The Freestyle Entrepreneur

I learned a strange thing down in the islands years ago.  When I wrote about an experience in my “Island Notes,” people reacted poorly if my tone was negative, even in truth.  On the other hand, when I took a positive or light tone, even when describing a tragedy (finding that silver lining), my readers [...]

I once worked for a small company where the two owners were so focused on the perks of owning the business that they forgot how to run it.  They leased expensive cars and hired employees they couldn’t afford so that they could be The Managers.  They also shut down at noon on Friday, and then [...]

Stress is a Fact of Life; Deal With It! By Bill Willard Contributing Author The Issue: Deep-dish stress can make you feel helpless, as if there is no way of overcoming problems except coping with them until the situation improves. For small-business owners and freestyle entrepreneurs, pressure and stress are routine parts of the scenery—like [...]

Approximately 80% of the time I make a two-block walk between the Park ‘N Ride and my downtown Des Moines office each morning and evening. Sometimes, however, either because it’s cold, icy or I’m just plain lazy; I hop on the shuttle bus known as The Link.   In doing so recently it gave me [...]

Recruiting  & Selection Tips SBOS Can Put To The Test – Part 1 By Bill Willard, Contributing Author  The Issue: For SBOs, Recruiting sales reps means finding people who can sell; Selection means inviting only the best to come aboard.  [Note: We’re talking outside sales here, not clerks roaming the isles or manning the cash [...]

Time!  As a business owner, time can be your worst enemy or your best friend…depending on how well you manage it.  The successful business owner sees it as a key ingredient to success. We all get the same allotment of 24 hours each day.  For the disorganized, who squander their time, it is an enemy.  But [...]

Recently I attended an event at the Des Moines Civic Center simply called Rain. The title comes from the name of a group that performs a two-hour tribute to the Beatles.  By all accounts, it was a huge success. The music was live and their sound authentic. The visuals—complete with costumes, wigs, lights, a fog [...]

Besides being a ton of fun hanging out with my two grandcritters, Ben (8) and Luke (4); it’s been a terrific reminder of how we develop and grow as human beings.   You’ve been around little kids and tried to reach in to help them with a puzzle or draw a picture. The result is [...]

So You Think Your Computers Are Safe? The Issue: Computers are indispensable business and personal communications tools, with the operative word being indispensable. When your computer system crashes (that’s, when, not if), the effect on your business and personal lives is that of a maliciously placed Monkey Wrench. But when that unhappy effect is caused [...]

I contend that all of us are in sales regardless of our chosen vocation or profession.  As a small-business owner—your livelihood depends on your ability to sell and yet many entrepreneurs are not truly effective at it. For twenty years I made a living selling life insurance. The early years were truly a struggle until [...]

There are two things I hate.  One is “management theory.”  The other are meetings.   Regarding management theory:  I’ve been in business nearly 25 years.  No, I’m no genius, and I’m not as rich as Steve Jobs.  But I have learned that good management theory is nothing more than good common sense.  Example:  Know your [...]

Like millions of our fellow Americans, Renee and I placed ourselves on the Do Not Call list.   We did so reluctantly because of my many years as a life insurance agent. The telephone was crucial to our livelihood so I felt a little guilty about not taking the unsolicited calls.   Unfortunately, however, because [...]

Dealing Effectively with Employee Performance Problems The Issue: SBOs and managers often don’t know (or don’t want to know) how to deal effectively with employees spending too much time at work doing things that have nothing to do with business. Are you among them? If so, trying to avoid being the office Bad Guy when [...]

Note from author: The following article, written by me, was published in the June 2000 issue of ‘Life Insurance Selling Magazine.’ I feel that it is very appropriate for this venue because it has been my experience that most small-business people do not carry adequate life and disability insurance.     I have worked for [...]

If you asked one hundred college or pro coaches and athletes, fifty would say that you learn nothing from losing and fifty would tell you that it’s where they gained their deepest insights.   I tend to agree with the ‘learning from losing’ camp and will back it up with some good examples. Here are [...]

(The following article first appeared in the August 2008 edition of Corporate Report Wisconsin.)  If challenging times bring out the best in people, then these are great times for small business owners.  Those who thrive amid today’s darkening economy are those who are prepared.  Fortunately, if you’re a small business owner, you’re in a unique position [...]

My friend and colleague, Tom Myers, discovered the secret quite by accident. He sold lots of life insurance but also happened to be the ‘King of Annuity Sales’ in his agency.   “Whenever I went on a call,” Tom explained to me, “I made a calculated guess on what my prospect could afford and prepared [...]

  It was in May, 1977 and I was attending an athletic banquet at the Starlight Motel & Restaurant in Fort Dodge, Iowa. I had already resigned from my teaching position at St. Edmond High School. A month later, at age thirty-three and the  father of three sons, I would become a full-time life insurance [...]

Recently I attended an excellent seminar with peak performers from around the country, many in the financial services industry. Although annual incomes were never discussed, there is no doubt in my mind that most were earning in the mid-to-high six figure range and at least one in seven figures. These were exceptionally bright entrepreneurs from [...]

I love the phrase, “Practice doesn’t make perfect—it just makes permanent.” Any golfer will verify that hitting a driver a thousand times at a driving range won’t improve your score by one stroke if you’re holding the club wrong or not lining up properly. Indeed, if not done correctly, it will pretty much ensure lousy [...]

I’ve had the privilege of sharing about people and events that have influenced my life in these messages. You may recognize the name Bob Jamieson who was my mentor when I entered the life insurance business in 1977. I frequently referred to him in this space and as recently as a couple of weeks ago wrote about him ‘Transferring Trust’ to [...]

[This article first appeared in Corporate Report Wisconsin.  Check out this excellent publication at www.crwmag.com.] If challenging times bring out the best in people, then these are great times for small business owners.  Those who thrive amid today’s changeable economic times are those who are prepared.      Fortunately, if you’re a small business owner, you’re in a [...]

It’s a sign of the times. Driving to work recently, I noticed a ‘For Sale’ sign on a white SUV that sat on a lawn next to the road. Obviously, someone who doesn’t appreciate low gas mileage is attempting to sell the vehicle to a person who can afford to fill it up at $4.00 per [...]

Shortly after going full-time into the life insurance business (following ten years as a part-timer) in 1977 at the age of thirty-three, I was invited into a partnership with a senior agent. Bob Jamieson had built up a tremendous estate planning clientele working with farmers living near Fort Dodge, Iowa. Twenty years older than me, he had two goals: [...]

I don’t remember when or where I read or heard this quote, but it has stuck with me because of its irony. The person in question was defending either his rambling speech or verbose piece of writing which had been criticized, “It would have been much better but I just didn’t have time to make [...]