"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".
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.
Marty
Martin Barnes
The Entrepreneur's Source
Martin Barnes
The Entrepreneur's Source
