Memory expert and humorist, Bill Clennan addressed the NSBSG this past week, and entertained us while educating the audience about memory.

Combining both personal and professional experiences to outline how memory both serves and fails us, Bill showed us with humor and humility situations that we can all relate to. One such example was when he was a vendor to the oil industry, he was at a table with friends when one of his clients came by and gave him a sales order. He took the order not remembering who the client was. He asked his friends, and they each gave a different name. He discovered upon investigation they were both wrong.

"I can remember faces, just not names," is an oft-heard excuse by those who claim to have poor memory, when in fact they probably had good memory if they were trained properly.

A common scenario occurs, interestingly, at network meetings when you introduce yourself to someone. They tell you their name and two seconds later you forget. This is common when you try to remind yourself not to forget, and you occupy your brain in such a way that it fails to imprint the pertinent information.

A more technical explanation given by Bill is that when you listen for the name, your visual cortex is so busy capturing the image that the audio cortex is overwhelmed and overrun.

Bill started his speaking career almost by accident. While attending a Rotary Club meeting, he made a presentation to he audience as a way of completing a term paper for his Psychology class.

He was then asked by a fellow member in the audience that night to present to his employees, for a fee. Bill accepted, and a speaking career was born.

Bill now travels around North America making speaking engagements and offering a training program to help people develop memory skills.

Focused Chat is the weekly 10-15 minutes feature presentation organized by North Shore Business Success Group and presented by NSBSG members and/or their special guests. Check out our Meetings and Events page for details.

Our focused chat this week was held by group President, Neil Hamilton.

Aside from his real estate ventures with Royal Lepage North Shore, and his duties as President with the North Shore Business Success Group, Neil advocates for the Olympia Trust Health plan.

This is a health plan that enables entrepreneurs to write off legitimate medical expenses through their business in accordance with CCRA tax regulations and laws. These write offs start at dollar one, as opposed to the minimum claim as per individual medical expenses.

If you own a business, and you see a doctor for most any kind of procedure, you pay your health practitioner for the sum not covered by your regular health plan. You then submit your receipt to your company for reimbursement. You then send the same as a claim to Olympia Trust, which they adjudicate, and reimburse you for, less a 10% administrative fee. Your company then claims the amount paid to Olympia Trust (your re-imbursement) as a business expense, for which you receive your tax benefit.

An incorporated company can be limited to $10,000 per employee, including family members, although it can be increased with approval. Proprietors with Arms-length employees are capped at identical levels. Sole proprietors are capped at $1500/year for the owner, the same for a spouse, and $750 for each dependant child.

For more information on how this can work for your business, contact Neil Hamilton at 604.985.4711, or compass8000@shaw.ca.

Focused Chat is the weekly 10-15 minutes feature presentation organized by North Shore Business Success Group and presented by NSBSG members and/or their special guests. Check out our Meetings and Events page for details.

Ray Saunders of Timeworks presented an interesting slide show showing some of the inner workings of his renowned project: the Gastown steam clock.

Ray is an artist, designer, and horologist. He developed his craft as an apprentice, then opening his own business in 1970. He was commissioned to design and build the Gastown steam clock in 1977, which has become the most photographed tourist site in Vancouver.

Ray continues to receive commissions to build steam clocks for cities around the world.

Focused Chat is the weekly 10-15 minutes feature presentation organized by North Shore Business Success Group and presented by NSBSG members and/or their special guests. Check out our Meetings and Events page for details.

Dov Baron, PH.D, counselor, and linguistic expert visited Vancouver for the first time and spoke to the North Shore Business Success Group on the practical applications of the Secret and the Law of Attraction.

When one is introduced to the secret, and the Law of Attraction, one imagines that you need only to wish for what you want, and it will be so. Nothing could be further from the truth, or more simplistic.

Dov outlined to us his life-long search to educate himself in finding answers to our most fundamental questions. This led him through numerous examinations of a variety of religions, and ultimately to the study of quantum physics. This study led him to review the works of a Professor Redan.

Professor Redan conducted experiments where a computer program would randomly select images to provoke a test subject to respond; their heart rate, pupil dilation, and blood pressure results were monitored and measured during this experiment.

The most remarkable result of this experiment was that the body reacted within one-tenth of a second before the image was shown. Professor Redan was quoted as saying, "It could be at the quantum level, we are sending waves out to meet our future".

Thus, Quantum Resonance (QR) Theory was born. That is, everything in the universe is connected to each other and that we send out resonance fields before it is a reaction to something coming our way. Put another way, we make a request to the universe in our everyday life that the universe will fulfill.

Dov went on to explain this further by citing an example of a study done by the Hartford Insurance group. They sampled a group of graduates in the fifties, and the same sample again fifty years later, and discovered that less than five per-cent reached any level of success in their own mind. Presuming that all 100% wanted to reach success, why did only 5% attain it?

What separated the 5% from the rest, it seemed, was the level of emotional commitment to their stated goal. Writing goals down on a piece of paper simply didn´t cut it.

Dov then went on to ask provocative questions of all in attendance:

• What are you passionate about?
• What is it you say you want, that you are not emotionally connected to?
• How are you emotionally connected to what you don´t want?
• What keeps showing up in your life that leaves you dissatisfied?

Wrapping up, Dov says "it´s not enough to know (your skills), but to be emotionally connected to what you know and what you want. Youmust learn how to use your connection and take action".

Focused Chat is the weekly 10-15 minutes feature presentation organized by North Shore Business Success Group and presented by NSBSG members and/or their special guests. Check out our Meetings and Events page for details.

Dr. Mark Pezzaro Principal of Earthvoice Strategies inc. spoke on issues related to environmental sustainability, and on the sudden interest in "going green".

Dr.Pezarro speaks to industry leaders on factors that affect not only how they do business, but also how their business influences the environment.

Industries leaders have been surveyed and 51% of CEO´s say their greatest challenge is "retaining talent". New undergrads were surveyed and their top two preferences they looked for in hiring companies were a progressive work environment, and a high ethical standard matched with social responsibility. No longer a gold standard, new hires are looking for a "green standard". The companies who address this apparent disconnect will likely have the best retention.

One area where business have recognized and addressed as a concern is the notion of healthier buildings. Industry has widely recognized that a healthy building equates healthier workers and less sick leave and absenteeism. Where industry has empowered employees to identify and be involved in sustainability issues have shown increases in team and individual productivity.

Another benefit to businesses taking on a green standard is lower site operation costs. These are manifested through improved waste handling, energy and water conservation, and telecommuting. Under the green standard, waste is equated to squandered assets. American manufacturers have been recognized as consuming at a rate of 98% waste.

Reduce, Reuse, Recycle is the new mantra under the Green Standard. Kodak is one example of an American corporation that recognized the high wastage in technology, and adopted a reuse/recycle policy within their manufacturing.

With the advent of the Internet, progressive companies saw telecommuting as a way to accommodate the lifestyles of their employees, namely new moms and single parents. Over time, there has been a green effect taking place in reducing traffic and parking costs.

Companies that are slow in adopting their own green standard have, and will pay for it. Macmillan Bloedel faced an environmental boycott that affected a 5% drop in their valuation overnight. Lloyd´s of London will charge a premium to insure any company that contributes to global warming.

According to Dr.Pezarro, "Sustainability makes dollars, and sense".

Focused Chat is the weekly 10-15 minutes feature presentation organized by North Shore Business Success Group and presented by NSBSG members and/or their special guests. Check out our Meetings and Events page for details.

Every independent owner or businessperson needs a sales process to measure their effectiveness, and to ensure a steady stream of business. One such process often mentioned is the "sales funnel". Think of an inverted triangle, into which all unqualified prospects are filled at the top, and as you progress through the qualification process, your field of potentials narrow, until you are left with the few who become clients.

This process is broken down in steps: qualification; proposal; and decision. Each step has its range of questions one must ask before the potential is moved forward to the next step. At the Qualification step, the first question is "are you able to do business with them?" Do they at first glance appear to have the need for your services? Do they fit your profile of a potential prospect? Do their needs match your abilities?

Once qualified, the potential must then be reviewed as to how you can benefit them. What can you add to their business that will help them, either by saving money, or improving their net bottom line? Once potentials have been narrowed into bona fide prospects, and proposals accepted for review, then comes the decision stage. This is where benefit selling reaches a new apex, where attention to the bottom line is closely examined, and where you must show the steps you are willing to take to earn their business.

The ability to close a sale is mandatory at this stage. First you must be prepared to ask for the sale. But again, are you asking the right questions? Have you asked probing questions that uncover hidden objections; are you sure you have been dealing with the decision maker, and not the messenger? Are you sure they want to do business with you, or afraid to say no?

During this process, many times decisions can be put on hold for any number of valid reasons; unplanned changes to their business plan or expenditures; year-end; or they themselves have taken on a new and demanding client. Either way they may ask you to call back at a later date. At which point, you must be prepared and organized to do follow ups. According to Roy, 80% of sales are lost due to failure to follow up.

"If you don´t have a process," closes Roy, "get one. And while you´re at it, get a database (system) to help you keep track."

Focused Chat is the weekly 10-15 minutes feature presentation organized by North Shore Business Success Group and presented by NSBSG members and/or their special guests. Check out our Meetings and Events page for details.

Simeon Garriott of PPL Prepaid Legal Care of Canada explained to the group that acquiring legal assistance should not be an intimidating experience.

There are typically three reasons people fail to seek counsel: they feel intimidated; they don´t know who to call; and believe it costs too much.

PPL offers legal services for members, spouses and children on a 24hour basis, at a cost of $35 per month. This includes unlimited calls, written letters, reviews of personal contracts and documents up to ten pages in length. Their services also include standard will preparation and powers of attorney.

Simeon outlined a case where due to identity theft, a member, six months pregnant no less, was accused of a serious crime. Thanks to PPL, sufficient assurances were offered that she would not have to spend the weekend in jail, and that her identity was confirmed, and charges dropped.

Harland Stonecipher founded PPL; he was sued as a result of a car accident and could not acquire appropriate legal care without very nearly bankrupting himself.

By bringing together a network of participating law firms across North America, the most modest business owner can afford to have top-drawer legal assistance.

Simeon then went on to discuss some of the lesser-known facts surrounding a crime trend of the new millennium: identity theft. ID theft is not limited to credit cards; it could be in the form of a false driver´s license, sin card duplication, medical id theft, and financial id theft. Crosscut shredders are found to be the best security measure anyone can take as strip shredded documents can be reassembled.

For more information on how to protect yourself, your family, and/or your business, contact Simeon Garriott at PPL Legal Care of Canada, at 604.562.3356, or sgarriott@prepaidlegal.com.

Focused Chat is the weekly 10-15 minutes feature presentation organized by North Shore Business Success Group and presented by NSBSG members and/or their special guests. Check out our Meetings and Events page for details.

Bill Baker, President of Willabeth Capital Corporation and active member presented his outline for building a successful business plan, and why one should have one.

A business plan is a means of comprehensively communicating your intentions in starting, operating, and growing your business. It could even describe how your business will be run without you, securing and minimizing risk for potential investors.

There are three specific reasons why a business owner should have a plan: to attract investors; to help clients attract investors; and to communicate your business internally. Internal communication can be valuable to identify weaknesses and help devise strategies to overcome them and become more profitable. An internal plan can be mapped out as part of an overall management plan to better understand what steps must be taken to accomplish goals or benchmarks. It can also help to re-invent your business in order to become more profitable.

Bill cited an example of one client who developed and manufactured a POS-based billing system for doctors that communicated directly to medical insurers to quickly authorize insurable billings, saving time and money.

Their business plan quickly identified that rather than selling the device for short-term profit, it was more profitable and efficient to give away the device and collect a transaction fee from those who directly benefit by the system, namely the insurance company.

A business plan for a starting company is crucial in identifying prevailing market forces. Your plan should identify whether you are entering a monopoly, a crowded market; or whether your idea is patent restricted or the existence of other legal encumbrances. In the case of international business, cultural encumbrances may also be yielded in your plan.

A crucial question that must be answered for your investor is, how does your business make money, and what will be your investors´ share? Is their an ownership share, how will the financing be arranged? Your company´s structure is a key question. Will you go public? What is the size of the offering, how will you handle mergers and /or acquisitions?

Finally, your executive summary, placed at the front of your plan, must summarize your contents and is, in effect, your "silent salesperson". It must effectively communicate your absolute belief and enthusiasm that you would show if you were in the room.

Bill anchored his presentation with "Prepare your business plan, show it to the right audience, and your (presentation) will re-ignite the passion you share in your idea with others who plan to invest".

Bill Baker is not only President of Willabeth Capital, and an active member of the North Shore Business Success Group, but is also President of the North Vancouver Chapter of Kiwanis.

Focused Chat is the weekly 10-15 minutes feature presentation organized by North Shore Business Success Group and presented by NSBSG members and/or their special guests. Check out our Meetings and Events page for details.

Charles Holmes visited the NSBSG this past Wednesday to discuss how building alliances between businesses can create unique opportunities that otherwise would be difficult to create, or not happen at all.

One example of an alliance he created was between Alcan and National Geographic. Alcan wanted to be able to tell their story about their role in protecting the environment, while National Geographic wants to report on the roleof industry in environmental issues. Alcan helps subsidize part of their story development, while NG helps Alcan in telling their story.

Due to time constraints, Charles was unable to complete his presentation therefore the NSBSG has agreed to reschedule him in the near future.

Focused Chat is the weekly 10-15 minutes feature presentation organized by North Shore Business Success Group and presented by NSBSG members and/or their special guests. Check out our Meetings and Events page for details.

Wanda March achieved the Million Dollar Club in her first year selling insurance over the phone; putting her in the top 3% of her industry in North America, and remained in the top of her field for years later.

Bringing her successful track record with her to Canada, Wanda started PhoneTalk as a Sales Coach and is now ´tele-coaching´ independent businesspeople to successfully overcome their primary hurdle: the phone.

´If you can get their interest in the first thirty seconds,´ says Wanda, ´ you will likely be on the phone with them for somtime´.

She continued by outlining certain steps you should do before and during you´re your calling time.

Prepare a script that outlines what you want to say and how you want to respond to objections. A script is not something you follow and read aloud word for word, but rather, a map that outlines where you want the conversation to go. Use a voice recorder to listen to yourself, correct any awkward language, and get your script down pat, but not memorized.

When calling, ask for permission to use the recipients´ time. Asking if the person you called has a moment assures you haven´t reached them at an awkward time, and is a sign that you respect their time. Stand up while you talk, it is a power position that will give you confidence that will reflect through your voice.

Be precise, concise, and brief. Use an egg timer to remind you to be timely and build interest in the first thirty seconds.

Be confident and sound happy; use a mirror. Keep a mirror on your desk to remind you to smile. Looking happy will make you sound happy.

Remember that those who hang up on you aren´t your customers anyway, and you probably don´t want to do business with them anyway.

Wanda March offers coaching through her company, PhoneTalk Communications and can be reached at www.callphonetalk.com, or wanda@callphonetalk.com

Focused Chat is the weekly 10-15 minutes feature presentation organized by North Shore Business Success Group and presented by NSBSG members and/or their special guests. Check out our Meetings and Events page for details.

Customers buy from you because they like you, and when the trust is built, they follow through with belief in your product.

Experienced, successful franchiser, and serial entrepreneur George Moen of Bitron Marketing presented his views on successful selling based ion his years of experienced.

George is probably best known for starting the Sandwich Tree, and expanding the Blenz franchise throughout the lower mainland and overseas. George let us in on a few ingredients to successful client-building.

First, he discussed three best practice tips to successful networking:

• "80% is just showing up" - get out and meet people
• Go in with the desire to buy, not sell. If you go in to buy for yourself, or people you know, the returns will happen
• Gather information on the people/companies you meet

George then went on to discuss the "L" factor, that is, likeability.

"75% of every (closed) business deal is (based) on whether or not people like you". Building trust and reliability is key to developing a relationship that results in on-going business. A simple test, described by George is can you say what you do and prove what you say you can do. To add to that, can your actions be replicated consistently?

As always, it is important to get testimonials.

George Moen is a founding Director and Independent Distributor to Bitron Marketing. Bitron is a rewards-based sales system designed to leverage business among members by strategically aligning buyers and sellers of goods and services.

Bitron was originally marketing a fuel additive that helps add longevity to your engine and fuel efficiency.

For more information, contact George Moen at 1.866.824.8559, or gmoen@magnoliamerc.com web: www.magnolia.bitronglobal.biz

Focused Chat is the weekly 10-15 minutes feature presentation organized by North Shore Business Success Group and presented by NSBSG members and/or their special guests. Check out our Meetings and Events page for details.

More than 110 VIPs and guests attended our Oct 2 special event: Breakfast with The Hon. Colin Hansen.

Click here to view more photos

 

 

 

Brandon Roe, of Brandon Roe & Associates, is a graduate of Dan Kennedy´s Direct Mail school of Marketing.

As a certified member of Glazer/Kennedy Inner Circle, Brandon helps small business owners re-direct their marketing efforts by teaching them how to think differently about their business.

Helping them re-define their mission statement, using demographics and psychographics to analyze and understand the mechanics of reaching their potential market, Brandon can help a business owner target more effectively, gain new clients faster, cheaper, and more efficiently than through hours of cold calling.

Part of this process is also teaching effective letter writing techniques that grab readers?attention, and get them to act decisively.

For more information, contact Brandon Roe at 604.696.1616, or broe@broeassociates.com.

Focused Chat is the weekly 10-15 minutes feature presentation organized by North Shore Business Success Group and presented by NSBSG members and/or their special guests. Check out our Meetings and Events page for details.

Harvest Project will be holding a special Cocktail Evening at the Capilano Suspension Bridge with a Silent Auction of up to 60 items of a value of $250 - $500.

The event is called "Harvest Moon over Capilano 2006".

This will be a jacket and tie event, with a hosted cocktail bar, and emceed by CBC's Arthur Black, and featuring platinum recording artist, composer and pianist, Ken Johnson.

The event will take place on Thursday October 26, 2006, and tickets are $40 before October 14.

Corporate sponsorships are available at various levels:
* Community Sponsor $5000
* $1000 Platinum
* $700 Gold
* $500 Silver

For more information, contact the Harvest Project, at 604.983.9488. Focused Chat is the weekly 10-15 minutes feature presentation organized by North Shore Business Success Group and presented by NSBSG members and/or their special guests. Check out our Meetings and Events page for details.

Tania Burgi of Different Company spoke to us about the elements of branding, what it is, and measuring its success.

Branding, according to Tania, is what people say about you when you are not in the room. A successful brand, however, is when the message you deliver to the room aligns with what is said within the room. Clarity is the key step in creating your brand. Delivering a message in a clearly defined method is essential, and must answer the question “What inspires you?”

Speaking to her inspiration, Tania says, “I get to talk to people and create A-Ha moments for my clients” and is therefore her personal mission statement.

Your branding message is brought to life through a similarly constructed mission statement that must permeate your business and delivered effectively and consistently throughout your day-to-day operations to meet the emotional needs of your market.

Tania closed by offering, “Your brand is your promise, and your promise must be compelling and true”.

For further information, contact Tania Burgi, Partner, A Different Company, 604.628.0252 Tania@adifferentcompany.com

Focused Chat is the weekly 10-15 minutes feature presentation organized by North Shore Business Success Group and presented by NSBSG members and/or their special guests. Check out our Meetings and Events page for details.

Mastermind "clubs" began in the time of Andrew Carnegie, and his learned contemporaries, largely as part of a research project undertaken by Napoleon Hill. Napoleon´s intent was to find out what separated the ordinary from the extraordinary. Colin Goehring, our guest speaker this week, began Mastermind clubs while in Calgary and outlined to us the value in joining or starting a mastermind.

Masterminds are small groups, similar to focus groups although not as singular in purpose, that bring creative, energetic entrepreneurs and business managers together to assist each other in developing ideas that help their businesses grow beyond their own expectations.

Colin cited the example of the Edmonton Oilers who needed to sell more season tickets before the start of last season. A group was formed comprising of executives, sales staff, and customers. The idea to sell tickets and hand deliver them by the hockey players themselves was born.

Utilizing the adage, "two heads are better than one", masterminds allows for creative, purposeful interaction and free-association thinking to come up with an idea or several, that will leverage unbefore-seen growth.

For more information, feel free to contact Colin at colin@mastermindclubs.com

Focused Chat is the weekly 10-15 minutes feature presentation organized by North Shore Business Success Group and presented by NSBSG members and/or their special guests. Check out our Meetings and Events page for details.

Moving can be one of the most stressful, intense, organizational nightmares any household can encounter. It involves picking up your entire life, and moving it to another location.

Wayne Keeler, Sales Manger for Ferguson Moving and Storage, knows and understands this feeling of stress homeowners and renters feel when they must move.

Ferguson Moving and Storage has been incorporated since 1916, and is now part of the Mayflower Moving family. This developed a synergy between moving across town to moving across North America, creating a full-service mover/agent relationship for their clients.

Ferguson offers a variety of storage facilities to meet the varying needs of the community at large. From a 7000 square foot building, used periodically as a movie set, to a 20,000 square foot facility with 300 portable containers for on-site storage, Ferguson offers variety, convenience and service.

Mini storage for those in transition is also one of Ferguson´s specialties. Their facility offers 12500 square foot storage, subdivided into cubicles to meet the needs of those who have sold their homes, and have moved to temporary rental homes while they continue to hunt to buy a new home, or are waiting for closure, a common occurrence in today´s ever expanding real estate market.

While you furniture is in transit and in storage, it is wrapped with blankets, and the blankets remain with the furniture until unpacked, unlike many of the "price movers".

Wayne offered comprehensive advice on shopping for a mover:

• Research potential movers through the Better Business Bureau to look into their past record
• Be cognizant of price, of course, but don´t fall for the "cheap deal"; they often work out costing more
• Your cost is averaged over three main variables; distance(includes from and to their office), weight, and time
• Be organized; pack your boxes of small goods in advance and have at the ready in a corner, preferably the main (ground) level or foyer.
• Book in advance, and confirm your appointment.
• Get all agreements and insurance in writing. In fact, confer with your insurer as to the best moving insurance available.
• Be aware that the moving business is seasonal; summertime and end of the month are the busy time, and the hardest to book.
• Be aware that Liquor store boxes, as convenient as they are, are not the best choice. Generally they area single use design and may fail. Also, they are less than standard size, than the moving industry average and can cost you on time (smaller box, equals more boxes, equals more time to load and unload)

Wayne also provided some additional caveats along with these points:

The Cheap Deal:

Wayne often receives calls from distraught families whose moving company failed to appear on the day of the move. If they even get an excuse, often it´s "the truck is unavailable/broke down". Simply put, they got a better offer, and your "cheap deal" is now no longer their priority.

Insurance Coverage:

While your furniture is in your home, your homeowners´ insurance protects you. Once loaded on a truck, furniture becomes freight, making it subject to the Freight Act. This means that freight is valued and covered up to 60cents/pound. This makes talking to your moving agent and your insurance agent all the more important to make sure you have the coverage you are comfortable with.

Wayne is dedicated to make sure your next move, across town or across north America, is as smooth as possible, and will even provide a pamphlet providing you with statistical information and important contact numbers in your new town.

For help with your next personal or corporate move, or additional information, please contact Wayne Keeler at Ferguson Moving and Storage, at 604.604.922.2212, or info@fergusonmoving.com.

Focused Chat is the weekly 10-15 minutes feature presentation organized by North Shore Business Success Group and presented by NSBSG members and/or their special guests. Check out our Meetings and Events page for details.

Since the inception of Boards of Trade at the turn of the century, Chambers, as they are also called, have worked with the local business community to help foster growth, communication, and building business relationships.

Such is the case with the Burnaby board, and no less so than under the stewardship of Darlene Gering.

Named Executive Director in 2005, and with the assistance of Ali Jamal, Membership Sales, Darlene has worked to develop a dynamic board that have helped to improve community relations among businesses, and help small business improve the way they work on a day to day basis.

Every fourth Thursday of each month, the Board hosts business seminars designed to help businesses, small and large, operate more effectively in an increasingly competitive world. Combined with their networking breakfasts, businesses are encouraged to build contacts and get to know each other in a business friendly environment.

In association with the Burnaby Heights Merchants Association, the board works closely to encourage neighborhood businesses to take advantage of the many opportunities largely used by "big" businesses in the past.

For more information on how the Burnaby board of Trade can help your business, please contact Darlene Gering at dgering@burnabyboardoftrade.com, or visit their website at http://www.burnabyboardoftrade.com/

Focused Chat is the weekly 10-15 minutes feature presentation organized by North Shore Business Success Group and presented by NSBSG members and/or their special guests. Check out our Meetings and Events page for details.

Joanne Laubach and Brenda Snowden started the Banqueting Table as a way to answer the need for an economical alternative to most catering services, while providing work for single moms.

A non-profit venture, the Banqueting Table provides work experience for single moms who are re-entering the work force after an extended absence and maintain an open door policy by hiring on a "per event", contractual basis. Proceeds from their events go to a scholarship fund to help those employees who are returning to school.

In many cases, the women who work there are in economical distress, or need to be away from an otherwise risky environment. The age range is quite wide as well and can include divorced single moms, to teen moms looking to pay their way back to school.

"If you can cut a carrot," says Joanne Laubach, founding Partner, " you can come work for us". The only real requirements are that you be prepared to learn, work cooperatively with others, and remain interested.

The enterprise is both home-based, and working in conjunction with licensed kitchens provided by local churches.

Many of the events they cater include weddings, banquets, memorials, and Graduations.

The Banqueting Table has even helped turn some lives around simply by providing a sense of purpose, as evidenced by the following testimonial:

"Without the women at The Banqueting Table, I really wondered if I would have pursued a post-secondary education. They kind of became more like family, so if it wasn´t for the opportunities to work for the Banqueting Table I am not sure where I would be"

The Banqueting Table is a North Vancouver enterprise operated by Brenda Snowden and Joanne Laubach. For your next function, or inquiries, please contact them at 604.904.6944.

Focused Chat is the weekly 10-15 minutes feature presentation organized by North Shore Business Success Group and presented by NSBSG members and/or their special guests. Check out our Meetings and Events page for details.

Fiona Walsh of Fm Walsh and Associates joined us on Wednesday June 21 to outline her five most common mistakes she sees equally in big and small business.

There have been situations, when attending a sales call with her client, where Fiona was tempted to kick her client under the table for small digressions. This is a list of her fave five.

1. Not having a clearly defined market: who are your clients, where do they hang out, how do your clients find you. These are all questions one needs to ask to determine something as simple as where to advertise, as well as what your message should be. This also serves to determine more complex matters as price, and even if your product/service fits your target market.

2. Not having a clear benefit statement; "What´s in it for me": As you´re making your phenomenal PowerPoint presentation, your client is quietly asking him/herself this question. If this question goes unanswered, then you´ve squandered an opportunity to close business. Which leads us to...

3. Forgetting to Close: After your phenomenal presentation, don´t just sit and smile. Ask for the business. If you can´t bring yourself to just asking for a sale, then ask in baby steps by testing the waters. Do they have any questions? Did this presentation address their needs? Is there anything preventing them from moving forward? What would be the next step to fulfill their evaluation process? There are a gazillion ways of asking to do business, without actually asking for the business, so long as you remember to eventually ask for the business.

4. Fearful of Rejection. This can be a paralyzing fear that causes procrastination, and you end up becoming an order taker. In the end your business suffers. Fiona suggests focusing on your successful results, not your actions. Set clear objectives for yourself (# of phone calls, client visits, new presentations) and don´t settle on assumptions; the world can´t possibly hate you, they haven´t met you yet!

5. No follow up. Figure out what you want to do with the contacts from networking and do something. Know who your champions are, compile a "best clients" list, and ask for referrals, or even a referral letter from which you can quote a line or two from each into a "greatest hits" list in the form of a testimonial page in your presentation or web site. Also, connect people for their benefit; givers get.

For more information on how Fiona can help boost your sales, contact her at FM Walsh and Associates, at 604.339.5706, or fiona@fmwalsh.com

Focused Chat is the weekly 10-15 minutes feature presentation organized by North Shore Business Success Group and presented by NSBSG members and/or their special guests. Check out our Meetings and Events page for details.

Robyn Adamache of the Canadian Housing and Mortgage Corporation was our guest at the June 14 meeting.

Robyn returned to update us on trends within our accelerating market, and showed how there seems to be no let up of the climbing real estate prices in the Lower Mainland.

"Strong economic fundamentals," explains Robyn, "are largely responsible for this growth trend".

A strong economy in the west, fuelled by BC and Alberta´s raw material extraction industry resulting from high fuel prices, and a worldwide shortage of metals, are creating a huge influx of workers to the west. BC saw an influx close to 43,000 people moving in, while the Lower Mainland alone saw 30,000 migrate inwards.

A shortage of land, and economical housing near to the city is also driving prices up. Most major municipalities closest to Vancouver saw double digit increase of prices, and it is not inconceivable to see the same result in the next year in the more outlying municipalities as young homeowners trade equity for a more affordable mortgage in the Fraser Valley.

Housing starts are at an all time low as a result of the land shortage, lack of skilled trades, escalating costs, and zoning limitations by municipalities.

Even the condo market is being hit by the escalating costs. As a project gets set up for sale, the developer may opt to sell units in packages, and only over a period of time to reduce risk, and to keep prices within the planned building budget. If they sell too soon, they risk losing money as the costs rise over the term of the project. However, they can't wait to sell or else they lose money front-loading their costs on a project.

The highlight of the meeting was where Robyn demonstrated real estate values across Canada by showing what one can purchase for $550,000. Needless to say, Vancouver offers quite a different housing market from Saskatoon.

Robyn's presentation was a clear, concise demonstration of how global, national, and local economics affect our choices in how we live.

For more information, visit CHMC website at http://www.cmhc-schl.gc.ca or download Robyn´s presentation Powerpoint here.

Focused Chat is the weekly 10-15 minutes feature presentation organized by North Shore Business Success Group and presented by NSBSG members and/or their special guests. Check out our Meetings and Events page for details.

Jose Galang, owner of "Papaya Joe's" Restaurant in Steveston, addressed the group with a discussion on networking skills.

Jose describes himself a as a "business to business matchmaker", successfully making connections among his loyal clientele to help them find what they need, and in turn, help his business.

Jose uses Bob Burg's book "Endless Referrals" as a guide to build exceptional referral skills.

Some of the key points Jose points out, referring to the book are, have integrity, understand the value of a win/win solution, and get to know the people whose services you would refer.

He points out that a good contact is someone whose name you can give out and not worry about; your value as a networker is only as good as your last referral. It's important, too, he says, to follow up with all those to whom you offered to do so. It's important you are seen to live up to your words.

Develop a networking game plan; short and long term. Have an understanding who your audience will be from one networking event to another, and the criteria by which you evaluate the value in attending any given event.

Finally, Jose advises to take a networking buddy with you to help reach the other half of the room you miss while working your side of the floor, while you help your buddy reach the half he misses.

For more information, contact Jose Galang at Papaya Joe's Restaurant Ltd., #10-12240 Horseshoe Way, Richmond, BC Phone: (604)272 4229

Focused Chat is the weekly 10-15 minutes feature presentation organized by North Shore Business Success Group and presented by NSBSG members and/or their special guests. Check out our Meetings and Events page for details.

Geoff Baker and Laura Lee Normandeau introduced us to their eco-friendly wash business they both founded four years ago.

It started as an expression of frustration of not being able to find a car wash nearby, and an alternative to using car washes run by gas stations. Aside from geography came the concern of how well maintained the washes are, and how many simply can't do a superior job given the finishes of late model vehicles. Finally, ecology played a role. Many municipalities across Canada began banning washing cars at home due to toxic runoff. Thus an idea was born.

EasyWash was developed with ecology in mind, as well as offering a full service wash station that will not only thoroughly clean your car's exterior, but your dog's exterior as well. Now before readers run to the phone to notify authorities, no one is suggesting tying Rover to the roof of anyone's vehicle.

EasyWash has developed an enclosed wash station monitored by Rover's owner, where Rover gets a shower, rinse and drying, while in full view of his master. Their full service wash station will likely appeal to hikers and bikers who spend their weekends on the trails of North Shore Mountains.

The runoff is contained within the EasyWash perimeter, drained to tanks where it is filtered and recycled for re-use. The power to run the station and heat the water is fuelled by hydrogen cells. This creates a fully contained water and power system designed for self-reliance, and does not impose on the GVRD's resources.

It is estimated that their eco friendly plan will save up to 24 million litres of drinking water per year.

For more information, visit http://www.easywash.com

Focused Chat is the weekly 10-15 minutes feature presentation organized by North Shore Business Success Group and presented by NSBSG members and/or their special guests. Check out our Meetings and Events page for details.

Our recent meeting was held on site of the Harvest Project, North Vancouver's answer to the growing need for a place to help out people in transition, and in danger of losing their homes.

"The Harvest Project," opened Bob in his address," is designed and intended to give people a hand up, not a hand out".

The people that make up the typical client are largely professional working people, with homes and families. Due to any number of possible circumstances, be it illness or injury, unexpected lay off, or at worse, addictions, they may be overwhelmed by a sense of despair, facing huge bills, and the threat of homelessness.

Harvest Project gives a helping hand to these people through counseling, job search and interpersonal skill development, as well as clothing for interviews, and thirty days worth of groceries to help them get by.

The Harvest Project, in turn, receives help through the kindness of strangers. Much of the funding for the project comes from private donors. Even former clients who successfully transversed their personal canyon, have now become donors.

With summer fast approaching, the funds of the Harvest Project are nearing their ebb, and the NSBSG have been charged with the challenge to raise funds for the balance of the year to an equivalent of sixty cents a day.

Bob Rogers is a shining knight who leads those who are lost in the nighttime of their despair, to the place where the sun rises on the dawn of hope.

The NSBSG is proud, not only that Bob is one of our members but to have called the Harvest Project our own raison d'etre. We encourage those of us who can, to please support the Harvest Project, and Bob's noble crusade.

Focused Chat is the weekly 10-15 minutes feature presentation organized by North Shore Business Success Group and presented by NSBSG members and/or their special guests. Check out our Meetings and Events page for details.

Jim Randall addressed the breakfast meeting of the NSBSG this past Wednesday, recounting how storytelling can raise the profile of one´s business in the mind of your audience.

Jim uses his business experience and his personal history of working for his family´s general store to tell compelling stories that exemplify the unique selling proposition that any business can develop.

"I learned we improve our ability to be successful when we clearly articulate and communicate our interests and the interests we serve." says Jim. He continues, "Telling our story allows everyone to collaborate in determining how we can be more successful, and to know more clearly what to do and what needs to be done."

Jim told a cautionary tale of how companies in an effort to create a standard of conduct and ethics, end up circumventing them, and thus compromise the very ethos and vision they stand for. It is imperative, then, to create a clear vision of what your business stands for. Then build a compelling story that takes the listener from the ordinary world, to a special world that captures their interest, builds desire, and elevates your relationship to a level of trust that gives proof of your vision, resulting in word of mouth advertising.

"People will talk about your business anyway," concludes Jim, "may as well give them something positive (to say)".

For more information, or to have Jim Randall conduct a keynote speech to your business or special event, contact him at 604.291.8084, or jim@raconteur.ca.

Focused Chat is the weekly 10-15 minutes feature presentation organized by North Shore Business Success Group and presented by NSBSG members and/or their special guests. Check out our Meetings and Events page for details.

Murray Wood began his interest in land while working his Uncle´s farm in Saskatchewan, which he translated into Real Estate investing.

Silverado is an investment group that looks for venture partners for emerging property markets. Examples of such markets are Fernie, the Okanogan, and up-island communities like Comox and Courtenay.

Fernie is particularly attractive as there is a planned expansion of an airport in nearby Cranbrook. This expansion will enable the landing of international flights, making Fernie a destination hot spot for tourists. One needs only to think back fifteen or twenty years to Whistler to understand the value of "getting in early".

Fernie is located in the southeastern sector of the province, and has year round potential for activities like skiing, boarding, fishing, camping, hiking, and golf.

There is a Greg Norman golf course under construction, bringing a world-class site to Fernie for traveling duffers.

Silverado is also involved in developing rental properties in growing markets like Alberta, and the Okanogan. Silverado is not only looking for investors, but are also looking for people who can bring investors to them, for a generous finder´s fee.

Either as an investor, or a "bird-dog", a favourable return is certainly possible.

For more information on investing, or referral business, contact Murray Wood at Silverado Investments, at 604.939.5223, or murray@SilveradoInvestor.com.

Focused Chat is the weekly 10-15 minutes feature presentation organized by North Shore Business Success Group and presented by NSBSG members and/or their special guests. Check out our Meetings and Events page for details.

Simeon T.Garriott and his wife, Dorothy, are representatives of Prepaid Legal Care of Canada. PPL offers a method for individuals and companies to acquire legal services at a significant savings over regular retainer fees by subscribing to a membership, rather than waiting until a traumatic event occurs.

Simeon and Dorothy presented a number of scenarios where identity theft can occur, and every day business transactions and procedures to be aware of in order to reduce your vulnerability. Guarding your documents, leaving other documentation at home, or a simple act of photocopying your car insurance with your address blocked out can all help to protect you, but being wary of giving out information can go even further.

Phishing is a very common email scam. That's where an email is sent linking you to a website that looks authentic, but is actually phony. The site asks you for your personal information as part of a "security upgrade" or some other reason. Financial institutions and their customers have been particularly prone to this fraud. The key protection here is that banks never contact customers by email, nor will they ask for passwords, account numbers, or other personal information electronically.

Simeon asked Bailey Jung of Silver Bullet Shredding about the advantages of hiring a shredding company over buying a consumer shredder. He cited three main advantages: time, cost, flexibility. His industrial shredder will handle large volumes of paper and cd´s in a matter of minutes, whereas a consumer shredder will handle up to a few pages at a time, adding more time and cost.

For personal use, consumer shredders are ideal; cross shredders are best.

For more information or for a personal security audit, contact Simeon at 604.562.3356 sgarriott@prepaidlegal.com, web: www.prepaidlegal.com/hub/sgarriott.

Focused Chat is the weekly 10-15 minutes feature presentation organized by North Shore Business Success Group and presented by NSBSG members and/or their special guests. Check out our Meetings and Events page for details.

Cindy outlined to the group a number of tour options her organization offers. From Gibson´s, to Rivers Inlet, Destination Sunshine Coast offers visitors one day and overnight tours, combined with a number of special events held on the coast over the summer months.

By boat, plane or bus, the sunshine coast is accessible to individuals and groups looking of a vacation close to home.

For more information, contact Cindy at 604.886.1200, or e-mail: artworkstours@telus.net, web: www.destinationsunshinecoast.com and have her help plan your next getaway.

Focused Chat is the weekly 10-15 minutes feature presentation organized by North Shore Business Success Group and presented by NSBSG members and/or their special guests. Check out our Meetings and Events page for details.

Chris Friemond of Hill " Knowlton gave our meeting a primer on Media Relations and the importance of any business to have a communication plan.

The role of Public Relations is to communicate the mission of a business effectively, and in its most favourable light. Quite often, the media is delving into stories related to business, of which at first blush, they know little about. Having a communication plan helps to explain, educate and inform the media; hopefully, your work will overcome any preconceived notions and serve to showcase your business favourably.

Crisis Management is an area that tests most companies, even those with extensive planning and programs in place. Product recalls, accidental deaths and breaches of security permeate the news these days for its news values. How a company reacts to traumatic events reflects its survival in the market place; image is everything. It is not only what you do that matters, but what you are seen to be doing.

Public Relations is not just an event, but also a process that must be managed over time. Establishing relationships with media over time is the best way to not only stay in front of stories as they occur, but helps raise the profile of a business by the way it is seen through the media as the industry expert.

For more information, e-mail: freimond@hillandknowlton.ca, web: www.hillandknowlton.ca

Focused Chat is the weekly 10-15 minutes feature presentation organized by North Shore Business Success Group and presented by NSBSG members and/or their special guests. Check out our Meetings and Events page for details.

Joanne Macpherson, registered clinical counselor, spoke to the NSBSG membership and guests this day and outlined the use of TIR, traumatic incident reduction. It is a technique used to reduce the impact of past memories that are triggered in the every day lives of many people.

Typically, negative responses (guilt, sadness, anger, embarrassment, etc.) imprint themselves to events in our past. These events and many times those same feelings resurface as a result of an experience in present day, creating a "pop-up" - like memory that takes us back to those earlier events and manifests itself in ways that prevent us from moving forward.

TIR is a structured, facilitated technique to go back and relive those experiences, and remove the or reduce the charge associated to the event or events, allowing the person to move forward in dealing with the present day stresses or triggers positively. This is done by reliving the experience called "viewing", and relaying the information to the facilitator, who objectively follows the process until the client reaches the point where the charge is reduced and or removed, called an "end point".

For more information, how this and other techniques can help you overcome your obstacles, feel free to ask Joanne at Ph. 604 880 8820, e-mail: Joanne@mindfulofhealth.com

Focused Chat is the weekly 10-15 minutes feature presentation organized by North Shore Business Success Group and presented by NSBSG members and/or their special guests. Check out our Meetings and Events page for details.

Paul Brewer, CEO of Perfect Day Experiences, presented to the NSBSG and guests what comprises a perfect day experience. Specializing in adventure and relaxation activities, Perfect Day provides an opportunity for groups and individuals to seek out their hidden hobbies, once in a lifetime activities, or unique holiday experiences.

To the corporate clientele, Perfect Day offers a variety of choices companies can use to motivate their staff and reward performance. It is a unique corporate gift to clients or employees and helps build goodwill.

Ideal for special occasions or milestones, Perfect Day offers individuals exciting adventures from paragliding, skydiving to river rafting to name just a few, as well as visits to spa retreats for the less ambitious.

For more information, contact Paul Brewer and let him help you get started on planning your perfect day. Ph 604.575.6810, web: www.perfectday.ca, e-mail: paul.brewer@perfectday.ca

Focused Chat is the weekly 10-15 minutes feature presentation organized by North Shore Business Success Group and presented by NSBSG members and/or their special guests. Check out our Meetings and Events page for details.

Steve Cooper B.Sc., MBA walked us through the process of turning a company´s shoebox of client data, and streamlining it into an accessible and valuable resource.

Steve starts by learning what the client´s needs are in terms of how they want to access their data, and what kind of data they need. He then spends time discussing options, and software tools that help access their information quickly and comprehensively.

What separates custom tools like what Steve builds, and an off the shelf CRM package, is the power and flexibility to create specialized applications, designed to access data for very specific reporting purposes.

For more information, contact Steve Cooper of Scoop Databases, at 604.986.2643, web: www.scoopconsulting.ca, e-mail: steve@scoopconsulting.ca
top

Peter Pocrnic, President of Casa Madera Floors, once again presented an animated discussion on how to choose the right flooring product. Solid hardwood, laminate, and solid wood with veneer are just some of the choices one has for flooring options.

"Prepping the sub-floor is the key to a successful installation", says Peter. "Make sure your sub-floor is level, and if not, use a floor leveling agent." Peter than went into a description of how to prepare the agent, sounding more like a baker than a floor installer.

Finally, Peter advises, "Ask questions of your installer, and get references."
For more information, contact Peter Pocrnic, Phone: 604 294 9663, e-mail: casamadera@telus.net, web: www.casamaderafloors.com/

top

Simone walked us through her process for providing data to the Construction industry by building a database of existing projects in various Lower Mainland communities and marketing her membership to various trades and sub-trades.

Her clients in turn will access this database, providing their services to the industry, and in turn, the industry can source out skilled trades to assist in completing projects in a timely and economical manner.
For more information, contact Simone Sunderland, Phone: 604-676-9567, e-mail: info@greensheet.ca, web: www.greensheet.ca

top

Generally the following may result in an audit from the Canada Revenue Agency (CRA).
Please note that this is not an exhaustive list and the CRA and the Provincial Government can choose to audit your company at any time)

1. "Reverse Lottery" - your number is up. CRA chooses a large number of audits of both individuals and companies on a lottery basis. Can you do anything about this? Probably not. Your best defense is to be up to date with your taxes.
2. "Flags" - CRA will identify issues on your tax return which appear to be out of the norm for your industry. For example, claiming 100% of your personal vehicle as a business expense raises a red flag (especially if this is your only vehicle). Make sure that you only claim business related expenses.
3. Pay your GST and PST on time (if these taxes apply). Late and/or incorrect submissions may result in an audit.
4. Failure to remit source deductions for employees (Tax, CPP and EI) on a regular basis may result in an audit. CRA may view this as symptomatic of a larger taxation problem.
5. Disgruntled employees may report a company to Human Resources Canada and this may lead to an audit.
6. Whistleblowers may trigger an audit.

In general, should you be concerned about an audit? No. If a company and/or individual has followed the tax guidelines when remitting taxes, an audit will have minimal impact.
How can you be sure that you have covered all your bases? Build a strong relationship with a competent accounting professional. He/she will guide you to ensure that you and your business have a full bill of health when it comes to dealing with audits.

For more information, contact Tony Holtzhausen, CMA, Phone: 778-828-2871, e-mail: tonyholtzhausen@shaw.ca

top

Isagenix is a health program that markets several different drink products that result in specific health benefits. Designed to help remove toxins that contribute to the development of fat cells, Isagenix claims a side effect of weight loss and fat reduction.

Starting with a nine day cleanse program, Isagenix helps you reduce your weight/ body fat, and over a long-term program, assist in maintaining or increasing your energy level.

For more information, contact Warren Walker, representative, at warren@bwi.ca

top

Silver Bullet Shredding is a mobile shredding company with an industrial shredder located in the back of its' company truck. They will come to your door to shred sensitive documents that can be used by thieves to steal identity.

Bailey discussed some of the most common forms of ID theft; dumpster diving, mail theft, and workplace theft all contribute to the rising tide of fraud. "Every business has usable information", according to Bailey.

The best ways for companies to protect themselves, and their employees is to increase security, comply with the Privacy laws by assigning a compliance officer, and have an effective and secure document storage and destruction policy.

The long-term effect is not only a secure environment, but stronger client relationships as well.

Further information:
www.silverbulletshredding.com
bailey@silverbulletshredding.com

top

Marion gave us an overview of what constitutes your credit, your beacon score, who administers it, and what affects it. Also, we learned the different debt service measurements used to determine what size of load you could be eligible for.

We learned the pitfalls of "shopping" for a loan, and why a mortgage broker is a good idea. A very educational presentation.

Further information:
www.my-broker.ca
marionm@invis.ca

top