Makers of The Metaverse: Andy Thelander Of Active Theory On The Future Of The VR, AR & Mixed…

Makers of The Metaverse: Andy Thelander Of Active Theory On The Future Of The VR, AR & Mixed Reality Industries

Passion — The industry is new and always changing. There’s not a lot of money in it, yet. The big project you’re working on will likely not go viral or be seen by a huge amount of users. Enjoy the process.

The Virtual Reality, Augmented Reality & Mixed Reality Industries are so exciting. What is coming around the corner? How will these improve our lives? What are the concerns we should keep an eye out for? Aside from entertainment, how can VR or AR help work or other parts of life? To address this, we had the pleasure of interviewing Andy Thelander.

Andy Thelander is Creative Director and Co-Founder of Active Theory, a digital creative experiences agency, and its proprietary web-based virtual events platform, Dreamwave. As the studio’s creative lead, Andy oversees the overall creative, art direction, and design of experiences from concept to development. Originally from Brisbane, Australia, Andy moved to Los Angeles in 2012 to found Active Theory and has since gone on to lead immersive digital builds for clients including Google, Coachella, NASA, Adult Swim, Pottermore, Under Armour, and Porter Robinson. As a hands-on developer and designer, Andy’s creative philosophy stems from a production-first mentality, an insight which ensures Active Theory can consistently push the boundaries of technology and has been recognized by Cannes Lions, Emmys, Webbys, and other industry awards. The agency was recently named one of Fast Company’s Most Innovative Companies and nominated as one of five best brand experience agencies by Campaign U.S.

Thank you so much for doing this with us! Before we dig in, our readers would like to get to know you a bit. Can you tell us a bit about your backstory and how you grew up?

Sure, I grew up in Brisbane, Australia. As a child of competitive parents, an aspiring olympic swimmer and state billiards champion, I naturally had the same desire to prove myself. I played a lot of online games and climbed the ranks quickly before hitting a ceiling and trying other games. I always found competing against other people more rewarding than single-player game design. Around the age of 13 I started playing inline hockey, a niche sport in a small country but I liked the competitiveness. I ended up playing for Australia a few times, before dislocating my shoulder ended that journey. Everything happens for a reason.

I never really knew what I wanted to do for work, but I knew I didn’t want it to feel like school. Trapped in the classroom against my will, getting marked on memorizing information I had no interest in. I wanted a line of work that was competitive and primarily computer-based. I didn’t know if one existed but I applied to university for a dual degree in Communication Design (Arts) and Information Technology (Computers). I found my current industry after a couple of years through The FWA.

Is there a particular book, film, or podcast that made a significant impact on you? Can you share a story or explain why it resonated with you so much?

My favorite film growing up was Top Gun. It represented a lot of my inner desires around competitiveness, eliteness, the american dream and fighter jets. I’ve referred to Active Theory as a Top-Gun.

Another beautiful piece of media that made a significant impact was the game Journey. The Art Direction, intuitiveness of controls, the integration of multiplayer creates an experience that feels meditative and transformative. My journey in the game was accompanied by another player about 30% of the way through. We built a bond, guiding each other through the game before parting ways at the end. The game puts you in a conversation afterwards, only to find out my partner was Korean and we were unable to communicate. The desire to connect users emotionally beyond language has embedded itself in my Creative Direction ever since

Is there a particular story that inspired you to pursue a career in the X Reality industry? We’d love to hear it.

I’m all about soft boundaries in my life. Work blends itself into my daily life, I don’t box it into specific hours in a day and vice-versa with my personal life. I think technology can exist in a similar format. I believe devices and screens are just different ways of experiencing content, each with their own pros and cons. I don’t think we need to be precious in choosing one specific device over another.

When Virtual Reality first came out, my company bought almost every headset that was released in a 2–3 year span. Each one a slight improvement over the other but still a decline from that first moment of immersion, I still fondly remember the house demo from the Oculus developer kit. The promise of XR is still being realized but I’ve since become more patient and realistic to meet consumers where they currently are. I use a VR headset once every few months, I find them uncomfortable as do many others. I’ll likely feel the same about any AR glasses technology

Can you share the most interesting story that happened to you since you began this fascinating career?

Working with highly experienced Creatives in the Advertising world has always been rewarding. I’ve learned how to deal with strong personalities and have learned to adjust my behavior in the pursuit of selling in a different, but better, direction than what has been previously agreed upon

One creative, Porter Robinson, an electronic music artist, taught me a great deal about leading other creatives through world definition — a bible of images, text, copy and audio. I presented a big deck of ideas to him before we started working together — like I would to an agency creative and he basically said “I really don’t like any of it but I do think you captured it visually” — I loved the bluntness. I’ve done three projects with him since and really value his insights. Australians are brutally honest, often to a fault. I’ve learned to cut to the chase while being mindful of people’s feelings

One trick for negative feedback is the shit sandwich. You give the negative feedback between two slices of positive feedback; if you had to eat shit you’d likely wrap it in some bread. For example, if you don’t like a design you can say — “Hey I really appreciate the work you put in, however it’s not working visually and requires more exploration to nail it. You’re on the right track though (high five emoji)”.

Can you share a story about the funniest mistake you made when you were first starting? Can you tell us what lesson you learned from that?

When I make mistakes I try to learn from them swiftly and move forward. In one project we did a giant multiplayer experience before the keynote of Google I/O. 7000 people in person and double that online would do something fun digitally to bring up the energy. There was a gaming moment where the audience was split into four teams, for two years in a row there were two colors with double the amount of players — it made no sense and ruined the experience. I was assured the method to distribute players was correct. I made the decision to investigate myself and found the issue was in the random function that assigned you into a team. Without getting too technical, the function would round a number between 1 and 4, meaning the bottom of 1 and the top of 4 were getting lost, explaining the uneven distribution. Don’t trust everything a developer says, even the ones you respect the most.

None of us are able to achieve success without some help along the way. Is there a particular person who you are grateful towards who helped get you to where you are? Can you share a story about that?

Would call out my business partners Nick and Michael for being on this journey — it has been fun, delirious and painful but very rewarding to get to the stage we’re at now. We barely knew each other when we started but the gamble paid off. I’d also like to thank Beth, my wife, she’s always been a driving force behind my career and sounding board for decision making, and I wouldn’t be where I am without her support.

Are you working on any exciting new projects now? How do you think that will help people?

Right now I’m excited to do more Installation & physical work, which gives you a smaller but more authentic source of feedback for your work. I think people are so embedded in digital connection these days, the opportunity to connect through a mixed digital/physical space may give people a new way to authentically connect with each other and their environment. I continue to look for ways to add more empathy to my work, there’s a lot of potential in grounding it in reality.

Ok super. Thank you for all that. Let’s now shift to the main focus of our interview. The VR, AR and MR industries seem so exciting right now. What are the 3 things in particular that most excite you about the industry? Can you explain or give an example?

I’m excited by the recent shift to “Metaverse” type work despite the current sentiment. It’s going to be an uphill battle but the trend towards crafting more digital experience feels inevitable.

Three things I’m particularly excited about are 1) bringing users together regardless of device or location, this is our primary goal with Dreamwave, 2) using advancements in technology to tell stories in new, more immersive ways and 3) giving users more opportunities to interact and connect.

What are the 3 things that concern you about the VR, AR and MR industries? Can you explain? What can be done to address those concerns?

Access — The increased price of devices combined with wealth inequality means most experiences will only ever be seen by an increasingly smaller group of people. This can create an echo chamber that’s detached from the real world. Our mission has always been to cater to as many devices and people as possible, five year old phones and the latest graphics cards can exist in the same digital space with different graphic levels.

Talent — Artists have always struggled to find a lane to express themselves while also paying rent. Creativity tends to get crushed in the pursuit of profits, big companies will likely absorb the talent in an effort to stay ahead and top talent will be stuck in roles that limit their creative impact. Individuals need to weigh up the price of sacrificing autonomy for a bigger paycheck and companies that can’t compete financially need to find other ways to reward and motivate their talent.

False Starts — There’s only so many ways to say revolutionary when a new product gets released. A small increase in device performance will always be “The latest in technology”, regardless of how small or personally insignificant the update is. Avoid getting lost in the hype, I have about 6 headsets gathering dust in my closet. I’ll be buying the 3rd or 4th iteration of Apple’s glasses.

I think the entertainment aspects of VR, AR and MR are apparent. Can you share with our readers how these industries can help us at work?

It really depends on personal preference and the type of work. Potential of AR for work is huge, a simple and already-utilized example are digital content overlays for physically-based jobs; such as biometric readings for surgeons, guidance for oil drillers or turn-by-turn instructions for delivery bikes. VR however is a transportive technology, taking you away from the real world and is less useful in a work environment. I don’t particularly like wearing glasses for more than 10 minutes at a time so my preference would be see-through displays or a bionic eyeball.

Are there other ways that VR, AR and MR can improve our lives? Can you explain?

The blending of the digital and physical worlds will bring all kinds of change, hopefully more positive than negative. We’ll likely see a trend away from digital products in the physical world as we feel the burn-out of hyper-speed technology growth. It’s ok to not use these technologies if they don’t serve you. Explore and find out, have a preference and try not to put much investment behind any new tech — it will likely be outdated in six months with something better. Step away for a couple years and come back surprised to marvel at a much more refined version.

What are the “myths” that you would like to dispel about working in your industry? Can you explain what you mean?

Awards are overrated, the pursuit of awards for peer recognition will ultimately not be worth the struggle, whether you reach your goal or not. Be driven by an inner desire to explore and create, not for the approval of others. Awards are a by-product of doing good work, if you treat it as an outcome and not a goal you likely won’t be disappointed.

What are your “5 Things You Need To Create A Highly Successful Career In The VR, AR or MR Industries?”

Passion — The industry is new and always changing. There’s not a lot of money in it, yet. The big project you’re working on will likely not go viral or be seen by a huge amount of users. Enjoy the process.

A student mindset — Learn to love learning and avoid becoming rigid in how you approach new technology. The growth of change is only increasing and being able to adapt to new technology will be crucial. Ride the technology wave, don’t fight it, it’s a lot bigger than you are and doesn’t care about your opinion.

Patience — I’m often very excited about the application of new technology to projects and clients, but don’t always consider the implications — such as risk, money and business forces out of my control. I’ve learned to move at different speeds with different clients, some projects can take years, and that’s ok.

Peers with opinions you respect — My greatest projects were completed beyond the capabilities of myself. While I strive to learn and do as many roles as possible in a project I’ve learned my main role is steering the ship, instead of trying to row in all the positions. Group projects are an expression of everyone who touched it, each person uniquely contributes to the outcome.

Relax when it’s time to relax — Burnout is real, take breaks between projects. Pushing yourself to new heights means also allowing yourself to come back down out the other side. When I’m in a project I can work 20 hour days at the end stretch, I like the challenge of pushing myself. Once the project is launched I’ll do a series of 4 hour days.

You are a person of great influence. If you could inspire a movement that would bring the most amount of good to the most amount of people, what would that be? You never know what your idea can trigger. 🙂

Empathy is the key. Moving to Los Angeles has been a challenge in understanding the lived experiences of people around me, I can’t imagine the life paths of people around me which makes me curious and cautious in assuming or saying the wrong thing. When I’m back in Australia I feel an immense sense of calm, I can predict each person’s life story — feeling familiar and warm.

I hope as we become more globalized digitally and the culture barrier begins to dissolve — we begin to understand that each person spawned into a character they did not choose. Be kind, listen and see the world through the lens of someone other than yourself.

We are very blessed that very prominent leaders read this column. Is there a person in the world, or in the US with whom you would like to have a private breakfast or lunch, and why? He or she might just see this if we tag them 🙂

I think it would be fun to meet Elon, just 10 seconds to say hi 🙂

Thank you so much for these excellent stories and insights. We wish you continued success in your great work!


Makers of The Metaverse: Andy Thelander Of Active Theory On The Future Of The VR, AR & Mixed… was originally published in Authority Magazine on Medium, where people are continuing the conversation by highlighting and responding to this story.

Mitchell Morrison Of Eyeballs Financial On 5 Things To Look For When Hiring a Financial Planner or…

Mitchell Morrison Of Eyeballs Financial On 5 Things To Look For When Hiring a Financial Planner or Financial Adviser

Make sure they have adequate staff to help with your needs and the questions you will have in the future.

As a part of our series about 5 Things To Look For When Hiring a Financial Planner or Financial Adviser, I had the pleasure of interviewing Mitchell Morrison.

Mitchell Morrison is the founder and creator of Eyeballs Financial LLC, a fintech application. The Eyeballs app is the first to provide up-to-date information pairing trusted advisor intelligence and artificial intelligence, delivering convenient, automatic, and secure insight into all your financial investments.

With deep expertise in finance, Mr. Morrison has held senior positions with Financial West Group, Skyway Capital Markets, FourStar Wealth Advisors, E.F Hutton, Travelers Portfolio Group, Smith Barney, and Charitable Alliance Foundation. He is the current acting Executive Director and Founder of the Financial Literacy Project and a passionate philanthropist. Morrison has appeared on numerous national television stations for his role in the World Trade Center Miracles Foundation and America’s Ride.

Thank you so much for doing this with us, Mitchell! Our readers would love to ‘get to know you’ a bit more. Can you tell us a story about what brought you to this specific career path?

I was drawn to the financial services industry because I like to work with people, and I like to form relationships. I really thought that financial advice was pushed on people almost as a hard sell. When I first started out with E.F. Hutton Co. The standard advice was based not on human needs but on investment product benefits. Not all products, even if their performance metrics look strong, are the right fit for each investor.

Can you share a story about the most humorous mistake you made when you were first starting in the industry? Can you tell us what lesson or take away you learned from that?

I was giving a PowerPoint presentation to a group of financial clients in a hotel meeting room.

The rain was pouring down so hard that only two people out of a projected 26 invited showed up.

At the halfway point in my presentation, one of the clients went to use the restroom and the remaining person actually fell asleep during my talk. I kept my presentation going and did not stop for the client to wake up. Suddenly the other man returned from the restroom, and he shouted

“Who are you talking to? That guy is asleep.” I said I knew, but finishing the presentation was good practice for my speaking skills. The takeaway is to keep going! Keep pressing forward. The financial advisor for these clients also missed the PowerPoint, but he apologized for the low turnout in the room. He felt sorry for me and actually did more business with me than I ever expected.

Are you working on any exciting new projects now? How do you think that will help people?

Yes indeed. I invented an app called Eyeballs Financial; it has a huge financial literacy function, but the main function of the app is it takes the confusion out of customers’ brokerage account statements. Now users of the app can simply talk to the phone, and the phone talks back. The Eyeballs app will answer all financial questions instantly. Furthermore has a patent on RIQs “Remote Inquiry Questions” are fed back to the financial advisor dashboard. This is like having “night vision.” The advisor knows what the clients are thinking without even having a live conversation. www.eyeballsfinancial.com and www.eyeballsadvisors.com

Are you able to identify a “tipping point” in your career when you started to see success? Did you start doing anything different? Is there a takeaway or lesson that others can learn from that?

I would say the tipping point in my career was the creation of Eyeballs Financial.

What three pieces of advice would you give to your colleagues in the finance field to thrive and avoid burnout? Can you give a story or example?

1. Be a resource, have specialized knowledge in areas that are meaningful to the family members.

2. Know the family, the entire family.

3. Keep learning or “A B L” Always Be Learning instead of A B C, Always Be Closing!

I really have so many stories about this. I told financial colleagues that you need to have your clients focus on legacy planning and not just immediate or retirement planning. I wrote the book “Charity Is a Contact Sport,” subtitle, “Move From a Life of Success to a Life of Significance.”

Ok. Thank you for all of that. Let’s now move to the core focus of our interview. As an “finance insider,” you know much more about the finance industry than most consumers. If your loved one wanted to hire a financial advisor (not you :-)), which 5 things would you advise them to find out about before committing? Can you give an example or story for each?

#1 Make sure they put people first.

#2 Utilize FINRA Broker Check — Check if arbitrations or customer complaints have been filed.

#3 Get testimonials from others who have been clients.

#4 Make sure they have adequate staff to help with your needs and the questions you will have in the future.

#5 Inquire regarding their credentials, CPA, CIMA, CFP, CFA, CCGP (Certified Charitable Gift Planner).

I think most people think that financial advisors are for very wealthy people. This is likely not actually true. Can you explain who would most benefit from hiring a financial advisor and why? Can you give an example?

It is not what you make in life that makes you wealthy. It is what you keep that makes you wealthy.

Almost everyone needs a financial plan, which comes with hiring a competent financial planner.

I will give the example of professional athletes. I know many who have filed for bankruptcy after a few years in retirement. Some even filed for bankruptcy while still playing the sport. If anything, the financial adviser can provide the discipline that most people do have on their own

None of us are able to achieve success without some help along the way. Is there a particular person who you are grateful for who helped get you to where you are? Can you share a story about that?

My Manager at EF Hutton gave me advice when I was trying to get more financial clients. He said becoming successful in this business is like playing in a Rock N Roll band. At first, no one comes to your venues or concerts, but if you keep at it and get better each time, then they start to come to the venues. All of a sudden, you are playing to a packed house.

How can our readers follow you on social media?

LinkedIn and Facebook.

Thank you so much for joining us. This was very inspirational.


Mitchell Morrison Of Eyeballs Financial On 5 Things To Look For When Hiring a Financial Planner or… was originally published in Authority Magazine on Medium, where people are continuing the conversation by highlighting and responding to this story.

The Future Is Now: Josh Pendrick Of Rypplzz On How Their Technological Innovation Will Shake Up The…

The Future Is Now: Josh Pendrick Of Rypplzz On How Their Technological Innovation Will Shake Up The Tech Scene

Being the founder of a technology startup comes with many trials and tribulations. Many others have opinions on entrepreneurship and the risks of starting your own company, but Sarah has always been one of the most encouraging forces and doesn’t question the path I’ve taken. She is constantly pushing me to be the best version of myself in both my personal and professional life. When things do go wrong or I must pivot from my original vision, she is always there to talk about the issues I’m running into and provides me with great advice.

As a part of our series about cutting-edge technological breakthroughs, I had the pleasure of interviewing Josh Pendrick.

Josh Pendrick is the CEO and Co-Founder of Rypplzz, a technology company that’s revolutionizing the connection between the digital and physical world with its patented spatial operating system. He is a serial entrepreneur and seasoned business leader with a proven track record of driving transformational results for Fortune 500 organizations and startups. Prior to founding Rypplzz, Josh founded and ran multiple successful companies, including leading Social Power Media — a digital marketing agency — for over five years. He has represented globally-known brands like Salesforce, Evite, and Atari, working with top executives on digital strategy for their organizations. Throughout his career, Josh has displayed an uncanny ability to approach challenges through a creative lens, breaking ground and reimagining what’s possible at every turn.

Thank you so much for doing this with us! Before we dive in, our readers would love to learn a bit about you. Can you tell us about the cutting-edge technological breakthroughs that you are working on? How do you think that will help people?

Technology has become intimately intertwined with our lives — so much so that if you were to go to work in the morning and realized you left your phone at home, you would panic and most likely go back to retrieve it. At the same time, the digital and physical worlds are still somewhat separate in a way that most wouldn’t have predicted 10 years ago. Back then, Google Glass had just come on the scene, and though it was not fully embraced and ultimately flopped, the futuristic vision of how the digital and physical worlds could come together was clear. Rypplzz is working on perfecting that experience at the foundational level — the technology and infrastructure to make the real vision of Augmented Reality (AR) truly possible. Current AR applications are predominantly built on infrastructure based on camera vision and GPS mapping, which typically has 10–20-feet accuracy and doesn’t factor in height. Alternatively, Rypplzz’s patented Interlife platform maps the physical world in 6-inch by 6-inch digital cubes, factoring in length, width, and height, giving developers more precision, accuracy, and creative control over the applications they can design. There is a world of opportunity across industries just waiting to be explored, and I can’t wait to see all the fascinating ideas that our platform will stimulate. Beyond creativity, there are whole new streams of revenue that this technology creates for brands, venues, and others that are looking to engage consumers in exciting ways. Furthermore, there are practical applications, like wayfinding, which can help people navigate their environments more safely and efficiently, including the visually impaired.

How do you think this might change the world?

At Rypplzz, we see spatial computing as the next big technological evolution of computing, following the personal computer and the mobile computer (I.e., smartphone). There have been some early experiments with the technology to date, but it’s only scratching the surface of what’s possible. Our platform’s design opens the door to the next big wave of innovation in this space.

Digitizing the physical world is akin to the digital transformation that businesses have been going through for years. As the lines between the physical and digital worlds continue to blur, we will gain access to new datasets that can more precisely measure human behavior and help us better understand the world around us. These insights have limitless potential and can benefit cities, businesses, and everyday consumers in a multitude of ways. Take, for example, something as simple as the rate of change of a traffic light. Rather than relying on an internal clock that changes at set intervals, traffic lights have the potential to be more dynamic based on the location of people and cars at any given moment, factoring measurements like speed and distance into the equation in real-time. Just imagine how much that could improve efficiency. The same holds true for businesses. Having access to a deeper layer of data can help businesses deliver truly exceptional experiences based on customers’ personal preferences. Rather than only having the ability to measure purchases, for example, you can begin to measure micro-actions that can paint a more complete picture of your customers and future customers. This, too, would improve efficiency and allow businesses to invest more wisely.

Was there a “tipping point” that led you to this breakthrough? Can you tell us that story?

Like most entrepreneurs, my path has been a winding road with unpredictable twists and turns that have led me to where I am today. If you told my younger self that I would be building a company like Rypplzz, I would have thought you were crazy. That’s what is really exciting to me about being an entrepreneur — the things that happen that you could’ve never predicted. At the same time, it’s the things you can control, like hard work and fully immersing yourself in whatever you’re doing, that can improve your chances of success, no matter what you try to tackle.

When I was younger, I was positive that I was going to be a professional hockey player. I was dedicated and I worked hard at it. As fate would have it, that door closed for me in college, so I decided to challenge myself in a new way. This led me to explore the world of entrepreneurship and marketing. Like hockey, I dove into this headfirst and gave it everything I had, which paid off and continues to pay off. Following my first successful venture, I had the opportunity to do some work for Salesforce, where I was introduced to my Rypplzz co-founders.

As a student of life, I’m constantly learning about new things that interest me and, as you would expect from an entrepreneur, I’m always trying to determine how and if there are opportunities to turn my knowledge into a new idea for a business. Around the time I met my co-founder, I was plunging into this concept of manipulating radio frequencies to create pinpoint geolocation. Through that exploration, I had the realization that this futuristic technology could be used by every industry to create more immersive and personalized experiences — an area that most businesses are grappling with today. From there, I decided to take my experience in building companies to begin developing the InterLife platform, and thus Rypplzz was born.

What do you need to lead this technology to widespread adoption?

For Rypplzz to have widespread adoption, my team and I need to be crystal clear on the vision for the technology, what the future looks like, and the possibilities that exist for our target audiences. From there, we need to communicate that vision effectively to the world, which is the phase we’re currently in. When we first introduce the concept behind the Rypplzz technology to people, their faces typically light up and they start thinking of a variety of ways this technology can open the door to a whole new world of possibilities. At the same time, what we’re trying to accomplish is bold and disruptive. It almost sounds too good to be true. Getting people to invest in something brand new is challenging, especially in our current environment. If you look at the entertainment industry as a parallel, just look at how many movies are sequels, prequels, or based on existing movie franchises or books. Generally, there is apprehension in taking a chance on something new. Of course, there are also those that pride themselves on finding the next big thing and using the latest technology to stand out, so it’s about finding those people and getting them onboard with what we’re trying to accomplish, and then growing from there.

A recent example of someone who dared to step into the future with Rypplzz is Grimes, who leveraged our technology to host the first-ever Augmented Reality Art Rave at the Ultra Music Festival in Miami. Grimes is known for pushing the envelope, so she was the perfect artist to collaborate with on this. She’s looking to work with us on future projects, and we have some other great partnerships in the works, which will allow us to showcase our technology further. The more we can do this, the more demand we’ll be able to generate.

We realize that it’s going to take time for this space to mature and reach the level we know is possible today. Just look at the first batch of apps that were available on your phone. Sure, they were entertaining, fun, and new, but as the space matured, there have been more apps that truly changed the game. We are on a journey that’s only just beginning. The future of this space will look dramatically different a few years down the road.

What have you been doing to publicize this idea? Have you been using any innovative marketing strategies?

We’re currently laying the groundwork for our platform and we’re in contact with several high-profile people and brands that will be instrumental in raising awareness for Rypplzz. For our platform to truly resonate with people, they need to see the types of applications that can be built on it in action. As mentioned, Grimes was one of the recent artists to do exactly that with her AR Art Rave, and we’re looking forward to doing more with her, as well as others. Over time, people are going to start seeing more Rypplzz-powered applications in the real world. The hope is that those applications deliver the engaging experience that we know is possible, and that the Rypplzz brand becomes synonymous with these groundbreaking experiences that enhance live events and everyday life. We have some fun tricks up our sleeve that we’re eager to share with the world when the time is right.

None of us are able to achieve success without some help along the way. Is there a particular person who you are grateful towards who helped get you to where you are? Can you share a story about that?

I know I wouldn’t be where I am today if it wasn’t for my wife, Sarah Pendrick. Being the founder of a technology startup comes with many trials and tribulations. Many others have opinions on entrepreneurship and the risks of starting your own company, but Sarah has always been one of the most encouraging forces and doesn’t question the path I’ve taken. She is constantly pushing me to be the best version of myself in both my personal and professional life. When things do go wrong or I must pivot from my original vision, she is always there to talk about the issues I’m running into and provides me with great advice.

I know many executives would agree that having a supportive significant other can make or break a venture, and I’m lucky that I have that in Sarah. Additionally, Sarah is passionate about business and entrepreneurship, so she has had a massive impact on Rypplzz’s success.

How have you used your success to bring goodness to the world?

One of the important benefits of the Rypplzz platform that we think will have a strong positive impact on the world is the wayfinding applications, which can help people navigate their environments more safely and efficiently, including the visually impaired. Movement is such a critical part of the human experience, and unfortunately, infrastructure isn’t always designed with everyone in mind. We’re hopeful that our platform can be a step in the right direction towards making our world more accessible for everyone. From a technology perspective, we see several ways for our platform to interact with tech-enabled devices including cars, scooters and wheelchairs that allow everyone to move around in a safe manner and on their own terms. Beyond that, we see wayfinding as a great way for adults to keep track of their children, especially in crowded environments like a stadium, where they can get separated. This can essentially serve as a more precise and personalized GPS for specific locations.

If you had 60 seconds to make a pitch to a VC, what would you say?

Rypplzz connects the digital and physical world like never before. Its multi-patented spatial operating system — Interlife — makes the air around us ‘intelligent’ by allowing you to program air with digital files that persist in exact coordinates of the real world, enabling ultra-precise geolocation and more efficient ways to communicate. It is currently being utilized in multi-billion-dollar markets like entertainment, hospitality and commercial properties to enhance customer engagement and security on campus, as well as drive new revenue opportunities. Rypplzz has a proven management team with multiple prior exits, as well as an elite group of go-to-market clients and partners that will empower the platform to scale quickly. Rypplzz has generated consistent revenue growth to date and is projecting rapid revenue growth this year and in the years ahead.

Thank you so much for joining us. This was very inspirational.


The Future Is Now: Josh Pendrick Of Rypplzz On How Their Technological Innovation Will Shake Up The… was originally published in Authority Magazine on Medium, where people are continuing the conversation by highlighting and responding to this story.

David Kurkjian of MasterMessaging On How To Be Great At Sales Without Seeming Salesy

If you’ve qualified a prospect as someone that has a problem you can solve, you’ve shown them what their world will look like with your product (Value), and they have budget, the natural conclusion should be an agreement to move forward.

As a part of my series about how to be great at closing sales without seeming pushy, obnoxious, or salesy, I had the pleasure of interviewing David Kurkjian (Kerchen).

David Kurkjian is the founder of MasterMessaging, a sales consultancy that helps sales professionals elevate the value of their products in their selling conversations. David is also the author of the book, 6X Convert More Prospects to Customers. David lives in Atlanta with his wife, adult children and grandkids.

Thank you for doing this with us! Before we dig in, our readers would like to learn a bit more about you. Can you tell us the “backstory” about what brought you to this career path?

After spending 30-plus years in sales and sales leadership I started to see a pattern in my career. In the early 2000’s I worked for a number of tech startups as one of the early sales reps. In this role I had to figure out how to position and talk about the product in a way that connected the value to the prospect. Once I was successful in generating sales and had a blueprint on communicating the value, I’d start hiring additional team members and train them on the sales conversation.

Having done this several times through 2011 it became apparent that my value in the sales profession was twofold: coaching and teaching sales reps, and helping them elevate and position the value in early stage selling conversations. Not only was I good at it, but it’s also where I found my greatest joy. That’s why in 2012 I made the decision to start MasterMessaging. It put me in a position where I could help more sales professionals.

Can you share with our readers the most interesting or amusing story that occurred to you in your career so far? Can you share the lesson or takeaway you took out of that story?

Early in my sales career when I was working for BellSouth, I was struggling with a question: “If I spent my life in a sales career selling hundreds of millions of dollars for tech companies, was that the legacy I wanted to leave behind?” I was considering going to work for a nonprofit where it would the difference I could make in the world would be obvious.

At the time I was a national account executive assigned to GE Capital. In one of my appointments with a GE executive, early in the conversation I realized the person I was meeting with was not doing well. I took a risk and asked if everything was ok. His response surprised me.

He shared that he was a Vietnam vet and that he had been exposed to agent orange. The doctors were having a hard time getting his meds right, his wife was divorcing him, and his kids didn’t want anything to do with him. As he got to the end of sharing that, he broke down and started to cry. My only response was to empathize with him and encourage him the best I could. We hugged and he apologized for having to reschedule the meeting.

I had an epiphany walking down the halls of GE Capital soon after that meeting. I had been able to help another person by offing an empathetic ear and encouraging words. That encounter helped me understand that selling isn’t so much about the transaction of money in exchange for a product. It’s about serving another human being by making their life better as a result of using the product I represent.

Are you working on any exciting new projects now? How do you think that will help people?

One of the challenges for a boutique sales consultancy is your reach. I get contacted by individual sales professionals that want help with their career. In these conversations it becomes clear that the consulting rate we charge businesses doesn’t translate to an individual. That’s why we developed an online course last year.

An individual can get most of the same benefit we provide to sales teams at a price point that makes sense to them. The initial course covers how to elevate the value of their product in early stage selling conversations. We’ll be rolling out additional courses that cover other skills, like effective whiteboarding and negotiations.

None of us are able to achieve success without some help along the way. Is there a particular person who you are grateful towards who helped get you to where you are? Can you share a story about that?

That’s an easy one: it’s a gentleman by the name of Jansen Chazanof. Jansen was the facilitator or lead for the Vistage group I belonged to for the first five years of MasterMessaging. He had an uncanny ability to ask the questions that lead to insights in how to improve as a business owner. He was also one of my biggest fans. He believed so deeply in the work that I do. This was evidenced in the number of executives he introduced me to that he felt would benefit from my work.

For the benefit of our readers, can you tell us a bit why you are an authority on the topic of sales?

Repetition. The principle of mastering something by doing it over ten thousand times. Having spent over 35 years conducting sales conversations every day, you gain insights into what makes a sales conversation great. You also learn how to adapt your conversations to all different types of people and roles. It’s why my wife marveled at my ability to relate to our kids when they were teenagers. The ability to conduct a conversation from another person’s point of view.

Ok. Thanks for all that. Let’s now jump to the main core of our interview. As you know, nearly any business a person will enter will involve some form of sales. At the same time, most people have never received any formal education about how to be effective at selling. Why do you think our education system teaches nearly every other arcane subject, but sales, one of the most useful and versatile topics, is totally ignored?

It’s not that easy to teach. It’s a combination of art and science: the science or process part of selling is easy to understand and apply, but when you get into establishing trust, credibility, building rapport, these are more difficult to understand and execute. Especially if you’re talking about 18–22 year olds. They’re still trying to figure out who they are in the world, much less how to sell something to another adult.

This discussion, entitled, “How To Be Great At Sales Without Seeming Salesy,” is making an assumption that seeming salesy or pushy is something to be avoided. Do you agree with this assumption? Whether yes, or no, can you articulate why you feel the way you do?

Yes: I agree, mostly, especially when looking at the word pushy. There’s a principle in physics: for every action there is an equal and opposite reaction. When you are “pushed” as a human being, the reaction is to push back or get defensive. Once another human being gets defensive, there is not a lot you can do to get them to open up and consider new ways of doing things.

There is an exception — and it starts with understanding the salesperson’s intent. Most people associate pushiness with an aggressive salesperson who is pushy for selfish reasons. They just want the sale. But if a salesperson is pushy because they know it’s in the best interest of the prospect, that’s different. They have the right intent or motive. If a doctor pushes a patient to change their lifestyle of get a procedure because they know will make the patient better, that would be an example of when it is ok to be pushy.

The seven stages of a sales cycle are usually broken down to versions of Prospecting, Preparation, Approach, Presentation, Handling objections, Closing, and Follow-up. Which stage do you feel that you are best at? What is your unique approach, your “secret sauce,” to that particular skill? Can you explain or give a story?

I’d say Presentation, but I would change the word to Conversation. Keep in mind the foundation for a great conversation will also include Preparation and Approach.

The secret sauce comes from understanding how a human being perceives value. Value is king in a sales conversation. If you communicate high value, you get the price point you want. High value also leads to a greater sense of urgency to want the product sooner. Yet in 11 years of working with over two hundred companies, not one sales professional has been able to tell me how value is perceived.

According to Daniel Kahneman, a world-renowned behavioral psychologist, value is perceived in a contrasting world view. Literally, this is what your world looks like without my product, contrasted with this is what your world could look like with my product. It’s in the side-by-side contrast between these two worlds that contrast is understood.

Quick example: For the last three years I’ve participated in a fund-raising bike ride for children with autism called bike to the beach. It starts fifty miles inland in the middle of Delaware and ends in Foley Beach. Last year the start of the ride was on a rural section of road that had recently been stripped of its topcoat to be repaved. As you can imagine, our experience on street bikes was terrible. But after five miles we hit the newly paved section of road. At that point every one of the riders exclaimed that it was the smoothest road they had ever ridden on. They wouldn’t have even commented if we had started the race on the smooth road.

When sales professionals understand this dynamic, they can follow a simple roadmap found in my book for building high value sales conversations.

Lead generation, or prospecting, is one of the basic steps of the sales cycle. Obviously, every industry will be different, but can you share some of the fundamental strategies you use to generate good, qualified leads?

Offer value before you ask for something. Currently this isn’t happening very much in a social platform like LinkedIn. You get a connection request and more times than not when you accept the very next message is a request for an appointment or meeting.

You have to establish yourself as someone that can bring value into another person’s life. To do this, share an insightful article, blog post or your own insight that will benefit the person. When you’ve done this a couple of times then you can ask them for a meeting. In the request for a meeting, you also have an opportunity to focus on value. Consider the difference in these two requests.

When can we meet to discuss our latest SaaS offering and how it’s revolutionizing the world?

When can we meet to discuss how you can spend more time on the things you enjoy in your job by using our latest SaaS offering?

The second request focuses on the value to the prospect, not the product you represent.

In my experience, I think the final stages of Handling Objections, Closing, and Follow-up are the most difficult parts for many people. Why do you think ‘Handling Objections’ is so hard for people? What would you recommend for one to do, to be better at ‘Handling Objections’?

Identify them as early as possible in your relationship with a prospect. An easy way to do this is at the end of a discovery call ask a simple question: “We’ve covered a good bit of ground in our conversation. I’m curious, what do you think?” This gives the prospect a number of different directions they can go because it’s a great open-ended question.

They may ask clarifying questions, give positive feedback and if they have an objection, they’ll throw that in as well.

The other thing you can do is be prepared for the most common objections. Don’t try to handle them in the moment without some preparation.

‘Closing’ is of course the proverbial Holy Grail. Can you suggest 5 things one can do to successfully close a sale without being perceived as pushy? If you can, please share a story or example, ideally from your experience, for each.

I’m going to push back on this question. I don’t think closing is so complicated that it needs five things. If you’ve qualified a prospect as someone that has a problem you can solve, you’ve shown them what their world will look like with your product (Value), and they have budget, the natural conclusion should be an agreement to move forward.

There’s a great question you can ask a prospect that will give you a roadmap to closing the sale: “Where do we go from here?”

This gives the prospect the opportunity to share with you the steps they’ll have to walk through to close the sale. They may respond with, “I’ll need to take this to legal or get purchasing involved.” However they answer you, follow up with, then what? By the time you through these series of questions, the prospect will have identified the steps necessary to close the sale.

Finally, what are your thoughts about ‘Follow up’? Many businesses get leads who might be interested but things never seem to close. What are some good tips for a business leader to successfully follow up and bring things to a conclusion, without appearing overly pushy or overeager?

If you use the approach outlined above, you shouldn’t have to chase prospects. They will have agreed to a process that should lead to a yes or a no. However, for those that unexpectantly go quiet you can try this email subject line: “Did I lose you?” If they don’t reply, guess what the answer is?

As you know there are so many modes of communication today. For example, In-person, phone calls, video calls, emails, and text messages. In your opinion, which of these communication methods should be avoided when attempting to close a sale or follow up? Which are the best ones? Can you explain or give a story?

Avoid email: it’s too easy to get lost. The best would be a phone call or text to their mobile. If you’re at the end of the sales process, you should have their mobile number.

Ok, we are nearly done. Here is our final “meaty” question. You are a person of enormous influence. If you could inspire a movement that would bring the most amount of good to the greatest amount of people, what would that be? You never know what your idea can trigger. 🙂

That idea is at the heart of what we teach sales professionals. Be “other” focused. Try and see the world from the “other” person’s point of view. As you understand it, speak to that “other” point of view in your conversations. When you do this, the person you’re building a relationship with will know you’re in it for them, not just to make a sale. Maybe, as a result, the sales profession will be viewed more favorably.

How can our readers follow you online?

Reach me on LinkedIn: https://www.linkedin.com/in/david-kurkjian-1891901/

Thank you for the interview. We wish you only continued success!


David Kurkjian of MasterMessaging On How To Be Great At Sales Without Seeming Salesy was originally published in Authority Magazine on Medium, where people are continuing the conversation by highlighting and responding to this story.

Meet The Disruptors: Eziah Syed On The Five Things You Need To Shake Up Your Industry

Understand the market, live it, breath it, become intimate with the problem space. In my case, mend was the outcome of a number of health challenges in the family and firsthand experience with health systems and the nature of acute care.

As a part of our series about business leaders who are shaking things up in their industry, I had the pleasure of interviewing Eziah Syed.

Eziah Syed has spent his career steeped in technology, strategy, and innovation across a variety of large corporations and several startups. Currently, he serves as Co-Founder and CEO of mendTM, a life sciences company operating at the intersection of digital health and nutripharma.

Prior to his current position with mend™, Eziah cultivated a wealth of knowledge through senior innovation and strategy roles with Deloitte, Citibank, and Dynamics Inc. He has deep experience in innovation, new products, ventures, and white space growth opportunities with a focus on technology-based solutions.

Eziah attended McMaster University in Ontario as an undergraduate and holds an MBA from the University of Western Ontario. He has also been trained in design thinking and advanced corporate finance through New York University Stern School of Business and the University of Virginia Darden School of Business.

Thank you so much for doing this with us! Before we dig in, our readers would like to get to know you a bit more. Can you tell us a bit about your “backstory”? What led you to this particular career path?

I’ve spent my career in strategy and innovation for both large firms like Deloitte and Citibank as well as startups and am trained to identify gaps and white spaces. A number of family members have recently experienced health events that led to acute care with hospitals. This is where I saw a clear gap between what’s offered today in the acute care delivery model and what’s possible. Mend is on a mission to fix this gap.

Can you tell our readers what it is about the work you’re doing that’s disruptive?

We’re operating at the intersection of two megatrends, food as medicine and digital behavioral health, that will improve healthcare in the years and decades to come. We have developed a novel food as medicine platform which includes evidence-based nutrapharma, medically tailored targeted meals and nutritional counselling. We use nutrition as a core node in a behavioral support model to get patients optimized for surgery and then transition them to healthy habits that will stay with them throughout their lives. This first to world integrated model is a game changer that will save billions from poor surgical outcomes and even more from the burden of lifestyle preventable chronic illnesses.

Can you share a story about the funniest mistake you made when you were first starting? Can you tell us what lesson you learned from that?

When you’re building something completely new, it’s a constant learning and optimization process. When we first started, my brother and I literally tried to formulate a nutrapharma product at home. To call it swamp gas in terms of its taste and odor might not be that much of a stretch. It wasn’t so much of a mistake (we knew we weren’t going to produce the actual product at home) as it was an experiment, but it did give us insights into just how complex a formulation and production process is. That leads to the very important lesson, in that there is no substitute for rolling up your sleeves and doing the work. Learning every aspect of your business hands on. I’ve been the chemist, the shipping department, the copywriting, the production manager, etc. at different points in the journey. And I wouldn’t change that if I were to do it over again. There is enormous value in getting into the weeds and learning your business.

We all need a little help along the journey. Who have been some of your mentors? Can you share a story about how they made an impact?

I very intentionally surrounded myself with advisors, particularly in areas like nutrition, where I had limited knowledge. My science advisors formulated our Repair and Recover product, which is now regularly stealing market share from a large incumbent. Repair and Recover is used by 30+ professional sports teams, the US Military, and countless doctors across the country. The credit on the strength of the formula goes to them. More recently I brought on an advisor that is helping me to navigate sales into health systems. Needless to say, health systems are slow, complex, and the sale cycles are extremely long. Having someone who has been inside the walls of these health systems counsel me has been invaluable. Mend is now being utilized as some of the most prestigious hospitals in the country.

In today’s parlance, being disruptive is usually a positive adjective. But is disrupting always good? When do we say the converse, that a system or structure has ‘withstood the test of time’? Can you articulate to our readers when disrupting an industry is positive, and when disrupting an industry is ‘not so positive’? Can you share some examples of what you mean?

If you speak purely in the colloquial sense, disruption refers to the introduction of a new product, service, or technology that fundamentally changes an existing industry or market.

To answer whether disruption is good or bad we really need to have a temporal lens as homo sapiens have been creating disruptive change throughout our history. Often, when a truly disruptive innovation takes hold, it causes certain constituents an enormous amount of pain and dislocation, while others find opportunity for unparalleled wealth creation. The long arc of innovation I believe is generally a positive one if we look at it through the lens of reducing hunger, poverty, and limiting suffering.

Given that we have built a free-market capitalist economy, I don’t think we can slow down or stop change. As innovators identify opportunities to change the status quo and make a lot of money doing it, disruptive change will continue to come our way. It’s a core feature of our system and I believe one that gives us our competitive edge in a global economic context.

We cannot stop disruption; however, we can be thoughtful about erecting safeguards to limit the blowback and unintended harm that can come as a result of something fundamentally new.

There’s a fierce debate raging right now over AI and the potential for untold harm if we don’t put in place strong safeguards. The technology domain is racing ahead far more quickly than our ability to understand the full implications and our ability to enact policies to protect us. As leaders of industry and for those on the frontiers of change, it’s incumbent on us to keep our greed in check and operate with some core principles and ethics on our responsibility to society. We all can and should sing the chorus of responsible technology and have a core moral and ethical framework that guides our efforts.

Can you please share 5 ideas one needs to shake up their industry? If you can, please share a story or an example for each.

1. Understand the market, live it, breath it, become intimate with the problem space. In my case, mend was the outcome of a number of health challenges in the family and firsthand experience with health systems and the nature of acute care.

2. Turn the problem inside out and challenge orthodoxies. I asked why nutrition wasn’t being utilized as a medical modality and being developed in a pharma like manner for use in conventional healthcare.

3. Test and iterate and repeat as there is no substitute for actually testing your solution with end customers. Many of your assumptions will be wrong and you won’t know until you test. I had a core thesis that I could go to market in the physical therapy channel but learned of a number of barriers to adoption only through testing.

4. Be tenacious. Disruptive innovation and being a change agent is hard stuff and you will encounter numerous roadblocks on your journey. You cannot become discouraged by roadblocks, you must be tough, resilient, gritty and resourceful. I have encountered roadblock after roadblock but have found a path around or through each of them. And I anticipate plenty more ahead, it’s par for the course.

5. Stay anchored in mission and purpose. There will be very long nights and you will be challenged and tested in countless ways. What will keep you going through all of it is your passion for the mission and purpose. My journey has been about helping to improve healthcare, healing, and human health. I wake up each day with joy in my heart about working on this mission and it pulls me through when difficulties arise.

We are sure you aren’t done. How are you going to shake things up next?

We are facing a crisis at a staggering and unsustainable financial cost. The rise of chronic diseases in America is underscored by alarming statistics that highlight the scale of the problem. According to the Centers for Disease Control and Prevention (CDC), chronic diseases account for approximately 6 out of 10 deaths in the United States each year. Heart disease, cancer, and stroke alone contribute to nearly half of all deaths. Obesity rates have also reached epidemic proportions, with around 42.4% of adults considered obese as reported by the National Health and Nutrition Examination Survey. This increase in obesity has a direct correlation with the rise in chronic conditions such as type 2 diabetes, hypertension, and certain types of cancer. Diabetes affects approximately 34.2 million people in the U.S., with an estimated 7.3 million cases going undiagnosed. Furthermore, the prevalence of Alzheimer’s disease, a chronic neurodegenerative disorder, has surged to affect an estimated 6.2 million Americans, according to the Alzheimer’s Association. These statistics serve as a stark reminder of the urgent need to address the rise of chronic diseases in America through proactive healthcare strategies and public health initiatives.

Mend intends to be a core pillar of “Medicine 3.0”, a system that makes wellspan and adding quality years to our lifespan a priority. There’s a lot of work that needs to be done in this area and we want to play an outsized role.

Do you have a book, podcast, or talk that’s had a deep impact on your thinking? Can you share a story with us? Can you explain why it was so resonant with you?

I listen to Hidden Brain quite regularly and have recently read several books including Outlive, Anti-Cancer Living, The Invisible Machine, Disease Delusion and How Healing Works. There’s so much wisdom in each of these that I don’t want to single out any one in particular. The common thread in all of them is that transformative change for personal health and wellness is possible and within reach for each of us. Small modest changes accumulate over time and new habits and behaviors have a compounding effect. One of the habits I’ve developed is to start each day with a set of morning affirmations and meditation. I do this because I know how powerful the subconscious mind is and that it requires effort to program and reprogram it. With a thirty-minute routine to start my day, I’m inserting new software into my subconscious mind. Deliberate insertion of programs that I believe will enhance my wellbeing.

Can you please give us your favorite “Life Lesson Quote”? Can you share how that was relevant to you in your life?

I have become a big fan of Stoicism as I believe there is enormous benefit in striving to live a virtuous life and in acceptance. The core Buddhist training is all about acceptance and directing one’s energy and focus inward. I think the principles in both philosophies are the antidote to the stress and dissonance many people experience in modern life. Living virtuously, with benevolence and love in your heart and accepting life in all its color and taste has a way of unlocking serenity and fulfillment.

You are a person of great influence. If you could inspire a movement that would bring the most amount of good to the most amount of people, what would that be? You never know what your idea can trigger.

Aggregate well-being and aggregate happiness, that’s what I believe we should be measuring as a yardstick for our success as a species. There is far too much needless suffering, and we have all the know-how, resources and tools to improve aggregate well-being and aggregate happiness. I would be overjoyed if we could create a global movement around these two metrics.

How can our readers follow you online?

I’m on LinkedIn, where I occasionally publish my thoughts. I’ve recently activated a Twitter account, however, haven’t decided what kind of role I want to play on this platform. Mend is on all the standard social channels and we’re actively publishing information that we think will be valuable to the health of society.

This was very inspiring. Thank you so much for joining us!


Meet The Disruptors: Eziah Syed On The Five Things You Need To Shake Up Your Industry was originally published in Authority Magazine on Medium, where people are continuing the conversation by highlighting and responding to this story.

Robert Mullaney Of RG Barry Corporation On How To Use Digital Transformation To Take Your Company…

Robert Mullaney Of RG Barry Corporation On How To Use Digital Transformation To Take Your Company To The Next Level

Apply Digital Brand Management — Bring your products to market with a consumer- driven focus and strategically manage your brand across all touchpoints.

As part of our series about “How To Use Digital Transformation To Take Your Company To The Next Level”, we had the pleasure of interviewing Bob Mullaney.

As President and CEO of the RG Barry Corporation, Bob Mullaney is responsible for the vision, leadership, and growth of the company’s portfolio: Dearfoams, Baggallini, Columbus Product Group, Planet A, and RG Barry Innovations.

Bob’s strategic vision to change the standards of comfort and sustainability through consumer driven, data informed, digital centric, and earth-first brands has positioned RG Barry Brands for exceptional growth. Under Bob’s leadership, the portfolio company has invested in a digital brand management platform that has transformed its performance, positioning, and ecological innovation. This is accelerating the current brands to new heights and creating new opportunities.

Thank you so much for joining us in this interview series. Before we dive in, our readers would love to “get to know you” a bit better. Can you tell us a bit about your ‘backstory’ and how you got started?

In college, I studied business and was an athlete. I knew I wanted to take these passions and apply them to my career, which led me to a highly competitive Department Store Executive training program. It was there that I discovered my love for the intricacies of product and consumer behavior. After a few years, I pursued my MBA and transitioned my knowledge and experience to the wholesale side of the business at Timberland and Tommy Hilfiger. I held various positions in sales planning, inventory management, and sales management. Over the next decade, I took on general management and president roles with P&L responsibility, providing broader oversight of brand and product creation, as well as sales and marketing. As the President of the Americas for adidas-owned The Rockport Company, my team and I successfully turned around a declining business of over 10 years and positioned it for sale to Berkshire Partners. Following that, I became the President of IAC-owned Shoebuy.com. During my tenure, we acquired the name Shoes.com, expanded the range of footwear brands, and successfully repositioned and reversed a declining trend. This attracted Walmart and Jet.com to acquire Shoes.com, enabling them to compete against Amazon in their eCommerce growth strategy. In 2017, I was enlisted as CEO and President by Mill Road and Blackstone Capital to develop a plan and vision to transform RGB and its underappreciated, yet impressive, heritage brands into a growth company.

Can you share a story about the funniest mistake you made when you were first starting? Can you tell us what lessons or ‘take aways’ you learned from that?

My first job after receiving my bachelor’s degree from Babson College, I was as an Executive Trainee at May Department Stores. My training buyer in men’s sports shirts assigned me my first task which was to go to the flagship store floor and bring back the 3 most unattractive shirts. Diligently, I retrieved and proudly presented my choices: a paisley silk shirt, a mixed material denim/chambray/plaid banded collar shirt, and a wine and green medallion print woven button-down shirt. My buyer was quick to point out these styles were all best-selling items, concluding that personal judgements (or eye for taste) should be put aside and to always listen to the consumer and what they want from performance assessment.

None of us are able to achieve success without some help along the way. Is there a particular person who you are grateful towards who helped get you to where you are? Can you share a story?

Besides my parents’ guidance and commitment to my education, Dick Waldron gave me a chance in high school and mentored me at what is now Verizon (then New England Telephone merging with New York, NYNEX). In 1987, I was a 15-year-old sophomore data entry summer temp. By the time I graduated high school at 17, I was briefing upgrades to a proprietary IT system, authoring a user manual, and training existing and new employees. Although I would have rather ditched the shirt and tie to be a lifeguard, the experience and mentorship he afforded me was invaluable.

Is there a particular book, podcast, or film that made a significant impact on you? Can you share a story or explain why it resonated with you so much?

Business books that have made an impact on me include Peter Drucker’s ‘Managing for Results’, James Collins and Jerry Porras’s ‘Built to Last’, and Peter Senge’s ‘5th Discipline’.

Reading Richard Russo’s ‘Empire Falls’ influenced me to examine the legacy of industrialism. It laid a foundation for how I perceive sustainability, the effects of carbon, and the lifecycle of products.

During the pandemic, Apple TV’s ‘Ted Lasso’, was truly helpful. The show addresses various takeaways, considerations, and social constructs. One significant lesson I learned was that vulnerability is a strength, not a weakness. This aspect had the most profound impact on me. ‘Ted Lasso’ embraces imperfection, countering the unrealistic portrayal of others’ lives often perpetuated on social media. Onward, forward.

Extensive research suggests that “purpose-driven businesses” are more successful in many areas. When your company started, what was its vision, what was its purpose?

Florence Zacks Melton founded R.G. Barry Corporation in 1946, where she invented the world’s first foam-soled, soft washable slipper, which eventually became Dearfoams. Working until 2005, her innovation was a driving force in the organization, leading to the filing of 19 patents for consumer products. Her commitment to improving consumers’ lives through innovation is a foundation of RGB. She is an inspiration to us as both an innovator and a trailblazing female founder.

We have evolved the company, expanding into more brands and categories, utilizing a double-meaning acronym that better reflects our growth: Responsible Growth Brands (RGB). Our commitment to consumer-driven, data-informed, digitally centric, and earth-first brands succinctly explains our evolution and expansion as a portfolio company over the past five years.

Are you working on any new, exciting projects now? How do you think that might help people?

There is a substantial opportunity ahead for RGB. We are continuously evolving our Digital Brand Management Platform, which follows a strategy and operational business model dedicated to consumer-driven, data-informed, digital-centric, and earth-first brands.

Through our DBMP, we have successfully expanded Dearfoams beyond being a market leader in slippers, transforming it into a multi-category comfort lifestyle brand. We now offer a diverse range of footwear and other licensed product categories from four partners. Additionally, we have introduced Fireside, an affordable luxury boot and slipper brand crafted from 100% genuine Australian Shearling.

The DBMP has also enabled Baggallini to accelerate new product collections to a broader consumer base, going beyond the limitations of the traditional wholesale business model. This has resulted in more than doubling the business over the past year and accelerating the brand’s eCommerce penetration.

Moving forward, we will remain committed to investing in our Digital Brand Management Platform. Later this year, we will be launching Planet A, an ecologically focused internet native brand, and we are actively pursuing additional brand acquisitions in the future. Additionally, our RGB Innovations division will continue to address our ambition to be carbon neutral by 2030 through continuous supply chain evaluation and improvements. The entire company, including its leadership team, is embracing the responsibility of caring for the planet and addressing the pressing issue of end-of-life products.

Thank you for all that. Let’s now turn to the main focus of our discussion about Digital Transformation. For the benefit of our readers, can you help explain what exactly Digital Transformation means? On a practical level what does it look like to engage in a Digital Transformation?

Digital Transformation is using technology to operate more efficiently and effectively to deliver customer value. Technology enables organizations to capture knowledge and adapt in a changing environment for continual transformation.

Practically speaking, it allows companies to embrace a continuous learning organization and adoption across all functional areas and disciplines. It is critical to welcome informed change and a test and learn business model that only digital capabilities can unlock with speed and accuracy.

Which companies can most benefit from a Digital Transformation?

Any company who has the consumer as the focus needs to do things more efficiently, especially with labor at a premium in the US. At RGB, we have modernized our legacy systems and have implemented many additional cloud-based tools to enable our team to be more effective. These range from a new data warehouse to product catalog management and transmission into commerce networks, as well as re-platforming our own websites. We have stronger reporting, planning, and forecasting. We syndicate our catalog to a range of retailers and marketplaces.

Our website re-platform (currently underway) is expected to improve our customers’ purchase path with significant cart improvements and greater payment options, as well as allow our site merchants flexibility to curate and adjust offerings in real time.

We’d love to hear about your experiences helping others with Digital Transformation. In your experience, how has Digital Transformation helped improve operations, processes and customer experiences? We’d love to hear some stories if possible.

Our merchandising and design team previously had many new concepts and collections to elevate and evolve our brands, however, the ideas were largely unsubstantiated or not adopted due to retailer limitations. We committed to ecommerce and utilizing DTC or 3rd party marketplaces to present these concepts directly to consumers. Here we gain their validation and don’t have to rely on only 1st party data. Additionally, we utilize multiple consumer research platforms to edit the assortment, refine the product, define the go to market strategy and inform the marketing plan.

Has integrating Digital Transformation been a challenging process for some companies? What are the challenges? How do you help resolve them?

At RGB, we have updated or implemented 50+ new technologies and software programs in the past 12 months alone. Classic example of being right but not effective. The task list was done, but adoption in some cases was low. We are investing further in training, development, and change management, and embracing a more agile project pace.

Ok. Thank you. Here is the primary question of our discussion. Based on your experience and success, what are “Five Ways a Company Can Use Digital Transformation To Take It To The Next Level”? Please share a story or an example for each.

  1. Apply Digital Brand Management — Bring your products to market with a consumer- driven focus and strategically manage your brand across all touchpoints.
  2. Commit to Data Analytics — Aggregate and optimize your business performance across multiple vectors.
  3. Invest in Automation and System Enablement — Upgrade technology, utilize cloud-based software, and enhance visibility to real time information.
  4. Lead with Strategic Planning — Develop a vision and a roadmap that incorporates tools, processes, and discipline to enable profitable go-to-market and product sell-through
  5. Build The Right Team — Assemble collaborative subject matter leaders and their associates who can guide continuous improvement and facilitate consumer adoption.

In your opinion, how can companies best create a “culture of innovation” in order to create new competitive advantages?

Always keep the customer as the North Star and embrace the opportunity to approach challenges with a fresh perspective. Our RGB Innovations team constantly examines the status quo as a thought leader in the company, inspiring others to reevaluate how we currently serve our customers and explore ways to enhance their experience, thereby making a greater impact on critical purchase criteria. Our brands’ satisfaction and repurchase intent scores approach 90% and 95% for Dearfoams and Baggallini, respectively, serving as strong indicators that our product and brand efforts are highly appreciated.

Can you please give us your favorite “Life Lesson Quote”? Can you share how that was relevant to you in your life?

I am offering three to help fully characterize my personal philosophy of sorts:

  1. The positivity of creativity, consideration, and vision.
  • “Dwell in possibility.” Emily Dickinson

2. Enjoy the journey.

  • “Oh, the places you’ll go.” Dr. Suess

3. Embrace challenges as opportunities with grit and perseverance.

  • “Impossible is not a fact. It’s an opinion. Impossible is potential. Impossible is temporary. Impossible is Nothing.” Muhammad Ali.

How can our readers further follow your work?

http://www.rgbarry.com/ or RG Barry LinkedIn

Thank you so much for sharing these important insights. We wish you continued success and good health!


Robert Mullaney Of RG Barry Corporation On How To Use Digital Transformation To Take Your Company… was originally published in Authority Magazine on Medium, where people are continuing the conversation by highlighting and responding to this story.

Jessica Frigon Of PROJECT LOVE On 5 Things You Need To Know To Successfully Scale Your Business

Change is inevitable. A prime example of this is AI and how it is making its way through many industries. If you do not accept, embrace and become a champion for change, you will be left behind. A CEO and the company’s leadership team set the tone for change adoption. They need to lead and support their team and even customers with changes being implemented. A company will become stagnant and will plateau if they do not adapt to changes including shifts required internally to support growth goals and sustainability.

Startups usually start with a small cohort of close colleagues. But what happens when you add a bunch of new people into this close cohort? How do you maintain the company culture? In addition, what is needed to successfully scale a business to increase market share or to increase offerings? How can a small startup grow successfully to a midsize and then large company? To address these questions, we are talking to successful business leaders who can share stories and insights from their experiences about the “5 Things You Need To Know To Successfully Scale Your Business”. As a part of this series, we had the distinct pleasure of interviewing Jessica Frigon.

Jessica Frigon is an Operations Consultant and Founder of PROJECT LOVE, a boutique Operations Firm. Using her 15+ years of extensive Operations and Project Management experience, she helps home and lifestyle brands scale sustainably, increase revenue and build a team with confidence by systemizing their operations.

Thank you for joining us in this interview series. Our readers would love to “get to know you” a bit better. Can you tell us a bit about your ‘backstory’?

My journey began when I made the quick decision to move away from the law industry and launched my first business as a wedding planner. It married my love for detailed organization, planning and execution with the creativity I craved. I thoroughly loved the experience but wanted more freedom in the evenings and weekends and chose to focus on a corporate career.

After taking on a variety of roles, I was fortunate enough to be hired by a company which turned into a 15 year tenure. I started at reception and worked my way up to Project Manager leading multi-million dollar projects across the family of companies, and then Director, Operations of the new sales division that was launched by the company’s Founder and former CEO.

My entrepreneurial spirit reignited during this time and prompted me to use my corporate skillset and love for operations and planning to launch PROJECT LOVE. My mission has been to help business owners experience the success they deserved while being able to focus more of their time and energy on what they truly loved — which is what prompted them to start their business after all.

You’ve had a remarkable career journey. Can you highlight a key decision in your career that helped you get to where you are today?

What greatly contributed to my success today in corporate but also as an entrepreneur is making the scary decision to leave a stable corporate role to join a startup sales company and build their operations from the literal ground up. It provided incredible learnings, helped me greatly develop my skills as a leader and taught me what it truly takes to start and grow a business and team. Without this experience and opportunity, I would not be where I am today in business.

What’s the most impactful initiative you’ve led that you’re particularly proud of?

The most impactful initiative that I am most proud of is being part of the team that made the startup sales company an incredible success. To give context, this business model was a concept. I walked into a bare office space, opened a blank computer screen that was not yet even set up or connected to a printer. No letterhead, no processes, no systems built — it was truly a blank page.

Initially, I won’t sugar coat it but I honestly thought to myself “what have I gotten myself into?”. It was scary as everything had to be built out but it was the most educational, inspirational, rewarding and challenging experience of my life and I will never forget it.

I developed the business systems which consisted of procedures, templates, and built out a CRM custom tailored to fully support the sales process and team, and much more. I wore many hats initially to support the team so they could focus solely on sales.

This resulted in the greatest to date success for virtual sales in an industry that pre-covid relied entirely on face-to-face sales, which are vastly different from each other. To achieve success and prepare the business and team to grow and scale required processes to be automated and consistently executed by all team members. This is essential in order to have proper oversight into business and team performance and to bring on new team members with ease.

Sometimes our mistakes can be our greatest teachers. Can you share a mistake you’ve made and the lesson you took away from it?

There have been many, of course. One that comes to mind that taught me a major lesson was promoting a team member to a role they were not yet ready for as a means to retain them. Unfortunately, this decision had a negative effect on the team culture which directly impacted output and pulled focus for myself and others from revenue generating activities.

Your team plays a major part in the success you will experience. It is critical to make decisions in regards to team members, roles, and responsibilities thoughtfully. I learned to never again make a decision in reaction mode. “Hire (or promote) slow, fire fast” has stuck with me since.

How has mentorship played a role in your career, whether receiving mentorship or offering it to others?

Mentorship has been key in my career growth, in corporate and as an entrepreneur. You will never know everything and why waste precious time trying to figure things out the hard and slow way when you can learn from those that have already mastered it? I was blessed to have an incredible mentor in corporate that truly set the tone for how to successfully run a business but more importantly set the bar on how to conduct yourself as a CEO and leader. I also invested quickly and often when I launched PROJECT LOVE to gain support with mindset, marketing & PR, areas I knew I needed to develop. The skills and knowledge I acquired in these areas has been invaluable and have even helped me better serve my clients and community.

Developing your leadership style takes time and practice. Who do you model your leadership style after? What are some key character traits you try to emulate?

I will forever try to emulate my corporate mentor’s leadership style. I strive to follow in his footsteps and lead with crystal clear communication, decisiveness, emotional intelligence, awareness, humility and integrity. But most importantly, I try my best to lead by example because I wholeheartedly believe it all starts at the top of the company.

I make it a priority to continuously develop my leadership skills to fully support my team and community. Becoming a great leader takes time and consistent work as you prepare for growth and scaling of a business. Each new level of success brings new opportunities for leadership elevation.

Thank you for sharing that with us. Let’s talk about scaling a business from a small startup to a midsize and then large company. Based on your experience, can you share with our readers the “5 Things You Need To Know To Successfully Scale Your Business”? Please give a story or example for each.

To scale a business from start up to midsize and then to a large company, you must:

  1. Create a solid solution(s) for your client’s problem and communicate it exceptionally well.

Without an offering; whether a product or service, you have no means of serving clients or customers. And without clients or customers, there is no revenue which means you do not have a business, just an expensive hobby. Your potential clients or customers need to understand the value of your offering, the transformation they will experience, and what they can expect to receive. You need to keep things simple when developing your offerings to eliminate buyer overwhelm which is something I often see done wrong with businesses. The confused mind never buys.

2. Develop your operational foundation.

Many entrepreneurs focus their time and energy on sales and marketing strategies and yes that is necessary to increase your visibility and generate revenue. What is often overlooked, however, is building the operational foundation and infrastructure that will support the results that will be had through these initiatives. If a company gets an influx of clients and sales but doesn’t have the processes and technology in place to manage them and deliver on expectations, this will result in overwhelm, errors, and a negative client or customer experience which impacts referral and retention rates. And ultimately, it creates a poor reputation in the marketplace or industry which is extremely bad for business.

3. Build a high-performance team and culture.

Many pull the trigger too quickly in hiring and do not properly plan out their team structure and identify the roles required and what qualifications are needed to execute the responsibilities exceptionally well. I have personally witnessed the impact a badly executed hiring and onboarding process can have on a new team member and it is something that is challenging to recover from. Leaders need to empower their team members and allow them to take ownership of their roles.

Culture sets the tone for the team. To achieve a high performance culture, you must dedicate time to nurture it. Create a collaborative atmosphere within the team — even within a sales team that competes (this absolutely can be achieved!). Create a meeting schedule for your team to share learnings, develop their skills, ask questions and receive coaching. Perform reviews and support team member growth and development. And most importantly, make it a priority to play as hard as you work!

4. Dedicate time on a consistent basis to focus on business performance, vision, goals and strategy.

In the beginning stages, entrepreneurs get stuck in the weeds of their business. They wear all the hats, do all the tasks and essentially become their company’s top employee. It is challenging to begin to let go and delegate when you have held control for however long. But in order to grow and scale, a business needs a CEO and leader. In order to step into the CEO role, one must dedicate time to working ON the business. This is where a CEO day comes into play, to help the CEO step out of the day-to-day and review performance, analyze metrics, determine what’s working and not working, make strategic decisions based on data and vision alignment and plan next steps. This is key to moving the needle forward consistently.

5. Embrace change as the landscape and industry are guaranteed to shift.

Change is inevitable. A prime example of this is AI and how it is making its way through many industries. If you do not accept, embrace and become a champion for change, you will be left behind. A CEO and the company’s leadership team set the tone for change adoption. They need to lead and support their team and even customers with changes being implemented. A company will become stagnant and will plateau if they do not adapt to changes including shifts required internally to support growth goals and sustainability.

Can you share a few of the mistakes that companies make when they try to scale a business? What would you suggest to address those errors?

The first mistake I see companies make is not developing processes which results in unnecessary confusion, lack of visibility into performance and task execution and it becomes a challenge to onboard new team members with ease. Documented processes are critical to the success of the team and business.

The second mistake I see made is implementing technology too quickly and without due diligence. Technology is only beneficial to a business and team if first off utilized and utilized well by all. You need to take time to determine your system requirements which starts with documenting your processes. There are many considerations to take into account when selecting a technology platform, one of which I consider highest priority: will it make it easier for team members to perform their roles or will it overcomplicate them and increase the time it takes to complete their tasks?

The third mistake I see made is a lack of communication and transparency throughout the team; from the top down. Communication is essential to team success and culture. Lack of communication results in individuals making their own conclusions, executing their responsibilities incorrectly and losing sight of the goal and vision.

Scaling includes bringing new people into the organization. How can a company preserve its company culture and ethos when new people are brought in?

Introducing a new team member to your company and culture begins with the hiring and onboarding process, which will leave a lasting impression. The hiring and onboarding process should be seamlessly executed and clearly communicated, setting appropriate expectations for those involved.

In the interview phase, it is important to be well prepared with questions that will initiate a deeper discussion so that you can truly get to know your candidate and allow them space to get to you and the company (I honestly feel it is as much their interview as it is yours). I recommend including an additional individual from leadership in the interview to take notes, to observe the candidate’s body language, and prompt the interviewer with follow-up questions, where needed. A question should be included to learn of the candidate’s experience with their past employer’s company culture — what did they consider to be a great culture and why? How did they contribute to it and promote it?

The onboarding phase is where they will see firsthand what type of culture a company and team truly have. To effectively immerse them into the company, educate them on the company values, the mission, the “why” and the big vision. Help them get as excited as you and your team are about being part of the company and its journey.

Additionally, I recommend setting up 1:1 sessions with each team member they will be working with to get to know each other, as well as, setting up introductions with any departmental leaders they will be collaborating with.

Many times, a key aspect of scaling your business is scaling your team’s knowledge and internal procedures. What tools or techniques have helped your teams be successful at scaling internally?

To continuously develop your team’s knowledge and internal procedures, I recommend the following:

Team Development: Introduce daily scrums with a pre-planned educational component and record them for future reference but also to be used in training of future team members. Implement a communication tool such as Slack where you can create custom channels to develop a knowledge base of information. Setup educational sessions that will develop their core required skill sets. Start a developmental book club and hold a monthly session to dissect learnings and discuss ways to apply them to enhance their performance.

Procedure Refinement: Track all Standard Operating Procedures created and assign ownership responsibilities. Create a review frequency, which I recommend to be quarterly, to analyze them and determine if they are up to date or require optimization. A question to be asked when reviewing is “how can this be done more efficiently and produce higher-quality results?”.

What software or tools do you recommend to help onboard new hires?

Depending on the size of the company and the type of team structure, the technology requirements will vary.

A small company may only require a Project Management tool to manage the hiring, onboarding and day-to-day oversight of your team members. In this instance, I always recommend ClickUp.

For a large company, a more complex technology platform may be required to properly and efficiently manage all aspects of Human Resources and Payroll, for which I recommend UKG.

Because of your role, you are a person of significant influence. If you could inspire a movement that would bring the most amount of good to the most people, what would that be? You never know what your ideas can trigger.

I would encourage there to be more intentional focus on mentorship beginning at an early age. There are many skills, habits, and lessons that I was introduced to and learned from that I wish would have been instilled in me at a young age. I would like to see the next generation be mentored in the family home, through the educational system, and be provided with additional programs to further support their development.

They should be taught what it takes to be a great leader, how important mindset and emotional intelligence is, what habits are critical to success and how to develop them. They should be taught financial literacy and how to build wealth. They should be supported in figuring out what success really means to them — which may change as they grow up but will help them have the right priorities when making decisions so that when they achieve their goals, they feel fulfilled and happy. They should be helped to develop resiliency and consistency.

But most importantly, it needs to be instilled in them to put continuous learning and development as a priority throughout their lives.These are essential foundations that will set them up for success throughout their life and career — no matter the path they choose.

How can our readers further follow your work online?

You can connect with me through my website, Instagram and LinkedIn profiles.

This was truly meaningful! Thank you so much for your time and for sharing your expertise!

Photo Credit: Hong Photography & Cinema Inc.


Jessica Frigon Of PROJECT LOVE On 5 Things You Need To Know To Successfully Scale Your Business was originally published in Authority Magazine on Medium, where people are continuing the conversation by highlighting and responding to this story.

Rajiv Nagaich Of AgingOptions: 5 Things Retirees Say They Wish They Were Told Before They Began…

Rajiv Nagaich Of AgingOptions: 5 Things Retirees Say They Wish They Were Told Before They Began Retirement

The advice you get from professionals may not always support the goals you have for your retirement years. Don’t ever forget that.

As a part of my series about the “5 Things Retirees Say They Wish They Were Told Before They Began Retirement” I had the pleasure of interviewing Rajiv Nagaich.

Rajiv Nagaich, J.D., L.L.M., author of YOUR RETIREMENT: DREAM OR DISASTER?, is an elder law attorney and a nationally known retirement planning visionary who has electrified the nation with his new approach to retirement planning — called Lifeplanning. Nagaich is one of the country’s most influential retirement planning thought leaders. He is the host of two public television specials (Master Your Future and The Path to Happily Ever After) and the AgingOptions Radio Show, which has been dispensing retirement planning advice in the Seattle area for more than twenty years.

Nagaich is founding partner of the Life Point Law firm in the Seattle area and Chief Executive Officer of AgingOptions. He holds a Masters in Tax Law (L.L.M.) from the University of Washington and J.D. from Seattle University School of Law. For more information, please visit www.AgingOptions.com.

Thank you so much for doing this with us! Our readers would love to “get to know you” a bit better. Can you share with us the backstory about what brought you to your specific career path?

I was working for an insurance company in the Seattle area when I first met Jamie, the woman who would become my wife. Jamie lived in Spokane. As I got to know her better, I discovered that her father, Bill, had been diagnosed with Alzheimer’s disease in the last year of his 40-year career with the U.S. Postal Service. I learned how her mother, Vivian, had been trying to keep Bill at home. Vivian had been told by the Washington State Department of Social and Health Services (DSHS) that there was no help to be had if Bill desired to stay home.

After struggling to keep Bill home for a year or two, financial pressures coupled with the pressures of managing his care and the care of the household made it impossible for Vivian to continue living in their home. She sold the house and moved with Bill. The move was stressful for Bill, who had started to wander. Eventually, the demands of care became overwhelming, and Bill had to be moved to a skilled care nursing home.

As time went on, Jamie and I became close, and she invited me to meet her family in Spokane. It was during that visit that I had my first exposure to life in a nursing home. It was a shocking experience to say the least. I had heard stories about old folks’ homes, but I had never seen one while growing up in India. All my grandparents had taken their last breath at home surrounded by loved ones.

The moment I walked through the nursing home door, the smell alone was enough to make me want to turn around and leave. Bill was unshaved and smelled bad. Jamie went out and asked for a nurse to change him. After visiting for a while, we left. Jamie was in tears, and I was lost in my thoughts. This is not how the richest nation in the world should be treating its elders, I thought. There had to be a better way.

Unfortunately, as I soon discovered, there was nothing unusual about Bill’s story. In fact, it’s a very ordinary story. Bill was moved to a nursing home when Vivian was perfectly willing to take care of him at home. The system had told her she had no way to get help at home. With limited means and in no physical condition to manage the demands of care on her own, what else was she to do?

Bill’s story lit my fire for elder law. It made me want to devote my life to helping families navigate the system so they could avoid the fate that befalls so many elders. Later on, when Vivian was diagnosed with kidney cancer, I was determined to give her story a different ending. Fortunately, we were able to avoid the nursing home and Vivian lived with me and Jamie for eleven years before her death.

Before Bill and Vivian Wallace, I was just another Indian kid who came to America to seek out his fortune. Bill’s tragic situation opened my eyes to a reality I didn’t anticipate in a place I didn’t expect to confront it: the richest country in the world. What happened to Bill, and what happens to millions of middle-class Americans just like him, was a reality I couldn’t unsee. It was a reality no one was talking about.

It was never my intention to go to battle. This battle found me. So, I started fighting, first for Bill Wallace and then for every frail, sick, and frightened person who came to my elder law firm for help. In the process, I discovered the ridiculousness of a broken system that fails families at every turn. Why were so many people ending up like Bill Wallace? Why didn’t anyone seem to notice…or care? How could I make things better for them? I have dedicated my life to answering these questions.

Can you share the most interesting story that happened to you since you started your career?

Two stories stand out. The first involves learning the inside story of the highly publicized family conflicts surrounding the long-term illness of American Top 40 host Casey Kasem. His family had everything — love, money, and a team of professionals advising them — yet everything fell apart when he got sick. The family never recovered from the disputes about his care. The second involves one of my clients, Louise Smith, a single woman of moderate means who wanted to avoid the nursing home. Thanks to the LifePlan I created for her, she was able to draw her last breath at home, just as she wanted to.

Can you share a story with us about the most humorous mistake you made when you were first starting? What lesson or take-away did you learn from that?

Early in my career, I got a call from the Washington State Department of Social and Health Services. Thinking it was a pre-hearing meeting about a client case, I discussed the case with them. Little did I know that this conversation was a “fair hearing” with a judge. The Department was going through the motions to deny my client’s claim. Fortunately, I was able to have the decision reversed because I was not notified that this was the hearing, not a pre-hearing meeting. I learned an important lesson that day. Never take the opposition to be friends. They will always have an agenda. I also learned the importance of being clear about my goals.

None of us are able to achieve success without some help along the way. Is there a particular person who you are grateful towards who helped get you to where you are? Can you share a story about that?

I owe a deep debt of gratitude to two elder law attorneys: Preston Johnson in Washington State and Tim Takacs in Tennessee. Preston Johnson helped me get my start as an elder law attorney. He took me under his wing when I was in law school, taught me how to run an elder law practice, and introduced me to members of the National Academy of Elder Law Attorneys, the most influential group of elder law attorneys in the country. Tim Takacs helped me take my elder law practice in a direction more aligned with my goals. Tim introduced me to the possibility that an elder law firm could do more than just handle legal documents and Medicaid qualifications. An elder law firm could employ social workers, registered nurses, and other professionals capable of delivering the care management services families so desperately needed. Tim taught me how to implement this practice model in my own firm and I will be forever grateful to him for his insight.

What advice would you suggest to your colleagues in your industry to thrive and avoid burnout?

Be passionate about your work. If you are not passionate, find something different to do. If you live your passion, it will NOT be work, nor will it lead to burnout.

What advice would you give to other leaders about how to create a fantastic work culture?

Hire team players who are just as passionate about your mission as you are.

Ok thank you for all that. Now let’s move to the main focus of our interview. Retirement is a dramatic ‘life course transition’ that can impact nearly every aspect of one’s life. Obviously, everyone’s experience is different. But in your experience, what are the 5 most common things that people wish someone told them before they retired?

  1. The initial thrill of having unlimited time to do anything you want won’t last forever. You need to find a new purpose for your life and new activities to fill your time.
  2. Aging is a family affair. Leaving your family out of your retirement plans makes it more likely that your loved ones will fight about your care when your health fails.
  3. There is no such thing as an absolute “right” or “wrong” way to plan for life in retirement. Just as every person is unique, every retirement is unique.
  4. The advice you get from professionals may not always support the goals you have for your retirement years. Don’t ever forget that.
  5. You will likely live more years in retirement than you ever imagined.

Let’s zoom in on this a bit. If you had to advise your loved ones about the 3 most important financial issues to keep in mind before they retire, what would you say? Can you give an example or share a story?

  1. Prepare a financial dashboard well before you retire. Don’t wait until you’re already retired. Creating the financial dashboard before you retire gives you the insight you need to be confident in your answers to question like these: When should I retire? When should I start drawing Social Security? How long will my money last? How much money can I afford to give to my kids? A financial dashboard can also help you decide whether buying a long-term care insurance policy is the right move and, if it is, what type of policy to purchase.
  2. Money alone won’t keep you out of the nursing home. It’s important to have a healthy nest egg, but it’s not more important than having a plan in place for your family to use your assets for your care when your health fails. If your goals for your retirement years include aging at home without running out of money and without recruiting family members into service as your unpaid caregivers, assets alone won’t accomplish that goal. My book, Your Retirement: Dream or Disaster? is filled with examples of wealthy people who ended up forced into institutional care because they didn’t think to create a roadmap for their family to follow to help them accomplish their goal to age at home.
  3. Plan for a longer lifespan than you expect. Most financial planners help their clients plan in a way that will make their money last to age 85, 90, or 95. When I work with clients, I help them create a plan that enables them to live to the age of 105 without running out of money. We know that we are unlikely to see our 105th birthday but think of this — if you’re one of the few who makes it to 105, what would happen if you planned for your money to last until age 90? However, if you plan to live to 105 and you end up dying at 90, your heirs get more. How bad could that be? A financial dashboard can help you find the sweet spot.

If you had to advise your loved ones about the 3 most important health issues to keep in mind before they retire, what would you say? Can you give an example or share a story?

  1. Learn how to access healthcare from a preventative point of view. Enrolling in Medicare, seeing your doctor a few times a year, and accessing healthcare when you get sick isn’t enough. If you are serious about avoiding the nursing home, the single most important thing you can do is to avoid falling ill. You do that by learning how to use the healthcare system to stay healthier longer and prevent illnesses, not just how to access care if you fall ill. In other words, you focus on prevention. Good health is your most valuable asset in retirement, and you must do all you can to protect it. In order to avoid getting sick, you must approach the preservation of your health as an integral part of your retirement plan.
  2. Carefully consider your options between Medigap plans and Medicare Advantage plans. For most of my clients, I will suggest the Traditional Medicare route with a Medigap plan and a prescription drug plan, as this will allow the broadest coverage available. Know in advance that these policies won’t include dental, vision, or hearing coverage, for which you could obtain coverage from outside the Medicare plan if you so desire. Though some Medicare Advantage plans offer dental, vision, and hearing benefits, the coverage is usually sparse. If you decide to choose a Medicare Advantage plan, know that in most states, Washington included, if you want to switch from a Medicare Advantage plan to a traditional Medicare plan, you may be denied because companies can ask for medical underwriting.
  3. Choose a geriatrician to be your primary care physician. Staying with the primary care doctor you’ve had for years may not be your best move if your goal is to age at home without going broke paying for care and without burdening your family. Working with a geriatrician can lower your risk of needing home care or home health services — and by extension your risk of needing to access care in a nursing home — by 40 percent. If a pediatrician is a good choice for a child under age 18, a geriatrician is an equally good choice for those over 70.

If you had to advise your loved ones about the 3 most important things to consider before choosing a place to live after they retire, what would you say? Can you give an example or share a story?

  1. If your plan for housing in retirement is to live at home until you can’t, you’ll probably end up in institutional care. Not having a plan for housing in retirement is often a one-way ticket to a nursing home after a health crisis. The goal is to avoid a forced relocation to an institutional care setting after your health fails. This starts by making housing decisions well before the health crisis. Then, if something happens and you need care, that care will come to you wherever you are living. You won’t need to be institutionalized to receive care. You will be able to accomplish all of this without going broke or recruiting your loved ones into service as your unpaid caregivers.
  2. Live close to your named healthcare agent. If you’re serious about aging in place, it is vitally important to live close to the people you name as agents in your Healthcare Power of Attorney. A dream home in Hawaii doesn’t do you much good when your children who are supposed to be your agents live in Germany. It is ideal to live within two to five miles of the people who will be supporting you and checking on you every day if you’re receiving care in the home. This greatly minimizes the burdens on your agents and increases the probability that you will be able to avoid institutional care.
  3. Avoiding institutional care takes more than just living in a one-story home. Your one-level home should be age friendly, which means it incorporates Universal Design principles such as no-step entries, switches and outlets reachable at any height, extra-wide hallways and doors to accommodate wheelchairs, lever-style door and faucet handles, and walk-in or sit-in showers. These features ensure that it is safe to remain in your home while you age. Unfortunately, it is estimated that less than four percent of homes in America are age friendly.

You are a person of great influence. If you could start a movement that would bring the most amount of good to the most amount of people, what would that be? You never know what your idea can trigger. 🙂

I would debunk the myth that retirement planning is about money. Planning for a successful retirement, the kind where you avoid the nursing home, avoid going broke, and avoid burdening your family, requires more than a large nest egg. It requires a detailed plan that coordinates health, housing, financial, and legal issues in retirement, a plan that also includes gaining the support and buy-in from family members about their roles in the process.

Is there a particular book that made a significant impact on you? Can you share a story?

Tuesdays with Morrie by Mitch Albom. Even before I became an attorney, I was fascinated with the story of the dying professor and his student who helped shepherd Morrie through his last days. Morrie’s optimism and Mitch’s dedication are the foundational elements of a life well lived — and a life that ends well.

Can you please give us your favorite “Life Lesson Quote”? Do you have a story about how that was relevant in your life?

Aging is a Family Affair. I’ve watched this maxim play out in my own life and in the lives of my clients. No one wants to be a burden to others. We all want to have the pride of knowing that we are independent and there to help others, not to receive help from others. But, in the end, for most of us, we would be well served by learning not only how to give, but how to receive gracefully. It’s just the nature of life.

What is the best way our readers can follow you on social media?

Readers can follow me on Facebook @therajivnagaich and on LinkedIn and Twitter at @rajivnagaich.

Thank you for these fantastic insights. We wish you only continued success in your great work!


Rajiv Nagaich Of AgingOptions: 5 Things Retirees Say They Wish They Were Told Before They Began… was originally published in Authority Magazine on Medium, where people are continuing the conversation by highlighting and responding to this story.

Claire Hillau Of Le Barthelemy Hotel & Spa On 5 Ways To Create a Wow! Customer Experience

Transmit your vision. Sharing your vision brings people closer. Denise Dupré is a master at this — sharing her vision for the company so that everyone is on the same page and of the same mindset. It enables us to deliver service with passion. When this gets extended to our customers, it serves as glue that keeps us connected and allows them to believe fully in our intentions to do right by them and even do right by the environment.

As part of our series about the five things a business should do to create a Wow! customer experience,I had the pleasure of interviewing Claire Hillau.

Claire Hillau, a 20-year hospitality veteran and regional director of sales and marketing at Le Barthelemy Hotel & Spa and Le Barth Villa Rental in Saint-Barthélemy. Prior to her current position, Claire’s played various roles at Pacifica Hotels in California, Relais & Châteaux Hotel Le Toiny in Saint-Barthélemy, and Hotel Taiwana, a luxury boutique hotel in the French West Indies. She attended Paul Augier University of Nice in France where she earned an Economic and Social and Bachelor’s degree in Hotel Management.

Thank you so much for joining us! Our readers would love to “get to know you” a bit better. Can you tell us a bit about your ‘backstory’ and how you got started?

I moved to Los Angeles as soon as I received my degree in hospitality management from Paul Augier, University in Nice, France. I was completely inexperienced but had a dream to work in the United States — and landing in LA felt like a great success. Thankfully, the man at The Pacifica Hotels Company who interviewed me and gave me my first break as a guest experience clerk.

After two years in LA, I moved back to France, but didn’t stay long. I quickly landed a new job at the Relais & Châteaux Hotel Le Toiny in Saint-Barthélemy as a reservations & reception assistant manager. Now, 20 years later, I am still working in hospitality on St. Barth.

Business development has always been my passion. I’ve always wanted to travel and have been compelled to promote the hotels I work for. While it wasn’t what they hired me for out of college, I kept seeking ways to build new business for the hotel in Los Angeles — I loved the challenge, and it eventually landed me a promotion to executive sales manager. I have been creating special offers, developing new projects, and making sales trips to meet travel agencies, industry partners, and the media ever since — only now I work with the finest hotel on the island, Le Barthélemy Hotel and Spa.

Can you share a story about the funniest mistake you made when you were first starting? Can you tell us what lessons or ‘take aways’ you learned from that?

I have always been ambitious in my career, and for the hotels I worked for, and I’ve never felt limited by my job description. Seeing opportunity comes naturally to me — I am driven by it. The hotel I worked for was in a beautiful neighborhood of Marina del Rey, attracting actors from other states, but I believed we could generate more local business if we created more awareness and invited it. So, while business development was not one of my assignments, I quietly assumed the challenge of building new local business for the hotel.

My great idea was to bake homemade cookies at the hotel and deliver them to local businesses. I went door to door, introducing myself and the hotel, inviting them to consider us if they ever needed a place to stay. The plan was going seamlessly until I walked into a Golds Gym, bustling with physically fit men and women, with a batch of fresh baked cookies. They looked at me like I was crazy — but ironically, while they didn’t want my cookies, we received plenty of new business from the gym.

It taught me to treat everyone with respect and care and never judge a book by its cover. We never know who we may be speaking to — the person with the tousled hair may be the next most important person I meet. So, I treat people with the highest respect and deliver to the highest standards — and it feels right to me.

None of us are able to achieve success without some help along the way. Is there a particular person who you are grateful towards who helped get you to where you are? Can you share a story?

For the 20 years I’ve spent in hospitality, I’ve been lucky to work with very inspiring leaders. At the start of my career, I worked with a general manager in LA, Ahmad Abdolvahabi, who had a huge impact on my confidence. He put so much trust in me, allowing me to do sales calls and account payables with him. By believing in me, he allowed me to see all that I could accomplish.

David Henderson, whom since founded and run a luxury hotel in Scotland and the general manager I worked with in Relais & Châteaux Le Toiny St. Barth, pushed me out of my comfort zone to take a senior sales and marketing role. It was a significant pivot-point in my career, and I will always be grateful for his encouragement that took me to the next step in my career.

Finally, Denise Dupré, the Founder and Managing Partner of Champagne Hospitality, the company behind Le Barthélemy and Le Barth Villa Rental, has been an outstanding mentor for me — meeting her was a stroke of good luck for my life and my career. I’ve known Denise for eight years and every day I have been inspired and empowered by her. She is a stellar example of a leader who funnels decisions through deeply-held and respectable values and errs on doing the right thing by her teams, guests, partners, properties — and their locations in St. Barth and in France — and she stands on the right side of big issues, like sustainability, female leadership, and access to education. She has taught me how to be a strategic female hospitality leader and continues to push me to think big and empowers me to take bigger risks to achieve bigger rewards. What impresses me day after day working with Denise and seeing her manage and inspire people, is how she genuinely embodies the values she defends and how she strives to be exemplary. An example is how she has woven sustainability into the fabric of our business and takes action on sustainability beyond the walls of our hotel. It’s impressive.

Thank you for that. Let’s now pivot to the main focus of our interview. This might be intuitive, but I think it’s helpful to specifically articulate it. In your words, can you share a few reasons why great customer service and a great customer experience is essential for success in business?

Think about the brands that move you to love them — what they likely have in common is they offer quality products and/or services and provide exemplary customer service. And while many companies can pay lip service to providing great customer experiences, those that really do it and are truly committed to delighting their customers — have the power to build a loyal following of customers that are built on trust and the knowing that beyond any doubt they will consistently receive excellent products and services and their expectations will be satisfied. Customers don’t forget that kind of experience and it’s important for its impact on the business, but also for the positive impact it can have on the entire community, in the case of our hotel in St. Barth. We treat people with care and respect — and that has a ripple effect. When we provide top service to people, and they see the way we treat our environment, for example, they in turn pass great treatment to others and to the environment themselves. They learn more about where to pay their respects and that satisfaction reverberates beyond the walls of our business.

Clients will come back if you deliver exceptional services with love and passion. The philosophy of Le Barthélemy is to fully embrace human-centered and couture hospitality philosophy — which allows us to provide a remarkable personalized experience. We do this by paying attention to the details of our guests’ experience and by empowering every employee to do the same.

One of our guests accidentally toppled their perfume from the bathroom counter and the bottle shattered when it hit the ground. Before the guest returned to her room, our housekeeper went to the nearest boutique, empowered, and purchased a brand-new replacement. She left it with a lovely note for our guest in her room. Our housekeeper didn’t think twice about what to do, she was empowered to provide the best service she could imagine to our guest and our guest was delighted. We do whatever it takes to enhance and preserve these relationships which mean a lot to us and to our guests.

Can you talk a little, just for a moment, about what it’s like to be there, what the guest experience is?

Today luxury hotels are not about social status, wealth and exclusivity — there’s a much broader context that defines luxury which considers our guests’ sophisticated tastes about where they want to spend time and money, the experience of the hotel and destination, and its environmental responsibility, for example. It is becoming increasingly valued by guests to travel to luxurious places where osmosis with nature and awareness-building make sense. Our guest experience is designed to be personal, couture, and contribute to elevating the way someone thinks. We play a role in offering more responsible luxury.

There is no one-size-fits-all approach, but instead we focus on addressing the needs and interests of every guest personally. Most of them come from lovely homes of their own in New York, Los Angeles, or Paris with plenty of luxuries and services at their disposal. They come to Le Barthélemy, or to one of our villas, to receive the highest level of service and to disconnect and relax in luxury with their family and friends and have tailor-made experiences.

To take their experience beyond the level of what they get at home, we’ve turned our spa into a peaceful sanctuary and have designed a holistic well-being experience dedicated to helping guests reconnect with themselves through spa treatments, yoga classes and healthy meal options. We have introduced an innovative offering, a water-healing program that is unique on the island. It’s an example of the kind of experiences of what it’s like to be our guest and receive the kind of healing experiences that not only dazzle them but provide them with an unexpected novel approach to wellness. Finally, we work hard to utilize natural elements throughout the hotel and spa, to provide a healing experience, reduce energy consumption and preserve natural resources. For example, the water-healing experience that is offered by our spa is provided directly in our bay, into the ocean, and no other energy is used.

We have all had times either in a store, or online, when we’ve had a very poor experience as a customer or user. If the importance of a good customer experience is so intuitive, and apparent, where is the disconnect? How is it that so many companies do not make this a priority?

Good service is a brand differentiator — and poor service can be truly detrimental for a company. Ignoring customers’ needs, for example puts companies at risk of losing current customers, but also potential customers through word of mouth and even frontline employees who have to manage negative interactions or are effected by the consequences of bad service.

I can’t believe any company sets out to deliver bad service, however, they may not adequately connect some of their practices and how they can equate to bad service. For example, hiring the wrong people hurts — and it’s not always about qualifications, relevant experience, and skills, but also about mindset and attitude and the desire to help people. When we interview a prospective employee, we look beyond their resume, assessing their character and how they will help us provide exceptional services to our clients. It’s something every business must consider.

In addition, employees who are not aligned with the company goals and expectations and equipped with the right tools and sense of empowerment to perform their jobs deliver subpar service. Strong values from leadership are essential — and ensuring everyone understands them and buys in is critical. Training and expressing goals and expectations to employees must be a regular practice. For example, employees at every level of our company know our Founder and Managing Partner Denise Dupré’s values and the level of service she expects us to extend to guests. We all share in that vision, celebrate it and live it. We have built an exceptional culture of rewarding service, collectively staying engaged, and stretching ourselves to do better each time we’re in contact with our guests.

Do you think that more competition helps force companies to improve the customer experience they offer? Are there other external pressures that can force a company to improve the customer experience?

Good companies consistently strive to provide excellent services and experiences for their clients, regardless of their competition. They set their own high standards. Businesses must create their own standards and be motivated to continuously improve upon them, rather than only find motivation in beating someone else. That isn’t sustainable. The key is to set up a culture that sets up services as a top priority and makes it fun to deliver. Caring deeply about guests’ happiness and well-being as our greatest priority makes it easy to be introspective and consider additional ways we can improve our services.

Certainly, I am not suggesting that competition doesn’t matter — we hold onto industry leadership monikers with pride. It’s validating when we promote a new service or initiative on social media, and then see a competitor follow suit and offer the same thing. Healthy competition drives everyone to improve.

We strive to be the bar-setter and are constantly implementing new technology and thinking outside of the box to improve our clients’ experiences. We would do this with or without competition, I believe.

Can you share with us a story from your experience about a customer who was “Wowed” by the experience you provided?

There are many ways we provide our guests “wow” experience at Le Barthélemy. Sustainability is something that we and our guests care deeply about — and the consistent effort is important in taking care of our St. Barth home. So, recently, we started giving guests a bigger opportunity to participate in our sustainability efforts.

The hotel is employing zero waste cooking efforts, emphasizing our commitment to take actions to preserve our environment. So, when the chef prepares fish, for example, he will reuse all the pieces for many different purposes. When he peels the vegetables, he will create juices with the peels. We decided to take this a step further and hold zero-waste cooking classes for our guests led by our chefs in the hotel’s restaurant, Amis St. Barths.

As a result, the benefits of our program get extended to guests’ cooking when they return home, and we can influence this sustainable, conscious behavior all over the world.

Did that Wow! experience have any long-term ripple effects? Can you share the story?

Many of the Wow experiences have long-term ripple effects — the zero waste cooking classes, but also many others.

Recently, we contributed the St Barthélemy beach for a UNICEF philanthropy event. While the event was certainly focused on supporting UNICEF and their effort to save and meaningfully improve the lives of the most vulnerable children globally. Guests experienced the elegance and care they always do when at St. Barthélemy. It was a wow experience with the best of everything and UNICEF was the beneficiary.

But our guests were also moved by their exposure to St Barth’s coral reef and the responsibility we have to the health of reefs everywhere. So on the coattails of the gala, we also gave a big donation to St. Barth’s Coral Reef Restoration Association and build awareness of the reefs among our guests. A portion of guests’ donations has yet been put into work to renew the nursery table where coral is grown six to nine months. They like to know they are putting their vacation money to good use, and we believe they will carry forward the message of need and continue supporting both UNICEF and the reefs on their own and pay it forward.

Ok, here is the main question of our discussion. Based on your experience and success, what are the five most important things a business leader should know in order to create a Wow! Customer Experience. Please share a story or an example for each.

  1. See the opportunity in every challenge
    Don’t be afraid to approach a challenge — like an unhappy client. Every challenge offers an opportunity to turn the situation around. It can be nerve-wracking, but there’s so much to learn in the discomfort of the challenge. In the case of a guest, we hand them a glass of champagne and tell them we’re here for them — and listen. We take every opportunity to demonstrate we care and immediately take action that build the trust and loyalty.
  2. Shoot for the moon. The more we can test our limits and capabilities, the more we can learn. Improve. The culture in our company is to regularly test our boundaries and get out of our comfort zone — that’s where great things can happen. We have a saying, “Shoot for the moon, you’ll end up in the stars.”
  3. Do what is in your customers’ best interest. When your customers feel important and valued because you have their best interests at heart, they want to do business with you repeatedly. Good intentions go a long way.
  4. Transmit your vision. Sharing your vision brings people closer. Denise Dupré is a master at this — sharing her vision for the company so that everyone is on the same page and of the same mindset. It enables us to deliver service with passion. When this gets extended to our customers, it serves as glue that keeps us connected and allows them to believe fully in our intentions to do right by them and even do right by the environment.
  5. Empower the Team — Empowerment is also part of our culture. In the hospitality philosophy, we do whatever it takes. It really means success is dependent on each of us and we are able to do what is needed to achieve the end results that we believe are possible. If one of our guests needs something, we always know we are empowered to deliver it.

Are there a few things that can be done so that when a customer or client has a Wow! experience, they inspire others to reach out to you as well?

By creating an exceptional environment and completely customized experiences for our guests, with exquisite attention to every detail, we have an impact on our guests, and they associate their stays with us as extraordinary. Moments, instants, interactions, most are intangible and elusive, but they have an impact on how guests feel and what they remember and share with others.

Our strategy is oriented towards providing a positive impact on guests’ feelings and emotions, their sense of wellbeing through our experience, environment and service, but it can also be more something more concrete, like being part of replanting a coral reef or going to visit the fisherman with our chef. Every detail matters in creating a wow experience. The connection with our guests doesn’t end once they check out. After they leave Le Barthélemy, we may send them an email and flowers or a coffee table book to remind them they have a home away from home at our luxury hotel.

You are a person of great influence. If you could start a movement that would bring the most amount of good to the most amount of people, what would that be? You never know what your idea can trigger. 🙂

I believe in a greener world. Our planet is beautiful, and we need to preserve the life that inhabits it. At Le Barthélemy, I started a green team, and we’re using our influence to preserve the coral reefs in the bay. It delights me to be making a difference for the environment. Not only do we aim to raise awareness of our teams and guests, but we also take action and keep enhancing our sustainability program.

One of the luxuries of our jobs is that we are able to take guests on a boat to see the coral reefs. The reefs are beautiful, and now, more than ever, we need to preserve their beauty. Luckily, we are in the position to push boundaries and we just launched a new Adopt a Coral movement. This is unique on St Barth. Guests can now adopt coral with a donation, give it a name, and replant it directly in our bay under the guidance of the Coral Restoration association on the island.

We are responsible for sharing what we know so that together we can all do something about it.

How can our readers follow you on social media?

Readers can find me on LinkedIn linkedin.com/in/claire-hillau-1b931642

Visit Le Barthelemy Hotel & Spa on Instagram https://www.instagram.com/lebarthelemy/?hl=en and www.instagram.com/lebarth_villas/?hl=fr

Or on our website: http://www.lebarthelemyhotel.com/en and www.lebarthvillas.com

This was very inspiring. Thank you so much for joining us!


Claire Hillau Of Le Barthelemy Hotel & Spa On 5 Ways To Create a Wow! Customer Experience was originally published in Authority Magazine on Medium, where people are continuing the conversation by highlighting and responding to this story.

Sasha Berson Of Grow Law Firm On How to Effectively Leverage The Power of Digital Marketing, PPC, &…

Sasha Berson Of Grow Law Firm On How to Effectively Leverage The Power of Digital Marketing, PPC, & Email to Dramatically Increase Sales

A Love for What You Do: It goes without saying, but you’ve got to love what you do. If you don’t, you’re unlikely to become successful. Or worse yet, you might become successful but also miserable.

Marketing a product or service today is easier than ever before in history. Using platforms like Facebook ads or Google ads, a company can market their product directly to people who perfectly fit the ideal client demographic, at a very low cost. Digital Marketing tools, Pay per Click ads, and email marketing can help a company dramatically increase sales. At the same time, many companies that just start exploring with digital marketing tools often see disappointing results.

In this interview series called “How to Effectively Leverage The Power of Digital Marketing, PPC, & Email to Dramatically Increase Sales”, we are talking to marketers, advertisers, brand consultants, & digital marketing gurus who can share practical ideas from their experience about how to effectively leverage the power of digital marketing, PPC, & email.

As a part of this series, I had the pleasure of interviewing Sasha Berson.

Sasha is a Managing Partner at Grow Law Firm, a leading digital marketing agency focused solely on helping solo, small, and medium-sized law firms grow. He and his team have helped more than 2,000 firms double their revenue in three years or less. He is the co-author, with Steve Forbes, of the best-selling book, Successonomics and is a regular contributor to Forbes.com.

Thank you so much for joining us in this interview series! Before we dive in, our readers would love to “get to know you” a bit better. Can you tell us a bit about your ‘backstory’ and how you got started?

I started my first business right out of college, a two-person lending company. Quickly, I learned that my finances, income, and future were enmeshed and dependent on how well our marketing vendor was performing. As such a small business, we couldn’t afford an in-house marketing team. And it was a learning experience, to say the least — an expensive one. We started with a website, and it was great. But we soon learned it wasn’t enough. How do we get people to our website? So next, we tried advertising with another vendor, but for our particular line of business, we soon discovered that we should have been focusing on outbound calls to reach potential clients. It was a continuous cycle of wasted time, energy, and money.

With that first business, we did it all. Through trial and a lot of error, we pushed through and expanded, turning it into a multi-billion-dollar wholesale lending operation. And when I sold my equity in the company, I knew what my next business would be. I would take all I learned to the small business sector, where in-house marketing is cost-prohibitive but directly tied to success. Later, we saw a need for our services in the legal sector and expanded into that vertical.

Can you share a story about the funniest marketing mistake you made when you were first starting? Can you tell us what lessons or ‘takeaways’ you learned from that?

To me, marketing mistakes aren’t funny. They’re expensive. Very expensive. Especially for small businesses. Never was this more apparent than when I started my first business and saw how hiring the wrong vendor impacted the bottom line for me–both personally and professionally. Not only did I lose money on an unsuccessful campaign, but also the opportunity and the potential business.

None of us are able to achieve success without some help along the way. Is there a particular person who you are grateful towards who helped get you to where you are? Can you share a story?

I find my mentors in books. I’m always reading, always learning. My first mentor was Chet Holmes. His book, The Ultimate Sales Machine, which is also about marketing, gave me so many breakthroughs. Dan S. Kennedy is another. He’s written dozens of books, including Magnetic Marketing and The Ultimate Sales Letter. I’ve consumed all of them, along with his newsletters. I’ve also attended his seminars. He knows marketing like no other. He refers to himself as the professor of harsh reality, a truth-teller with no B.S. — the actual name of his book series. Whereas others in the space talk a lot of “mumbo jumbo” that doesn’t apply to smaller businesses with smaller budgets, he talks truthfully about the field with practical and applicable advice.

What do you think makes your company stand out? Can you share a story?

For me, a company doesn’t have to stand out to succeed. That’s the “mumbo jumbo” I was talking about before, just an idea the marketing industry successfully marketed itself on. For me, it’s never about being different, bigger, smaller, or nimbler. It’s about who’s going to give me the best advantage. So, when I am hiring any vendor, be it an attorney, a marketing company, a doctor, or a plumber, I’m looking for the one that will give me the best advantage.

Sure, when pitching new business, we talk about things like experience in the space, proven track record, and return on investment. But who doesn’t? It’s more of the same, not an advantage. However, the advantages any client will get from us are threefold — firepower, transparency, and accountability. Together they lead to faster results and a better customer service experience.

Firepower: As you know, all things digital marketing are extremely labor and time intensive. But we have the infrastructure in place to meet those demands. We have offices outside the U.S. that can deliver much more labor for a lower price than our competitors, producing better, faster results.

Transparency: We hold monthly meetings with our clients to review what we have done for the money they paid us. We also provide detailed action plans for the next thirty days. We talk about specific, measurable results attained — the number of qualified marketing leads delivered, open rates, click-through rates, conversion rates, and the average cost per lead. The data also lets us know what’s working and what’s not to make the necessary changes to improve results.

Accountability: You rate your Uber driver, doctor, and Airbnb rental. Why not your marketing firm? In our monthly meetings, we constantly ask for feedback for quality control. On a scale of one to 10, how would you rate our agency, our work, and the work we have delivered over the past 10, 30, 60 days? How would you rate our account managers? My performance? This allows us to catch any issues quickly and correct them before they snowball into more significant problems.

You are a successful business leader. Which three character traits do you think were most instrumental to your success? Can you please share a story or example for each?

A Commitment to Learning: Successful business leaders must be lifelong learners, open to studying new trends, new ideas, and new ways of doing business and putting those ideas into practice. I always have a stack of books in my office and home on everything to do with running a successful business, not just marketing, but operations, human resources, sales, and customer service.

Grit: As a leader, it’s been my ability to move forward through the headaches and pain that come with running a business that has led to my success. It’s challenging, and you’re always dealing with countless issues. Nothing is ever perfect. You catch a break here and there, but something else immediately comes up. At the beginning of my entrepreneurial journey, I didn’t understand this. Now I know it is just part of the job, whether you’re operating a law firm, a tiny one-person business, or a multinational one.

Empathy: And finally, you need compassion. Appreciation for not only your clients but your employees, management, and other stakeholders. Even with yourself, which I have a tough time with personally. Without it, you will experience a lot of unnecessary turnover — in customers and personnel.

Are you working on any exciting new projects now? How do you think that will help people?

I’m in the process of writing a book on how to manage, grow, and scale solo, small, and medium-sized law firms where there is a constant battle for time between legal and administrative duties. It will have practical and easy-to-implement advice and best practices on everything from developing successful business plans to creating budgets to managing client expectations. It will teach owners how to streamline processes to improve productivity and, of course, cover how to successfully market their firm’s legal services.

Ok super. Now let’s jump to the main questions of our interview. As we mentioned in the beginning, sometimes companies that just start exploring with digital marketing tools like PPC campaigns often see disappointing results. In your opinion, what are a few of the biggest mistakes companies make when they first start out with digital marketing? If you can, please share an example for each.

One of the biggest mistakes I see is that most law firm owners focus on the cost of a PPC campaign rather than the ROI. They don’t budget enough money to be successful, and nothing fails as often or as consistently as cheap marketers. A successful campaign should generate a return of $4–7 for every dollar invested. For example, a $10,000/month campaign should generate $40,000–70,000 in cases. It may take some time to optimize performance, but it should happen. And if it doesn’t, don’t give up on the method. Replace the marketers.

If you could break down a very successful digital marketing campaign into a “blueprint”, what would that blueprint look like? Please share some stories or examples of your ideas.

It’s all about the WHERE and the WHEN. Be WHERE your prospective clients are WHEN they are looking for your services. Seventy-eight percent of all prospective new clients look for a lawyer online. A law firm MUST be at the top of a Google or Bing search to attract those new clients. All marketing efforts, from PPC to SEO, and everything in between, must have that single goal in mind.

Let’s talk about Pay Per Click Marketing (PPC) for a bit. In your opinion which PPC platform produces the best results to increase sales?

For law firms, it’s all about Google Ads. As I referenced earlier, 78% of all prospective new clients look for a lawyer online. On top of that, 75% of people doing online searches never get past the first page. So, if a law firm doesn’t appear at or near the top of a search, they have next to zero chance of earning the business.

Can you please share 3 things that you need to know to run a highly successful PPC campaign?

First, you need to know your audience and the specific services they are interested in. For example, if you are a divorce attorney, ensure your messaging and keywords drill deep into niches such as “uncontested” or “child custody and support.” For lawyers, the more specific, the more effective a campaign will be.

Next, we go back to the WHERE and WHEN. Be WHERE your prospective clients are WHEN they are looking for your services. Again, back to the data, which shows more than three-quarters of people search for a lawyer online. Simply stated, a law firm needs to be on that first page of a search, or they won’t get the business.

And finally, make sure the ad links to a powerful, dynamic landing page. As the saying goes, you only get one chance to make a good first impression–seven seconds to be exact. And unlike the typical landing page for most products and services, where many businesses benefit from quick purchasing decisions, picking a lawyer is a high-stakes undertaking. This prospective consumer considers things long and hard, with lots of research, before deciding. As such, the landing page should include elements to confer trust in services, including attorney biographies, testimonials, and awards, along with a simple call to action like filling out a contact form or scheduling an appointment.

Let’s now talk about email marketing for a bit. In your opinion, what are the 3 things that you need to know to run a highly successful email marketing campaign that increases sales?

In the legal space, email marketing is a great way to follow up with prospective clients. Any successful campaign should always be:

Engaging: One of the most important things to consider when developing a successful campaign is the content you will provide. Will it offer helpful legal tips, give updates on recent cases, or share news about the firm? Whatever’s decided, it must be engaging. The content must meet the needs of your audience and connect to the issues they initially contacted you about.

Optimized for Phones:

Most people today use their phones as their primary email device, so ensuring your email outreach is optimized for mobile is essential. This means using a responsive email template that automatically adjusts to fit the device’s screen size, with clear and concise subject lines and calls to action. Take advantage of mobile-specific features like push notifications to ensure messages are seen.

Continuously Measured:

Always track your legal marketing campaign’s impact. Continuously measuring the data and the number of subscribers, open rates, click-through rates, and conversion rates lets you assess how the campaign is performing and make the necessary changes to improve results.

What are the other digital marketing tools that you are passionate about? If you can, can you share with our readers what they are and how to best leverage them?

Every day there’s a shiny, new marketing tool to use, with promises of better results. But for me, it’s all about the tried and true — Google Analytics. For our area of expertise, it’s the most consistent and valuable tool we use.

Here is the main question of our series. Can you please tell us the 5 things you need to create a highly successful career as a digital marketer? Can you please share a story or example for each?

A Love for What You Do: It goes without saying, but you’ve got to love what you do. If you don’t, you’re unlikely to become successful. Or worse yet, you might become successful but also miserable.

Empathy: You’ve got to have compassion for your clients. This goes back to those early days running my first company when I quickly learned that my personal finances, income, and future were so tightly enmeshed and dependent on how well the business was doing, and more specifically, how our marketing vendor was performing. That’s why it’s essential to empathize with the people you work for. Remember, you’re helping them grow, become successful, meet their financial obligations, and support themselves and their families.

Business Acumen: As a marketer, you must focus on more than just the technical aspects of a campaign. You have to understand the broader scope of the business, the sector, and how it works.

A Commitment to Learning: The marketing space is constantly changing with new technology, platforms, algorithms, and ways to reach consumers. Successful marketers need to continually study and apply what they’ve learned. Messaging that worked and was accepted last week may no longer be the case. Setting aside 15 to 30 minutes daily dedicated to reading and expanding your knowledge on marketing and other topics, including general business and sales, is essential because they are all interconnected.

A Clear Definition of Success: Finally, you must understand what a successful career looks like to you. Is it making a certain amount of money? Building your own company? Becoming the CMO of a large firm? Whatever it is, know what success is to you, and then make a plan to get there. Study what others have done, and don’t be afraid to reach out for advice. Although you can’t step into the same water twice, you can still learn from the clues that other successful people leave behind.

What books, podcasts, videos or other resources do you use to sharpen your marketing skills?

Everything and anything by Chet Holmes and Dan S. Kennedy.

Thank you for all of that. We are nearly done. Here is our final ‘meaty’ question. You are a person of great influence. If you could start a movement that would bring the most amount of good to the most amount of people, what would that be? You never know what your idea can trigger. 🙂

For me, it’s all about education, but more so on having access to learning the softer skills for living a successful, productive life which, I believe, so many people are missing today. I’d like to see courses offered in high school on executive functioning to teach students how to set career goals and develop plans to achieve them, along with others on voter education and the basics of becoming a responsible citizen. Parenting classes would be valuable too, specifically on what to consider before taking on such a life-changing event. More research goes into buying a new house or car than bringing another human into the world. Parenting is hard. And most people go into it with little thought, believing they will figure it out as they go along. Unfortunately, many don’t. Not only do the kids suffer but society too.

How can our readers further follow your work?

I’d love to stay connected and hear from your readers. Please visit our website or connect with me on LinkedIn or email at [email protected]. You can also follow us on YouTube, Facebook, and Instagram.

This was very inspiring. Thank you so much for the time you spent with this!


Sasha Berson Of Grow Law Firm On How to Effectively Leverage The Power of Digital Marketing, PPC, &… was originally published in Authority Magazine on Medium, where people are continuing the conversation by highlighting and responding to this story.