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Who is still reading newspapers nowadays? USA Today makes an appearance outside the hotel room, I rarely look past the front page headlines. But I don’t think my adult kids have ever held or read a printed newspaper, except once for a High School Class. It was mandatory. My son tried to get away with the on-line edition; somehow his teacher found out. But as soon as that class ended so did the paper deposited on our driveway around 5:00am. Does that job still exist?

We did find one use for those publications back then. There is no parrot in the house but we have a fire pit on the back patio.

Print newspaper circulation has fallen to its lowest level since the 1940s. http://newsosaur.blogspot.com/2013/11/are-newspapers-losing-mass-media-mojo.html. And there are other links on the internet with this kind of title, newspaperdeathwatch.com. I wonder what content is on that site?

I’ve asked the credit union I bank with to stop mailing monthly newsletters. They won’t. If they did it would save paper, ink, trees, postage, money, and time.

It’s not that people don’t want information. They just don’t necessarily want to “read” it. Give them what they have been telling us (for years now) with increasing volume. Video that’s engaging. Make it available. Make it short. Make it relevant. It’s not that hard to do. Everyone owns a video camera – with a built in phone – and they carry it with them ALL THE TIME. If you have something of value to say – or show – create a video. People will watch.

If anyone wants more detail on a topic, they can read to their heart’s content. I’m interested in hummingbirds since they have been frequenting the hibiscus flowers on the patio. I read they are the only birds that can fly backward.

Tommy Boy – A Training Program for Family Business

I really enjoyed this movie and was saddened to learn of Chris Farley’s death in December of 1997. The movie is fictional and darn funny. But what’s that expression? “There’s truth in fiction?” There certainly is and for those professionals who spend time working with family-owned companies they (quickly) see parallels in the real world that aren’t quite so humorous and many of those situations don’t – or will not – have the same feel-good ending.

The old man wants his son to run the company. Of course. That goes for the majority of family owned businesses in the US. The son, daughter, niece, nephew…that makes the family proud and maintains control. Why shouldn’t the company be passed to the next generation? If the kid hit the gene pool, great. But when the founder is ready to retire, slow down or God forbid die…is this family member instantly anointed leader? Ownership and operation are two extremely different skill sets and each should be handled with care and careful planning.

If these “genetic entrepreneurs” are not properly prepared it could present a host of problems for a lot of people, including the employees. What if the business owner’s retirement is dependent in some fashion on the continued (successful) operation of the enterprise. Now there’s a complicated story line.

OK, so the dad (or mom) wants his son/daughter to run the place but he knows in his heart they are not yet qualified to take over. Does he say that? When? Where? How? I guess that means he doesn’t really love them. Maybe he doesn’t even like them. At least that’s how it appears at home.

How does an advisor help these people calmly untangle the family dynamic from their “day jobs”? Dealing with a single successor would be hard enough. What if there are multiple siblings? Many advisors don’t have the training – or mettle – to volunteer for duty in this emotional war; and fewer parents know what to do, so the conversation probably never happens. Until it has to…

We’ve all heard the statistic. With an estimated eight million baby boomers exiting their companies over the next 10 years, we’re looking at an enormous problem for these families. But problems = opportunities.

I would wager the majority of owners are desperately looking for help even if they haven’t said a word. Somebody has to step up and start these big boy conversations. It will help them save the company and more important the family, before something annoying gets in the way – like a funeral.

I Bought a New Grill

I bought a new grill a couple of weeks ago and decided to pass on the free installation. I wanted to enjoy hotdogs on my patio ASAP and didn’t feel like waiting an entire week to pick it up assembled.

As soon as I got home I grabbed my tools, opened the box and laid out the pieces, screws, etc; there were a lot. More than I expected. But 45 minutes later I was good-to-go. What struck me about the whole process were the instructions. There were no words, just pictures. The parts were labeled with letters and I followed along.

People are much better with pictures. We all know that. What’s the expression “a picture is worth a thousand words?” So true. And if so, a video must be worth  100,000. Or is it a million.

So for all my friends in the insurance and financial services industry…pay attention. And the next time you want to communicate an important issue and/or motivate someone to act, remember my new grill.

The hotdogs were outstanding. Next week, chicken and perhaps a little seafood!

Who Stole My Weekend?

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Can you remember the last time you turned off your mobile phone? I’m afraid I know the answer. What’s happened? Are your email/text messages that important, or is it for your kids? They’re out. You want them to be able to reach you in an emergency. OK. I get that.

But, how many of us keep this wonderful device on all night; it’s right by the nightstand. And God forbid you leave the house without it…many of us – myself included – have turned the car around to retrieve it. It may as well be surgically attached.

I would offer that being “disconnected”, even for a little while, is a very good thing. A lesson our children could benefit from as well.

It’s not a phone anymore. It’s a ball and chain and we wear it proudly. “Look, I got a new phone and it can do this…”

P.S. I don’t answer email on the weekends anymore.

The Italian and the Roofer

What can a roofer teach insurance producers and financial professionals about selling? A lot. And it all starts with a story. Doesn’t everything?

I had my home remodeled – completely gutted actually – about nine years ago. I noticed water damage in an upstairs closet recently and after some investigating believed it was the flashing around the stone chimney. Called the builder who referred me to the roofers who did the work during the remodel. Three calls. No return phone calls. The builder chalked it up to, “the job is too small. They’re busy.”

Got the name of a new roofer from a friend. (A referral)  Called them. They said they’d arrive at 7:00AM the next morning. At 6:58 their truck was parked outside my house. The roofer introduced himself. I explained the problem. He listened; and asked if he could go up on the roof.

Ten minutes later he came down – with a digital camera. Showed me photo’s and explained the following: the roof installation was excellent. There was no problem with the flashing. It was probably an issue with the mortar around the stone. He asked if I knew a mason. I did.

As he was wrapping up, putting his ladder back on the truck I told him I would get my checkbook. He said, “no charge.” Thanked me and left.

Within three weeks of that visit I gave his company three recommendations that led to three paying jobs. One of them was a complete roof installation. Next time I have a problem with my roof guess who I will be calling…

The lesson for insurance folks?

#1. Never lead with product.

#2. Educate the customer. Simply.

#3. Use pictures.

16,000 Text Messages

I was at a conference this week. During a conversation with a client he mentioned that his 16-year old daughter’s phone had 16,000 messages in a single month. I thought mobile phones were telephones. You use them to talk to people.

Unfortunately, we all know that’s not the case. They are primarily “message/picture boxes” and many people well over 16 years of age, use them incessantly. My client explained that he had to lecture his staff on etiquette during a lunch/dinner meeting. RULE #1 – “You don’t take out your phone and start reading or sending texts – EVER. It’s rude and unprofessional. Turn it off. Leave it off.”

People are rapidly losing – or have totally lost – the art of conversation. No one talks anymore. It used to be email. Now its texts. Anything but a phone call. God forbid a conversation in person. And then advisors wonder why they can’t engage clients or prospects? Or they’re afraid to even attempt it? No kidding.

Try this. Turn off the mobile phone for one day – JUST ONE DAY – and call somebody. They will be glad you did. So will you.

What to do about texting while driving or teenagers/20 somethings and the rest  – are two massive problems altogether.

I checked my 17-year old’s messages last month – 1,100. We had a conversation about the phone and why she has one…