Advice for young entrepreneurs dealing with older experienced business people. 

Walk a Mile in their shoes

The single most crucial step to networking and meeting with new people is doing your research. Going into a meeting with a solid background on who you are meeting with, their accomplishments, their failures, and their goals is your most powerful weapon for leaving an impression. You need to do your research with the intention of seeing through their perspective.

• Why did they agree to meet with you? 
• How do they view you?
• What do they ultimately want to achieve?
• What can you do to help them get there?

If you know the answers to these questions your meeting is that much more likely to be a success. 

Friendship First, Business Second.

If you are a 20 year old entrepreneur speaking with a 55 year old business advisor you might feel like the two of you are on different planets, but the fact is he was 20 years old once, and most likely he’s already been in your shoes. If you’ve done your research it shouldn’t be too hard to find some thread of commonality. Once you find something you have in common, explore it. But make sure to listen first, and speak second. People love the sound of their own voice and would rather hear their own than yours.

Here’s an example:

A few months ago I met with a 50 something business advisor and financier. My ultimate goal was to interest him in our business enough to raise potential funding. However during the 40 minutes we spent together, we spent 30 minutes discussing surfing and different breaks we had surfed in California, and only 10 minutes discussing my business. The end result? A friendship was forged, and the advisor left the meeting with the intention of “helping a friend”, instead of “raising funds for a local startup company”. The difference is astronomical. No matter who you are, what age you are, or what your experience is, you are more likely to help a friend than a stranger.

That said I’m not saying you should babble at the expense of pitching your project, but crafting a friendship can be just as, if not more, important than your pitch. 

Body Language

The second you walk into a meeting with experienced business people, the first thing they’re going to do is make a first impression based off the way you present yourself. To most of these old-timers your body language is everything and they’ll decide whether or not your someone they are interested in working with within seconds. Here are a few tips to help improve your body language:

1. Dress appropriate to the scenario. So don’t show up at a lawyers office wearing jeans, and don’t show up for a saturday lunch meeting at Starbucks in a suit.
2. Walk tall and confidently, don’t slouch or drag your feet.
3. Make sure you firmly shake their hand while looking them in the eye. Show them you mean business and you’re not here to waste their time. 
4. Speak clearly and concisely, do NOT mumble. It is quite possibly the quickest deal breaker for a lot of older generations.
5. Smile! Dale Carnegie often comically blamed the entirety of his success on his smile. There is nothing more inviting than a warm smile. 

FYI, I do not consider plagiarism a form of cheating, it is stealing and an entirely different conversation.

The Problem

The American Education system has frowned upon cheating and deemed it nothing short of despicable. The unfortunate few who get caught face stiff punishments and expulsions, while a good chunk of student population cheats and lies their way through school unscathed. 

According to a report made in 2005 by Rutgers University professor Donald McCabe for The Center for Academic Integrity 70% of public high school students admit to serious test cheating. 

If you Can’t Stop Them, Embrace Them

I propose that cheating in all forms be encouraged. Talk during tests, bring in cheat sheets for exams, collaborate on homework and projects, use your cell phone during a test. Your ability to locate information that you don’t know is far more valuable then your ability to retain that information. 

When asked the speed of light, Einstein replied, “Why bother carrying information about the speed of light around in my head, when I can just look it up in a book?” 

Imagine how much better you could grasp a subject if your teacher had to design their lessons and tests around the expectation of cheating in the forms of collaboration, sharing, and access to the Internet. This would not only force teachers to create more intuitive and unique lesson plans and exams, but will encourage collaboration and sharing between students. My colleague, Chris Alfano, put it well,

“True mastery of an idea comes only when one is tasked with conveying it to another. Bit-torrent provides a perfect model. We must reform our schools to tap the upstream capacity of their students to fill the demand. The strongest networks, however, are the ones with dedicated seeds. Teachers must become seeds as students work together to pull their collective weight.” 

Let us cheat, Let us help teach ourselves!

You can get in twice as effective a workout in half the time if you just fine tune your workouts. Check out these quick tips to help you get more from your workouts.

Weight-Lifting

A proper weight training session should be cardio-intensive. You can maximize the cardio and intensity of your weigh-lifting regimen by using these 2 techniques.

1. Multi-Joint Exercises

Incorporate as many “multi-joint” exercises in your work-out as possible. For instance, instead of doing a bicep curl by itself, try doing a bicep curl followed by an overhead shoulder press in two stable movements. Or instead of doing a standing shoulder press try doing a squat press. Combining the movements maximizes the muscles you use in a single workout while promoting stabilization and core strength. It should be more intensive, so don’t be afraid to lower the weights. Check out CorePerformance.com for more examples.

2. SuperSets

Supersets are key. Instead of going through your workouts 1 at a time (for instance doing 10 reps on a bench press, resting for a minute, and then doing 10 more reps and repeating), you can group multiple workouts in a superset by doing them one after another before resting. For example: Do 10 bench press reps, followed by 10 split-legged squats, followed by 10 reverse sit-ups, then take a few minutes rest, and repeat. Be sure to choose workouts that utilize different muscles in each superset. You’ll find that your workouts feel a lot shorter when you use supersets.

Cardio

Forget “jogging”! When you run for long distances your body does everything possible to minimize energy spent, which means your body attempts to find a rhythm and a pace at which it uses the least amount of energy possible to keep going. That’s fine when you’re a marathon runner, but when your trying to use your cardio workout to burn fat, it is the exact opposite of what you’re trying to accomplish.

Instead of running for 40 minutes at a medium pace, try running for 12 to 20 minutes while sprinting for 30 seconds and resting for a minute the entire time. By using this technique your body never gets a chance to settle into a rhythm, and is constantly using as much energy as it can (same goes for bikes, elliptical, row-machines). You can burn twice the fat in a quarter of the time, so why not try it?  Combing an intensive cardio workout with your weight lifting regiment is a fat burning cocktail.

Alternatively, if you have the space, sprints are your most effective fat burning cardio workouts. Try running 10-20 minutes of 10 meter shuttles at 1 minute intervals, or 100 yard sprints followed by 1 minute rests. I’ll post more advanced workouts in the near future.

1.     Act Big But Embrace your size

The first rule of business is that if you want to sit down with the players you have got to act like a player. Do your research. You need to be as fluent in your industry as you possibly can be.

While admitting that you run your company out of your dorm room may not be the best play, don’t be afraid to show the more humble side of your company. Being a small fish has its advantages too. Figure out what they are and present them proudly.

2.     Never Eat Alone

Networking, Networking, Networking. Business is just the culmination of a series of conversations between human beings and the financial transactions that proceed. Master the art of conversation and you’re a step closer to mastering the art of business.

Include others in your business operations as much as possible. You may be more valuable than you think, when you meet people you need to constantly be thinking  “who can this person benefit from knowing in my network, or who can benefit from knowing this person” not “how can I benefit from this person”.

3.     Embrace your elders

They’ve already done it. They’ve been there, and no matter how smart you are or how solid your plans are you can’t predict the future but you can always learn from the past.

The older you get the more you loving reminiscing, and the older you get the more time you have to do it. Pay your dues and give an ear to an elder whenever you can, I guarantee you’ll learn something. At the very least, if you’re kind and respectful with an open ear they won’t forget you.

4.     Make Mistakes!

Entrepreneur by its French definition means “risk taker”.  Your not here to play it safe, or you’d be working for someone else. Don’t be afraid to follow your gut and take the chance you want to take. It’s the people who take the chances other people won’t who reap the rewards other people can’t.

If you make a mistake and you screw up big time, oh well, keep moving, learn from your mistake and find a way to fix it. Own up for your mistake and deal with the consequences, that’s how you learn.

5.     The Secret

The secret ingredients are perseverance and faith in your self. The combination of those two qualities is the most potent cocktail for success. If you want to run your own company and you want to do your own thing than you have to be able to continue on no matter the obstacle or the mistakes you’ve made.

Along your path to success you are going to find that the more successful you get, the more haters you have. Mo Money Mo Problems. Use them as your fuel. If you truly believe you can and will accomplish your goals and meet your dreams, then you CANNOT be stopped.