons from the lives I read about, but more importantly, I have found biographies to be the best way to actually learn about historical patterns. At the time of writing this cover article, I’ve been very invested in a biography about Napoléon Bonaparte, who, if you remember from world history class, was a French military leader who conquered land across Europe in the 1700–1800s. Napoléon’s actions have taken on a less-than-savory view within the general public, yet what many people don’t realize is that his ideas influenced many of the systems across Western Europe and the U.S. It’s interesting to see how much of an effect one person can have on the globe — hundreds of years after their death, no less.
The other genre I find compelling is modern political analysis. I’m a lifelong learner, and I always want to know more about what is going on in the world around us and in our nation. These books offer in-depth insight into groups, political movements, and polarizing figures so I can better learn about them and our society. These books are really fascinating and often written very well, too.
This November, I would encourage you to pick up a book. Find the genre you’re most compelled by, choose a book, and
start reading! Remember, you don’t have to finish. If you don’t like what you’re reading, or it’s not interesting, then put the book down and find a new one. There are millions of great books for you to read and each one offers unique insight.
You just have to start reading.
-Jeremy Wyatt
jwyatt@harrisonlawgroup.com | HarrisonLawGroup.com | 1
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With This Simple Sales Formula Make More Money
Wouldn’t it be nice if your business came with an instruction manual? It would include how-tos about hiring and customer retention,
time. But persistence will almost always pay off in the end —
especially when you pair it with the last element of the formula.
and the sales chapter would provide surefire tactics to target the best customers for your business. Too bad something like that doesn’t exist — or does it? While there may not be a one-size-fits-all manual, there is a guaranteed sales formula designed to help business leaders close more deals and create meaningful relationships with the right customers.
Educate Leads It’s one thing to make your leads feel special, but you also have to remind them
why your product or service has value. In the above estate care example, can you answer the question as
to why older adults need estate plans, regardless of their wealth? (Answer: Because it protects their families and legacy.) Or, can you answer the top questions people have about estate planning?
(Is it difficult? Is it expensive? Will I have to update it?) To convince customers of your value, you have to convince them of your expertise! Tie It Together: Diversification Finding new leads, nurturing those leads, and educating them — it all boils down to a multipronged approach. You cannot rely on social media to find and develop your leads alone. You need to communicate with your consumers on multiple levels, hitting on the key ways people consume media. Some potential customers may grow into loyal fans via your podcasts or weekly email messages. Others prefer the intimacy and nurture of a direct mail campaign and special offers provided via text. However you choose to do it, diversify the formula across several communication channels. When you introduce new potential customers to a diverse range of nurture and education campaigns, you create a winning equation that cannot be beat. It doesn’t take a math genius to work out just how powerful this formula can be.
The concept is simple: New leads + a nurture campaign + educational materials = more sales, more people helped, and more money in your pocket . Find New Leads You have to start somewhere, and new leads are just the place. However, you have to find the right leads. If your demographic targets older adults in need of estate care, a 30-year-old newlywed isn’t the one to pursue. Find the hot leads and move forward with those leads in mind. Nurture Leads It takes more than a dozen touches to actually convince someone to buy into your product or service, yet many businesses give up after only a few connections with their leads. Target your new leads with emails, social media, direct mail campaigns, and other marketing endeavors that let them know you haven’t forgotten about their needs. They may not be ready to buy, and they may keep you on the line for a long
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HAVE A Laugh
Alexander the Great is most known for his hard-fought capture of land all across the globe after succeeding his father on Greece’s throne at just 20 years old. Today, the facts of his premature death are starting to piece together a curious puzzle for historians, because some now believe Alexander was buried alive. After 12 days of abdominal pain that led to a fever and paralysis, ancient Greek doctors couldn’t detect a breath from Alexander, and he was declared dead. His body was prepared for the afterlife, but he didn’t show signs of decomposition for six days. This only fed the belief that Alexander — like other rulers of his time — was part god. Dr. Katherine Hall of the University of Otago, New Zealand, believes this suggests Alexander wasn’t yet dead. In fact, he may have been suffering from a rare bacterial infection that attacks the nervous system and leads to paralysis, which could result in the lack of breath. This is still a theory, so while we may not know exactly how Alexander died, some of the final pieces of the puzzle may fall into (an eerie) place. Was Alexander the Great Buried … Alive?!
Genetic Testing’s Unintended Benefits
If you lived in California in the 1970s and 1980s, Joseph James DeAngelo was likely the boogeyman you feared most. While his name was unknown to investigators then, DeAngelo murdered and raped victims for decades as the elusive Golden State Killer. However, this monster in a man’s 70-year-old body would have never been discovered and arrested if not for the work of DNA-testing websites. While it was the GEDmatch website that helped investigators eventually nab DeAngelo, the science and popularity of 23andMe initially made this form of police work a viable reality. And some of the credit
has to go to Linda Avey and Anne Wojcicki for kick-starting this movement with 23andMe in 2006. As Avey explains on the 23andMe website, the company was founded to provide individuals with a greater understanding of their genetic makeup and “accelerating research in the field of genetics.” In 2008, Time magazine named 23andMe’s genetic testing as its “Invention of the Year,” citing that accessibility to one’s genome and medical history through DNA was previously an elite offering only for the rich. Today, users of Avey and Wojcicki’s product spend anywhere from $100–$200 on each kit and lifetime results. Many companies have mimicked 23andMe’s model, including its use of autosomal DNA testing, but 23andMe pioneered this type of product first. This form of testing links those who share maternal and paternal DNA with everyone in the testing group. It’s why 23andMe can offer its users answers about where their families originated and find patterns in genetic coding. For years, many were skeptical about this company. For starters, people worried about how their DNA would be used or shared, while the Food and Drug Administration had concerns over the health testing portions of the kit. However, throughout its existence, 23andMe has updated its privacy and now meets FDA requirements. More importantly — in some cases — it now allows everyday citizens to help police officers provide closure to families looking for answers in cold cases.
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o
Jeremy Wyatt jwyatt@harrisonlawgroup.com HarrisonLawGroup.com (410) 832-0000
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40 West Chesapeake Avenue, Ste. 600 Towson, MD 21204 Inside This Edition
1. 2. 3.
Why You Should Read This Winter
Use This Sales Formula to Make More Money
The Big Debate Surrounding Alexander the Great’s Death
Genetic Testing’s Unintended Benefits
4.
3 Personal Goals to Make 2022 Better
Goals Every Entrepreneur Needs in 2022 3
Goal No. 1: Get a Life You are more than the company you started. Plus, having hobbies or personal interests outside of your work can help you excel in work. It allows your brain to grow in new ways, sparking fresh ideas and perspectives. Consider activities that you’re interested in learning more about — like painting, podcasting, reading, or running — and get started. Maybe you’ll fail, but just keep trying! You may find a new activity that brings you the joy you need. Goal No. 2: Save More Many of the dimes you earn as a business owner go back into the company, but don’t forget to consider your future. Is your retirement plan in order? Do you have a plan should your company need to close? Will your family be secure? Consider these questions and hire a trusted financial advisor who can help you find personal investment success. Goal No. 3: Meet New People Becoming inundated by daily, menial tasks can make us miss opportunities. This is where meeting new people can be so valuable! By doing so, you create a network of people who have different experiences than your own. They can help you see beyond your biases and discover a new path. Who knows? You just might find the next great venture for your company!
By now, you should have an idea of what you want your business to achieve in 2022, but have you considered how you will grow during that year — and the impact that could have on your business? Often, entrepreneurs and business leaders take on the identity of their companies, but in order to personally thrive and see their companies take off, they have to grow right alongside it.
To do so, consider these goals all entrepreneurs must focus on at some point in their careers.
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