Kim Gentes

I've read business books. I've read leadership books. But what I haven't read is a real, honest-to-goodness, practical play-book of how to do small business. Until now. Dave Ramsey's book, EntreLeadership, is just that- a fairly comprehensive and integrated manual for growing small businesses that (whether they know it or not) will need training in leadership development and core business skills.  For those that don't know, Dave Ramsey is a radio show talk personality who largely is known for his on-air advice to callers on the topic of personal finance. Something of a combination of Suzie Orman and Clark Howard, with Christian values contextualizing his perspective, Ramsey is strongly opinionated but has proven to be practical and effective as an advisor on money matters, especially concerning the topic of debt.

Ramsey's advice and radio show have been the centerpiece of a company that also sells products and training services to millions of people looking to manage their finances and pay off their debts. The success of his sales of those goods and services has turned him into the leader of a small but growing and successful enterprise in its own right. The author clearly knows what it takes to actually build a business, and he understands how to effectively dissect and represent good thinking about the strategies that can be transferable to other people. In short, Ramsey is as capable a coach as he is an implementer, and this is a rare trait.

EntreLeadership not only defines the generalities of vision, mission and goals, he gives play-by-play details on very well thought out execution plans for sales, marketing, employee management, financial oversight, leadership and much more.  Actually, I found that Ramsey abbreviates points I've heard in other books, but does so with sharper focus than other business "leaders" who tend to leave their advice open-ended to work with various situations. Dave Ramsey is more "black-and-white" than most. And to be frank, this makes his book worth its weight in gold because he doesn't mince words. He has some opinions about how to get things done - sales for example- and they are about 99% right. I caveat the remaining 1% because he falls trap ever so slightly to one of his own mentioned vices- believing his own press.

I suspect that this comes from Ramsey's unflappable personality, but more than once, the author expounds his success as a validation of his book. For sure, this is essential for any great teacher- do first, then teach to do. Ramsey's success is certainly a proof for his passing on his wisdom. But his salesmanship bleeds through. In the introductory section of the book, Ramsey goes from saying "our tremendous success"1 to declaring "This is the personal play-book of an ultra-successful EntreLeader."2 in just a few sentences. Microsoft, Dell Computer and Chick-Fil-A are examples of "ultra-successful" leaders and companies (all examples that Ramsey acknowledges in his book). But self-identifying Ramsey's company as "ultra-successful" seems comically ill-advised.

However, that minor brush of hype aside, no small business leader should pass by a chance to read this book and put its points into practice. It really is a succinct and arduously well organized course that can do nothing but help anyone trying to "make it big" with their big idea.  Ramsey is a great doer and an even greater instructor. Don't skip over EntreLeadership. You can't afford to. It's that good.

Amazon Book link: http://amzn.to/1cnWXKR

Review by Kim Gentes

1. Ramsey, Dave (2011-09-20). EntreLeadership: 20 Years of Practical Business Wisdom from the Trenches (p. 2). Howard Books. Kindle Edition. 

2. Ibid. Pg. 2

[Free Devotional Download "5 'Makes' of Great Relationships" from writer Dan Wilt- see at the bottom of the review.]

 I've read a lot of books that deal with Christian topics, but many of them diverge into two camps:
A) theoretical advice that falls far afield from the reality of having to live here on earth, and
B) personal stories of victory and rescue that seem as foreign and contrived as movie fiction with no connection to what might actually help me.

What I love about Dan Wilt's book here is that he is our "everyman" talking about real life stories that meet you and I on the playing field of life, not some super-stardom miraculous happenings that never seem to happen to you and I. Dan talks about moms, dads, children, working, friends, struggles and real life- and shows the absolutely glorious rays of hope that shine into our lives from the source of true hope- God Himself. I won't share details of these stories because they are rich in their reading and well worth the individual time to digest one a day until you've filled up with the kind of life-giving inspiration Dan weaves with words. Dan's gift is story-telling, and judging from the 2 million listeners he speaks to each week, there is little doubt that his message is heard, loud and clear.

I've had plenty of tough times, personally, and the stories Dan tells are part of a diet of encouragement that our world is desperately in need of. And it's not just because they are clever stories. Rather, it is because the center of his hope-telling is the person of Jesus, in whom all Dan's stories source their glistening ray of light.

I love this book because I can read something reasonably sized for my busy day and just let it digest for 24 hours. Some times I feel like a story is good enough for a few days. But I like that the book is set up for busy people like me. The story is powerful but succinct. Each story has a theme, a real life application and a foundational scripture verse he ties things together with.

I can't recommend this book enough. Really, it is a great treasure.

Amazon Book Link:  http://amzn.to/1fYNCut

Review by Kim Gentes

DOWNLOAD! Check it out below!

Be sure to chime in and let us know what you thought (post comments) and you are welcome to share this with friends on Facebook and twitter with your friends. 

Free Devotional Download "5 Makes of Great Relationships" from author Dan Wilt

I was a 20-year old, newly married man. One evening I got a call from a musician friend. Both he and his wife were musicians and church friends. I was excited that he was calling me, and even more that he invited Carol and I to dinner at their house. Wow! It was our first official invitation to dinner as a couple! I remember driving to their house, looking forward to making “couple friends”, eating together and maybe playing some music together that night. We were welcomed with hugs and smiles. We sat down and ate a great dinner and were just beaming with anticipation. After dinner, my friend turned to me and smiled. 

“We have something important to tell you”, he said. Wow, I thought!
 
“Would you like to be able to take yearly vacations? Would you like to buy Carol nice things, and have extra money for savings and kids later?”, they asked. I was lost. Carol was a customer service trainer at a local airline, and I had just begun my career as a software engineer. We were just beginning, but it seemed like we had what we needed.

“I guess”, I answered, uncertain where this was going, genuinely lost at the turn of conversation.

He smiled, “We’d like to introduce you to Amway.”

If I’ve ever an awkward and empty moment, it was at then. In an instant, the entire experience, invitation and hope of friendship faded. I had become an opportunity for someone to build their downline.  Ugg.

I hate sales. I am the ultimate anti-sales person. I hate anything that smells like sales. Not sure if I am being clear here. Sales = yuck! And I suspect that as you read my brief story above, many of you could relate similar experiences from your own life. In the context of the modern economy, sales seems like an all pervasive “necessary evil” of our world. It is from that perspective that I hesitantly began reading Daniel Pink’s “To Sell Is Human”.

The truth is, the only reason I even dared to consider reading this book was that several customer reviews of it lauded it as a “non-sales” understanding of the art of persuasion. Sales without decept. It seemed too good to be true. So, the eternal optimist that I am, I peeked inside and found this book to be a delightful example of what Pink preaches- learning to move people. There was indeed a way to commend people to a certain direction without leaving your conscience at the door.

At the core of Pink’s thesis is that you must always approach convincing people with deeper notions than simply selling wares and collecting commissions. In fact, understanding the motivation of “sales” is more crucial than the execution. Pink states it this way:

To sell well is to convince someone else to part with resources— not to deprive that person, but to leave him better off in the end. 1

From that foundation, the author treks through a number of other pinnacles of his new “sales” paradigm that re-envision persuasion by trying to help others. This means approaching your “job” (even if it is called “sales”) by inquiry and investigation rather than determination and demand. For example, an important step is asking people what their goals are not to try to do an “end-round” and force the issue back to a sale, but to find out how to help meet their needs, even if the “product” you are selling doesn’t happen to fit this time around. Even the “salesman” motivational techniques change from deterministic self-hype to interrogative self-talk: asking questions about yourself as preparation for a customer meeting.

Finally, even the “after the sale” approach is completely different. Pink says it well:

Anytime you’re tempted to upsell someone else, stop what you’re doing and upserve instead. Don’t try to increase what they can do for you. Elevate what you can do for them.2

The whole personality and attitude approach in sales reverses course from being the pushy schmuck in a plaid coat to an approachable acquaintance who is there to help. The book highlights, of all things, humility!

And it demonstrates that as with servant leadership, the wisest and most ethical way to move others is to proceed with humility and gratitude.3

Throughout the book Daniel Pink shows a new set of ABC’s for selling. In the old world of sales it meant “Always be closing”. In today’s landscape of information ubiquity, the ABC’s of sales means “Attunement, Buoyancy, Clarity”. In these, Pink re-examines why the internet has changed the world of consumer purchasing into a place where the seller no longer holds an information advantage over the purchaser. The entire book is devided in three main parts: the first is a 3 chapter section exploring the redefinition of many terms that once ruled sales and the people involved. The second section is based in inquiry- investigating and understanding the needs of the customers (where we discover the new ABC's). The final section explores actions- that we engage in to help our customers (pitch, improvise and serve). The sections are clear and points strong. There is little fluff in this 260 paged book, and it goes by fast.

Another very powerful insight that Daniel Pink makes is the research about what kinds of people are truly successful sales-people. And it is not the pushy extroverts that has been the conventional wisdom! Without making up some incoherent or recursive logic about why some personalities sell better than others, Pink brilliantly explores the truth about why we trust some people and buy from them. The new world of “ambiverts”. As someone who is not an “extrovert”, this was a gem in the book for me!

If I had to summarize the book’s approach in one word, the new world of sales is about: serving.

The book is much more scholarly than other sales motivational books I’ve seen, and contains a well-thought set of studies to help explore the main points Pink makes. He has done his research and it is convincing and insightful. I was more than impressed by this brilliantly sculpted, inspirational and (yes) humble approach to sales.

If you are not a hyper-psyched, extroverted, type-A personality, but know that you are needing to be better at “sales” (or moving people to make decisions), this book is for you! It was for me, and I can’t recommend it highly enough. Really! Check it out!. 

Amazon Book Link: http://amzn.to/14RcjAi

Review by Kim Gentes

1. Pink, Daniel H. (2012-12-31). To Sell Is Human: The Surprising Truth About Moving Others (p. 39). Riverhead Hardcover. Kindle Edition. 

2. Ibid., Page 226

3. Ibid., Page 228

Of late, I have been reading more books on, ironically, writing. A friend recommended one to me which I hadn't heard of. It was Annie Dillard's "The Writing Life".  As I began it, I was warmed by her whimsical style and insightful prose.  But soon enough, I was getting hungry for the "meat" of a writer "advice" book. Then it hit me. Her device to teach the writing life was to example it, not dictate its proofs in three-point style.

I am a simple kind of thinker in this regard, as my natural tendency is to take everyone at their word. She had titled the book "The Writing Life", and I thus assumed she would explain it in the book.  I wouldn't have expected her to live it. But this is what Annie Dillard does. She explores with narrative prose the way her own life has been fashioned by its conversations, moments, people and events. She arranges those as elements of a real story- her story- and allows you to look in and see if it reflects something of the human soul which can ignite your own writing life. And it does.

Don't get me wrong, there are plenty of points that could fill a "tips and thoughts for aspiring writers" textbook, and they are distributed liberally throughout the pages of this work. But Dillard knows that they way the stick to us is to pair them with our hearts through her own well written words. The first of such moments for me happened when I was almost fumbling through the early chapters and one of those word-sculpted moments hit me square across the mind-

There is no shortage of good days. It is good lives that are hard to come by. A life of good days lived in the senses is not enough. The life of sensation is the life of greed; it requires more and more. The life of the spirit requires less and less; time is ample and its passage sweet. Who would call a day spent reading a good day? But a life spent reading—that is a good life.1

You will get several points of importance for understanding "The Writing Life" in this book, but along the way Dillard seems more concerned that you actually live and experience it than recite a formula for its vocational success. A thoughtful, uplighting and good book.

Amazon Link: http://amzn.to/10x9sxP

Review by Kim Gentes

1. Dillard, Annie (2009-10-13). The Writing Life (pp. 32-33). Harper Perennial. Kindle Edition. 

2. Ibid., p. 68

3. Ibid., p. 70

Reading a novel set in a real world circumstance, one can forget that the story is nonetheless fictitious. And this might just be what Barbara Kingsolver intended on happening in her novel "The Poisonwood Bible". The story is a wonderful and complex character study set in the exotic land of Congo in the late 1950's and extending until the 80's (where the book storyline ends). The book explores injustice at various levels but most poignantly as it occurs from the emulated figure of Nathan Price- who represents the kind of personal, painful, domestic and religious antagonist that we both hate and pity. Kingsolver is intent on demonising the Baptist missionary as preacher, husband, father and human being with a subordinate purpose of political preaching on the part of the author.  Don't get me wrong, I found the book to be very well written and very accurate of some Christian leaders across history. The arrogance and insensitivity portrayed through Nathan Price typifies what most Christians (let alone people) despise about religion- that within it's ranks are voices more harmful than healing.

But the author fails to place a voice of reason within the scope of the story that can represent the missionary vocation as anything good. The other missionaries explored in the story are either white snobs who profit and exploit the country and its riches or protestants who convert to Catholicism in the course of their mission. Kingsolver does not give us a realistic contrast to Nathan's evil and we are left with a darkness that reveals truth but grows to expose the author's own prejudices. We can believe a man can be as arrogant and unkind as Nathan Price, and that his family can survive (at least partially) from his influence- but we are left feeling like the story was artificially built against the man rather than just naturally revealed as part of the narrative.

That said, "The Poisonwood Bible" is excellent writing with vivid characters, undulating dialog that feels absolutely real, exotic settings to be explored and real life, joy and pain to be experienced. Kingsolver is brilliant as a novelist, making situations feel like real motion. And when things are interrupted, by pain, joy or surprise, the reader is given space to feel the experience through her vivid prose. One chapter especially had me nearly in tears- as a young child dies and a painful, haunting day as lived by the family members is recounted.

This novel is a story, but it is a good story and it does teach us something of moral value. The lesson are not contrived, even if the platform is occasionally stolen for political stumping about American imperialism and European colonialism. The life and gift of this work is its characters, its setting and its revelation about human character in its strain to indoctrinate others into a system of belief.  The author uses multiple points of view to tell the story- a mother and her four children are the voices of this prose. The father (our antagonist) is never given his own voice.  As a man, I think this was a wise choice of the author- since it allows the reader to interpret the mind of Nathan Price simply by his speech and actions. And it is this kind of judgment that his family members must make about him as well- and they do.

This is a very good novel by an exceptional writer- if you like character built stories, this is a good choice.

Amazon Link: http://amzn.to/VZkGo7

Review by Kim Gentes