Keenan 411

What’s in your tank?

[By Jim Southwell, Created: August 13, 2010]

I’ve been thinking about effort and capability lately.  One thing that comes to mind is the proverbial “tank”.  For example, I have run a few marathons in the past.  At the end of each, I felt as though my “tank” was empty.  However, I was talking to a friend the other day who has completed a few Ironman Triathlons.  For him, the marathon is almost a cool-down.  I’ve also read a bunch on Navy SEAL training, not that I want to be a SEAL but their training is fascinating.  My realization is that they basically do the equivalent to an Ironman each day for weeks on end with little to no sleep.

This made me think about my “tank” how to discern between being on empty and just being tired.  It’s obvious that the spectrum of effort and ability play into this.  However, I would bet that each time I’ve thought my tank was empty, there was a little bit more available.  It’s all about tapping into that little bit and being comfortable in that space that allows you to go further the next time.

I think we have many “tanks” (e.g. family, work, activity…etc).  Each certainly has the ability to get down to empty.  However, ask yourself each time that you think you’re there, “Am I really on empty?”.  My guess is that more often than not, you’re not really on empty.  Your brain and body wants to avoid pain and find comfort.  Don’t let it.  Seek out the challenge and settle in there, you’ll find that the discomfort goes away and what’s left is the satisfaction of going further than you thought you could.

Whether it’s reading that one more book to your kids at night when you’re dead tired or making that one more call to try and close a deal when you just want to go home or doing that one more rep in the gym when your legs are already quivering, you’ll feel better for doing it.

www.jimsouthwell.com

Killer Bloggers Wanted: Apply Within!

If you’ve been to the site in the last 12 hours, I’m sure you’re wondering who these strange people are and where did all these posts come from.

Yesterday I opened up this blog to the community.  I started using Kapost a crowdsource blogging platform and so far I’m pretty happy with it.

Kapost allows me to let the community contribute to this blog.

This is how it works:

Click on the contribute button on the right and you start a post right away.   The post will show up on here on A Sales Guy and The A Sales Guy Community page.  It’s that simple.

A Sales Guy now has two destinations; this page and the community page.

Kapost also allows you to build a profile and join the A Sales Guy Community.  If you have your own blog you can automatically post to the community page via RSS. Each post has a share button and a vote button.   This increases the chances your post gets seen.

In just 12 hours some killer posts have been submitted by the community.   A couple of my favorite:  What If, Where are the Good Sales People and  Sales Tips from Yoda.

I think this has HUGE potential for this community.  I’m already getting to know more of you because of this.  I’m discovering great new stuff and most important, it’s showcasing the talent of this community.

If you’re not in yet, jump in.  It’s a blast.  We’re looking for more killer bloggers who want to add to the conversation.   No need to apply, just put up great stuff!

To start your own profile go here: A Sales Guy Community

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It’s a Blog Party, Jump In!

I’m starting a blog party.

I’m opening up this blog to the community.   The A Sales Guy community is a killer community with great passion and insight and I’ve been feeling it deserves something a bit more lively.   To make it happen I’ve been toying with a number of ideas and none have been perfect, so I’m going with an old Patton saying;

An good plan violently implemented today, is far better than the perfect plan implemented tomorrow.

The plan to kick it up a notch?  I’ve added Kapost.   Kapost allows multiple contributors to a blog; call it crowdsource blogging.

In the first side bar to the right you’ll see a button that says “contribute.”  Click it!  By clicking on this button you will be able to add a post to the A Sales Guy Community blog.  Write a post and it will be automatically added to the community.  A link to your post will show up in the widget above the button.  It’s that simple.   A little extra exposure for you and more cool stuff for this community to read, share and engage with.

Kapost also allows you to use RSS and automatically contribute to the A Sales Guy Community page from your existing blog. (you have to create a profile to do this, but its easy)

The community pages allow for comments, sharing, and promotion. I like to think of it as an info hub.  A place where great sales, leadership, start-up, entrepreneur and personal development posts can be shared, discussed, and promoted.

I like this idea.  It’s still a bit rough, but I know the guys and I expect things are only going to improve.

I hope everyone in this community jumps in.  It’s a great way to find great new blogs, meet a whole lot more smart people with smart ideas and of course a few extra readers to your blog ain’t a bad thing.

Just behind that green button is a blog party, you gonna jump in?  Can you hear all the noise?

————

Kapost is a Boulder Techstars start-up company class of 2010.  I was a quasi mentor for them.  I’m excited to be able to us Kapost on this blog.  They’ve come a long way from their original idea.  I suspect things are only going to continue to improve from here.    Congrats guys!!!!

Old School vs New School

There is clearly a new and old school culture clash brewing in the world of business.  The clash being between the formal and the informal.

Check out this example between how Verizon and Google responded to a NY Times article suggestion the two companies were talking to end net neutrality.

Verizon’s response on their Public Policy Blog:

The NYT article regarding conversations between Google and Verizon is mistaken. It fundamentally misunderstands our purpose. As we said in our earlier FCC filing, our goal is an Internet policy framework that ensures openness and accountability, and incorporates specific FCC authority, while maintaining investment and innovation. To suggest this is a business arrangement between our companies is entirely incorrect.

Google’s response on Twitter:

@NYTimes is wrong. We’ve not had any convos with VZN about paying for carriage of our traffic. We remain committed to an open Internet.

Verizon’s response is more of the same old, white washed, formal, makes sure it ruffles no feathers and offends no one.  Verizon says “mistaken” as opposed to Google who says NY Times is “wrong.”  Google used a tweet, said what they felt, used abbreviations and made it conversational.  Verizon was anything but. It feels as if 10 different people approved it, before it was sent out.  The statement was structured, formal and stiff.

I think we are seeing a shift in the role of formality in business; in everything from dress, to communication, to hierarchy.  The old schools is holding on to formality as a course of doing business.  The new school is doing away with it in order to reduce friction and accelerate progress.

If this communication were to be measured, how much do you think each of these cost in time, person effort, and money?  I suspect Verizon’s cost 25 times more than Googles.  Why?

What do you think?  Are you old school or new school?

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Equity: Slicing up the Pie

The other day a friend of mine and I were talking about start-ups. Part of the discussion was how the founders split up equity in the very beginning. Having started two companies, I’ve made a few mistakes in this area. So, I thought I’d share. It’s not as simple as it seems and can cause serious pain down the road if it’s not handled right in the beginning.

I think there are 3 elements to consider when dividing up equity between the founders; investment, the idea, and commitment.

Investment is easy and many entrepreneurs stop there. They divide up the company by the amount each person put in. Let’s say you put in 70k and your partner puts in 30k, then you would split the business 70/30. This sounds good but there is more to it.

Imagine if you’re partner was the one with the idea and he called you to help bring it to reality. The idea is worth something. I’ve always believed that. It’s the IP. I think the idea, the IP, is worth at least 10-15% in the beginning. Overtime, things will change, it will morph and you may end up doing something entirely different, but the original idea is what started the whole thing. It has value and should be part of the formula. So now the equity ration should be more like 55/45.

This is the moment most founders settle on equity and start their glorious road to taking over the world. The problem is their is one more critical element; commitment.

Commitment is hard to measure and very hard to determine up front. Imagine if you’re partner was ready to quit his job and make this a fulltime gig. He was making trips to see potential customers 2 times a week. He was calling VC’s everyday and he was coding 14 hours a day. This was his full time job. You on the other hand were keeping your day job until the gig had more traction. You were working hard, but doing it at night and on weekends. You weren’t available for most of the customer meetings and were difficult to schedule for VC meetings. You needed more time to get your tasks completed and develop code, because you had other commitments beyond the new business. The commitment level is NOT equal in this scenario and if not addressed up front will create big problems down the road.

There is no formula for commitment. It’s difficult to say; I’m quitting my job to make this happen and you’re not so I get 20% extra equity. However, the conversation around commitment has to be had. Commitment up front has value. It needs to be considered. In the scenario above, I would say it’s worth at least another 10-15% . Now the equity ratio is 30/70.

30/70 is a big shift from the 70/30 that most founders and entrepreneurs would have started from. But it’s more equitable.

No matter what you settle on, both sides HAVE to feel it is fair; fair based on dollars invested, the IP (who had the idea) and the commitment level. Not taking all this into consideration can cause big problems down the road and take the focus away from what is most important . . . getting the business off the ground.

Race in America; Enough Already!!!

I’m black, if you haven’t figured it out.   I consider myself black because that’s how I’m perceived.  I’m technically half, as my mom is white and my dad black.  However, my experiences have dictated my association with being black.  I’ve been called nigger.  I’ve been followed in stores, for fear I may clip something from the shelves.  I’ve had girl friends whose fathers ban their daughters from dating me.  I am seen as black and therefore am treated as such.

I give you this brief background as context because I’m about to go off and you deserve the context.

I’m am so tired of the race debate in this country.  Race discussions and relations have been held hostage by the fringe.  I’m over it.

Many blacks in this country are still bitter.  We are still not taking care of our own shit.  The Shirley Sherrod comments at an NAACP function are a perfect example.   If we had our shit together and acted as we expect whites to act she would have been smacked off the stage.    Yes, I get it.   There are still ton’s of racist people out there, but that is NO excuse for allowing it in our own ranks. Being the victim of oppression or racism does not give anyone a license to reciprocate.   It’s time to stop pointing fingers, blaming 250 years of institutional racism for our plight and our own individual challenges.  We have a black president, black CEOs, black Congressman, black business owners.  In my opinion, the US has spoken, institutional racism has been eradicated.

NAACP, your time is up.  The enemy is no longer “the system.”  It’s time to change your charter or shut down.

Jesse Jackson, Dan Gilbert was not being racist in expressing his feelings towards LeBron’s defection.  Jesse you were, by assuming his comments were racially motivated on the sole data point that LeBron is a brother.  Jesse, when the enemy was “the man,” when systematic racism was embedded in the fabric of this country, you were a leader, a deliverer of sorts and you did your job well.    You pulled away “the mans” grip on the system and set the path for a black President, black CEO’s like Richard Parsons Ursula Burns and Kenneth Chenault and for that I thank you and we area all indebted to you.   But, it is now time stop.  Your approach is outdated.  It is ineffective and misaligned.  It could be argued, your outdated approaches are setting us back as they continue to operate from the fact the system is racist.  This assumption is offensive to the millions of white Americans who aren’t racist, those who support diversity and have been part of the solution for years.   Enough Jessee, the NAACP, and my fellow brothers and sisters who are still angry and are fighting yesterdays fight.

It’s time for us to stop looking outward and expecting the world to change for us.  It’s time to stop blaming history, the system, the man, and everyone else.   We were dealt a shitty hand.  Efforts have been made to correct it.  No matter how clumsy, or ill-conceived, changes have come and today’s environment affords us anything we WANT to commit to getting.  Our focus should no longer be getting more, it should be taking advantage of what is afforded us today.   Our new fight should focus on increasing black graduation rates, reducing our percentage of poverty, increasing black voter turnout, reducing the number of unwed mothers, increasing college attendance, increasing the number of black owned business, etc.   The environment is different now, it’s time to take advantage of it.  Jesse, NAACP, Shirley, Al Sharpton, and all the old school brothers and sisters who are still railing against the man; thanks for what you’ve done but it’s time to let go.  You’re only hurting us now.

I am also over race relations in this country because of the dismissive nature of so many non-black people/white people.   If another person on Twitter tries to defend the Tea Party I’m going to puke.  The tacit acceptance of racial slurs, signs and more is inexcusable and is not justified by saying the NAACP is doing it too.

We’ve made progress as a country.   A racist system has been, for the most part, destroyed.  I thank all the white people who participated along side of Jesse and others; LBJ, John Brown, John F Kennedy,  Andrew Goodman, Michael Schwerner and more.   We owe you a debt of gratitude too.  Despite these efforst, your work isn’t done.  You can’t wash your hands of it all.  Racism still exists, today it is subliminal, individual and tacit approval racism and whites in this country are not doing enough to eradicate that.

A friend told me the story the other day of how a childhood friend told him how they used to go “fag rolling.”  My friend, who is white, didn’t know what that meant.  So he asked.  The answer was; fag rolling is when you go out looking for gays, find one and lure him into the car.  When he get’s in, you kick the shit out of him and then while the car is still rolling you toss him out the door.   After describing the antics of “fag rolling,” the childhood friend raised his hand for a high-five.  I asked my friend, who was, as clearly disgusted as I was upon hearing the story, what he said to this guy.   The answer was nothing.  He sat in disbelief, but did and said nothing.

Many of my white friends still refer to their landscapers or housecleaners as their Mexican or Black housecleaner.  Not that race or country of origin has any bearing on the story.   To illustrate the point, I was at a party a few years ago when one of my white friends was describing how the Mexican landscaping company he used, screwed up his backyard.  He went on and on continually inserting the Mexican identifier.   I questioned him on why the fact they were Mexican mattered and why it had any bearing the story, as I felt it was racist to do so.  He quickly labeled me too sensitive and said their goes Jim again.  I’m known for calling people out on their shit.  Besides, he said; They WERE Mexican.

As dinner progressed, others shared their home contractor failures, some using the racial profile of the offenders and others choosing not to.  Figuring this was fair game, I shared mine.  It went like this:
“I hired this white guy to redo my stairs and he completely fucked it up, and that was only two weeks after these two white guys screwed up the tile job in my foyer.”  You can imagine the looks and response I got.   My point however, was made.

There are still racist people in America.  Blacks and non-whites still have it difficult to in comparison to whites.   White people in this country have and continue to benefit from 250 plus years of a system set up to their benefit.  To suggest otherwise is disingenuous.

Blacks have to stop railing against the system and blaming whites for their problems.  Whites have to get their head out of the sand.  Tremendous damage was done to the black community over 250 plus years.  All that damage was not eradicated by the civil right act of 1964.  We are barely a generation through that.   The system has been addressed but, the individuals need to get on board.

White people, you need to stop expecting blacks to just get over it.  You need to stop defending organizations and people who tacitly support or embrace racial language and actions.   White people you need to become completely intolerant to  those who display racist, homophobic, sexist, language.  You need to stop pretending that because the system has been rid of racist underpinnings you have now done  your job and you can wash your hands of it all.  It doesn’t work like that.  Stop inviting that neighbor who always has the black and jew jokes to the yearly party and tell him, to his face, you don’t want that trash in your house.   Tell the old friend who brags about fag rolling to get the fuck out of your face and that you don’t ever want to see him again.   Stop describing your house keeper, your manicurist, your lanscapers by there ethnic background.  IT’S IRRELEVANT.  It has no bearing on the story.  Be intollorent, not to the slow pace of blacks to grab hold of the progress made so far, but of the white people around you who still haven’t made progress.

White america, you have just as much ownership in the bullshit racist climate that still exists in this country today as blacks.   Stop pretending you don’t.  Stop acting as if it’s all better and that you’ve done your job.  Stop pointing the fingers at the brothers.  Yes, we’ve got our own crap to clean up, but so do you.

I’m tired of today’s race discussions.  They are rarely discussions, but rather blame games and grandiose efforts to one up each other trying to prove who is more engaged in racist actions.

The fringe is holding race hostage in this country and until the majority of us, those not on the fringe, those of us who don’t accept the behaviors of our fringe groups become intolerant, nothing is going to change.

I commit to you to do my part.  .

Being half white and half black and not being on the fringe I am going to take the liberty to talk out of both sides of my mouth.

From my black side, to my fellow brothers.  Enough!  Stop worrying about the man, the system and what your being given and go take advantage of what’s there already.   Capitalize on what this country has to offer.  Allow Dick Parsons, Ken Chenault, Ursula Burns and Obama to represent what a blacks can accomplish.   Let go of the “ghetto” as a self-defining trait.  Embrace a culture of intellecualism and move forward.  Look “in” for change now.  Jesse, NAACP, Martin Luther King, and others changed the outside.  It’s now our turn to change the inside.  It’s a new fight.

From my white side, to my fellow white friends. Stop!  Stop trying to minimize the impact of 250 years of slavery and Jim Crowe.  There is real impact to that legacy, one you should feel blessed you haven’t had to live with.  Stop allowing people to tell jokes, or express their racist tendencies without calling them out.  Your refusal to call them out only allows them to walk away feeling they are not alone in their pathetic beliefs.  Call them out.  Call them out in public, throw them out of the party right in front of everyone.  Let it be known you don’t roll that way.  Stop allowing our nicety, don’t rock the boat culture to continue to allow racism to fester under the covers.  Stop defending organizations who allow racist ideologies or people to sit within their ranks, EVEN if the organization itself isn’t racist.  We are who we hang out with.   Stop expecting blacks to “get with the program.”  You have ownership in this too.   Stop defending yourself.  Stop saying you didn’t own any slaves. Recognize you are part of the problem. Stop blaming and look in.  Evaluate your language.  Look at what you teach your kids.  Assess your passive and subtle prejudices, get real with how you look at others.  Stop kidding yourselves.  It’s not over just because you freed the slaves and passed a law.  It takes time and effort.

Enough already.   NAACP, you’re done.  Get with the times or fold up.   Tea Party, stop defending yourself.  Both of you, vicioulsy and publicly distance yourself from those people who allow race to enter the discussion.  They are there, stop offending people by saying their not.

The majority of you who are reading this; black or white I suspect are not the fringe and my hope in writing this and throwing down the gauntlet is you will go back to your community and tell the rest of the folks, stop pointing fingers, stop blaming, it’s time for us to take care of our own back yard.  It’s the only way this thing is going to get any better.

There I said it.

UPDATE:

Now that the truth has come out about Ms. Sherrod’s case, I am a bit embarrassed that I got caught up in the back and forth.  I should have dug a little deeper and maybe even waited a bit longer before posting this.  It is clear now why the audience DIDN’T “smack her off the stage”.   Good for Shirley for being woman enough to grow from her earlier life experiences.   This being said, my point does not change.  We need to stop pointing fingers and clean up our back yards first.

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My Big Weakness

I have a big weakness.  I know it and it got the best of me this a.m.   I am very short and impatient with new idea laggards or as Seth Godin put it the “resistance.”   I inappropriately tore into someone this a.m. who I felt was being a resistor and it wasn’t fair to them.

I have been working an initiative at work that is different, it is outside the norm.  It leverages new tools, communication approaches and engagement.   I have been working it since March.   The process has been painful in many ways.  I’ve encountered the resistant at multiple different stages.  The people who say, “I don’t get it,”  ”Have you gotten executive approval?”  ”This isn’t going to work.” “It’s too risky, what if people do this and that with it.” ” We can’t do this because . . . ”    I am continually having to address these people and it makes it hard to be successful in introducing new things.   I really struggle with the people who ask these questions and make these types of statements.   I see them as being in the way.

The resistance, as Seth Godin calls it, is that part of our brain that wants to be safe, it avoids change, follows the rules and likes the status-quo because it’s predictable.

Seth describes the resistance at work in his book Linchpin like this:

You work with people who are totally at the mercy of the resistance.  They assist the devil by being his advocate in meetings.  They  follow the rule book, even parts you didn’t know about. They love what worked before and fear what might be coming.

He’s right and I don’t handle these people well.  My personality is like that of a shark.  Not the aggressive nature, but the metaphor by which sharks must keep moving to breathe.  Sharks need to keep water moving through their gills in order to breathe.  If they stop moving, they run the risk of suffocating.  In this manner, I am a lot like a shark.  I breath progress, and momentum.  I can’t stand the feeling of stagnation.  I need things to keep moving.

I bit this persons head off today because I felt like they were being the resistance.  It felt like they were slowing things down.  They asked me one of those fear based questions.  They asked if we had approval and support from another group.   It didn’t feel as if it was asked in a way that suggested they were looking to help the effort or improve on it but rather to control the effort.  I didn’t handle it well.

I apologized both on the phone and in a separate email.  Regardless of his question, I was wrong to respond the way I did.

That being said, moving forward I need to be more cognizant of how I engage with the resistance.  No one ever wins by trying to “stamp” out the resistance.  It takes tact.  Tact, currently I am not very good at.

Selfishly, I wish I didn’t have to deal with it.  I wish the resistance would flip the switch and start from the positive, what could be gained, how things could be better, etc.  I wish the resistance could see they have more to gain than lose by moving forward, by change.

The biggest irony in this tale, is much of the early resistance has come back and said they were wrong and they like the new effort and the value it is providing.  This is always nice to hear.  But man, it would be so much nicer if the fight just didn’t have to happen.   Until then, I need to get better at managing the resistance, because fighting it just doesn’t work.

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The Most Interesting Man in The World vs The Old Spice Guy

The gauntlet has been thrown.   The Old Spice viral video campaign killed it all over the Internet this week.  The campaign conquered social media with a buzz . A buzz that has made the Old Spice Guy The Most Interesting Man in the World, despite the claims of Dos Equis’s Most Interesting Man in the World.

I’m not a fan of copying creative ideas, but the events of this week have created what could be the biggest Internet showdown ever.  The Most Interesting Man in the World vs. The Old Spice Guy.

If I were Dos Equis, I would copy the Old Spice campaign.  I’d copy it to a tee.  I would create video responses to my fans on Facebook.  I would give them personal advice and tips on how to be like The Most Interesting Man in The World.  I would send Twitter celebrities personal video’s explaining why I think they are like The Most Interesting Man in the World.  In the end, in my last video, I would subtlety and indirectly call out the Old Spice Guy for being a cheap imitation to all the REAL Most Interesting Men in the World.

Old Spice and Dos Equis don’t compete.  There is no overlap in their products.  Because of this they could both benefit by playing off of each other.  A well written, well scripted campaign by Dos Equis could take this Old Spice phenomenon to a whole new level.

I for one, would kill to see a series of The Most Interesting Man in the World video’s.  They would be a riot.

Dos Equis, if you’re reading this,  go for it.  The Most Interesting Man in the Worlds manhood has been challenged.  He needs to defend his place among men.  Currently, the Old Spice Guy is the Most Interesting Man in the World and he can’t even speak French in . . . Russian.

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Ideas

How many new ideas do you have in day, a week, a month or a year that you DON’T act on that would — get more sales, make life easier around the house, make a great new business,  be a great book,  beat the competition, save money, improve the neighborhood, make a great product, improve meeting effectiveness, eliminate the silos, speed up the process, make customers happier, limit the defects, shorten the sales cycle, sell more product, lower prices?

How many great ideas do you let get away?

Ideas are how we make a mark on family, neighborhoods, work, communities, countries, the world.   Without ideas, it’s difficult to leave a mark.  Without leaving a mark have we really existed?

Ideas are a gift.  They come to us to make things better.  Ideas are our way to contribute, to share, to make a difference.

How many ideas have you not acted on in the past?     How many are you NOT going to act on in the future?

The answer will determine your mark.

400 Posts, A Blogging PitStop

My post on Friday was my 400th. My first post was February 23, 2009. That means, I’ve been blogging for 16 months, averaging 6 posts a week. To mark the occasion, I thought I’d take a pit stop and reflect a bit on the experience.

What’s it been like? What have I learned?

  • Blogging ain’t easy. That explains why it’s been so rewarding.
  • Finding the time is hard, you have to be committed
  • It takes work coming up with new, fresh, content. I now understand “writers block”
  • I have terrible grammar, but it’s getting better.
  • I don’t have to write about sales all the time, a good blog changes it up
  • A good blog is a community, it’s not just about me, this community is getting stronger everyday
  • I have an obligation to the community, readers begin to rely on this blog for good information and content
  • Not everyone gets blogging; I am surprised how often I’ve had to explain why I do it. (this, obviously happens most in the offline world)
  • Sales is NOT the most exciting of subjects. Although, it’s critical to business success, people aren’t beating down this blogs door for more. It’s hard to keep it interesting
  • Not everyone is going to agree with me and my posts, that’s a good thing. But, thick skin is required
  • I’m out there, anonymity doesn’t exist.
  • I’m addicted to analytics.  I check everyday to see if my readers, RSS subscribers and visits are growing
  • Consistency is key, people want to know what to expect
  • I need a filter, determining what to say and how directly to say it requires I think long and hard.  I just can’t spit it out, although, at times I’d like to.
  • Determining my filter is hard.  It’s my blog, but it’s not.  Finding that balance can be a struggle.
  • I’ve pissed people off.  Not everyone likes my voice, my style or my approach
  • I’ve met some great people and built some great relationships
  • You need “mentors.”  I get inspiration from other bloggers.  I couldn’t have gotten this far without them
  • Blogging has become a part of me.  Everything in my day goes through the — would this be a good post filter?
  • This blog is creating a lot of opportunities for me.
  • I think more.  I look at things differently.  I rarely accept things at face value; asking, would this make a good post?
  • If I miss a day, it’s not the end of the world, but at times it is.
  • It’s fun
  • I like it.

Blogging for the past 16 months has been great.  Just like any other commitment in life, it’s been rewarding, hard, frustrating, and fun.   When I started, I never set a timeline for how long I would do it.  I just started . . . and I’m glad did.

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