Capstone Courier - Winter 2005 - Capstone Real Estate Services

Transcription

“Our mission is to enhance our clients’ investments and
create quality living and working environments.”
The quarterly publication of
A Message From the President
Dear Friends and Associates,
W
elcome to this issue of Capstone Courier. As the holidays approach,
it seems that everyone is getting back to basics. This issue highlights
how implementing an aggressive marketing campaign upon takeover greatly improved the operation of two existing properties we manage by
putting a fresh twist on an old idea.
Through innovative systems like this, Capstone maintains its position as a
leader in real estate management by applying the basics with creative ideas
and an unwavering energy to maximize property performance to the benefit
of our clients and residents.
This issue also announces how Capstone’s management abilities were once
again recognized with multiple Property of the Year honors. In all respects,
Capstone continually goes above and beyond what is required to set higher
standards, raising the bar for property management everywhere.
I hope you enjoy reading about our successes and our continuing efforts
towards excellence. I look forward to your feedback.
Sincerely,
Jim
REAL ESTATE SERVICES, INC.
Vision Statement
“To provide the most professional and highest
quality property and asset management
services available.”
CORPORATE OFFICE
210 Barton Springs Road, Suite 300
Austin, Texas 78704
(512) 646-6700 (512) 646-6798 fax
James W Berkey – President
Matthew C. Lutz – Executive Vice President
Hugh A. Cobb – Vice President
Richard G. Fratcher – Vice President
Michael Gettman – Vice President
Patricia Milner Oden – Vice President
REGIONAL OFFICES
TEXAS
Austin
Corpus Christi
Dallas
El Paso
Houston
San Antonio
James W Berkey
HAWAII
President, Capstone Real Estate Services, Inc.
Honolulu
FLORIDA
Jacksonville
In This Issue
Capstone Courier
Written and Produced by
Shifting Away From Self-Management
Why These Clients are Choosing Capstone ........................................... 3
Making It Work Capstone Hired
to Reverse Stalled Lease-Ups........................................................................... 4
Capstone Recognized for Outstanding
Property Management ......................................................................................... 6
Capstone Honors Long-Term Employees ................................................ 7
Would You Want to Know How Capstone
Keeps Residents Aware ........................................................................................ 8
Courage Under Fire Property Manager’s
Actions Save Residents’ Lives ......................................................................... 9
S.T.A.R. News .......................................................................................................... 10
ARIZONA
Phoenix
Matthew C. Lutz
Executive Vice President
Grant Berkey
Business Development Manager
Lauren LeBlanc
Executive Assistant
Tracy Slovacek
Business Development
Coordinator
Angela Walker
Business Development
Coordinator
Special Contributors
Michelle B. Gates
District Manager,
Houston Region
Capstone Courier is published by QuestCorp Publishing Group, Inc.,
885 E. Collins Blvd., Suite 102, Richardson, TX 75081. Phone (972)
447-0910 or (888) 860-2442, Fax (972) 447-0911. QuestCorp specializes in
publishing corporate magazines. Please direct inquiries to: Victor
Horne, [email protected].
Tim Joyner
Risk Manager
This publication may not be reproduced in part or in whole without the
express written permission of Capstone Real Estate Services, Inc., or
QuestCorp Publishing Group, Inc.
Contributing property
photos courtesy of
The Apartment Guide.
Please submit editorial comments to: Brandi Hatley, [email protected].
2
For a new subscription or change of address call: (888) 860-2442 or fax:
(972) 447-0911. Single-copy sales: (888) 860-2442.
CAPSTONE
SHIFTING AWAY
FROM SELF-MANAGEMENT
Why These Clients Are Choosing Capstone
D
uring the past year, Capstone
has assumed management
responsibilities for numerous
self-managed portfolios. Property management is an intensive industry requiring constant supervision, proactive
measures, and superior personnel.
As an exclusively third-party management company, this is the business
model we utilize. Capstone excels in
the property management industry
because of the people we employ. They
are trained, closely supervised, and make
a difference in the performance of the
properties we manage.
Capstone is hired to assume companies’
self-managed portfolios for a variety
of reasons. The primary reason is the
client’s desire to focus on and grow their
core business without the daily challenges
and confines of on-site management.
Transferring the burden of all that is
related to property management has a
remarkable impact on the success of our
clients’ core business. The relief in overhead, personnel management, maintaining office supplies, and stress all have
a viable impact.
Once these clients have relieved themselves of the distraction of their management responsibilities, they discover
they are more productive as a result.
Since our infrastructure is already in
place, clients learn Capstone is able to
manage their portfolio at a lower cost
and, in turn, generate improved results.
Here are some of the other reasons
clients hire Capstone as their thirdparty manager:
• Capstone is an Accredited
Management Organization (AMO®).
• We have no conflicts with our clients
since neither Capstone, nor our principals, owns, buys, or sells investment
real estate.
• We have experience with a broad
range of computer and accounting
applications, and we provide customized reporting to our clients.
• Capstone has additional employee
benefits, such as health insurance
and 401(K), to attract and keep
quality employees.
• We truly understand what cash flow
means to the value of the property.
The income stream will affect the final
sale price. Our focus is the bottom line.
Considering all of these factors,
Capstone proves to be a tried and
true third-party management company.
Our employees have the capability,
knowledge, and resources to take over
Since our infrastructure is already
multiple property portfolios without
in place, clients learn Capstone delay and turn them into profitable
is able to manage their portfolio assets for our clients. This is the
reason Capstone’s portfolio continues
at a lower cost and, in turn,
to expand and our clients’ assets
generate improved results.
continue to be profitable. n
• We possess the resources and infrastructure to administer the basics.
We have more than 800 employees
and a management presence in more
than 60 cities. We also provide New
Construction Training and have a
Compliance Department.
• Capstone understands affordable housing and being in compliance. We manage approximately 13,000 units under
a variety of affordable programs,
including Section 42.
• We provide superior property
coverage with regional offices in
Austin, Corpus Christi, Dallas,
El Paso, Houston, and San Antonio,
Texas, as well as Honolulu, Hawaii,
Jacksonville, Florida, and Phoenix,
Arizona.
3
CAPSTONE
MAKING IT WORK
Capstone Hired to Reverse Stalled Lease-Ups
Whispering Pines Ranch
C
apstone was hired to assume management responibilities and reverse a stalled lease-up for Whispering
Pines Ranch, located in The Woodlands, Texas, in
April 2003. During this time, occupancy was stalled at only
26% and construction was still in progress. Our people hit
the ground running as soon as we received the takeover.
A new marketing plan was implemented which brought
fresh ideas, much needed enthusiasm, and energy from the
mix of new and existing Capstone employees. Immediate
efforts were made by the staff to contact significant groups
and area employers with the influence to direct prospective
residents to the property.
Our creative outreach marketing efforts included the creation of bookmarkers placed in plastic counter displays in
local businesses, direct-mail pieces, magnets, advertisements
on Kroger pharmacy bags, as well as other creative efforts.
Advertising in conjunction with other local businesses, such
as the Houston Horse Raceway, Texas Heritage (relocation
company), and Prudential Gary Green Realtors, was also used.
We also concentrated outreach efforts with a preferred
employer program. The preferred employer human resource
contacts were invited to a property luncheon to tour the
community and were given booklets that contained pictures,
floor plans, and other additional information.
In only six months, occupancy surpassed 90%
while averaging 43 leases per month.
Whispering Pines Ranch Apartments, The Woodlands, Texas, 300 units,
under management since April 2003
80% occupancy and 89% leased by September 2003.
In October 2003, occupancy surpassed 90%. This strong
performance is the result of our quality employees taking
full advantage of what the market allows. Our employees
are making a difference.
Whispering Pines Ranch Apartments, built in 2002, is a
300-unit property situated in the heart of The Woodlands
amidst lush surroundings and nature trails. Conveniently
located just minutes from the area’s major employers,
schools, fine dining, entertainment, and shopping,
Whispering Pines Ranch is the perfect place to live for
those with active lifestyles.
The resort-style community offers impressive amenities such
as a surround-sound cinema with stadium seating, a large
billiards room, an indoor basketball court, a business center
with library, and a state-of-the-art fitness center. The apartments feature nine-foot ceilings with crown molding, builtin computer desks, and Roman garden-style bath tubs with
ceramic tile.
In addition to the marketing campaign, the Capstone team
focused heavily on providing excellent customer service by
always putting the residents’ needs first. Site employees also
extended office hours to create “Late Night,” in which the
office is open until 8:00 p.m. on Tuesdays. This impacted
leasing immensely as the former management staff had not
been as attentive to the residents.
In fact, in the first six months, we generated an impressive
average of 43 leases per month. Subsequently, the property improved from 26% occupancy and 31% leased to
The scenic pool area at Whispering Pines Ranch is the perfect place for
residents to relax.
4
CAPSTONE
Mission Ranch
A
nother Capstone success story is that of Mission
Ranch Apartments, a 296-unit property located in
San Antonio, Texas.
In January 2003, Capstone assumed management responsibilities for Mission Ranch Apartments. Our client’s goal was
to improve performance in order to sell the property. In the 20
weeks prior to takeover, Mission Ranch’s occupancy reached
88% during its initial lease-up, but stalled and declined to 77%.
Upon takeover, we found approximately 67 vacant units
needing to be turned, grounds needing attention, and lease
concessions as high as two months free on a 12-month
lease, six weeks free on renewals, and a 7% discount for
preferred employers.
To accomplish the goal of improving the property’s performance, we concentrated on leasing efforts and enhancing the
property’s presentation. We sharpened the property’s appearance by relandscaping the grounds. We also worked quickly
to make the vacant units ready for move-in. These actions,
in addition to lowering rent concessions, resulted in 50 new
leases compared to 14 the month prior to our takeover.
Capstone also launched an aggressive theme-based marketing campaign. A Valentine’s Day flyer highlighting a oneday-only special was created. From the Valentine’s Day
flyer alone, we signed 24
new leases in one day.
Traffic doubled, and
by May 25, occupancy
soared past 90%, a
record for the property.
Our team continued with
theme-based marketing,
such as the launch of a
baseball-themed campaign. San Antonio
Mission baseball caps
with the Mission Ranch
Apartments logo, along
with tickets to games,
were awarded to new
leases. As an additional
Residents can catch a flick at Mission
promotion, game tickets Ranch’s on-site theater.
were also offered to renewals and locators.
Our determined team continued to persevere with their
marketing efforts and won over current residents who, consequently, renewed their leases. By June 2003, occupancy
reached 97% and remained in the high 90s through October.
Within 10 months, we had accomplished our client’s goal
of improving performance and increasing revenue, and the
sale closed in October 2003. Our efforts were immediate,
vigorous, and aggressive. n
Mission Ranch Apartments, San Antonio, Texas, 296 units, managed from January 2003 until it sold in October 2003
5
CAPSTONE
CAPSTONE RECOGNIZED FOR
OUTSTANDING PROPERTY MANAGEMENT
O
nce again, Capstone-managed
properties are recognized as
No. 1 in 2004. Congratulations
are extended to the following winners at
the 2004 Austin Apartment Association
Property of the Year Awards:
Villages of Sage Creek
Lease-Up Property of the Year
Fort Branch at Truman’s Landing
Affordable Property of the Year
The Property of the Year Awards recognize only those properties that exemplify outstanding property management. The following summarizes the
rigorous criteria required to be No. 1.
Initial evaluation of nominees includes
an extensive review of the property’s
operations, including marketing materials, resident retention, and photographs, until three finalists are identified in each of the six categories.
Villages of Sage Creek, under management
since 2002
All finalists are then required to undergo a detailed physical inspection of the
maintenance and presentation of the
grounds, common areas, offices, model
apartments, maintenance shops, and
storage areas. The Austin Apartment
Association also anonymously visits
each property to discover how the staff
presents themselves and the community
to prospective residents. The property
receiving exceptional scores is then
selected as the winner.
Fort Branch at Truman’s Landing, under management since 2002
The Villages of Sage Creek was
awarded Lease-Up Property of the
Year, having received exceptional
ratings in the required categories.This
is a spectacular property with 450 units
located in north Austin, Texas. Impressive community amenities include a
gourmet coffee/cappuccino bar, internet
café, stunning waterscape pool with
gazebo and veranda overlook, a dry and
steam sauna, stand-up tanning booths,
and Frisbee golf park. A lush greenbelt
area, creek views, and nature trails surround the community. Pets also have the
comforts of home with their own quarter acre enclosed park. The apartments
feature modern upgrades, such as caststone fireplaces, built-in desks, openconcept kitchens with island bars, and
elegant French doors leading to private
patios or balconies. Capstone began
managing early lease-up activities in
the summer of 2002.
Fort Branch at Truman’s Landing
received the award for 2004’s Affordable Property of the Year. Fort Branch
at Truman’s Landing is a repeat winner
under Capstone’s guidance, having also
been recognized as 2003 Lease-Up
Property of the Year. Located in east
Austin, Texas, near Highway 183, this
affordable property has all the luxuries
of upscale apartment living. The com-
6
munity features a huge swimming pool
and spa, a scenic pond with lighted
fountain, a business center with Internet
access, and a clubhouse complete with a
law enforcement office. In addition, there
is an on-site progressive Learning
Center, managed by the YMCA of
Austin, and after school programs. The
after school programs utilize the community computer lab, library, and art center
and are open to residents and neighborhood youths from kindergarten through
fifth grade. Capstone began managing
this 250-unit property in 2002. Such
recognition in two consecutive years is a
tremendous accomplishment!
Special recognition also goes to three
other Capstone-managed communities
that were 2004 finalists in their respective categories. These were Saddlecreek,
Country Club Creek, and Towne Vista.
Aside from being finalists for Property
of the Year, SaddleCreek was also nominated in the Diamond Award category,
Country Club Creek for Affordable
Property of the Year, and Towne Vista
for Lease-Up Property of the Year.
Congratulations go to the Capstone employees associated with these properties.
In addition, we would like to extend congratulations to the owners of these properties, our clients, for their continuous
support and contribution to our efforts. n
CAPSTONE
CAPSTONE HONORS
LONG-TERM EMPLOYEES
C
apstone would like to extend its
appreciation for the devotion of
all employees who contribute to
our high reputation as a management
company. At this time, we would like
to specifically recognize the Capstone
employees who received tenure awards
at the 2004 regional award ceremonies.
This year, 24 employees marked milestone dates for 5, 10, 15, and 20 years
of service with the company.
All tenure award winners received
impressive plaques, and the 20-year
employees were further awarded with
checks for $2,500, acknowledging their
many years of devoted service. These
individuals were Jane Donegan, Patricia
Oden, and Matt Lutz.
20 Years at Capstone
Jane Donegan, at the Austin office,
began her career in corporate accounting cost analysis. Initially, Jane signed
up for six months of employment;
however, six months turned into 20
successful years. Jane took on the role
of Assistant Controller in 2000.
Olga Rocha Ramos
Hugh Alexander Cobb
Beatrice Newham
5 years at Capstone
Veronica Yanez Calvillo
Edilberto Carrizales
Lois Lee Coffield
Sheila Diane Davis
Coty DeLacretaz
Patricia “Trish” M. Oden is Vice
Jordan E. Flores
President of the San Antonio, Corpus
Margaret A. Fowler
Christi, and Hawaii regional offices.
Robin Garmon
Trish began her career at Capstone as an
assistant commercial property manager. Leyla Jacqueline Hahn
Alejandro Jimenez-Cardona
Robin Larue Kirby
Terry Jean Lewis
Ofelia Martinez
Rosa Elena Medel
Ernesto Rodriguez Jr.
Linda S. Smith
Paula Vizcaino
Stephanie Renee Wilganowski
Matt Lutz is Executive Vice President
of Capstone Real Estate Services, Inc.
Matt started at Capstone as a real estate
investment analysis broker.
It should be noted that eight Capstone
employees have previously been
recognized for 20 years of service
and one for 25 years. Of our current
employees, 64 have been employed by
Capstone for five or more years, which
is extremely impressive and supports
the ideals of our loyal organization.
In the years ahead, we expect many
more will be recognized for their
dedicated service.
To all the above individuals, congratulations and thank you for your loyalty and
dedicated service! n
Twenty-year tenure award winners (l to r): Jane Donegan, Matt Lutz, and Patricia M. Oden
7
CAPSTONE
WOULD YOU WANT TO KNOW?
How Capstone Keeps Residents Aware
By Tim Joyner, Risk Manager,
Capstone Real Estate Services, Inc.
J
ust for a minute, picture yourself
not as a member of the apartment
industry, but simply as a resident in
an apartment community. One night
while coming home late, you park your
car and head toward your apartment as
usual. All of a sudden, somebody jumps
out and hits you over the head with
sometimes fail to look at the other side
a club.
of the coin. We obviously never want to
make any sort of statement to a resident
The next thing you know, you wake up
that would cause them to let their guard
in the emergency room of the local
hospital and the doctor informs you that down. We do want them to take every
precaution to protect themselves. BUT,
you have a fractured skull and various
there are certain areas where we MUST
other injuries. You realize that not only
pay attention to security and safety.
have you been robbed of your money
and jewelry, but your car has been stolen
as well. First you feel only shock; then
anger sets in. How could someone do
this to you? Is money so important to
him? How can a person care so little
for another person?
Notification and Prevention
In the story above, there is not a single
one of us who would feel any different,
should we happen into the same experience. The apartment community IS
partially responsible if the management
Kept in the Dark
staff possessed knowledge about violent
incidents and failed to notify their resiThe next day, the local police visit the
dents. Courts have ruled in favor of
hospital so you can make a formal report.
residents on this issue, setting the preOfficer Smith asks to hear your story.
cedent for future cases.
After taking your statement, he says to
you, “Did you know that you are the
third person to be assaulted and robbed
Everyone in the industry must
on your property in the last two weeks?
realize that apartment
The management knew about the other
managers have a responsiincidents. You mean they didn’t tell
bility to alert their residents
you?” Suddenly, your anger switches
of the violent crimes of which
from the person who assaulted you to
the management of your apartment comthey do become aware.
plex. How could they do this to you? Is
money so important to them? How could
On average, a person will take preventhey care so little for their residents?
tative steps to modify their activities
if they are aware that something has
We’ve heard so much in the past about
recently happened in the area. If we do
the importance of not promising any
kind of security to our residents, that we not let them know about these previous
8
incidents, then they do not have a
chance to take any preventative steps.
This is why it is so important to have
some sort of program in place to notify
residents when we become aware of
any violent crime that has occurred.
Implementing a Plan
To this effect, Capstone Real Estate
Services, Inc., has developed a program
that lets our residents know what we
know. It is important to point out,
regarding this matter, the fact that it is
not possible for everyone to know of
every incident that has occurred on a
particular property at any given time.
Consequently, it is important to 1) let
the resident know what we have heard,
and 2) inform the resident that they
have the option of visiting the local
police to obtain this same information.
As part of Capstone’s program, every
leasing office has what we call an
“Incident Notification Binder.” All
letters sent to residents informing
them of any criminal incidents that have
occurred are kept in this binder, which
is available for all residents to view.
Additionally, each property sends a
monthly newsletter to all residents,
which contains a section listing any
crimes committed of which we have
been made aware. Copies of these
newsletters are kept in the Incident
CAPSTONE
Notification Binder, along with
additional crime information.
Insuring Program Success
When a prospective resident visits a
Capstone-managed property, they
are given the opportunity to view the
binder. Then, when leasing an apartment, new residents must sign documents that again remind them of the
binder’s presence. Also in all of the
mailbox areas, signs should remind the
residents of the binder in the office as
well as inform them that they can also
check with the local police department
for additional information.
When a letter is sent to the residents, it is
posted on their door, and the Capstone
employee who delivers the letter signs a
form certifying that he or she personally
delivered the letter to specific units. This
form, along with a copy of the letter, is
filed for future reference.
Keeping the binder readily available in
the office and continually reminding
residents of its presence prevents residents from claiming they were not made
aware of the situation.
Doing Your Part
For any system to work, it must be
utilized. You can have the best system
in the world, but if it isn’t used, then it’s
worthless. It’s understood that we can
not be made aware of all that happens
on our properties or, for that matter, in
the immediate areas. Everyone in the
industry must realize that apartment
managers have a responsibility to alert
their residents of the violent crimes of
which they do become aware.
Part of Capstone’s mission statement
states that we strive to create a quality
living and working environment.
Notifying our residents when we
become aware of violent crimes falls
squarely within what Capstone strives
to provide for our residents. n
COURAGE UNDER FIRE
Property Manager’s Actions
Save Residents’ Lives
By Michelle B. Gates, CPM District Manager, Capstone Real Estate Services, Inc.
here is a hero in all of us, so
the saying goes. Capstone has
many. We do our jobs everyday
helping our co-workers, clients, and
residents, silently making our contribution to Capstone’s growth and success.
T
the child, and ran back out. When
both Lisa and the child were outside,
she asked him, “Why? Why would
you go back into that burning apartment?” His answer, “I had to get my
shoes, I couldn’t lose my shoes.”
One special moment came on the cold
night of December 29, 2003. Lisa
McLemore, Property Manager for
The Woodlands in Beaumont, Texas,
was working late when she noticed
through her office window there
was smoke coming from one of the
buildings. She immediately ran to
the building, pulled the fire alarm,
and began knocking door-to-door to
evacuate residents. The residents gathered across the parking lot away from
the burning building.
Not only was the effort heroic, but
also hearing the child’s answer pulls
at one’s heartstrings. One can only
imagine that the child’s mother must
have had difficulty affording the
shoes that he was so willing to risk
harm to himself in order to save.
Lisa was on her way to join them
when she observed a three-year-old
child run back into the apartment
where the fire had started. She ran
to the doorway calling the child, but
the fire had spread into the hallway
near the door. The smoke was so
thick Lisa had to bend down to see
the child, who was in the living room
just beyond the flaming hallway.
The paramedics took the boy and Lisa
and gave them oxygen to help clear
their breathing. Fortunately, due to
Lisa’s quick actions all were safe —
the residents who were at home, the
child, and Lisa.
The news channel arrived to cover
the story and raved about the quick
response of management and the fact
that the manager was the one to pull
the fire alarm. The owner was pleased
with the quick action taken by Lisa
to save lives and minimize property
damage. Lisa earned her “angel
wings” that evening doing what any
She kept calling and motioning for him mother would do, and extending that
to come to her, but either from fright
love to a child she did not even know.
of the fire and smoke or because she
It is a wonderful story to share with
was a stranger, the child would not
all of you and a pleasure and honor to
come out of the apartment. Without
have Lisa McLemore on our Houston
a thought for her own safety, Lisa
Capstone team! n
dashed into the apartment, grabbed
9
CAPSTONE
S.T.A.R. NEWS
Successful Teams Achieve Rewards
T
he new management opportunity leads
submitted by Capstone employees in 2003
resulted in the takeover of 7 properties,
totaling 1,705 units. We would like to recognize
and congratulate the following 2003 S.T.A.R. Award
winners for their valuable contributions:
Kelley Adams – Houston Region
Pam Humphries – Dallas Region
Diana Knight – Austin Region
Joy Lamb – Austin Region
Pat Roughton – Austin Region
of a cumulative total of 5 properties, regardless of the
time frame.
Business development continues to receive leads that
enable Capstone to reach new heights. Keep up the
hard work and let us recognize YOU next year for outstanding achievement!
Take the time to learn about and participate in the
S.T.A.R. program and SEE HOW IT BENEFITS YOU.
Several Capstone employees are just one or two
S.T.A.R. leads away from earning a SHINING STAR.
This award is given to any Capstone employee who
has presented S.T.A.R. leads resulting in the takeover
The S.T.A.R. Program is described further in the
Leasing and Marketing Training Manual and the
Human Resources Manual.
For more information about the S.T.A.R. program,
contact business development at (512) 646-6700.
★ ★ ★ ★ ★ ★ ★ ★ ★ ★ ★
Over 31,000 multifamily units
1 million commercial square feet
Austin ◆ Corpus Christi ◆ Dallas ◆ El Paso ◆ Honolulu ◆ Houston ◆ Jacksonville ◆ Phoenix ◆ San Antonio
10
N
Swing
Your
Way To
Success
Business That’s
a Gimme
Not all business is suited to the golf
course. “My customers would have
been upset to hear I was out golfing,”
says Jim Crabb, a retired supplier in
Indianapolis, Indiana. “The telephone
at my desk was my ally because
customers needed immediate
information on product availability.”
Not so for his son Mike, client
business manager for AT&T. Most
of his sales opportunities are based
on the golf course. “Golf lends itself
to long-term business relationships,”
he says. “Many of today’s businesses
depend on partnerships and exclusive
providers of products and services.”
Sales tops the list of business golf
opportunities because of its innately
flexible hours and the need to forge
enduring relationships. “Golf is a
great outlet for business,” says Susan
Sage, vice president of sales for
Pinnacle Wine, a division of National
Wine & Spirits in Indianapolis.
“Our schedules and those of our
clients — restaurateurs and wine-shop
owners — are more flexible. These
are not eight to five jobs.”
ot so long ago, if you
told the boss you
were leaving work to
go golfing, you might
pick up a pink slip on your
way out the door. Times have
changed. These days, the boss
might tell you to leave your desk
and get to work — on the links.
Forget the boardroom with its
shiny, mile-long table. Today,
business is performed while
strolling miles of manicured
fairways. Observing this trend,
universities are starting to offer
courses on business golf.
These days, business golfers can be
found in any field where long-term
relationships are treasured — from
sales and insurance to banking and
investments and beyond.
Wheeling and
Dealing
What kinds of deals are made on the
course? Can you ink a million-dollar
contract over a putt, push a recordbreaking volume of product during
a corporate scramble, or reap untold
wealth in a sand trap? Not exactly,
say business golfers.
“You build rapport, trust, and
confidence,” says Mike Crabb.
“Golf is the great equalizer — you’re
no longer a subordinate, boss, client,
or salesperson. You’re a person who
is out simply for the love of
the game.”
Fledgling business golfers anxious
to wheel and deal need to observe
caution. “People aren’t stupid in any
business,” says Tim Brown, whose
Darien, Connecticut, insurance firm,
Brown, Thayer, Shedd Co., caters to
high net-worth individuals.
“You build rapport, trust,
and confidence. Golf
is the great equalizer —
you’re no longer a
subordinate, boss, client,
or salesperson. You’re
a person who is out
simply for the love
of the game.”
“They know you’ve invited them
on the course because you want
something.” According to Brown, it
usually takes several games to earn
the trust and confidence of associates
or potential customers.
“The desk is a powerful negotiating
weapon,” observes Crabb. “When you
eliminate its ‘home-court advantage,’
you break down barriers. You can
use the game to help potential
clientele like you enough to want
to do business with you.”
“Sales is all about developing
relationships,” echoes Sage. “The
better you know people, the better
you can read them and know what
they want and need from you.”
She favors scrambles and outings that
bring a variety of her restaurateur
clientele together. The outcome
of these eclectic mixes can be
surprising. “At the start of one game,
a partner thought he was going to
Improving Your
Handicap
Business golfers whose skills fall
woefully short of Tiger Woods
can take heart. “A poor golfer can
still turn the event into a positive
experience,” says Crabb.
Success in business golf amounts to
more than just birdies:
• Do your homework. Brown was
new to the insurance business
when a boss set him up in a
foursome. On the course, he
eagerly broke the ice by talking
about his work. Winding up his
spiel, he asked his golf partners
who handled their insurance.
When a business golfer succeeds in
building a relationship, the results are
obvious. “You know you’ve ‘arrived’
when customers invite you out,” says
Crabb. “Now you’re a ‘partner’ —
someone who is more than just another
salesperson knocking at their door.”
When a business golfer reaches this
status, rewards from business
relationships will soon follow.
The Business Golf
Advantage
“Using golf to help find a cure for cancer
has touched all phases of my life.”
In addition to personal fulfillment,
Hackers for Hope affords Brown
opportunities with participants.
“When they learn what I do for a
living, they often say, ‘I don’t even
know my insurance agent; I want
you to have my business.’ ”
get a lot of business out of me,”
she recalls. “Instead, I ended up
getting a large order from him.”
A successful outing amounts to more
than strictly golf. “It should be a full
and memorable event,” according to
Crabb. To round out the day, he might
treat clientele to a meal or bring fine
cigars to savor. “The golf becomes
a blur, but the event stays clear in
one’s mind.”
Golf has impacted Brown professionally
and personally. In 1989, the now
42-year-old cancer survivor started
Hackers for Hope, a tournament that
has raised more than $2.3 million for
cancer research. “The money goes to
the bottom line because there are no
expenses,” says Brown.
His question was met with looks
of astonishment. The boss didn’t
tell him he was playing with
customers and Brown never asked.
Now he always digs up information
on new golf partners before
venturing out with them.
• Know and apply the fundamentals.
While you might never win
business on the course, you can
lose it by playing at a snail’s pace,
ignoring the rules, and failing to
observe etiquette. Of the three,
violating etiquette is the most
offensive. “Etiquette boils down
to common courtesy," says Crabb.
“If you don’t show it, you cast a
negative light on yourself.”
One of Crabb’s business competitors
was a notoriously poor golfer who
always took potential customers
on the course. These “victims”
confided to Crabb that his rival
never observed etiquette. News of
bad golf experiences finds its way
back to your guest’s workplace and
perhaps even to your competitor’s.
• Hold your bets. “I never bet the
first time I play anyone, especially
a customer,” says Crabb. Wagers
among players, especially those
unfamiliar with each other, can
sap the spirit of camaraderie and
hinder opportunities to form
relationships. If a brand new
partner forces the issue, this
risk-taking attitude might also
surface in business.
• Observe reactions. Golf presents
an unparalleled opportunity to
formulate impressions that go
beyond raw demographics or
impersonal statistics. “Golf shines
a spotlight on characteristics that
seldom emerge in traditional
settings,” says Crabb.
“If your partner has a tendency
to cheat at golf, he or she would
probably do the same in
business.” Likewise, displays of
temper such as throwing clubs
can portend a short fuse in
business dealings.
Because golf is admittedly
difficult, watch those who take
it too seriously. “This says the
person takes him or herself far too
seriously,” says Crabb. “Some
people are so uptight, particularly
in a highly competitive area like
New York City,” adds Brown. “It’s
hilarious to watch them react to
a bad shot, but I never laugh at
them.” While he tries to smooth
Hope for
Hackers
ruffled feathers, Brown says a
killer competitive streak “gives
you an idea of what you’ll run
into in a business situation.”
• Laugh at yourself. This highly
unpredictable game must be
taken in stride. “I hit good shots
and hideous shots,” says Crabb.
“The key is to avoid thinking that
the world will end because of a
bad shot. Try to look at the big
picture of the sport, and say to
yourself, ‘I’d rather be here
than in an office.’ ” Similarly,
Brown says he used to be a
cut-throat competitor.
Although still competitive, the
cancer survivor appreciates that
“There are other things in life
than just making a birdie.” ■
While skill isn’t necessarily a prerequisite for
successful business golf, consistently good play
never hurts. Here are some tips from PGA pros to
keep you in the swing of things:
"Get a golf publication that shows pictures of professionals from directly behind and on the target line.
Learn how to put yourself in that address position."
—John Brott, PGA golf professional and 1996 National
Senior Club Professional Champion.
"Stay relaxed and keep your mind focused on good,
positive thoughts."
—Paul Preston, head pro, Las Sendas Golf Club, Mesa, Arizona.
"Have your alignment, posture, set-up and grip checked
out by a pro. There’s no one right way to swing a club,
but you must be in a comfortable position."
—John Vesper, head pro, La Paloma Country Club
at the Westin La Paloma, Tucson, Arizona.
"See a PGA professional for a look at your grip and set
up. You simply can’t strike the ball with an improper
grip or set up."
—Butch Penry, PGA Golf Professional Instructor,
Ironwood Golf Academy, Fishers, Indiana.
For information on the "Hope for Hackers" tournament to
benefit cancer research, visit www.thayershedd.com.
H
ow often have you failed?
I know that may not sound very encouraging,
but it is one of the key questions you need
to ponder as you think about the possibility
of success.
Most people in life fail once. Maybe twice.
When you talk to them and you tell them
you are trying to get into your own online
business, they will say something like,
“Oh, yeah, I tried that too. Lost my shirt.”
(Or something similar.)
The truth is — be sure to hear this — people
who succeed fail often. I mean they fail more
often than they succeed.
I can’t count how many times an idea that I
thought was a sure thing didn’t come through.
I’ve gone to my banker friend with a brilliant
business plan, borrowed the money, lost the
money, had to pay it back anyway.
That’s the path to success.
The failures of this world are not willing to
risk. They are not willing to face failure,
embrace it and move on to try again.
I’m not advocating foolishness, I just want
to give you some perspective on success —
success is the fruit of PROGRESSIVE
FAILURE. You fail often enough, eventually
you get it right.
Kevin Bidwell is owner of www.all-in-one-business.com.
Kevin is offering a free business start-up kit to everyone
who visits his site. If you liked this article, you will want
to subscribe to his newsletter. Send a blank email to:
[email protected].
by
Kevin Bidwell
The
Unexpected
“Thank You”
by Bob Leduc
I
bought my first new car when I
was 21 years old. It was a bright
red convertible. Along with the joy
of owning my dream car came
the responsibility of paying for it.
I remember how the feeling of
“buyer’s remorse” plagued me for days
after I drove the car off the dealer’s
lot. (“Buyer’s remorse” is what
we feel after making an impulsive
decision ... we can justify our
decision with logical reasons).
About a week later I got a personal
letter from Ray, the salesman who
sold the car to me. He thanked
me for the business and congratulated
me for making such a wise decision.
He then went on to list all the
benefits I’d enjoy as a result of my
wise decision.
Ray’s letter didn’t change the car
payments I faced for the next 3 years.
However, it did change the way I
felt about them. I lost my buyer’s
remorse almost immediately. Ray’s
letter also changed the way I felt
about him. I bought 3 more cars
from Ray during the next 10 years.
I used versions of Ray’s “thank you”
letter throughout my business career.
They helped preserve a considerable
amount of business. They also
helped solidify many valuable
business relationships.
Benefits of The Unexpected
“Thank You”
How would you react if you received
a personal “thank you” from a
company or person a few days
after you spent money with them?
You’d feel good and probably want
to do more business with them
sooner rather than later.
Why not give that same feeling to
the most important people you
know ... your customers.
Here are some benefits you gain
when you send a personal “thank
you” to a customer or client who
just gave you business:
• You reduce or lower any buyer’s
remorse your customer or client
feels after their purchase.
• You develop a closer relationship
with your customer.
• You gain word-of-mouth
advertising when your customers
tell everybody about your
unexpected “thank you” letter
and how good they feel about
doing business with you.
• You have an opportunity to resell
more (or other) products or
services. You can even promote
this by including a special price
or discount offer in your “thank
you” letter.
• You enhance your image as a
consumer-oriented business.
Your unexpected “thank you” does
not have to be lengthy. You don’t
have to write it individually for each
customer or client. Just use the
same text for everybody with a few
minor changes — like inserting the
customer’s name. You don’t even
have to take the time to type envelopes
and mail letters. You can send your
“thank you” by e-mail, fax or even on
a postcard. Just be sure to personalize
it as much as possible.
Examples
If you’ve ever ordered books from
Amazon.com, you received a good
example of an unexpected “thank
you” letter by e-mail. Their “thank
you” e-mail message even includes
the titles of other books you can order
on the same subject.
I recently spoke with a network
marketer who sends what she calls a
“congratulatory letter” to all her new
distributors two days after they sign
up. In it she repeats the specific
financial goals the new distributor
mentioned before signing up. Then
she includes a brief description of
how the business will enable the
distributor to achieve them.
Most buying decisions are made on
impulse. Later we look for logical
reasons to justify our decision. Help
your customers with this by sending
unexpected “thank you” messages.
Remind them of the benefits they will
gain by using your product or service.
It reassures them of the wisdom
of their decision ... and reduces your
cancellations and refunds. ■
Bob Leduc spent 20 years helping businesses
just like yours find new customers and increase
sales. He just released a new edition of his
manual, “How To Build Your Small Business
Fast With Simple Postcards” and several other
publications to help small businesses grow
and prosper. You can get more information
by visiting: www.BobLeduc.com or call: (702)
658-1707 after 10:00 a.m. Pacific time.
So, what is it that makes a
champion different from the rest?
To Be a
Champion, H
Become
a Child
ave you ever wondered what
successful people have that
makes them successful?
Ever wonder how those champion
recruiters in your company manage,
month after month, to get the most
new recruits, the biggest bonuses,
the largest paychecks?
By Priya Shah
Well, let me tell you a secret. No one
starts out as a champion. Most of
them started out like you and me.
So, what is it that makes a champion
different from the rest?
Champions have an attitude, a
mindset, that sets them apart from
the rest. But most of these qualities
are not exceptional.
Indeed, each and every one of us
possesses these qualities when we
start out in life. But somewhere along
the way, we tend to lose them and
diminish our own potential.
To be a champion, you must first
become a child! Let me explain:
Champions are Willing to Learn
Children come into this world
with an innate desire to learn, to
understand the world around them.
They are like sponges observing and
absorbing every fact, every reaction.
Because they know that their very
survival depends on it.
One of the most important, and
oft-repeated, qualities we need to
succeed in business is a willingness
to learn — to be teachable.
To become a champion, you must
be willing to educate yourself or
be educated, read about, learn, and
absorb all the things you need to
know — even if they are completely
new to you.
If you don’t, you are doomed to
failure from the start.
Champions are Willing to Act
Have you ever noticed how children
are completely geared towards
action? As soon as they learn a new
skill, they want to put it into action.
Champions are the same. They put
their newly learned skills to use,
taking concrete steps to improve their
performance so they can take their
business to the next level.
They know that they must act on
what they have learned, even if they
haven’t perfected it, which brings
me to their next quality.
Champions are Not Afraid to Fail
Just as children pick themselves up
again and again, every time they fall
while taking their first steps, champions are not afraid to fall down or fail.
They know that failure is the best
teacher. They learn from their
mistakes and keep fine-tuning their
methods until they succeed.
Champions have the courage to fall
down and not be discouraged. They
pick themselves up and keep trying.
Champions are Willing to Adapt
Darwin got it wrong. Survival does
not happen to the fittest, but to the
most adaptable.
As children, we adapt to long-term
change relatively easily. We are more
To become a champion, you must
be willing to educate yourself
or be educated, to read about,
learn and absorb all the things
you need to know, even if they
are completely new to you.
willing to accept situations and adapt
our behavior accordingly.
Unfortunately, as we grow older, we
become more rigid in our thinking,
unwilling to accept that there may
be better ways of doing things.
In a changing business scenario,
resistance to change makes us
obsolete. We end up losing out to
players with a better understanding
of changing trends.
Champions are those who can adapt
themselves and their business to
these trends.
Champions are Willing
to Innovate
Children are extremely inventive
beings. They come into this world
with no preconceived notions of how
to do things. In their minds, there are
no limits to what they can do or how
they can do it.
Champions apply these very principles to take their business to the top.
“As children, we adapt to long-term
change relatively easily. We are more
willing to accept situations and adapt our
behavior accordingly.”
They not only
learn from what
has been done
before but they
find ways of
doing it more
efficiently, less
costly and, more
successfully.
As Shiv Khera, motivation coach
and author of You Can Win, puts it,
“Winners don’t do different things.
They do things differently.”
You don’t have to be like a child in
all respects to succeed. It’s probably
not even desirable.
But if your preconceived notions,
fears, and hesitation
are preventing you
from reaching your
goals, try looking
at the world
through a
child’s eyes.
At best, you will improve your
chances of success. At worst, you’ll
remain young at heart. ■
Priya Shah is the Editor of “Health eBiz,” an
e-zine for health and wellness marketers. You
can e-mail her at: [email protected].
By Susan Pilgrim, Ph.D.
Between Work and Play
Balance in Life
Doesn’t Have To Be Elusive
performance at work and in your
personal life because you naturally
access and optimize your personal
power. You use your mental capacity
for making creative decisions,
increasing your productivity, and taking
gentle control of life. You direct your
thoughts and behaviors to accomplish
your goals. You look for and are open
to opportunities. Your emotional,
physical, mental, social, and spiritual
dimensions continually evolve in
harmony. When you live InSync, you
create a life of balance and purpose.
To get an idea about how InSync your
life is, let's consider each of the
dimensions. Take this quick self
assessment to examine your current
status. Respond affirmatively when
you engage in that behavior most of
the time. Then read about the InSync
behaviors relative to that dimension.
Are you physically InSync? Do you
eat only when you're hungry? Do you
rest and relax your body regularly?
Do you refrain from smoking? Do you
exercise regularly?
Balance in life is more important than ever before.
Gone are the days when our most cherished identity
was our profession. We now understand there’s more to
life than work, and we realize the value of our roles as
partner, parent, sister, volunteer, and friend.
W
ork will always be a
given in life, and we
must make way for
spending time with
family and friends, taking care of
ourselves, and dealing with the
logistics of daily living. Unfortunately,
most of our energy goes to our work
and the logistics, forfeiting attention to
what truly matters in our lives and the
lives we touch.
It is our spiritual nature that compels
us to seek balance between the important and the required. Deep within we
know that balance will bring us a
feeling of peace and the ability to
handle whatever challenge comes our
way. We desire to be InSync® with
ourselves so our relationships and
work are more meaningful. Maintaining
what seems to be an elusive balance is
possible when we learn to live InSync.
Living InSync is about understanding
yourself and others. It’s about having
a clear vision of what you want so you
can pursue goals that will help you
realize your dreams. When you live
InSync, you readily enhance your
When you're physically InSync, you
understand that the care you give your
body directly affects energy, clarity of
thought, and longevity. You give your
body adequate rest. You set aside time
daily to relax. You fuel your body
with nutritious foods and exercise
it regularly.
Are you socially InSync? Do you
enjoy satisfying, personal relationships?
Do you communicate openly with
others? Do you consciously cooperate
with them? Are you willing to extend
yourself to help someone else?
When you're socially InSync, you
delight in giving to and receiving from
others. You positively influence others’
lives. You nurture your relationships by
openly communicating and consciously
cooperating. You treat others with
respect. You laugh often and enjoy
having fun with others. You maintain
a broad support system.
Photo courtesy of Sport Court, Inc. www.sportcourt.com
think? Does
your self talk
reflect a positive attitude?
Are you mentally InSync? Can you
think of more than one answer for
most questions? Do you pursue
personal as well as professional goals
you've set for yourself? Are you
organized so you can easily retrieve
information? Do you expend your
energy to do what's important?
When you're mentally InSync, you set
goals and priorities, making sure the
important tasks are accomplished. You
maximize the use of your time, energy,
and resources. You’re organized so
you’re more productive. You're creative
and make responsible decisions.
You deal sensibly with conflict and
approach challenges with enthusiasm.
Are you emotionally InSync? Do you
treat yourself with dignity and respect?
Do you allow yourself to feel whatever
emotion you’re feeling? Do you love
yourself regardless of what others
When you’re
emotionally
InSync, you
feel, acknowledge, accept,
and appropriately express
your emotions. You
treat yourself
with respect.
You set aside
time for
reflection.
The language
you use is
positive. You
celebrate your
gifts and talents. You love
yourself without condition.
Are you spiritually InSync?
Do you
forgive yourself and others? Do you
celebrate your mistakes? Do you trust
your intuition? Do you know your
purpose in life?
When you’re spiritually InSync, you
seek to know and fulfill your purpose.
You celebrate the lessons you learn
from your mistakes. You are trustworthy and trusting. You forgive yourself
and others. You demonstrate integrity
in all matters. You acknowledge that
you’re an integral entity in this expansive universe. You listen to your intuition so that the choices you make are
the ones that will benefit you the most.
There are no right or wrong answers
— no specific score to achieve. This
exercise is to help you assess where
you are right now in your life. It’s
designed to create an awareness about
the multidimensional essence of your
being. You may find that you have
more affirmative responses in certain
dimensions. These are the ones that
get your attention. You may choose to
seek ways to increase your focus on
life's other dimensions.
If you want to live InSync, it’s essential
that you attend to each dimension
daily — no matter how busy you are
or how short the time might be.
Engage in behaviors that enhance each
of your dimensions. Living InSync
isn’t complicated. To do so, however,
attention to your actions, attitudes, and
beliefs and your intention to respond
to what you know and learn about
yourself is imperative.
❛ Deep within we know
that balance will bring
us a feeling of peace
and the ability to
handle whatever
challenge comes
our way. ❜
Living InSync is far from an elusive
ideal. It’s a pragmatic way you can
choose to live. When you live InSync,
you feel you're in gentle control of
your life because you're committed
to honor, nurture, and strengthen the
multidimensional person you are.
You ensure that your own needs are
met so you can give to others freely.
Living InSync makes the difference
in whether you live a busy life or
whether you live one that’s purposeful and synergistic. For a healthy,
balanced and intentional life, choose
to live InSync with yourself and, in
turn, with others. ■
Susan Pilgrim, Ph.D. specializes in engaging
the spirit of individuals, teams and organizations.
By Tom Terez
Getting
& Giving
RESPECT
Lessons Learned in the Arizona Desert
I
used to hang out with a motorcycle gang. It lasted only an hour,
but what an hour. It all started
when I left the Grand Canyon for a
rental-car drive to Las Vegas. Surely
my half-full tank of gas would be
sufficient. Even if it wasn’t, surely
there would be gas stations aplenty
along the way.
I saw wondrous things during that
drive: towering rock formations, delicate flowering cacti, an open view as
far as the eye could see. And as far
as I could see, there wasn’t a single
gas station anywhere. Pretty soon,
I didn’t really care about the rocks
or the cacti or whatever the heck the
plural of cactus was or is. All my
attention focused on the fuel gauge
and that looming E. And in the middle of such beautiful country, which
inspires soaring hopes and dreams,
all I hoped for was a big reserve
tank. It wasn't. And just when I
thought my luck couldn’t get any
worse, my car sputtered to a stop
within a stone’s throw of 10 or so
resting bikers, none of whom looked
like they had shaved for a decade.
Let me pause this story for some
important background information.
Having grown up in Maple Heights,
Ohio (town motto: “Just like
Mayberry, only not as wild”), I didn’t
get much exposure to bikers. In fact,
a ”biker” was someone who drove a
basket- and bell-equipped Huffy or
Schwinn. So when several of the
bikers walked up to my car in the
Arizona desert, I took a deep breath,
gripped the steering wheel, squared
my shoulders, and promptly made an
idiot out of myself by uttering these
words: “Sure is a nice view.”
Instead of laughing in my face —
an impressive show of respectful
restraint if you ask me — the bikers
asked where I was from, welcomed
me to Arizona, and offered to help.
One of them raced off to the one gas
station that’s located in all of northern Arizona, and I spent the waiting
time with nine others, talking, laughing, and feeling entirely too cleanshaven. And you know what? We had
a great conversation. It got to the
point where I wanted to hold off
on Vegas and head for the nearest
tattoo parlor.
Before long, I drove away with a
couple gallons of gas, side-road
directions to an open station, and a
powerful lesson in respect. For years,
whenever I saw a biker, I’d make a
harsh value judgment. I’m ashamed
to admit it, but I didn’t have much
respect for them. Now, my respect
runs so deep I could be their
public-relations director. I’m still
tattoo free, but the lesson will stick
with me forever.
Interestingly, the words “respect” and
“regard” (as in "how I regard you")
are derived from Latin and French
words that capture various nuances of
the verb “to look.” How appropriate.
When I look at you, or when you
look at me, what kind of quick judgments are made? Sure, respect, or the
lack thereof, ultimately manifests
itself as an action; it comes across in
what we say or do or not do, but it
originates between our ears. And it’s
in that very personal space that we
have our biggest opportunity to
increase the level of respect in
our workplace.
respect you and we happen to cross
paths, expect a warm greeting.
Okay, so a workplace is not quite
akin to a barren stretch of Arizona
highway. But respect is respect
wherever you are, and it’s always an
inside-out proposition. If you want to
get it, you have to give it. To give it,
you first have to pay attention to
those thoughts, judgments, and
notions that are ever incubating in
your gray matter. If you’re sorting
people into mental file folders —
“important,” “not so important,”
“totally worthless,” and so forth —
you’re setting yourself up to be an
accessory to disrespect.
Ditch the file folders and start thinking and doing anew. But how?
it's thriving? What are the warning
signs when respect is waning?
Questions like these will prompt
people to share their respect-related
stories from past and present
work situations. All of this will
give life, meaning, and a remarkable
degree of tangibility to an otherwise
hazy concept.
• As one of your general working
principles, apply the equivalent of
“due process” in the workplace.
When negative situations arise and
the fingers of blame start pointing,
operate under the assumption
that people are innocent until
proven otherwise.
• Look for opportunities to address
respect in any formal or informal
conversations regarding vision,
mission, values, goals, or working
principles. Somewhere in there,
respect should be strongly implied
or better yet, explicitly stated and
(to the degree possible) defined.
• Take a visible, vocal stand against
disrespect wherever it rears its ugly
head. If you’re in a meeting where
people are unfairly disparaging
someone's hard work, speak up in
their defense. If another session
finds someone strategizing on how
to sneak a new policy by the
employees, again, speak up in
favor of openness and honesty.
More on that in just a second. First,
ponder this vision: In a meaningful
workplace, everyone holds everyone
in high regard, regardless of what
they see (tie, big office, fancy car)
and what they know (several
advanced degrees, big title, close
friend of the CEO) about each other.
Decisions that affect employees are
made with greater care. People’s
opinions are valued, and so are their
judgment and know-how. When
there’s conflict, it’s worked out in a
way that keeps everyone’s esteem
intact. And not insignificantly, the
workplace is more pleasant. If I truly
Here are some ideas:
• Don’t wait for the proverbial empty
gas tank to act on this. Start conversations with some of the people
you’ve filed away into one of the
less desirable folders. Perhaps
there’s a functional area, office, or
section you’ve tended to hold in
low regard. Or maybe it’s an individual. Take the initiative and
engage them in dialogue.
• Organize a conversation with
colleagues on the topic of respect.
What does it mean to each of
you? How do you know when
And when you’re in a one-on-one situation where someone's comments or
behavior strikes you as disrespectful,
again, take a deep breath and give
them a diplomatic piece of your mind. ■
Tom Terez is a speaker, consultant and
author of the book “22 Keys to Creating
a Meaningful Workplace.” His Web site,
www.betterworkplacenow.com, is filled
with strategies and tools for enriching
the workplace. You can contact Tom from
this Web site, or call him at (614) 571-9529.
How Will You Be
By John Boe
Remembered?
Luther King Jr., Albert Schweitzer,
ave you ever wondered
Henry Kissinger, and Theodore
about your own funeral?
Roosevelt. Alfred did a remarkable
How many people will
job re-establishing his legacy. One
attend and what do you imagine
century later, we no longer associate
they will say about your life?
Recently, I read a story about a man the name Nobel with destruction,
but rather, with peace. What if
named Alfred who had the rare
opportunity to read his own obituary. Alfred Nobel had never read his
obituary? I believe it is never too
Apparently the newspaper in
late to improve your legacy.
Alfred’s hometown mistakenly
believed that he had died and premaIn India many years ago, a newsturely published his obituary. Alfred
paper reporter interviewed Mahatma
was a philanthropist who had made
Gandhi. He asked Gandhi to give
a fortune by inventing dynamite in
his readers a message that would
1866. In his obituary, his invention
inspire them. Gandhi smiled at the
was blamed for the death and mutiyoung reporter and
lation of thoureplied, “My life
sands of people.
❛❛I choose the poverty of our
is my message!”
He was shocked
poor people. But I am grateful
Consider what
and dismayed by
to receive the Nobel in the name message you are
the harsh manof the hungry, the naked, the
giving your
ner in which he
homeless, of the crippled, of the co-workers,
was portrayed.
blind, of the lepers, of all those customers, friends,
Alfred was
people who feel unwanted,
and family. Unlike
determined to
unloved, uncared-for
Nobel, you may
improve his
throughout
society,
people
that
not be given the
public image and
have
become
a
burden
to
the
unique opportunity
leave a better
to read your own
society and are shunned
legacy. He wanted
obituary; however,
by
everyone.❜❜
to be remembered as a man
- Excerpt from Mother Teresa’s Nobel you are in a good
Peace Prize acceptance speech position to influof science and of
ence what it will
peace. When
say.
How
do
you
choose
to be
Alfred died in 1896, his will provided
remembered?
the major portion of his $9 million
estate be set up as a fund to establish
ABOUT THE AUTHOR:
yearly prizes for merit in physics,
chemistry, medicine and physiology, John Boe, based in Monterey, California,
is recognized as one of the nation’s top
literature, and world peace.
Nobel Peace
Prize Recipients
H
Alfred’s last name you ask? Nobel,
Alfred Nobel. The prize that bears
his name is an international award
given annually since 1901. Previous
recipients of the Nobel Peace Prize
include Mother Teresa, Martin
sales trainers and motivational speakers.
He helps companies recruit, train, and
motivate quality people. Boe is a leading
authority on body language and temperament styles. To view his online video
demo or to have him speak at your next
event, visit www.johnboe.com or call
(831) 375-3668.
At age 35, Mar
tin Luther Kin
g, Jr. was the
youngest man
to have received
the Nobel
Peace Prize in
1964.
Mother Teresa,
Leader of the O
rder of the
Missionaries of
Charity, won he
r Nobel Peace
Prize in 1979.
Nelson Rolihla
hla Mandella,
for fighting
against Aparth
eid received hi
s Nobel Peace
Prize in 1993.
At NRG Consultants we use proven engineering
concepts and modern technology to solve
common problems associated with the production of domestic hot water systems in the Multi-family housing industry.
Our experienced and knowledgeable staff provide you with unparalleled service
and support. We offer consulting, engineering, plumbing services, as well as
sales, installation and service of boilers and domestic hot water heating systems.
Our goal is to form a team with management in order to solve problems, reduce
operating expenses and increase the yield to your investors.
8 0 0 - 8 16 - 3 1 3 0
[email protected]
“Ready to provide
any reconstruction
service you need!”
before
METRO
888-695-1339
www.flagship-services.com
Proud supporter of
Capstone Real Estate Services
24
after
ENDORSED VENDORS
Capstone Real Estate Management thanks the following companies
for their assistance in making this publication possible. Capstone is
proud of its association with them and highly recommends their services.
CARPET & FLOOR COVERINGS
Arbor Contract Carpet, Inc. . . . .See page 28
Colors Unlimited/Chemtex . . . . .See page 29
Floor Trends . . . . . . . . . . . . . . . .See page 29
Lone Star Carpet . . . . . . . . . . . . .See page 27
CONSTRUCTION
Advanced Foundation Repair . . .See page 30
Flagship Reconstruction Associates —
Commercial LTD. . . . . . . . . . .See page 24
General Construction Services . .See page 27
Penco Construction Co. of Austin, Inc.
4407 Bee Caves Rd., Ste. 320
Austin, TX 78746-1078
(512) 264-9264 • (512) 329-6796 fax
Fierro Contractors
P.O. Box 940148
Houston, TX 77094-7148
(713) 984-9709 • (713) 984-9709 fax
CONSULTANTS
Cantrell McCulloch, Inc. . . . . . .See page 29
GLASS
Hurricane Glass
P.O. Box 61
South Houston, TX 77587-0061
(281) 487-6438 Houston
(512) 480-9585 Austin • (713) 910-3404 fax
HOT WATER SYSTEMS
NRG Consultants . . . . . . . . . . . .See page 24
HVAC
Century Air Conditioning
P.O. Box 201864
Houston, TX 77216-1864
(281) 530-2859 • (281) 530-8071 fax
www.centuryac.com
INSURANCE
Apartment First . . . . . . . . . . . . . .See page 32
Business Insurance Group . . . . .See page 25
Risk Services Corp. . . . . . . . . . .See page 31
Scarbrough, Medlin
& Associates, Inc. . . . . . . . . . .See page 28
LANDSCAPE SERVICES
Crusader Landscape
Management . . . . . . . . . . . . . .See page 28
LandMasters Landscaping . . . . .See page 29
Premium Cuts Lawn Service
& Maintenance, Inc. . . . . . . . .See page 30
Texas Environments Co., Inc. . . .See page 30
LAUNDRY LEASING
Appliance Warehouse . . . . . . . . .See page 26
MEDIA
PEST CONTROL
Budget Termite Pest Control . . . . . . . . . . .30
Apartment Guide® . . . . . . . . . . . .See page 27
For Rent ® Magazine . . . . . . . . . .See page 32
Metropolitan Newsletter . . . . . . .See page 24
PAINTING & CLEANING
C & J Painting . . . . . . . . . . . . . . .See page 26
Infiniti Painting & Cleaning
P.O. Box 81724
Austin, TX 78708-1724
(512) 748-9310 • (512) 844-7769
(512) 821-1502 fax
SCREENING SERVICES
Professional Credit Research, Inc. . . . . . . .30
STAFFING SERVICES
Apartment Temporaries, Inc. . . .See page 28
Employment Etc., Inc. . . . . . . . .See page 27
SUPPLIES
Century Maintenance Supply . . .See page 27
Wilmar Industries . . . . . . . . . . . .See page 26
INSURANCE
APARTMENT
Insurance experts agree that the hard market
will last through 2003
•
Simply getting quotes, as you have done in the
past, will not keep your insurance costs
from skyrocketing
•
Let us restructure your insurance program now
to keep your bottom line profitable
Call the insurance PROFESSIONALS today!
BUSINESS INSURANCE GROUP
“Insuring Texas Apartment Owners for Over 30 Years”
800-713-4711
Put our creativity to work for you!
00
25
Real Service • Real Value • Real Fast
PAIN TING
PAINTING
PAINTING
PAINTING
PAINTING
Order Online @
1-800-345-3000
www.Wilmar.com
PAINTING
PAINTING
PAINTING
PAINTING
PAINTING
CONVENIENCE
DELIVERED
A Wide Range
of Flexible Programs
• Commercial
• Resident Direct
• Corporate
• Rebates
• Ancillary Income
Absolutely No Hassle
• No Inventory
• No Capital
Investment
• No Labor Costs
• No Long Term
Commitments
Appliance Warehouse... Your #1 Rental Source
for In-Home Washers & Dryers... and More!
Being #1 is all about convenience! Convenience for your management team,
leasing consultants, maintenance staff and most importantly your residents.
Appliance Warehouse programs provide value to your communities and your
residents by delivering today’s most requested amenity... washers and dryers.
So whether you want to generate ancillary income or simply provide the
amenity to your residents, Appliance Warehouse can design the perfect program for any of your communities. And best of all our programs have been
proven to increase resident retention. Sure Appliance Warehouse delivers a lot
of value, but most importantly we do it conveniently. So give us a call today at
1-800-693-4343 and let us show you just how much convenience we deliver.
WE DO IT All FOR YOU!
Whirlpool brand’s LARGEST washer and dryer leasing trade partner!
Laundry Products
2 2 2 5 E a s t B e ltlin e R o a d , S u ite 3 2 1 , Carrollton, TX 75006
1 . 8 0 0 . 6 9 3 . 4 3 4 3 • w w w. a p p lia n c e w hs e. c om
00
26
C & J Services
• balcony installations and repairs
• cabinet repairs and installation
• carpentry and wood frame
• carpet cleaning service
• counter top, sink and tub resurfacing
• deck and patio wood repairs
• door jam repairs
• drywall cracks - tape and float
• exterior bid for railing
• fire and floor restoration
• handicap ramps and signs
• house cleaning service
• interior/exterior painting
• paint houses, duplexes or apartments
• pressure washing
• remodeling interior rehabs
• replace new doors
• roof repairs
• sheetrock and concrete repairs
• smoke damage
• staining
• subfloors
• texture all types
• trash pick-up
• wallpaper removal
• wood fence rebuild or repair
• other services offered
We will supply paint
or you can
purchase paint instead.
PAINTING
PAINTING
PAINTING
PAINTING
PAINTING
PAINTING
PAINTING
PAINTING
PAINTING
PAINTING
PAINTING
PAINTING
Call for your
estimate today
Serving You In:
Austin and
All of Central Texas
PAINTING
“When someone needs to rent an appliance, they usually need it
yesterday...that’s what Appliance Warehouse delivers.”
Total Convenience
• We Install, Remove
and Service
• We Track Inventory
• We Handle All
Administration
A Full Service
Company Managing
Your Make-Ready Needs!
PAINTING
PAINTING
PAINTING
Office: 512-989-1867
Fax: 512-989-1868
Mobile: 512-461-4081
Pager: 512-603-0814
PAINTING
PAINTING
www.cjpainting.com
e-mail: [email protected]
PAINTING
More signatures.
Guaranteed.
It’s the bottom line that really counts.
We specialize in the apartment industry and offer
a wide range of employment and service needs.
Our management and staff have 60 years combined
experience in management. For your worry free
protection, our bonded personnel are covered
with workers compensation, general liability and
owned auto insurance, and experienced in the
apartment industry.
For more information call:
Austin...512-343-5065
Corpus Christi...361-854-6773
Dallas/Ft.Worth...972-985-1988
El Paso...915-594-7467
Houston...713-960-8292
San Antonio...210-349-9850
© HPC / a PRIMEDIA company
G
CS
GENERAL
CONSTRUCTION
SERVICES
“REHABS AND RENOVATIONS”
We require no long-term contracts and have several
employment options that are very popular with our
existing accounts, including:
Specializing in
Residential,
Commercial, and
Multifamily.
• Temporary • Permanent • Payrolling
18702 Lakeland Dr, Leander, TX 78645
512-267-5505
512-267-5303 fax
e - m a i l : t i m @ e m p l oy m e n t e t c . c o m
Service
We offer warranties and periodic inspections of all
work after completion.
Professionalism
Lee Moerbe
807 McPhaul, Austin, Texas 78758
512.836.9311
Look to Century for
Replacement Cabinet
Door & Drawer Fronts
Having a management team with more than 75
combined years of design and construction experience,
we can proudly offer a complete array of additional
construction related services in order to better serve
you. Our crews are supervised at all times by one of
our experienced supervisors to assure prompt and
courteous service.
Century manufactures
professional melamine slab
style door and drawer
fronts and Solid Birch
Ply Drawer Boxes.
Match your
cabinets with one
of eight finishes:
Carolina Oak,
Natural Oak,
Victorian Oak,
Gold Oak,
English Oak,
Nepal Teak,
Furniture Walnut,
White, plus raw
paintgrade.
Supplied Services
• Design/Build
• Construction Management
• Complete Renovation (Exterior/Interior)
• Complete Roofing Services
• Concrete Systems
• Pool Services (New & Repairs)
• General Paving Services
• Painting Services (Exterior/Interior)
• Complete Commercial Services
Call today to speak to one of our representatives for
ANY and ALL of your construction needs.
Specializing in the multi-family
housing industry helping you with
all your rehab and renovation
needs. Now serving the retail
leasing and warehouse community.
915-593-2153
11436 Rojas B-20 • El Paso, Texas 79936
Josie Nava - Commercial Account Representative
John Odell - Customer Service Representative
www.generalconstructionservice.com
877-766-3991
877-344-3991
Toll Free
En Español
00
27
Nation Wide
W
e invite you to consider Apartment Temporaries, Inc. for your next Temporary
or Permanent position. We know you won’t be disappointed... we guarantee it!
Discover the Benefits of Using Apartment Temporaries, Inc.
Temporary & Permanent Management and Maintenance Personnel
Shopping Services Temp-To-Perm Program 100% Satisfaction Guarantee
Our personnel are simply....better!
Call the corporate office for your local representative
1425 Greenway, Ste 100, Irving, TX 75038-2477
(866) 288-3357 • 888-717-9745 fax
es 6
ee ot 4
Fr Qu 9-24
st 2
Fa 0-9
8
1-
0
Our streamlined process saves trees.
And manhole covers. And entry monuments. f
And gates. And flagpoles. And gazebos.
And sidewalks. And swimming pools.
A Grounds Control of TX, L.P. Company
And swingsets. And pavilions...
Serving San Antonio
• Landscape Maintenance
• Landscape Design and Installation
• Irrigation Design and Installation
• Irrigation System Management and Repair
• Full Service Tree Trimming
• Full Service Horticulture Department
• Drainage Improvements
• Hydro Seed
• Hardscape – Decorative ironwork, stonework
and concrete
We strive to ensure customers’ peace of mind by
providing facility services of the highest quality. We are
not happy until we exceed our customers’ expectations.
And your sanity!
At SMA, we offer a simplified, streamlined process to create a comprehensive insurance program for your Residential Homeowners
Association, Condominium Association, and Apartment Owners and
Managers. No more stacks of papers, fluctuating rates, and annoying details. And, our rates are structured to keep your Property and
Liability premiums from becoming moving targets. These coverages
are written by carriers with an “A” (excellent) rating. Call today for a
free, fast cost comparison. 1-800-929-2446.
SCARBROUGH, MEDLIN
& ASSOCIATES, INC.
10038 Iota, San Antonio, Texas 78217
210-492-8992 • 210-492-8776 fax
www.scarbrough-medlin.com (for interactive quote form)
00
28
Exceptional Quality and Service
Locally owned and operated with its corporate
office based in Austin, Tx. Floor Trends has
been installing high-quality flooring since 1988.
We offer a broad range of product lines and
services for both commercial and residential
customers, from some of the top manufacturers
in the industry including:
Carpet
Ceramic Tile
Wood Floors
Rugs
Vinyl
Stone Tile
Laminate Floors
Sub-Floor Repairs
At Floor Trends, we understand that every
customer is different. we are committed to
providing the best service to each individual.
9201 Brown Lane #120
Austin, TX 78754
Tim Masters
Tel: (512) 339-1665
Mobile (512) 415-0351 • Office (512) 794-9243 • Fax (512) 918-1998
got carpet?
C A P S TO N E
With 15 years of experience in Austin we
are your one stop floor covering company.
• Carpet Installation • Vinyl & Tile Installation
• Carpet Cleaning • Restoration
• 24 Hour Emergency Water Extraction
• Mold Remediation • FREE Consultation
PROPERTY TAX SOLUTIONS FOR
MULTI-FAMILY PROPERTY OWNERS
8144 Walnut Hill Lane, Suite 1440
Dallas, Texas 75231
214-368-5566 / Fax 214-368-2120
www.cmi-tax.com
Over 30 Years Service
Austin
Apartment
Association
Roll Out The
Carpet & Call
(512) 339 - 3023
00
29
Put the impact of a personalized
company magazine to work
for your business image.
Got Critters? Call
Locally Owned & Operated
Since 1991
Termite Pest
Control Services
Multi-Housing
Residential
Commercial
Properties
Co
Exp mbine
of 7 erienc d
5 Ye e
ars
FREE ESTIMATES
www.BudgetPest.com
Texas
Environments
Co. Inc.
Landscape Construction:
Walls, Ponds, Patios,
Walkways, Drainage,
Irrigation, Commercial &
Residential Hardscapes,
Commercial Maintenance
281.495.9053
QuestCorp Publishing Group, Inc.
P.O. Box 720219, Houston,TX 77272
885 E. Collins, Suite 102, Richardson, TX
75081 972.447.0910 888.860.2442
FAX 972.447.0911 • w w w. q c p u b l i s h i n g . c o m
INSTANT CREDIT REPORTS
The members of the PCR
Management Team are professional,
courteous and save valuable time
and money for our clients when
making decisions concerning
Rental and Pre-Employment
prospects. Our clients use us
because it is necessary to:
CHECK CREDIT AND CRIMINAL
REPORTS OF THE PROSPECT
• Credit Reports - Instant Online
Access Through Our Software!
• Criminal History Searches
• Nationwide Access for Other
States and Counties.
• Employment/Rental Verifications
INQUIRE BEFORE YOU HIRE
• Pre-Employment Screening
COLLECT $$$
• Collection Services – No out of
pocket expense.
Southern California Office
Dallas Area Office
P.O. Box 1822, Solana Beach, CA 92075
(800) 727-1804
We do it all, so we
can do what’s right
for you!
■
■
■
■
■
■
Steel Pilings
Pier & Beam
Concrete Pilings
Pressure Grouting
Drilled Piers
Drainage Corrections
DFW Metroplex
Austin
San Antonio
Houston
Corpus Christi
1-800-405-8880
www.foundationrepairs.com
www.creditsearches.com
Member of Austin and Tarrant
County Apartment Association
00
30
“Serving Austin Since 1986!”
Seasonal Color Specialist
Landscape Management
Pest & Disease Control
Irrigation Installation & Repair
Irrigation System Management
Drainage & Erosion Control
Tree Pruning & Removal
Concrete Work
Retaining Wall Construction
Privacy Installation
We would like the opportunity to give
your property the “premium” touch!
Please call us for a competitive bid!
(512) 252-2264
RISK SERVICES CORP.
Risk Services Corp. offers comprehensive risk management services to a wide
variety of corporate and industrial clients and real estate owners, developers and
managers. As business growth depends on calculated risks, Risk Services Corp.
offers customized protection programs that allow pursual of future goals, yet
protects a company’s present assets. Our service program provides:
• Identification of risk
• Recommendation of market selection & coverage review
• Complete insurance, fire safety & security programs
• Monitoring of rates/pricing
• Contract & lease review
• Review of insurance program specifications
One University Plaza, Plaza 6 • Hackensack, New Jersey 07601
201-487-8100 • 201-487-1610 fax
APARTMENT FIRST
A Division of Arthur J. Gallagher & Company - Dallas
INSURANCE PROGRAMS FOR
APARTMENT OWNERS
Representing over 175,000 units in Texas, the Southeastern
U.S. and the midwest. Specializing in multi-family insurance
for more than 30 years for the following
• Loss control services
• Tenant insurance
• Access to more than 40 carriers insuring property,
liability and umbrella
• Complete niche group for commercial real estate
& shopping centers
12221 Merit Dr. Suite 670 • Dallas, TX 75251
Dallas office: Justin Trail 214-244-7337 or 800-533-7174 ext.
San Antonio /Austin office: Dan Allen 877-832-2390 toll free
Call 60 days before you policy expires or have your Capstone Real Estate manager call us.
Capstone Real Estate Services, Inc.
210 Barton Springs Road, Suite 300
Austin, Texas 78704-1251
264

Capstone Courier - Winter 2005 - Capstone Real Estate Services

Transcription

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