Friday, November 8, 2013

The Entrepreneur's Source - Marty Barnes

"So Marty, what's your story?" Although I've been writing stories of entrepreneurs for about seven years, I'm often asked by current and perspective clients how I made my transition into business ownership and why. In addition, I just came back from my annual Entrepreneur's Source conference and the theme of the conference was "What Is Your Why?"

This made me realize that it was time to share with you, my clients, prospects and friends how I became a coach for the Entrepreneur's Source and why. Like all my other stories, it was a journey.

I hope you find my experiences and insights helpful and perhaps motivational. We all have the potential of taking charge of our future and being an entrepreneur rather than an employee.

As Paul Harvey would say, "and now for the rest of the story".

 E-story sub header 
Marty Barnes
     
 The Entrepreneur's Source


For those that don't know me, my name is Marty Barnes. I went to college at the University of Wisconsin and graduated with a degree in electrical engineering. After working in a lab for two summers, I realized that I would go crazy working in a cubical since I needed people contact. I took a job with the Allen-Bradley Company, now owned by Rockwell, as a sales engineer and went through their training program. I was transferred to Detroit as an electronic component specialist with the goal of getting Allen-Bradley electronic components into new vehicles.

After two years of experiencing corporate bureaucracy, I had an opportunity to come back home to Milwaukee as an independent sales rep for the Master Lock Company. This was not an easy decision because I would be leaving my engineering training behind me. I would be working on straight commission which was rather scary since we just had a baby. I was 24 years old. I suppose I thought that if this didn't work out I'd beg Allen-Bradley for my job back.

I had a successful career as a Master Lock rep. I liked the independence and planning my own schedule. But I was a "captive rep" which meant I couldn't take on any other lines without their approval. Then to my surprise and after 23 years of growing the business in my territory, I was told that my largest account was going to be made a house account. I asked management, "What do I get for that?" since I thought the rules were the more I sold the more income I received. I was told that all I would get was their thanks. Shocking! There obviously was no way I could make up the loss of income from this large account, so I just took it on the chin. Then over the next few years they took away my other large accounts and my income fell about 40%.

Being very frustrated, a friend referred me to an attorney to learn about my options. She was a bright energetic attorney that recently had gone out on her own. She said my case was in a gray area, since although I spent 95% of my time with Master Lock and was under their supervision, and I was considered by them an independent contractor. I explained to her that if we pushed too hard, they could terminate my contract and I'd be out on the street. Would she be there for the fight? She agreed.

She wrote them a strong letter outlining the history of the situation and asked for a meeting so at least we could get a better understanding of these new arbitrary rules. We waited and waited for an answer with no response. At my suggestion, she called Master Lock and was referred to their attorney in Chicago. There she was told that Master Lock decided to terminate my contract. My attorney asked Master's attorney when they planned on notifying me since Christmas was next week. The next day I received a FAX. That was after 28 years of dedicated service.

I contacted management and explained that I just wanted to be treated fairly and I still wanted to represent them. I was basically told in response, "You're done. Have a nice life."

I was devastated. I didn't have any idea what I was going to do with the rest of my life and it had been 28 years since I last looked for a job.

I was explaining my new situation to a potential customer, and he expressed interest in hiring me. He said, "Marty, I have always hired people for a particular job and often it doesn't work out. I was wondering what would happen if I just hired a good person and we'd find a place for you. Are you interested?"

I liked the man and his business. He had an entrepreneurial nature and a wonderful business track record. I would be learning new things and was excited about a new beginning. He offered me less than half of what I was making. At least I would get benefits that I previously had to pay myself.

The first day he showed me a desk and said to find something to do. There was no training and my co-workers weren't very helpful. Slowly I found my way and started to contribute to the future of his business. But I learned something about myself.

I had to be at work every day at 8:00am. The normal 30 minute commute was 45 minutes in rush hour traffic. I had to start out and end every day getting on a metered freeway ramp. I hated this. But like everyone else, what else was I supposed to do? I needed a paycheck to pay the bills.

This was back in 2001. I was at my desk when a co-worker rushed by shouting about how the first tower had just been hit by a jetliner. In the next couple of months the business took a dive. My employer started laying off employees in early December. The last day of the year he walked into my cubicle with a solemn look explaining that he just didn't know what to do with me during this situation.

As I reported to my desk for the first day of the New Year, he was waiting for me. He told me he was sorry, but he just couldn't keep me anymore. I'd be transitioned out over the next week or so. We parted on good terms.

Although I was out of work and back on the street, I was ecstatic. I knew I didn't want to live my life getting on a metered freeway ramp every morning.

I started to look for a job again. I sent out resumes and had interviews but an internal voice would often talk to me. "I hope they don't reply because I don't want their stupid job." I interviewed poorly. My interviews were all about me, rather than what I could do for them. It was becoming clearer that I didn't want to work for someone else.

At a job fair, I came across a company called The Entrepreneur's Source. I asked them what they did. They explained that they helped individuals explore business ownership as a career and had I ever considered that?

My father was a very successful corporate executive and we often discussed the possibility of me owning a business. We had looked at several businesses over the years but he always found something wrong with everything we looked at. When he passed away, I thought this career direction and dream was over. I was hoping that he'd be able to mentor me. Since I wasn't a big risk taker, I decided that I couldn't do this on my own.

So when the gentleman in the booth for the Entrepreneur's Source asked me if I had ever considered business ownership as a career, I said NO. I thought he was going to sell me something. I did take his card.

A couple of weeks later, an acquaintance of mine called me out of the blue and asked what he should do with the rest of his life. I really wasn't sure why he was calling me.

Eddie owned a small dental lab. He made porcelain and gold crowns. He was a perfectionist and no one could do this as well as Eddie. He had no employees and was getting burned out. I told him about this guy that I had met at a job fair and passed on his name.

A few days later I received a call from the gentleman from the Entrepreneur's Source thanking me for the referral. He asked what I was doing. I told him, "Nothing. I'm looking for a job." He asked, "Did you ever think of doing something on your own?" I replied, "yes" and he responded, "Do you want to talk about that?"

Over the next couple of months my E-Source coach, Scott, and I had very nice conversations. He helped me to verbalize what I wanted out of life, what my options were and how the right business might help me achieve these goals and dreams.

During the discussions, the word "franchising" came up. I had always had an interest in franchising, but I wasn't interested in flipping burgers. Scott explained that franchising was in 75 different industries with different business models and investment ranges. I agreed to go through his process and learn about what type of business would be a good fit for my goals and needs and to keep an open mind.

I'm a very handy, do-it-yourself kind of guy. I was attracted to a painting franchise that had such a wonderful business model that I was just blown away. I wouldn't be doing the painting. I'd concentrate on business development and initially I would be doing the estimates. Their estimating software and marketing was excellent. I was very excited. I started to tell family and friends that I had found my new career direction.

Remember when I told you that I wasn't a big risk taker? Well, the fear monster appeared one morning and tried to frighten me away. I remember that day perfectly. I awoke one morning from a dream and sat straight up in bed. The first thing that entered my mind was, "I wonder if Manuel showed up for work today."

That's when I realized that I had never supervised anyone. I was afraid that I would throw myself into this business and would miss the time with my family and things that I wanted to do in my lifetime. I saw myself on my death bed looking back, wondering what had happened to my life.

I have since learned that is normal for many people. The fear monster has crushed a lot of dreams for people. We have more of a fear of losing than the satisfaction of winning. So we retain our status quo.

I explained this situation to my coach Scott and thanked him for his time. I used the cop out excuse, "If I was 10 years younger..." I was 56 at time. I did tell Scott that I really enjoyed the journey of discovery and that I could probably do what he's doing. That's when he explained to me that The Entrepreneur's Source was a franchise and that he was a franchise business owner. He asked if I wanted to learn more and I jumped at the chance.

Through the next couple of months I learned about the Entrepreneur's Source and its founder Terry Powell. Statistics have shown that 75% of the working public would prefer to be self sufficient or a business owner, but only about 5% ever take the plunge. Terry's business model was to help the 75% of wannabees learn about business ownership and franchising as a career direction in a safe place. His business model was one of coaching and education. There would be no selling pressure. The client's clarity was the goal.

I started to talk to different E-Source coaches around the country and learn about their experiences. Most had had very successful corporate careers but they wanted their lives back. They were tired on traveling the world or working nights or weekends for the benefit of the corporate bottom line. They had missed many of the special events of their kids' lives. One coach told me that his 2 year old son cried when he saw him after a business trip because he didn't recognize dad.

I was truly inspired. I sensed a calling. I wanted to help people like me understand if business ownership was right for them, or not. I didn't want anyone to go to their final resting place thinking, "I wisha, coulda, shoulda..."

So in December of 2002 I became an owner of an Entrepreneur's Source franchise and went to training. Since then, I have helped dozens of individuals from Alaska to Florida, California to New York, get into business and literally hundreds of others learn about their options and possibilities.

I've always had a very strong "why", sincerely wanting to help individuals learn about their options and possibilities in self employment or business ownership. It wasn't about the money, but I have made a nice living and have had a satisfying career. My satisfaction and motivation is helping people change their lives for the better.

As I was writing this, I received an e-mail from a client that I recently helped get into a drug testing business that I'd like to share with you.

"Good morning Marty:

I hope this email finds you feeling better and enjoying the fall weather.

I just wish to share with you that I am here in Greenville, SC for training, waiting for our second day to begin.

Yesterday we did half a day of observation-watching collections of all types and paperwork flow and processing (Lotta paperwork!) I had the opportunity to extend the day, yesterday, by going to "night court" to observe collections at the Court House. It was a well planned day to get us ready for today, where we will be taking all non-DOT urine collections.

I want you to know that I really appreciate your dedication and support you gave me. It took a l-o-n-g time to get here. I am excited to get back to Appleton, complete the suite and open the doors! 

Regards,
Steve Calder

I am now 67 years old and trying to figure out retirement. I am a conservative guy and planned well, so financially I can retire. I can't just walk away because I know there are people that need my help. In preparation for retirement, I sold my franchise license to a new coach in Appleton, Wisconsin, and I am technically working for him and doing what I've always done. I contribute to his bottom line so it is a win-win for both of us.

So there's my story. It's not that much different from the stories I've written about some of my clients. I've walked the walk and made the jump to entrepreneurship. I looked the fear monster in the face but wouldn't let him hold me back. I'm a good coach because I understand my client's situation and fears and I can help them get past that. No one working with me is ever going to their grave thinking, "I wisha, coulda, shoulda..." And that's my "why" for being a coach for the past 10 plus years.

If you are tired of working for the "man", feel unappreciated or have just wondered what it would be like being your own boss, I can help you learn about your options and possibilities of being self-sufficient. The security of a job or a paycheck is virtually nonexistent and I truly believe you need to have the knowledge and information to take control of your future. Some people call that plan B. I call it looking out for yourself and your family.     

Perhaps you've been reading my stories of entrepreneurs over the years and have thought about picking up the phone and calling or perhaps sending an e-mail. But that didn't happen because either the timing wasn't right or perhaps the fear monster held you back. It doesn't hurt to have a conversation. Take that first step and give me a call so I can help you understand your options.

Maybe business ownership isn't right for you. We can find that out. But perhaps there is a business model out there that is a good fit for you, one that you'd enjoy and has the potential of creating the income and lifestyle you desire. We could find that out too. Who knows, perhaps I could feature your story in future newsletter .

Your comments and feedback are always appreciated. Wishing you success in the future.

Regards,
  
  Marty
 
Martin Barnes
The Entrepreneur's Source 

  
 
 
 
 

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