The John Sanders Podcast

Join me, John Sanders, as we examine the unyielding spirit of sales in the face of relentless technological evolution. Prepare to uncover how, amidst the seismic shifts from service bureaus to the internet explosion, the authentic essence of making a deal remains rooted in the personal touch and diligent effort of the seller. We'll navigate the history of these advancements, while not forgetting that the core of sales is as much about shoe leather today as it was before we all got digital.Switching lanes, we'll cruise into the realm of everyday modern conveniences, where gas stations and commissaries meet the innovation of electric vehicles. I'll recount my personal encounters with this technology and why, despite the advancements it represents, there's an enduring charm in the rev of a traditional engine. Fasten your seatbelts for a ride through the crossroads of technology, tradition, and the open road in episode seven.

Step back in time with us as we explore the monumental shifts in sales technology, and discover how the very essence of selling has remained a constant beacon through the decades. Our journey begins with the bygone era of service bureaus and leads up to the cutting-edge landscape of artificial intelligence. Amidst the tales of printed almanacs and the art of the in-person pitch, we reinforce that the pulsing heart of sales—the passion and the effort—endures, undiminished by the digital revolution. Hear firsthand how the timeless human element continues to fuel every successful deal, proving that even as the tools evolve, the core of sales is unchanging.This episode isn't just a stroll down memory lane; it's a masterclass in advancing the sale in today's fast-paced market. We confront the ever-present specter of indecision that haunts the sales process, arming you with tried-and-true tactics to cut through the 'maybes' and secure the 'yes' or release the 'no.' A seasoned pro shares insights on the relentless chase for fresh prospects, zeroing in on the art of pinpointing those poised to take the plunge. Whether you're a sales novice or a battle-hardened veteran, our candid conversation promises to embolden your approach, emphasizing the indispensable role of sales in the lifeblood of business success.

Discover how to harness the collective wisdom of an advisory board without surrendering the reins of your company's decision-making. I'm John Sanders, and in this candid discussion, I'll be sharing the nuances of engaging with a board of advisors—revealing how strong respect and appropriate compensation can unlock their full potential. Take a peek behind the curtain as I recount my time with the Federal Lab Consortium, emphasizing that while advisors are a treasure trove of knowledge, the onus of choice rests firmly on management's shoulders.Transform your advisory board from a mere suggestion committee into a powerful asset that can pivot your business strategy towards uncharted successes. Learning to pose the right questions and bringing ambitious goals to the table can foster a dialogue that not only empowers decision-making but may also warrant high compensation for those advisors. Whether you're leading an established enterprise or a burgeoning startup, this episode is a toolkit for elevating your board's impact and ensuring their contributions are not just heard but instrumental in navigating your organization's future.

Join me, John Sanders, on a journey through time and technology as we revisit an article I penned a quarter-century ago, examining the profound ways in which tech has reshaped our classrooms. From the clunky mechanical computers of yesteryear to the sleek internet-connected devices of today, I dissect how this digital revolution has redefined the educational landscape, challenging teachers and students alike to adapt or risk obsolescence. We'll wrestle with the conundrum that modern educators face: embracing technology without sacrificing the essence of learning.In today's chat, we'll navigate through the tumultuous waters of the COVID-19 pandemic, revealing how it underscored the necessity of high-quality tech in education, and discuss the potential of these tools to captivate and motivate students far beyond what traditional methods might achieve. As your guide, johnsanders.com, I'll share personal insights and predict a future where classrooms buzz with innovation, and where the pressing task for educators is not just to teach, but to inspire with the latest technological marvels at our fingertips. Let's contemplate together the symbiosis of technology and education, and prepare for a horizon brimming with possibilities.

Ever wondered if you're just involved in your work, or truly committed? Crack open the timeless bacon and eggs analogy with us to sizzle down to the core of what it means to be dedicated, whether in your professional pursuits or personal growth. We'll unravel why spotting and nurturing commitment is essential in the workplace, and how it could be the secret ingredient to thriving amid adversity. From the boardroom to the breakfast table, this episode promises to serve up insights that might just change your perspective on responsibility and recognition.Wade through the thickets of bureaucracy and risk management with principles that could either bolster your organizational efficiency or leave you scrambling to catch up. We'll dissect Parkinson's Law, ponder Murphy's Law, and explore how being prepared is less about pessimism and more about smart navigation. This conversation isn't just about getting your projects across the finish line; it's a call to anticipate, engage, and manage the unexpected with a commitment as solid as the skillet your bacon fries in. Remember, for more than just talk, check out johnsanders.com for resources that continue the journey well beyond the airwaves. Website: https://www.johnsanders.com/Download Parables for Entrepreneurs: https://www.johnsanders.com/parablesJohn D. [email protected] by Video Pro San Diego and recorded at the GoBeRewarded Podcasting Studio in San Diego. Visit the VPSD here https://www.videoprosandiego.com/

Ever feel like your small business aspirations are stuck in the minor leagues? Well, buckle up for a transformative ride with John Sanders, the mastermind behind johnsanders.com, who joins us to share the secrets of scaling from a local favorite to a market dominator. John's no-nonsense approach peels back the layers on leveraging outside capital for exponential growth, underscoring the importance of shaping a growth-focused mindset over maintaining a status quo that merely pays the bills. Through a discussion that pokes and prods at traditional business models, he lays down the gauntlet for entrepreneurs: elevate your ambitions or get comfortable with mediocrity.This episode isn't just a talk; it's a treasure map to multiplying your company's value. John breaks down the core pillars of sales, profits, and net worth as the beacon to guide your journey from surviving to thriving. He challenges business owners to expand their vision and innovate, introducing the catchy "come inza and the goes outa" principle to keep your financial ship afloat. By weaving in strategic hiring and process improvements, John speaks directly to those hungry for success and ready to leave the corner shop mindset in their wake. Prepare to have your entrepreneurial spirit stoked and your perspective on growth radically altered—you won't look at your business the same way again.Website: https://www.johnsanders.com/Download Parables for Entrepreneurs: https://www.johnsanders.com/parablesJohn D. [email protected] by Video Pro San Diego and recorded at the GoBeRewarded Podcasting Studio in San Diego. Visit the VPSD here https://www.videoprosandiego.com/

Ever wondered how a con artist could teach you about sales? Prepare to be enlightened as we pull back the curtain on the timeless classic, "The Music Man." Discover the ingenious tactics of Professor Hill, a charlatan who ensnared the folks of River City, Iowa with his irresistible charm and clever sales pitch. We dissect his strategies, revealing vital principles of sales like recognizing a shifting environment, hooking customers in, and discerning the power dynamics within an organization. But, we don't stop there - we also highlight the essential practice of delivering on promises, urging the need to shun short-term cons for sustainable success. As we journey through the charming narrative, we'll also explore the profound influence of "The Music Man" on its audiences. The captivating ending and the iconic "76 Trombones" are more than just silver-screen magic - they encapsulate the ability of the main character to sell an idea, a purpose. So, buckle up and join us as we delve into themes of music, community, and self-discovery, all wrapped up in the delightful package of "The Music Man." We promise you'll leave with a fresh perspective on sales techniques. Don't forget to check out the additional insights on our website and, of course, watch the movie and read the book for yourself. You're in for a treat!Website: https://www.johnsanders.com/Download Parables for Entrepreneurs: https://www.johnsanders.com/parablesJohn D. [email protected] by Video Pro San Diego and recorded at the GoBeRewarded Podcasting Studio in San Diego. Visit the VPSD here https://www.videoprosandiego.com/

Ever wondered how biblical parables could be applied to the world of small business investing? Buckle up as we decode the idiosyncrasies of venture capital, using insights from scripture to highlight the benefits and risks of investing in promising start-ups. From the Parable of the Sower to the Parable of the Talents, we draw parallels to the long-term nature of venture capital and the need for faithful stewardship. Be captivated by the remarkable story of Ray-Crock, a humble milkshake machine salesman who transformed into a major shareholder of McDonald's, underscoring the potential of small businesses.Get ready to change the way you view investing as we explore the concept of extrapolating the curve to predict a company's success and the impact of becoming emotionally invested in an entrepreneur. We also delve into the importance of supporting and empowering successful individuals in running a business, using memorable parables and personal stories to drive home key principles. By the end of this enlightening episode, you'll have a deeper understanding of the convergence of faith and finance and the transformative power of small business investment. Rest assured, it's not just about monetary gain, but also the invaluable lessons to carry forward in life.Website: https://www.johnsanders.com/Download Parables for Entrepreneurs: https://www.johnsanders.com/parablesJohn D. [email protected] by Video Pro San Diego and recorded at the GoBeRewarded Podcasting Studio in San Diego. Visit the VPSD here https://www.videoprosandiego.com/

John Sanders and John Biethan have a conversation about the April 21st, 2022 Carlsbad Chamber of Commerce Green Business EXPO and monthly Happy Hour event held at the Carlsbad Flower Fields. If you’re curious about the Flower Fields, listen to this episode from the Chamber’s podcast Ep. 30 The Flower Fields feat. Joni Miringoff & Fred Clarke from the Chamber’s podcast. John and John go on to interview each other about the projects they’re working on. WHAT to listen for? When John Sanders explains his expectations and view when investing in a company. Mentions The Carlsbad Chamber Of Commerce CarlsbadPodcast.com People, Purpose, and Impact The Carlsbad Flower Fields The Elaine Swann School of Protocol and Edicate JOHN D. SANDERS Business Consultant, Investor, and Technology Advocate. In the provision of Management Consulting for Entrepreneurs, I design sound business plans I find worth investing In. With several decades of background in investment banking, strategic planning, and technology growth, whether you're handling one million or seventy million, I'm here to help. Visit the podcast page at ParablesForEntrepreneurs.com and visit JohnSanders.com for more insights, articles, and stories.

Written and podcast for entrepreneurs, corporate management, and investors, John D. Sanders expands on his philosophies of making companies attractive for outside capital - why to do it, how to do it, when to do it, how to promote it, and what to do with it. Visit JohnSanders.com for more insights, articles, stories, and be sure to catch this podcast anywhere you get your audio. Contact Teresa Barnes Website: https://hearcommunications.com  LinkedIn: https://www.linkedin.com/in/hearteresabarnesrn  Email: [email protected]  Text or call: 760-717-8190 JOHN D. SANDERS Business Consultant, Investor, and Technology Advocate. In the provision of Management Consulting for Entrepreneurs, I design sound business plans I find worth investing In. With several decades of background in investment banking, strategic planning, and technology growth, whether you're handling one million or seventy million, I'm here to help. Visit the podcast page at ParablesForEntrepreneurs.com and visit JohnSanders.com for more insights, articles, and stories.

Elaine Swann is the founder of The Swann School of Protocol an institution committed to enriching the lives of individuals through the instruction of etiquette and social courtesies. She delivers in-depth coaching in the areas of Business, Self-Improvement, Lifestyle, and Social Engagement. Elaine uses her extensive knowledge to educate organizations, universities, businesses, and individuals throughout the US. More from John Sanders LISTEN to The Parable of the Talents LISTEN to John Sanders - Remember When We Couldn't Afford To Eat Here on the Same Business Different Day podcast.  Contact Elaine The Swann School of Protocol JOHN D. SANDERS Business Consultant, Investor, and Technology Advocate. In the provision of Management Consulting for Entrepreneurs, I design sound business plans I find worth investing In. With several decades of background in investment banking, strategic planning, and technology growth, whether you're handling one million or seventy million, I'm here to help.

Contact John Sanders at  JohnSanders.com. Today John Sanders talks about his foundation, the Sanders Tech-Ed Foundation, and the local organizations he supports in Carlsbad, CA. The Agua Hedionda Lagoon Foundation Website AguaHedionda.org  Gala Agua Hedionda Lagoon Foundation Presents: Discovery Gala 2021 page, August 28, 2021, at the Westin Carlsbad Resort and Spa. Podcast NatureAllAroundMe.org VANC Veterans Association of North County  Website VANC.me Connected Warriors Home for the forthcoming podcast, VANCPodcasat.me Imagine Podcast dba Heard Not Seen Media, Inc. ImaginePodcasting.com podcast case studies Other Mentions CarlsbadPodcast.com FoundationSource.com JOHN D. SANDERS Business Consultant, Investor, and Technology Advocate. In the provision of Management Consulting for Entrepreneurs, I design sound business plans I find worth investing In. With several decades of background in investment banking, strategic planning, and technology growth, whether you're handling one million or seventy million, I'm here to help. Visit the podcast page at ParablesForEntrepreneurs.com https://www.parablesforentrepreneurs.com/ and visit JohnSanders.com https://www.johnsanders.com/ for more insights, articles, and stories.

In the episode program notes, you’ll find links to both the written and audio podcast of The Music Man’s Lessons for Sales Professionals. Written and podcast for entrepreneurs, corporate management, and investors, John D. Sanders expands on his philosophies of making companies attractive for outside capital - why to do it, how to do it, when to do it, how to promote it, and what to do with it. Visit JohnSanders.com for more insights, articles, stories, and be sure to catch this podcast anywhere you get your audio. Listen to Ep. 1 The Music Man’s Lessons for Sales Professionals https://www.parablesforentrepreneurs.com/the-music-mans-lessons-for-sales-professionals/ Read The Music Man’s Lessons for Sales Professionals https://www.johnsanders.com/articles/the-music-mans-lessons-for-sales-professionals JOHN D. SANDERS Business Consultant, Investor, and Technology Advocate. In the provision of Management Consulting for Entrepreneurs, I design sound business plans I find worth investing In. With several decades of background in investment banking, strategic planning, and technology growth, whether you're handling one million or seventy million, I'm here to help. Visit the podcast page at ParablesForEntrepreneurs.com https://www.parablesforentrepreneurs.com/ and visit JohnSanders.com https://www.johnsanders.com/ for more insights, articles, and stories.

John Sander’s topic and stories today were recorded in preparation for the upcoming May 9, 2021, Mother’s Day and based on his mother and mother-in-law who were both tough women. John says “Not really ahead of their time, but in some sense they were.” Written and podcast for entrepreneurs, corporate management, and investors, John D. Sanders expands on his philosophies of making companies attractive for outside capital - why to do it, how to do it, when to do it, how to promote it, and what to do with it. Visit JohnSanders.com for more insights, articles, stories, and be sure to catch this podcast anywhere you get your audio. JOHN D. SANDERS Business Consultant, Investor, and Technology Advocate. In the provision of Management Consulting for Entrepreneurs, I design sound business plans I find worth investing In. With several decades of background in investment banking, strategic planning, and technology growth, whether you're handling one million or seventy million, I'm here to help. Visit the podcast page at ParablesForEntrepreneurs.com and visit JohnSanders.com for more insights, articles, and stories.

Written and podcast for entrepreneurs, corporate management, and investors, John D. Sanders expands on his philosophies of making companies attractive for outside capital - why to do it, how to do it, when to do it, how to promote it, and what to do with it. Visit JohnSanders.com for more insights, articles, stories, and be sure to catch this podcast anywhere you get your audio. Visit episode 12: The World's First Operational Manual https://bit.ly/3tRorlG  You’ll find at the end of this episode John’s reading of Chapter 26 titled “Loosen the Reins, Lets Grow” from his book “Parables for Entrepreneurs” WHICH in the next few weeks will be released here in its entirety, non-stop, all 31 chapters. JOHN D. SANDERS Business Consultant, Investor, and Technology Advocate. In the provision of Management Consulting for Entrepreneurs, I design sound business plans I find worth investing In. With several decades of background in investment banking, strategic planning, and technology growth, whether you're handling one million or seventy million, I'm here to help. Visit the podcast page at ParablesForEntrepreneurs.com and visit JohnSanders.com for more insights, articles, and stories.

Written and podcast for entrepreneurs, corporate management, and investors, John D. Sanders expands on his philosophies of making companies attractive for outside capital - why to do it, how to do it, when to do it, how to promote it, and what to do with it. Visit JohnSanders.com for more insights, articles, stories, and be sure to catch this podcast anywhere you get your audio. Our subject today is the balance sheet, the profit and loss statement commonly referred to as P&L, and what does it all mean? So every organization, and if you're a public company, you have to publish your balance sheet and your P&L and it has to be audited. But you can do your own balance sheet and P&L. And a lot of small companies and organizations do not have them audited but have someone in the organization keep track of the numbers. Otherwise, if you don't have a balance sheet, you don't know where you are. And if you don't have a P&L, you don't know where you're going. So that's the difference between them. One is a snapshot, the balance sheet, and the other is a roadmap of where you're going.  JOHN D. SANDERS Business Consultant, Investor, and Technology Advocate. In the provision of Management Consulting for Entrepreneurs, I design sound business plans I find worth investing In. With several decades of background in investment banking, strategic planning, and technology growth, whether you're handling one million or seventy million, I'm here to help. Visit the podcast page at ParablesForEntrepreneurs.com and visit JohnSanders.com for more insights, articles, and stories.

Today John Sanders offers his insights into how a “punt” in business can be an offensive tool, very much like football. When you punt, you’re driving the ball as far back as possible into your opponent’s home field, giving you time to develop your offense to come back stronger. JOHN D. SANDERS Business Consultant, Investor, and Technology Advocate. In the provision of Management Consulting for Entrepreneurs, I design sound business plans I find worth investing In. With several decades of background in investment banking, strategic planning, and technology growth, whether you're handling one million or seventy million, I'm here to help. Visit the podcast page at ParablesForEntrepreneurs.com and visit JohnSanders.com for more insights, articles, and stories.

Can you see a bubble when you’re in it?The golden rule - He who has the gold rules. This is the final episode for season 2 in 2020 on John Sanders Parables for Entrepreneurs. If you’re starting a new business in 2021, or even if you’ve been around for a while and haven’t heard… go back 1 episode to #14 published November 17th, 2020, and take the 2 hours required to listen to this episode which is Dr. Sanders complete reading of his book, “Parables for Entrepreneurs.”  Written and podcast for entrepreneurs, corporate management, and investors, John D. Sanders expands on his philosophies of making companies attractive for outside capital - why to do it, how to do it, when to do it, how to promote it, and what to do with it. Visit JohnSanders.com for more insights, articles, stories, and be sure to catch this podcast anywhere you get your podcasts. JOHN D. SANDERS Business Consultant, Investor, and Technology Advocate. In the provision of Management Consulting for Entrepreneurs, I design sound business plans I find worth investing In. With several decades of background in investment banking, strategic planning, and technology growth, whether you're handling one million or seventy million, I'm here to help. Visit the podcast page at ParablesForEntrepreneurs.com and visit JohnSanders.com for more insights, articles, and stories.

This is the complete book read by the author, John D. Sanders. It’s total listening time is just over 2 hours. Written and podcast for entrepreneurs, corporate management, and investors, John D. Sanders expands on his philosophies of making companies attractive for outside capital - why to do it, how to do it, when to do it, how to promote it, and what to do with it. Visit JohnSanders.com for more insights, articles, stories, and be sure to catch this podcast anywhere you get your podcasts. JOHN D. SANDERS Business Consultant, Investor, and Technology Advocate. In the provision of Management Consulting for Entrepreneurs, I design sound business plans I find worth investing In. With several decades of background in investment banking, strategic planning, and technology growth, whether you're handling one million or seventy million, I'm here to help. Visit the podcast page at ParablesForEntrepreneurs.com and visit JohnSanders.com for more insights, articles, and stories.

I asked John Sanders, “What are the top 3 most valuable lessons you've learned about business in your long, successful life?"  His reply? “I like your question, and here they are.” Have fun in business Have a positive Cash Flow Have reserves JOHN D. SANDERS Business Consultant, Investor, and Technology Advocate. In the provision of Management Consulting for Entrepreneurs, I design sound business plans I find worth investing In. With several decades of background in investment banking, strategic planning, and technology growth, whether you're handling one million or seventy million, I'm here to help. Visit the podcast page at ParablesForEntrepreneurs.com and visit JohnSanders.com for more insights, articles, and stories.

Written and podcast for entrepreneurs, corporate management, and investors, John D. Sanders expands on his philosophies of making companies attractive for outside capital - why to do it, how to do it, when to do it, how to promote it, and what to do with it. You’ll find at the end of this episode John’s reading of Chapter 26 titled “Loosen the Reins, Lets Grow” from his book “Parables for Entrepreneurs” WHICH in the next few weeks will be released here in its entirety, non-stop, all 31 chapters. Visit JohnSanders.com for more insights, articles, stories, and be sure to catch this podcast anywhere you get yours. “Ch. 26 Loosen the Reins, Let It Grow” can be found here in the PDF or listened to here on the podcast. JOHN D. SANDERS Business Consultant, Investor, and Technology Advocate. In the provision of Management Consulting for Entrepreneurs, I design sound business plans I find worth investing In. With several decades of background in investment banking, strategic planning, and technology growth, whether you're handling one million or seventy million, I'm here to help. JohnSanders.com

So this morning, I thought we would talk a little bit differently than we've been talking about in our previous weeks. I'm going to talk about charity and its relationship to business. They are tied together because first of all if you don't have a good environment to do business in, you can't do good business. So businesses need to support the community and support charitable activities and make sure that the environment for doing business is as good as possible. And if you've got people that are not up to snuff, they drag down the business. if you've got a community that's not exciting to be involved in, you drag down the business. And a business that has employees that don't care about their community, or don't care about their environment, it drags down your own business. But if they get excited and it’s a project they can work on that is not directly related to making money, that enthuses a lot of people, especially the younger people with the stars in their eyes. You know as older folks, you have to kick our butts to get us to think about something. I'm an old folk. So I just wanted to discuss four of the charities that I'm involved in, how I got involved, why they're so exciting, and why I picked these. JOHN D. SANDERS Business Consultant, Investor, and Technology Advocate. In the provision of Management Consulting for Entrepreneurs, I design sound business plans I find worth investing In. With several decades of background in investment banking, strategic planning, and technology growth, whether you're handling one million or seventy million, I'm here to help. JohnSanders.com

Written and podcast for entrepreneurs, corporate management and investors, John D. Sanders expands on his philosophies of making companies attractive for outside capital: why to do it how to do it when to do it how to promote it and what to do with it. Visit JohnSanders.com for more insights, articles, stories, and be sure to catch this podcast anywhere you get your podcasts. For more information about today’s topic, visit JohnSanders.com, and read the article “Capital and Management.” JOHN D. SANDERS Business Consultant, Investor, and Technology Advocate. In the provision of Management Consulting for Entrepreneurs, I design sound business plans I find worth investing In. With several decades of background in investment banking, strategic planning, and technology growth, whether you're handling one million or seventy million, I'm here to help. JohnSanders.com

Topics, References, Articles, and Stories $50 Leather Bound Family Bible I said "Maybe" and that's Final -- More Streets and A Big World Bag of Solutions Looking For Problems Bringing in an Outsider for Cross-Pollination  Five Minute Interviews - One a Failure, One a Total Success If You Leave, I have to replace you with an expensive teacher Get Your Degree, and Then Learn What You Want Be sure to visit JohnSanders.com. JOHN D. SANDERS Business Consultant, Investor, and Technology Advocate. In the provision of Management Consulting for Entrepreneurs, I design sound business plans I find worth investing In. With several decades of background in investment banking, strategic planning, and technology growth, whether you're handling one million or seventy million, I'm here to help. FxDEgnqHb1o5kSWbgm7r

If John Sanders had one passion for working in companies, it would be selling. If you don’t make a sale, nothing happens. It’s the biggest failure in business. In new businesses, people think the sales of products and services will just happen. It’s not true. John takes four of his articles on his website JohnSanders.com and brings it all together here in this episode. Read: Stuff Flows Exciting Time for Selling Passion and Show Leather Wild Frontier More on the movie mentioned Elmer Gantry. Be sure to visit JohnSanders.com. JOHN D. SANDERSBusiness Consultant, Investor, and Technology Advocate. In the provision of Management Consulting for Entrepreneurs, I design sound business plans I find worth investing In. With several decades of background in investment banking, strategic planning, and technology growth, whether you're handling one million or seventy million, I'm here to help.

Today John Sanders is giving advice on receiving advice centered around his article “Advice on Receiving Advice” published in October 1996, where you’ll find it below. For a couple of years I have had the honor of serving as an FLC National Advisor under the Chairmanship of Dr. David Swanson from NIST, and now under Dr. Jag Mathur from Tracor for next year. On the agenda has been the enhancement of value and effectiveness of advisors at the national, regional, and laboratory levels. In my professional experience, I've been an advisor for individuals, companies, and organizations; and, I've also been on the other side of the equation and hired advisors. I believe there are common threads for any successful arrangement between the parties: common goals and expectations, along with appropriate results and compensation. Let's explore these threads. We all need advice. It might be to help determine long term strategies or short term tactics. Advisors also serve as entries to marketplaces, with knowledge of a particular industry or technical area. Sometimes, having a "sounding board" for presenting conflicting ideas or exploring some far-out concepts can be extremely worthwhile. A committee of advisors can be used to put a "stamp of approval" on a controversial decision (if they agree). They also serve just for a "sanity check" so we don't do something really dumb. Management (the side hiring the advisor) should not expect advisors to make decisions. If they want decisions, the first one should be to change management. But, management should respect the role of the advisor and determine the level of importance to encompass the common threads. GOALS: Do you know what your long term goals are? Are they in stockholder profits, maximum utilization of technical resources, preserving employment levels, getting products to market as fast as possible, community outreachÑ or just to satisfy the boss? EXPECTATIONS: Management should expect the advisors to know their subjects and be prepared to actively participate. However, management must provide the tools for the advisor to adequately prepare. Define the issues. RESULTS: The first result that any advisor desires is that the advice is wanted. I've never really cared whether my advice was followed or not, just considered. Many circumstances surround decisions, and the person (or persons) with the responsibility must be free to decide at that level of responsibility. The advisor should get out of the way of the decision. However, the advisory role should be also set at the level for which results of the advice can be appreciated. If one wants the best advice, then recruit the best advisors and provide them with the best tools and background information availableÑ in sufficient advance time for the best preparation. COMPENSATION: This tends to be a touchy subject for some people. Remember, the equations should balance. If you expect, you should pay. If you have no expectations, you don't need to pay and you won't get any results. But, compensation takes many characteristics. Truly there can be psychic rewards by "being involved". Making contacts or receiving promotion in the business arena of importance can also be very substantial compensation. However, management should really summarize their side of this equa

John Sanders offers his opinion on a recent article he read in the Wall Street Journal’s op-ed opinion piece by Andy Kessler titled “Give Online Learning an Upgrade.” John’s article on “Technology and Education” can be found on JohnSanders.com here. Technology and Education I'm going to step on some toes in this article, and some people won't like it. My summary question is, "Can the education system as we know it adapts to the new technologies of learning, or must we invent around it?" Notice I say the technologies of learning. The kids of today have access to an exponential growth of methods for learning being brought forward by the new technologies of computer programs, on-demand television, interactive multimedia, and now the Internet. And the warning flags are being posted everywhere about the dangerous influences these technologies can foster. I'm not going to minimize these dangers- we should all be aware and cautious. But, previous generations learned the wrong things either "behind the barn" or "at the pool hall" or "at camp" or even "on television." Technology and mobility have just increased the options for learning- not increase the desire. If the "wrong things" are available through more interesting and exciting media than the "right things", why shouldn't we expect the learning desire to be fulfilled that way. I also would rather have fun than be bored or work hard. Here is an example I've used many times in discussing motivation in education. Give me the most underprivileged, demotivated, inner-city kid along with a roll of quarters, and let's do an experiment. I'll take that kid into the video game arcade and put him or her at the most complicated game. Before that roll of quarters is used up, he will understand the intricacies of winning, scoring, hand and eye coordination, concepts of angles and distance, and the psychology of the enemy or partner- such that he can run circles around the best college-educated professor in the country. That kid can learn the most complicated concepts and techniques if he's motivated and has the basic principles. Why do so many people only complain about kids learning the wrong things on television? Why are we already hearing the cry that kids should not be allowed alone on the Internet? Hello! Wake up! Commercial television has developed the capacity to make learning as much fun now as our grandparents had behind the barn. No wonder the kids that watch so much TV aren't motivated in school. However, get ready for the real problem. It is my prediction that the "worst" kids in junior high school 5 years from now are not going to be the "bad" kids. If you think those undermotivated kids are so disruptive now, wait until we see these motivated kids that have spent several years exploring computer software and the Internet as their baseline mode of learning. They are going to be "bored to death" in the regular classroom. They will a

Bacon and Eggs Many times in business we deal with people who leave us cold at a certain point in a project or in driving a marketing deal to conclusion. They seem to have a strong involvement, but it begins to drift just when the tough aspect arrives. Some people are "involved" in a project or deal, and some are "committed." There’s a classic illustration that compares "involvement" with "commitment" as being like "bacon and eggs" where the hen is involved while the pig is committed. If you’re really counting on a project manager, a business partner, or a sales associate to produce results then you need to know the level of commitment to complete the deal. Sometimes it’s not possible to know those levels until the heat of battle arrives, and a necessary amount of time, energy or reputation must be applied. Will that person commit when it’s needed? In my career in sales and promotion, I’ve dealt with the whole spectrum of people. And, I’ve built up a cadre of trusted partners that are my preference with whom to work together. We all know what to expect from each other. We know the levels of commitment and production that can be expected at the critical times. This knowledge only comes from experience. I’ve heard that old cliché: he/she is a good person to do business with. My response is, "The world is full of good people. However, I don’t have to do business with all of them, and I sure don’t want to rely on just a good person." Of course, ability also counts. How many times have you observed that an extremely capable person just doesn’t perform? Further, you have to recognize that sometimes a committed person doesn’t have the ability to perform adequately. But I believe that capability is easier to determine than commitment. You can’t always know what the results will be when that critical time arrives, but you sure can have an understanding between you and that partner in advance about what must be done. Make your needs clear. Get a "commitment" to perform, and then test that person to know what to expect in the future. It’s the test that counts. As the level of responsibility increases, the testing continues to produce people who can be trusted to perform bigger and more critical functions. Therefore, be sure that you always have a "pipeline" of people who are being tested so that the various job functions can be performed by the person with the appropriate level of ability who will honor the completion commitment-- and then make sure that he is stretched beyond what you knew before. This is how the best managers produce their ultimate team. You can’t give every job to the "best" person; it should go to the "appropriate" person. If something "absolutely and positively" must be performed, then you need a capable partner who will commit to the results.. Involvement only is too risky. Oh yes, don’t forget to apply these concepts to test yourself! I would appreciate comments. prepared for the October 1997 Issue of the FLC NewsLink Be sure to visit JohnSanders.com. JOHN D. SANDERS Business Consultant, Investor, and Technology Advocate. In the provision of Management Consul

Topics, References, Podcasts, Articles, and Stories Companies Running Out Of Money. Article: Solutions Seeking Problems “Here I am, John Sanders, running around the CIA with my bag of solutions looking for problems.” Podcast episode: Ch. 13 Only the Pope Could Finance the Sistine Chapel in the podcast Northcote Parkinson Law sited here: Work expands so as to fill the time available for its completion. If you’re going to develop a product: Make sure you don’t run out of money before you finish it The best way to do that is to develop it out of a company that already has cash-flow You go to war with the army you’ve got not the army you want. Buy the QQQs on the New York Stock Exchange - the 10 largest tech companies in one ETF. Article: Being small. Thinking Big. Selling typewriters door to door. TechNews, Inc., publishers of Washington Technology newspaper. AOL - America Online. Computer companies going through adolescence. How to tell a lot about a person from their handshake. Make money. Make lots of money. Be sure to visit JohnSanders.com.

Topics covered in today’s episode Sheltering in place at Carlsbad By The Sea. Small businesses adapting to this new future. The two big advantages women salespeople have over men. Talking about technology first-adopters. To be successful, it needs to get into the mainstream. And to get into the mainstream, it needs to be transparent.  Mary Cravet use of Zoom breakout rooms to help people build their relationships and business. John Sanders ponders the relationship between the pandemic shutdown and saving lives. How other countries have been dealing with the pandemic? Bureaucrats. Sins of omission. Sins of commission. The three basic laws of business as it relates to bureaucrats: Murphy’s Law Peter Principal C. Northcote Parkinson Law JOHN D. SANDERS Business Consultant, Investor, and Technology Advocate. In the provision of Management Consulting for Entrepreneurs, I design sound business plans I find worth investing In. With several decades of background in investment banking, strategic planning, and technology growth, whether you're handling one million or seventy million, I'm here to help. JohnSanders.com

"The Music Man" is a movie (videotape) produced first in 1966, after being a long-running Broadway Musical by Meredith Willson. It's loaded with stars such as Robert Preston, Shirley Jones, Ron Howard, Buddy Hackett, Hermione Gingold, and Paul Ford. Professor Harold Hill is a gilt-edged con artist who has more schemes than a hound dog has fleas. He hoodwinks the credulous townsfolk of River City, Iowa, into organizing a boys band so he can sell them nonexistent band instruments, then tries to skip town before his chicanery is unmasked by the suspicious and lovely Marian, the town librarian. In the end . . . Not only is this one of my all-time favorite movies with memorable music, but to me, the storyline contains most of the key sales principles for products and services: 1. The environment for selling anything is constantly changing-- in this case, credit versus cash sales. Most of the old-time salesmen are complaining in the opening song about the new wave of credit sales. 2. It's a big world out there and there are lots of customers for any product or service; and, you have to keep banging on doors until the right group of buyers for your product or service is found. 3. You "gotta' know the territory" into which you'll be selling and the psychology of the people who will be potential buyers. 4. There has to be a "hook". The customer must have a need. This is a critical aspect for any sales effort, and The Music Man recognizes that the new pool hall in town must have a counter-culture for the young boys, and thus is created the "River City Boys Band." 5. The customer must recognize the need, and that action is necessary to fulfill the need. Dramatic selling may be required in some cases to enforce this principle. 6. Find an advocate in an organization. Get someone who has influence (especially if they can be "converted" and thus become very zealous.) This is where The Music Man excels. 7. Locate the official who can veto the decision. Involve that person in a positive aspect of the decision, or convince the secretary, marketing person, federal sales manager or spouse. Defuse the doubter and support the advocate. 8. Don't be afraid to approach the customer directly for a decision. 9. Recognize that your past promises and actions will catch up with you. If there are some bad results, be prepared to deal with them to future customers. Know the negatives and the competition. 10. Ultimately, to be successful, the product has to do what you promise. Sooner or later, a flimflam will end your career. If promises or claims are made, the long term customer will have to be satisfied. There is no substitute for this. Yes, in the end . . . oh, why don’t you rent the movie and study your lessons? You’ll love it and learn from it. Get ready for "