“Play Through”
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A Tough Man For Tough Times
Bruce Williams is back once again offering his no-nonsense, sage advise to help you tackle lifes everyday issues head on. Bruce, a Radio Hall of Fame inductee, is the #6 greatest radio and television talk show host of all-time and is one of the most listened to talk show hosts in the modern era.
Practical Business Advice from a 12-Time Entrepreneur
Ron Morris puts over forty years of entrepreneurial experience to work answering your business questions, solving your business problems, and bringing you all the latest insights from interviews with entrepreneurs and business owners from around the world.
— Jacques Werth, Author of High Probability SellingYou don’t close a sale. Only the prospect has the power and the authority to close the sale...How do you get people to buy? You don’t get people to buy. People buy because they want to buy. People seldom buy what they need, they always buy what they want. Needs selling is based on what seems to be logical, but doesn’t work.
The first thing we do in High Probability Selling is we find people who want to buy what we are selling. We don’t try to talk anyone into it because persuasion doesn’t work. It causes resistance. You try to talk somebody into buying what you’re selling and intuitively they start to resist you...When you make somebody resist you it makes them feel very uncomfortable. They might be able to use what you’re selling...they might desperately need it, but if they don’t want it, they’re not going to buy it. All you have to do is ask them, but most sales people don’t know to ask... the word want is operative. It’s an intuitive decision they make that they don’t even know they make. When we call prospects we have a very simple proposition to make to them. We don’t call it a pitch, it’s not a way to try to get interest, if they don’t already know that they want what we have, they’re not a prospect for us. They may be a prospect in the future, but they’re not now.
What Are the Trends That Define Market Activity in the United States?
Episode #1,504 | Originally Aired on May 24, 2012American Entrepreneur Radio guest host Mike Kauffelt of Bill Few Associates fills in for Ron, taking a look at the current performance in the stock market, as well as the recent IPO of Facebook, and whether or not the initial underperformance of the social media giant is a harbinger of things to come for both Facebook, and social media as a whole. In addition, Mike talks with two of his colleagues at Bill Few Associates, Allison Wertz and Bill Kistler, about the trends that define market performance. Plus, Mike examines the solar power industry as part of our ongoing energy series, "Energy: Powering the Future". Also, Jerry Cozewith of Entrepreneuring Youth checks in to discuss his efforts to promote entrepreneurship among students in underprivileged communities, and American Entrepreneur Radio CEO Brian McMahon provides a brief update on the status of The American Entrepreneur himself, Ron Morris.
Do You REALLY Need a License For That? How Government Bureaucracy Gets in the Way of Basic Commerce
Episode #29 | Originally Aired on May 24, 2012Bruce seconds the conversation that is taking place in the State of Ohio which questions the need for professional licensing for a number of startup industries, and laments the idea that government feels the need to interfere in basic American commerce. Plus, Bruce tackles the issue of bullying, addresses some of the recent news items in which bullying played a central role, and discusses whether or not society's emphasis on bullying is truly with merit.
What Are The Leadership Mistakes That Will Stop Progress Dead In Its Tracks?
Episode #49 | Originally Aired on May 23, 2012
John discusses some of the leadership traits that can help predict the success of the leader's company, and the mistakes that a leader can make that will alienate his or her people and negate any progress that had been made to date in the company.
Making Their Mark in Global HIV Vaccination: Robert McNally and Geovax
Episode #131 | Originally Aired on May 23, 2012David talks with Robert McNally, the President and CEO of Geovax, a Georgia-based company that specializes in the production and distribution of HIV vaccines around the world. Robert discusses the remarkable strides his company has made in the fight against the HIV and AIDS viruses, how far they have to go, and the challenges and opportunities they face as they try to position themselves within the $4 billion global HIV vaccination market.
Why is the US Afraid to Keep Online Gambling Within Its Borders?
Episode #28 | Originally Aired on May 23, 2012Bruce discusses the gambling industry, both in terms of the traditional casino model and the “new school” online gambling platform, and laments why the U.S. government is working so hard to ensure that the very lucrative industry stays as far away from domestic interests as possible. Plus, he discusses the global concern of organ donation, and how different international cultures view the role of organ donation in our society.
Are the Happiest Employees REALLY the Most Productive Ones?
Episode #69 | Originally Aired on May 22, 2012Guest Host Rob O’Donnell of Solutions 21 discusses the correlation in business between the employees that are the happiest in their current roles in the company and the ones that get the most productive work completed on a day-to-day basis. Plus, he examines whether or not this holds true for solopreneurs, as he talks with two gentlemen who made the decision to shed their corporate jobs in order to make it on their own in the open marketplace, Shawn Manaher of the Content Authority, and Erik Ross of First Order Solutions.
How Can 18 Minutes Revolutionize the Way You Approach Your Day-to-Day Process Flow?
Episode #130 | Originally Aired on May 22, 2012David examines the challenges of time management in business as he talks with Peter Bregman, author of “18 Minutes: Find Your Focus, Master Distraction, and Get the Right Things Done”, about the strategies that you can employ right now to use your time as effectively as possible when engaging in the process flow in your business. Plus, David looks at the pitfalls that loom when communicating in overseas markets, and the solutions that are in place to counter these pitfalls, thanks to companies like Echo International, as he talks with Echo’s Emily Shearer about the ways in which businesses at any level can overcome the challenges of international communication.
For Millenials, Why Isn't Patience Such a Virtue?
Episode #27 | Originally Aired on May 22, 2012Bruce laments the lack of patience among America’s young people, and why instant gratification is something that is earned, and not just a given. Plus, using presidential candidate Mitt Romney as an example, Bruce discusses why society shouldn’t just a person’s character solely on an isolated, albeit stupid, incident in that person’s past. Plus, he discusses the business of organ donation, and why the process needs to be regulated, and not just a function of the open market.
Share Your Childhood Confessions With Bruce Williams This Thursday
Hey Guys,
This will be a very quick note. I've never done something quite like this but then again you never know what I might come up with.
I am really disgusted with this nonsense about Governor Romney giving this kid a haircut 40 years ago. I would be just as disgusted if it was about Mr. Obama. These guys and you and me have things we did when we were in school that we would just as soon forget. This business of picking on, in this case Governor Romney, for something that may or may not have happened 40 years ago is stupid! What is really stupid is the attention that the general media has given it. It gives "irresponsible" a new meaning.
I've decided to do, true confessions time, on Thursday May 24th on our live show between 2pm and 3pm Eastern time, I'm going to give a couple of illustrations of things that I did when I was a callow youth. I'm confident that any statutes that were violated have long been negated by the statute of limitations. I'm not going to spend the whole show telling you what a bum I was but I did think it would be a lot of fun if you guys have done something (which of you is so virgin pure that you didn't?) you might like to share it with me and I'll read those with no identification (unless you want me to) on the air on Thursdays show. I want to poke fun at the general media saying that if this is what they have on one guy, I'm going to lay on them a whole bunch of real people and their youthful pranks. If you would like to share, drop me an email between now and Thursday morning 10am Eastern time. In the alternative I will be live in the studio and we'll be taking your calls live on the air if you wish to share these pieces of idiocy you and I did. What a miracle. We turned out ok and those of us who had kids and raised children turned out ok too. By the way, at least in my case, a couple of my kids tried to outdo the old man.
I think it will be a lot of fun and also instructive as to how the press has focused on acts that mean absolutely nothing.
The balls in your court. Email me at askbruce@brucewilliams.com or call the show at 1-855-852-2558. I would like to hear what you rascals did (as long as it's good for family broadcast) to illustrate that people can turn out just fine having done stuff in their childhood. Looking forward to hearing from you.
Cordially,
Bruce H. Williams
Social Media: The Worst Thing To Happen To Business?
Episode #26 | Originally Aired on May 21, 2012Bruce discusses the recent controversy to impact the meat industry involving “pink slime”, the role that social media played in propelling public sentiment against the industry, and the blowback the industry has faced since, including the closing of multiple meat plants. Plus, he discusses the recent JP Morgan Chase financial bungling, and whether or not the government should be in a position to step in and take charge to regulate troubled industries, given their spotty track records.
The Best of The American Entrepreneur's Ron Morris
Episode #1,503 | Originally Aired on May 21, 2012The American Entrepreneur, Ron Morris, talks with Sean Ammirati, one of the rising stars of Western Pennsylvania entrepreneurship, about his experiences in starting and growing mSpoke, a tech firm specializing in online e-commerce personalization, the sale of mSpoke to LinkedIn, what he’s working on now to foster the entrepreneurial spirit in Western Pennsylvania and beyond. Rich Lunak of Innovation Works brings an update on the strides that technology and innovation are making in Western Pennsylvania.
Who IS the American Entrepreneur?: Ron Morris Looks Back at Forty Years of Startup Enterprise
Episode #1,502 | Originally Aired on May 20, 2012Ron, with the help of American Entrepreneur Radio CEO Brian McMahon, joins Ron to discuss the highs and lows of Ron's forty-plus years as a successful entrepreneur. They discuss Ron's upbringing in suburban Pittsburgh, and the lessons he has learned with each company he has built, and the personal demons that threatened to bring his career to a halt in 1983.
Dr. Will Clower Live on Remote
Episode #100 | Originally Aired on May 19, 2012Dr. Will Clower comes to you live from England. In this weeks program, Dr. Clower explains how the benifits of a healthy diet and light exercise can impact a nations healthcare system and the economy.
The American Entrepreneur featuring Rich Fitzgerald, Michael Feuer and Raja
Episode #1,501 | Originally Aired on May 19, 2012Allegheny County Executive Rich Fitzgerald joins Ron to discuss the leadership strategies he has developed after his first 100 days in office, and his plan for business growth and development for Allegheny County going forward. Office Max founder Michael Feuer explains how he grew a 20k investment into one of the largest office supply chains in the world. Plus, Ron Morris, talks with one of the most successful tech entrepreneurs in Western Pennsylvania, Raja, about his venture into the world of politics, including the lessons he learned from last year’s unsuccessful campaign to become the Allegheny County Executive, and how he has put those lessons to work in his current campaign for a seat in Pennsylvania’s State Senate.
Ron talks with Bob Stearns and social media's premier gearhead Eric the Car Guy
Episode #1,500 | Originally Aired on May 18, 2012Ron talks with Bob Stearns, a successful longtime business consultant whose life was turned around with the untimely death of his son in 2008. Bob shares the business, and life, lessons he learned from the family tragedy, including the importance of maximizing your perpetual potential at everything you do in your life. Ron talks with Bob Stearns, a successful longtime business consultant whose life was turned around with the untimely death of his son in 2008. Bob shares the business, and life, lessons he learned from the family tragedy, including the importance of maximizing your perpetual potential at everything you do in your life. Social media’s premier gearhead, Eric the Car Guy, stops by to discuss his story, and the role that Rosedale Technical Institute played in shaping his love and knowledge of the automobile. Join the conversation! Call us at 855-85-CALL TAE and talk to the experts! Missed the show? Replay episodes at taeradio.com!
Could Lending and Borrowing Be the Factors That Lead Us To Economic Ruin?
Episode #25 | Originally Aired on May 18, 2012Using case studies from the real estate and mortgage industries, as well as the perils of college graduates facing mounting student loan debt, Bruce assess the impact that lending and borrowing will have on the economy. Plus, Bruce offers advice to college graduates looking to make their foray into the “real world” and what the REAL job is for those looking for their first job.
Protect Yourself
Author: Ron Morris, The American EntrepreneurMy grandfather (the absolute wisest man I have ever known) used to say to me: a.) Get a mechanic who won’t cheat you, b.) find a plumber who will always show up, regardless of the day or time, c.) marry a woman who is easy-going, and, d.) find an accountant who cares as much about your money as you!
(To his last point --- I have since concluded that, “there is no such person,” but I think I know what grandpa meant anyway.)
The world of business is all about “protecting yourself,” really. And since the number of people with whom you can do a “handshake deal” dwindles each and every year, it is becoming more and more critical that you find people, systems, and (unfortunately) “pieces of paper” that will enable you to sleep more than three hours a night.
Think about a typical day in business. You start out in marketing, where you must copyright and/or trademark your slogans and copy.
Then, you move on to sales, where you have to be sure to have non-compete and non-solicit agreements in place for your salespeople --- thus preventing them from “walking out” with an armful of your customers.
Next, you go into R&D. Where again you need “Intellectual Property Rights” agreements with your engineers and software developers, as well as good old patent and trade secret agreements to protect your products and processes from adoption by others.
Physical Plant? Here, you’re going to need guards, cameras, entry codes, foolproof identification, changeable lock combinations, instant employee updating, and secure perimeters.
Operations? Security in this area means inventory lists, more security cameras, bar codes, materials sign-in/sign out systems, and computer systems and software that can tie everything together.
Finance? These guys need bulletproof “firewalls” --- between and among your accounts payable, accounts receivable, and general ledger people and books. And this is just the beginning. You will also need multi-signature checks, double entry accounting, solid tax advice (no longer a “given”) and (probably most importantly) clear audit trails for all transactions.
Information Systems and Technology? – See “Finance,” above.
And I have only scratched the surface!
The reason I bring all of this up is because I often get asked about something I like to call “piercing the corporate shield.”
The question usually goes along the lines of this: “Even if I incorporate my fledgling business, can I still be liable personally?”
The answer? A resounding, “Yes, you can (be liable).”
What Are the Factors That Drive the American Economy? And Where is That Economy Going?
Episode #1,499 | Originally Aired on May 17, 2012American Entrepreneur Radio guest hosts Mike Kauffelt and Ed Snyder of Bill Few Associates discuss the current state of the American economy, the factors that drive the ups and downs that investors experience in the marketplace, and the direction the economy is headed in the short term and long term. Plus, as part of our “Energy: Powering the Future” series, Mike and Ed talk with John Metzger, the Director of the Nuclear Engineering Program at the University of Pittsburgh, about the nuclear industry as a whole, how the industry has responded to the events that shape the public perception of nuclear power, and how nuclear power fits in the energy mix.
Why Instant Gratification and Entitlement Are Poised To Doom Our Young People
Episode #24 | Originally Aired on May 17, 2012Bruce discusses the prevalence of entitlement and the desire for instant gratification among America’s youth, wonders where it came from, and laments that this will lead to a very dangerous path for the future of our country. Plus, he discusses the folly of payday loan services, and reveals the misguided emphases on education in America, and the wrongheaded policy of “teaching to the test”.
Duquesne University Magazine: Young Entrepreneur Dedicated to Good Mornings
Kylee Witchey Clements, one of Host Ron Morris' previous students, was recently profiled in Duquesne University Magazine.
Catching Up With Kylee Witchey Clements
She gets up for work in the wee hours of the morning, a time when the only thing most people are thinking about is their first cup of coffee. Kylee Witchey Clements, B'08, is thinking about coffee, too. But, her thoughts are turned not to drinking coffee, but making it for her nearly 200 customers each day.
Clements loves the drive required of having her own business: "The focus and energy motivate me to wake up and go in each day." She says Duquesne provided her a solid business foundation and an appreciation of the opportunities of an entrepreneurial life. Ron Morris, director of the Entrepreneurial Studies Program, inspired her with lessons learned from launching multiple companies, as did Chris Allison and other professors.
What is the Difference Between Good Customer Service and GREAT Customer Service?
Episode #48 | Originally Aired on May 16, 2012“Your Mid-Week Mentor”, John Rodgers of Dale Carnegie Systems, continues his month-long examination of customer service strategies that can set your company apart from the competition. He discusses what your customer service representatives need to do in order to maintain relationships with your customers, and what they can do better in order to enhance that bond, and to facilitate “word of mouth” buzz that can grow your business exponentially over time.
Want to Succeed in Business and Life? All You Need to Do is "Just Listen"
Episode #129 | Originally Aired on May 16, 2012David talks with Mark Goulston, the Vice-Chairman of Steele Partners, about his latest book, "Just Listen: Discover the Secret to Getting Through to Absolutely Anyone". They discuss the benefits that a person can enjoy from merely listening to other people, both in business and in life, through learning potentially valuable information as well as conveying a positive message to the speaker that you are interested in what that person has to say.
Beware the Unintended Consequences When Breaking the Rules
Episode #23 | Originally Aired on May 16, 2012Using some examples ripped from the headlines, Bruce discusses some of the unintended consequences that arise when rules are set in place, and the illogical thought process behind the enforcement of the rules. Plus, Bruce discusses the perils of homeownership, and how the real estate industry, coupled with government bureaucracy, has added unnecessary complexity to what had been a simple process.