More Lessons for Fellow Entrepreneurs

May 24, 2013 | Julie Hall

In the last blog post, I began talking about becoming an entrepreneur, and I promised to share the most important lessons I have learned in building a successful business.

Don’t ever let anyone tell you that you can’t do it. You can and will find a way. People who say things like that are often a bit envious of the entrepreneurial spirit, or perhaps live with regrets of their own. It’s also possible they just don’t understand.
If you don’t try, you will always wonder about what “could have been.” Avoid living with regret and guilt by trying your best. Regret will catch up with you when you are elderly, as I often hear from my clients. Nothing bad can ever come from trying your best. The human spirit needs to put forth effort to have some sense of satisfaction.
When you come to crossroads in your life as an entrepreneur, always go with your gut instinct. It’s interesting that we often let our heads get in the way of what our gut already knows. My gut has never lied to me. Tune into it, listen attentively, and keep moving. Do not get stuck in the decision-making process. If the first decision didn’t work, try another approach.
Stay the course. So you’ve stumbled and what you had planned isn’t working. Take polls from business leaders you trust. Ask questions and figure out what is needed to move on to the next level. Perhaps you need a different company image, or you are not marketing to the right audience. Ask, ask, and ask again until the answers come.
Figure out what it is specifically that makes you different and better than your competitors. Capitalize on those differences, and you now have a new marketing campaign — a fresh approach to hammer away at those you want to reach, whether by email, flyers, marketing packets, etc.
The best advertising in the world is a happy customer. No amount of high dollar advertising is nearly as good as the people you please with your work. The step that most entrepreneurs forget is to ASK your clients to tell others about you. You must become a shameless self-promoter, but do so graciously and always with a smile. Find a way to get in with large groups of people at one time. Think smart!
Identify what it is you are selling. Sounds crazy, but most people haven’t figured out they are not selling gizmos or a service. I am an estate professional who specializes in personal property. Do I just sell people’s stuff? No, I sell a solution — multiple solutions. Really think about this one.
Follow through with passion and tenacity. My business adviser told me many years ago that the real reason entrepreneurs fail isn’t for lack of great ideas. There are many bright, ambitious, and creative entrepreneurs-to-be out there. They simply fail for one of two reasons: financial reasons, or they never go for it with everything they’ve got. Their follow-through is weak and the business never has a fair chance at taking off.
Be the best at what you do. Don’t allow yourself, your ideas, or your company to get swallowed up by others who do the same thing. You must do it better, as the cream always rises to the top.
Always look forward and never look back. Ever notice how some people live in the past and seem to get stuck there? It’s ok to visit the past and learn from what went wrong, but then, turn it into a positive so it works to your benefit.
For every problem you encounter, there is a solution.
Always be kind, courteous, and compassionate. Kindness gets noticed because so few people actually practice it.

May this guidance bring as much happiness and success to your life as it has for mine.

Julie Hall, The Estate Lady®, is the foremost national expert on personal property in estates, including liquidating, advising, and appraising. http://www.TheEstateLady.com She is also the Director of American Society of Estate Liquidators®, the national educational and resource organization for estate liquidation. http://www.aselonline.com

Entrepreneurs: If I Can Do It, You Can Too

May 15, 2013 | Julie Hall

If I only knew then, what I know now …

Twenty three years ago, I had this crazy idea while sitting at my corporate desk, that if I was going to work this hard for them, I might as well work that hard for myself. I also thought, “Julie, how can you even think of this? You must be off your rocker to consider leaving the reliability of a paycheck and benefits.” Like a lightning bolt from the sky, an intense thought grabbed hold of this young woman at the exuberant age of 27 and it never let go. People say this is the first sign you are an entrepreneur.

From that day to now, I feel compelled to share with every person who is reading this: if I had the chance to do it all again, I wouldn’t change a thing. It was the right decision, made me wise beyond my years, and honestly comes with zero regret. However, it was not an easy road. In fact, there was no road at all in my chosen field. I found myself at an instant crossroad before I took my first step. Do I move forward into the abyss not knowing what I am doing and make a road for others to follow one day? Or should I turn around and stay in a job I didn’t care for but had a steady paycheck. As it turned out, I discovered I am an excellent bulldozer and I paved the way to what I was meant to do. The really great news: if I can do it, you can too.

One of the first lessons you learn as an entrepreneur is that while a multitude of resources are available to you, ultimately you are on your own. What an isolating feeling. You learn quickly what you are made of. It takes great strength and stamina to fulfill your dream, not to mention the patience and support of those closest to you. More than that, it takes tenacity of spirit, a positive mindset when you feel like crumbling and crying (and yes, that will happen), and the ability to get back up when you were just knocked down.

As a mother, when my daughter was learning to walk and she stumbled and fell, I would encourage her to get right back up immediately, brush herself off, and go on to her next adventure. So too, is the unpredictable life of an entrepreneur. Get right back up, and no matter what, keep moving forward. Throughout the years, there nave been many times I felt like the hamster that runs on that wheel with lots of vigor, but never really gets anywhere. Looking back I actually was going somewhere, but the holding patterns and plateaus are very frustrating. Yet they are part of our growth.

People venture out as entrepreneurs for many different reason. Some receive a strong calling, perhaps an invention in their mind or a service which will bring relief to the consumer. Others feel they are better off building their own business; still others thrive on the satisfaction they receive on the road to success. For me, it was all of the above.

What I wouldn’t have given back then to have the experience and valuable knowledge I possess today! Next week, I’ll share the most important lessons I have learned in building a successful business. Please don’t miss this knowledge for yourself or someone you know.

Voice of an Angel

May 10, 2013 | Julie Hall

Sometimes life surprises you with a pleasant experience you never saw coming. If you’re a deep thinker like me, you might wonder why it happened to you and what possible purpose this experience could have on your life.

I was coming home from an estate clean out. These are fast-paced, energy zapping days that involve selling items which can be sold, packing up the rest of the entire estate for donation, and leaving the home empty for the heirs so the house can be sold — and it all takes place within a few short days. I was very tired and ready to return home to a hot shower.

On the way home in the car, I grumbled to myself having noticed the gas tank was on “E” and had to stop for gas. Upon getting out of my car at the pump, every muscle let me know they were most displeased. It seemed like it took forever to accomplish such a mundane task. There I was, going through the motions of swiping the credit card, unscrewing the gas cap, squeezing the trigger. If anyone could fall asleep standing up, it would be me at that moment. Unaware of much, I just wanted to get back into the car and go home.

Then I heard something that pulled my attention away from the pain. Over the loud music the gas station was blasting above my head, I heard a very faint, melodic sound. I had to strain to hear it at first; it was so soft. High pitched and perfectly in tune, I blocked out the loud music above to hone in on what apparently only I had heard. No one else seemed to notice. If anyone had a video camera on me, they would have thought I was nuts. Moving my body to the left and right, going around in circles to identify where this gorgeous sound was coming from, I abandoned my car and the pumping gas to find out.

Walking a few steps to my left, there he was … a character few would ever really notice. A young man no older than his mid-20s stood pumping gas not far from me. He was definitely from the country, based on his clothing, but his beard was shaped rather gothic and he had earrings. There he was just pumping gas into his car and he was singing to himself. Never would you think this sound could come out of him. It was an unnaturally high voice to be coming from a man, and it was other-worldly. That’s the only way I can describe it. having studied music for 15 years, I had never heard this sound before.

I listened for several minutes, and whatever he was singing (because it was not English), sounded like what I envisioned angels to sound like.

Sometimes I think life, in its infinite wisdom, knows when we are weary and offers us snippets of unexpected grandeur. Was he just a young man with a special gift, or was he sent to instill a moment of joy to this tired lady and anyone else who might be listening?

I’m afraid we’ll never know. Just one of life’s many mysteries!

“Limited Edition” Often Seems UN-limited

May 3, 2013 | Julie Hall

The world is full of numbered prints. People bought them at high prices a decade, or two or three, ago, because they were led to believe the prints would go up in value over time since they are “limited editions.” What happened, as you will soon see, is the artists or their marketing directors got greedy. In theory, it all sounds so great, so what happened? Read on …

If I had just $1 for every numbered print I have seen in my career, I could probably retire tomorrow. A well-known artist decides to mass produce their work and make more money by using prints (or strikes) of one original work. More money, less work. All they have to do is pencil sign and number each print. Typically, you see what looks like a fraction in pencil, for example 12/500, found in one of the bottom corners of the print. This means the print you have is the 12th strike out of an edition of 500. It is believed that the lower the number, the sharper the strike, so it is more desirable to collectors. If you had 452/500, it is thought that the strike is getting worn and the image will not be as good.

But there are only 500 of them. Aren’t they worth something? Of course. They are worth what someone is willing to give you for them. Print media has certainly experienced a serious downturn in value over the last several years. Artists shot themselves in the foot by producing too many of them. Let’s not forget that the same image also has matching non-numbered prints, stationery, place-mats, mouse pads, cocktail napkins, key chains, plaques, etc. You get the point … it always comes down to the law of supply and demand. They mass produce until they meet the demand. Then the demand bottoms out and the marketplace is still saturated with these items. Then the price heads south just like so many other collectibles: Beanie Babies, collector plates, Hummels, etc.

This is the trend we’ve been seeing for years and will probably continue to see. The economy, the older generation passing away, the younger kids not wanting them, collectors dying and their collections saturating the market further … all of this comes together and lowers values of these pieces. They just aren’t selling well on the secondary market.

There are several famous artists out there whose numbered prints once sold for tens of thousands of dollars. When we search for them on the internet, one can plainly see that some misinformed seller actually still thinks they can get $10K for it. I know the latest hammer price is $250, if that. Could a print still sell for a lot of money? Yes, if a collector is searching for that one piece; but that collector is savvy and knows what the current prices are and will not pay wildly for it, as they once did.

It’s no one’s fault. It made sense to invest in these things at the time and it sounded like a sure thing. But as with all things that sound too good to be true … it usually is.

The Estate Lady Tip of the Day: Always buy what you like and what brings you pleasure. You might be stuck with it for a while. Before I buy something, I ask myself if I’m absolutely crazy about the piece. If not, I walk away. My daughter won’t want it someday, because she doesn’t want it now, and most children do not change their minds with the passage of time.

The Reflection

April 17, 2013 | Julie Hall

Everyone needs to renew and restore their spirit every now and again, especially in such a hurried society. Some people go away to the country or the beach where they find solitude and solace as a remedy for feeling overwhelmed and worn out. It is a good thing to do so. But do we really journey inside ourselves and heal what’s in there? I’m willing to stick my neck out and say I don’t necessarily think so.

Today I exited my home and approached my car in the driveway. On top of the driver’s side mirror was a kooky little bird behaving in the strangest manner. It was completely enamored with its reflection in the mirror. Its little feet danced and it bobbed its head like crazy, joyous that it found an amiable friend … one that looks just like it! It was so preoccupied with its reflection that it was not deterred by my presence only 3 feet away. The next thing you know, the little bird side-stepped along the rim of the driver’s side mirror until he was completely upside down, flapping its wings and having a wonderful time looking at its new friend.

Don’t you wish we could greet ourselves each day in the mirror just like this?

Everything is relative. The little bird does not have the advanced intellect to realize it was him in the reflection, yet he was a free spirit having the time of its life. When we, the highest created intellect on earth, look in the mirror, we don’t see who we really are or even like the reflection we see. We are too self-critical. So many of us really don’t want to go there, but we need to, in order to restore ourselves and make peace with the person inside.

I’ve been pretty hard on myself lately. The fat fairy keeps visiting me (the wench!), and middle age has settled in, not to mention all that comes with that fact. When I saw that little bird who was so happy to see itself, I thought, “Why can’t we all be more like that?”

Nature has always been amazing to observe. It teaches us lessons if we pay attention. Because of that looney little bird, I will look at myself with more enthusiasm from now on. How could you not smile when you witness something like that … a tiny creature with a Herculean spirit. An important lesson for us all.

“Truck Carrying Heirlooms Stolen”

April 10, 2013 | Julie Hall

Can you imagine dealing with a loved one’s passing, dividing the estate, renting a truck to bring heirlooms home, and on the way back … the truck gets stolen?

This is a true story that happened last week. Apparently, the children packed up everything they wanted to keep and headed home with a truck full, including $100,000 worth of jewelry in the cab of the truck, $7,000 worth of furniture, and $4,000 worth of power tools in the trailer of the truck. The children started in Ohio and were heading home to Florida, when they decided to stop and rest for the night at a Microtel Inn. By the time they woke and were ready to hit the road at 9:00 am, they discovered everything was gone, including the truck.

Sadly, there was no outside surveillance at this Microtel, but most economy hotels do not have outdoor surveillance. The children seemed to be befuddled that the truck was stolen because it was “parked under a light in the parking lot” and they locked the truck. Lights and locks don’t stop thieves. The thief broke in and hot-wired the truck.

Call me crazy, but it seems to me they could have been followed from where they started. Someone probably knew what they were carrying and decided to help themselves when no one was looking. Besides the obvious pain of feeling violated and cheated by some thug out there, one has to wonder what they were thinking when they left $100,000 worth of jewelry in a small suitcase inside the truck. It begs the question, “Why not take the jewelry into the hotel room with you for the night?” That’s what I would have done.

Would-have, could-have, should-have will not be of any help in this case. The damage is done! The police will most likely not find the jewelry, as it’s my guess it was flipped for quick cash or it sits in someone’s safe for a while until the coast is clear. They will find the truck, abandoned somewhere and completely gutted of its contents.

Estate Lady tips when transferring or traveling with valuables:

1. Jewelry/cash needs to be carried on your person at all times (fanny pack, backpack, pinned inside garments, shoulder bag worn across your chest, etc.) until you arrive home and get it to a safe place.

2. Furniture and other items, such as power tools, that add up in value should be moved professionally if the family can afford it. Moving companies have insurance and if it were stolen/damaged under their care, they would have at least been given some replacement money. Professional movers usually have checks and balances in place to ensure theft doesn’t happen. Make sure to use a larger, well-known, professional mover.

3. For smaller valuables such as figurines, small paintings, jewelry, etc: Whenever we move, I take on the liability myself, pack the car with them and get to my destination in one day. If I can’t do that, then they need to be professionally packed and moved, making sure you take out additional insurance and have the items appraised, just in case. Or, I will sell items that no longer mean much to me and that lightens my load.

I realize people want to do it themselves because it is more economical to do so. But as you can see, this cheaper option was overwhelmingly more costly.

I remember packing up my car from mom and dad’s estate and making the 10 hour road trip back home alone. I never left the car, except to run in to use a restroom and stretch my legs. Mom’s jewelry was on my person, hidden. So even if my car had been stolen, because it looked like something out of the Beverly Hillbillies, at least the more valuable and sentimental jewelry items were safe with me.

Such a tragic story that didn’t have to happen!

Surreal Observations

March 12, 2013 | Julie Hall

I am beginning to question whether or not I’ve been living under a rock, because some of my recent observations caught me off-guard. Recently, I went to Wal-Mart to pick up a few necessities before bad weather reached us later that day. There I was, walking through the store with a pleasant demeanor and smile, but no one else was. That was my first observation.

In the freezer section, a little boy was determined to not permit me to open the door I needed to get a frozen pizza. His mother stood 2 feet away and watched as this 8-10 year old did everything possible to intentionally block my way. He wasn’t being cute; he was doing it in a spiteful manner and mom did nothing to correct him or hurry him along. I silently wondered to myself why this mother would not correct this boy. The answer? She never has, so why start now? It was sad to see that.

People walked around like zombies. Middle aged people and older were very rude, didn’t care if they were in your way, and certainly didn’t move to give you the right of way. This happened less than a minute after the freezer incident. I almost expect this from younger people, but certainly not the boomers. Our parents taught us better than that.

Then, when I checked out with an armful of items, the cashier didn’t speak at all, not even to give me the total! It felt for a moment that I was in the wrong place at the wrong time, with the wrong people. Was it a full moon, or what?

As I walked out, an elderly male employee was sweeping the entrance and having a hard time bending down to adjust the carpet mats, so people wouldn’t slip. My heart really went out to him. He had to be 75 years old, and here he was still working, still stooping, and bless his heart, he was the only one who wished me a good day and gave me a huge smile. I flashed him a huge smile right back and wished him a great day.

I’m a little disappointed in myself for allowing this experience with the zombies to have affected my personality. I let it get the best of me and it turned me into a sour person. I was even aware I was scowling at one point!

But in the midst of the dark there is always light, such as the elderly gentleman who, in spite of his pain, wholeheartedly greeted me with kindness and care. His smile made me smile. Then I remembered this: make yourself familiar with angels, and behold them frequently in spirit, for without being seen, they are ever-present with you. Well, sometimes they are seen!

A Heartfelt Thank You

December 31, 2012 | Julie Hall

They say time heals all wounds. In the last few weeks of losing dad and mourning the loss of both my parents in the last year, I have asked myself how I will get back up and move forward. For me, it is about staying active and busy. A frequent thought visits me; what can I do to help others, and how can I serve them best? I just assume, since we all grieve in different ways, I will eventually be okay with the passage of time, bending God’s ear a lot, and relying on the support of family and close friends.

What caught me by surprise, however, were all the wonderful comments and emails I received from you. I had no idea so many people who I don’t know personally genuinely cared, or that my blogs or writings had somehow touched you or your family. I had no idea that sharing my thoughts made a positive impact.

I am deeply honored that you reached out to comfort me. Little did I know that a good dose of healing took place over the holidays because of your kind comments and heartfelt words.

You have re-instilled my faith in humankind — people are by nature “good” even though all we ever hear about in our media is the bad. Your comments and sincere emails were deeply touching at a time when I needed them most. I am reminded of a line from a classic movie, “The Sound of Music.” Fräulein Maria says, “Reverend Mother always says when the Lord closes a door, somewhere He opens a window.”

Thank you for opening a window for me. Happy New Year!

The Crossroads

December 18, 2012 | Julie Hall

I just lost my dad. One minute, he was talking, walking, and shopping with me; the next day he was someone I didn’t know. Overnight, his dementia had taken hold and he was lost to us. I’ll never know if it was a new prescription that pushed him over the edge, or someone stealing his wallet at his assisted living center (which held his lucky $20 bill from his Navy days in the 1950s). I’ll never know the answer and I’ll never gather enough facts to know. This doesn’t exactly bring me peace.

Was it part of God’s plan to take this wonderful, kind man that everyone loved so quickly? Had God heard my prayers for mercy as I saw him headed down the slippery slope of decline? For days in the hospital, I sat talking to dad. Even though he was unresponsive and incapable of our usual communication, I could see that parts of “dad” were still there. The doctors were not forthcoming with information and it was a constant struggle to get the facts and the truth — two things my tenacity was going to attain. I watched for days as the prognosis grew worse, until finally I lifted a prayer begging for answers … any kind of answers.

The neurologist came into dad’s room and he was, quite literally, heaven-sent. He answered all of my questions to the best of his ability. He told me dad was not coming back and I needed to make a decision as dad’s healthcare power of attorney. An infection had started to brew and they wanted to know if we should treat it or not. Fortunately, one of the greatest blessings in all of this is that mom and dad left detailed living wills/advanced directives, spelling out what they wanted and what they didn’t.

There was no way dad wanted to live like this, and his living will guided us to the final decision that allowed him to die a natural death as he requested. As my sibling said, “It was the hardest, easiest decision to make, because dad had told us what he wanted.” We honored his wishes, as hard as it was. Imagine the level of guilt we would have to bear the remainder of our lives, had dad not gone to the trouble to have this for us, guiding us through a very dark and sorrowful time.

Moving him to Hospice House was the best decision. Dad was so peaceful there. I am convinced the nurses and CNAs had angel’s wings under their scrubs; yet another blessing during this time of crisis. I stayed with dad in hospice for two days. I talked non-stop (aided greatly by the constant flow of caffeine), I sang to him “Amazing Grace” and other songs he loved. I asked for forgiveness for the times I wasn’t the best kid or short on patience, and I reminded him of all the great family memories. I thanked him for instilling in us kids the morals and values that have carried us so far. I asked him to watch over my family, give mom a big hug, and touch the stars for me. It is hard to carry on a solo conversation.

A couple of hours before he passed, he gave me a great gift. He opened his eyes and locked onto mine. He hadn’t done that in a week. Giving dad the biggest smile that I could through the tears, I told him that I was right there with him and that I was okay (he always worried about me). I was sad but okay and was going to be okay. I told him “I love you” as I had at least 100 times that day. For a man whose brain could no longer function and who lost his powers of speech, what he did next was a very special gift. Eyes locked on mine, his lips mouthed the words, “I love you” right back. In human terms, that was impossible, but not to me. That was a parting miracle and one I will never forget.

Thanks for letting me get this off my chest. It is a sorrowful time for me and my family, but dad always said, “Life is for the living,” and mom always said, “This too shall pass.” I think they were both right, as always.

There is Much to be Grateful For

November 21, 2012 | Julie Hall

I’m thankful for things I never thought about before. It could be the economy that has us more thankful for what we do have, or in my case, losing one beloved parent and in the process of losing the other that makes me see things differently than I used to.

I walk outside for a fresh breath and see a perfect sky and the gorgeous leaves this time of year. How could anything be wrong when you see something that beautiful? I don’t yell at my teen as much as I used to. She supported me during a time of tremendous loss and has spoken words of wisdom when she sees me folded over in tears, due to my father’s illness. How could anything be wrong when you’re surrounded by something so beautiful?

I’m not as impatient as I used to be, and I’m thankful for that too. And even though I have always thought of myself as a kind person, I am even more so now, because the world needs as much light and kindness as possible.

We all have worries, fears, and thoughts we shouldn’t have. It is a sign of the times. I walked to the backyard and was greeted by a family of 9 deer who did not run when I got within 15 feet of them. Instead, the timid deer allowed me to slowly approach, and I crouched down only to observe how graceful they all were. How they all remained together to stay safe, warm, and graze. Their big eyes and ears were always on the alert, but they were inquisitive as well. The mother had an injured leg (not life threatening), and she was slower than the rest, but they never left her behind. They stayed together like family should.

It was a “God” moment. Just me and God and his incredible creatures. In that snippet of time, all my worries and troubles were gone. All was right and my mind was “in the moment.” So that’s what it feels like not to have any worries, I thought to myself. I need to do this more often. And so I shall.

My mom used to say you can see things from any angle you choose; you can be mad or glad, happy or sad. It’s all in how you look at things. I’ll start thinking more like that too.

I’m finally beginning to get the picture. Fifty years into this thing called life, I finally get it. Be appreciative. Tell people how you feel. Fix your wrongs. Treat others well. Do the right thing. It all goes back to everything we learned in kindergarten; only somewhere along the way, life got in the way and we may have forgotten.

Let this be a reminder to us all to be more “in the moment” with an appreciative heart, as we enter this holiday season and a new year.