a

North Loop1445 N. Loop West Suite 1000Houston, TX 77008(713) 861-3231

ChaNNeLview 15201 East Frwy. Suite 225Channelview, TX 77530(281) 457-2847

Katy20065 Katy Frwy.Katy, Texas 77450(281) 994-5050

Sugar LaNd16126 Southwest Frwy. Suite 200Sugar Land, TX 77478(281) 207-2770

Med CeNter/aStrodoMe2201 West Holcombe Suite 220Houston, TX 77030(713) 664-3400

LexiNgtoN11767 Katy Frwy. Suite 505Houston, TX 77079(281) 679-9340

FM 1960/BaMMeL112 Bammel Westfield Rd.Houston, TX 77090(281) 893-8835

La porte400 W Fairmont Pkwy.La Porte, TX 77571(281) 471-0750

daLLaS4925 McKinney Ave.Dallas, TX 75205(214) 528-9990

hoNoLuLu/uNioN pLaza1136 Union MallHonolulu, HI 96813(808) 536-3405

extended hoursSe habla español.

State of the Art, Lifetime Dental Excellence

General Dentistry and All Specialties providedin office for your convenience!

Visit us online at: www.gMSdent.com www.facebook.com/GMSDentalNorthLoop610

•Orthodontics Braces, Invisalign•Endodontics•OralSurgery•Implants•Periodontics

•CosmeticCare Porcelain Veneers, Bonding & Bleaching•PhilipsZOOM! One-Hour Teeth Whitening Process

6:00 CheCk-iN & OpeN NetwOrkiNG

6:30 MSC Overview & reCOGNitiON

6:50 SMaLL BuSiNeSS reSOurCeS

7:00 DOOr prizeS

7:15 SpeeD NetwOrkiNG

8:00 wrap-up

evening program

Thank you!A special thank you to our hardworking

ambassadors! Without your support and

many volunteered hours MainStreetChamber

HoustonBay would be lost! We value and

appreciate your contributions!

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4

Grant Sadler

Number two in my Key Take Away Points for Small Business Success is “Keep

smiling. Even when times get tough, a smile can take you a long way.” My

mother had the best ever present smile that I know of and I seemed to have

picked it up. It is so natural to me and much more enjoyable than a sad face or

no expression at all. It has really helped me in the world of business and it can

do likewise for you.

Look at what a smile does:

Wear a smile and have friends; wear a scowl and have wrinkles.

– George Elliott

Smile, it’s free therapy.

– Douglas Horton

A smile is happiness you’ll find right under your nose.

– Tom Wilson

A gentle word, a kind look, a good-natured smile can

work wonders and accomplish miracles.

– William Hazlitt

I’d like to share with you two examples of how a smile turned upside down

situations, right side up for me.

As a teenager I sold Watkins Product door to door in Bakersfield, California.

Watkins Products consisted of spices, extracts, cosmetics, cleaning products,

etc. Bakersfield is in Central California with temperatures consistently in

the 90’s and 100’s in the summer. I found out if I knocked on 100 doors a day

The Power of the Smile

COntInuEdOnnExtPagE

Grant Sadler, PresidentgrOuPManagEMEntSErvICES

I would do really well and life was good for a teenage salesmen working

summers and earning enough to support myself for the upcoming school year.

However, as all sales folks know, you sometimes endure a number of

rejections before getting a sale. This one hot summer day was one of those

dry spells for sales. I had been pounding on doors for hours and not making

a single sale. This was in the late 1960’s, so a good sale was $25 worth of

products. I wrapped up the afternoon, disappointed in the lack of results

and went home for the dinner break before going out in the evening to catch

customers who weren’t home during the day. I received a call from the

Watkins distributor during dinner saying that he had received a call from one

of the ladies I had called on that afternoon and she said “I wasn’t really ready

to buy anything, but that young man smiled so big and enthusiastic and nice

that I decided to do my Christmas shopping early.” She gave my distributor

a $250 order for me to deliver the next day! Also, that sale must have been

inspiring as my evening sales sessions that day reaped great results also

making it a great day after all, due to a simple smile!

Now let’s fast forward to a time when I was in my 30’s and we had developed

a dental practice management system known as Quality Systems, Inc. (QSI)

We had taken the company public a year earlier and as the VP of Sales and

Marketing, I was responsible for sales of course

and had to deliver the sales we projected. I had a

$250,000 system sale pending and was meeting with

a prospect in New York who was one of the most

ornery, difficult customers in the history of difficult

customers and he wore that fact like a badge of honor. Even with that,

over time I had developed a good rapport with him in the sales process

and we were down to the closing details, which required a meeting with

some of our technical staff and his operations staff. For kicks I also invited

another executive from our company to join us in the process, which I

fully expected to culminate with a sale and a nice dinner to follow. Well,

he and my associate somehow got into a heated debate and all hell broke

loose with a long series of name calling and the like, ending in a very tense

moment after a long battle of wills and gamesmanship. One could see this

sale evaporating right in front of us. At a moment where all parties took a

breath and there was a very awkward silence I smiled a big smile and said,

“Well, I think it’s going really well so far, anything else to discuss before we

sign the contract.” After another long awkward silence the buyer said “Oh,

hell, give me that contract so I can sign it and tell your associate to lighten

up and smile a little.”

We got the sale, the buyer got his system and kept on adding purchases and

upgrades during his considerable growth for the next decade and he was

one of our most staunch, outspoken and active supporters of the company.

A smile requires fewer muscles than a frown and generates a much better

result. People spend thousands of dollars to learn how to sell themselves,

products and services, which can be helpful, but remember a smile may

take you much further and it costs a lot less, nothing. Put on a smile (your

money maker) today and KEEP SMILIN’!

6

continued

The Power of the Smile

Grant Sadler

7

Bertrand McHenry

With her masterpiece “Atlas Shrugged” Ayn Rand became a major paradigm

shifter by challenging our beliefs about the value of money, wealth and

production, and helped to lead us into the embrace of a new economy. Her

character Francisco d”Aconia overhears a party attendee remark on the

belief that money is the root of all evil. This seemingly harmless remark leads

Francisco into a 10 page spoken manifesto which begins with “So you think

that money is the root of all evil?” said Francisco d’Aconia. “Have you ever

asked what is the root of money? Money is a tool of exchange, which can’t

exist unless there are goods produced and men able to produce them. Money

is the material shape of the principle that men who wish to deal with one

another must deal by trade and give value for value. Money is not the tool of

the moochers, who claim your product by tears, or of the looters, who take it

from you by force. Money is made possible only by the men who produce. Is

this what you consider evil?” This is the basis of trade and economy and we

are always attempting to create value in the market place.

Seth Godin says that economies are always based on scarcity hence the term

“economize”. Think about that for a moment, there is no premium on what

is abundant, on what is easily and often within reach. So in this digitally

abundant world where music seems readily available, info is abundant

and free, what then is valuable and scarce? Trust and connection are both

valuable and very scarce. In his best-selling book “The Speed of Trust”

Stephen M.R. Covey says that while trust has traditionally been seen as a soft

social grace, it can become a real hard edged economic driver. I agree, up

Atlas, Value, Scarcity and a New Economy

8

BertrandMcHenryPresident/Owner

referralInstituteHouston

until 10 years ago all of the literature on selling and business had been about

the art and skill of the transaction…the deal. Which forced us into selling

with discounts, added value propositions, unique selling propositions

(usp) which are all artificial manipulations. Today the consumers, and that

includes business to business relationships, are savvy to and weary of those

manipulations. Again what is at a premium is real connection and trust.

That is what will drive in the market place. So my question to you is, in your

world, in your market place who are you really connected to? Who do you

trust? More importantly, who trusts you? Who really knows you? Who is

connected to you? Take stock of that list and understand for better or worse

that list is your network! Are you earning trust and connection everyday

by making deposits in strategic relationships? Are you attempting to be

transparent and genuine in all your transactions? Or are you afraid to let

go of the old school; manipulations? As Seth Godin says “Burning through

your assets”.

Think networking is just another social activity? Think again! Intentionally

building your network is one of the single most critical activities you can

engage in as a business owner, sales person or manager. In fact when you

get your network built you will have created the most powerful economic

driver your business can have and that is indeed scarce.

So what’s it going to be? Are you going to fall back on

what is known and easy or are you going to carve out your

place and help lead us into a new abundant economy by

dealing in what is truly scarce? Go Build Value!

9

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Years ago, a mentor explained, when you meet people you may not develop

a long lasting relationship but at some time in the future your paths will

cross again and you may have another opportunity to develop a long lasting

relationship. I am living proof that this is true.

Let me explain, this past week Steve Levine, the publisher of Small Business

Today Magazine suggested that I should call Craig Klein, the CEO of

SalesNexus. I called Craig and we agreed to meet a few days later.

Upon arriving at Craig’s office we greeted each other with a handshake and a

feeling of familiarity swept through. I knew I met this gentleman before, but

the feeling was not just one of recognition but a feeling we had a relationship

of some type in the past. But, when? Where?

During our conversation Craig asked if I ever owned a mortgage company. I

answered that my brother and I did in fact own a mortgage company years

ago. Then, the revelation, Craig recalled that when SalesNexus first started,

our mortgage company was part of the beta test for SalesNexus.

As our meeting concluded, I have a great feeling that SalesNexus

and MainStreetChamber will be able to bring both SalesNexus and

MainStreetChamber members another tool to help our members grow their

business and drive revenues to all.

When we are networking and building relationships, we never know how

long it will take for the relationship to come full circle.

Networking Comes Full-Circle

12

Networking Comes Full-Circle

The moral of this report is that if you stay out there, networking and building

relationships, the opportunity to do business within your circles of influence

will grow and come full circle.

Give first and expect nothing in return works if you truly believe!

dirkCummins, President of MainStreetChamber

Dirk is an advocate of the MainStreetChamber philosophy of “Give First and Expect Nothing In Return”. Dirk, a serial entrepreneur, reaches out to small businesses every day to help them grow their business by creating revenue where none existed before.

A national membership organization dedicated to the advancement and prosperity of small business.

FrEELifetime MembershipFrEEMembership CertificateFrEEMember Log for your websiteFrEEAdmission to networking eventsFrEEPromotion of your businessFrEEAdvertising on chapter website

FOr MOre iNFOrMatiON viSit

www.mainstreetchamber.org/chapters/houstonbay

Connect with us on

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Feature your ad in the next

imagine your business being showcased right here!

For more information call Shazia.

(713) 494-0640

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vip Membership program exemplifies the MSC philosophy of giving first while expecting nothing in return. The program allows members to advertise and promote business free of charge!!!

vip Membership Card holders save money on everything from

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and thousands of local businesses who are MSC members! VIP

cards are sold to anyone for a low one-time fee of $50.00!

YOU can purchase cards at MSC events or order them online at the

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for more info or go to our website at:

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promote your business to tens of thousands of card holders free of charge!

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Get yours today!17

HOUSTON BAY CHAPTER

Chapter President: Bertrand Mchenry

Website:www.mainstreetchamber.org/chapters/houstonbay

Interested in advertising in the Mini-Mag?

For more information contact:Shazia kirmaniBusiness Development Director(713) 494-0640

Contact: (281) 300-8228

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