I Want My Brother Back

6 months ago, I awoke at 6am to head out for my walk to the gym. Before leaving the house, I ran back upstairs and grabbed a photo that had been hanging on my bedroom mirror for 3 years. I snapped a photo of it and headed out the door. On the way to the gym, I uploaded the photo of my two older brothers, Billy and Bobby, my Dad, my cat and myself (age 3) and uploaded it as my facebook profile photo. I have no idea why I did it – it hadn’t been something I had ever thought about before – I just had this idea to run upstairs to do it. I walked past the gym and along Dogpatch toward Pac Bell. I felt uneasy. I couldn’t put my finger on what the scoop was but I just felt uneasy.

I spent most of the day walking throughout the city while listening to music and books on tape – jotting down notes for various projects that I was working on. Later that day I made a plan or two and cancelled them because I was still in this uneasy funk that was frankly foreign to me. At about 5pm, I decided that I was done for the day and I would kick it with a glass of vino on my deck, which overlooks the city so it was a great place to enjoy that sunny day. My phone, which was in the nearby kitchen, rang and then the voicemail sounded. I wanted to enjoy the vino and view so didn’t bother to check it out. Then, my wife’s phone rang and the voicemail sounded. My wife told me that it was the parent’s home phone number. Just 2 weeks ago, I gave the number to my parents in case of an emergency. Nervously, I listened to my voicemail of my Mom asking me to please call back – that it was important. She left the same message on Luann’s voicemail. I grew very concerned – something was wrong. At 73, my Dad was in decent shape but he’s 73 and anything could happen.

I called my parents home immediately, hoping for the best possible news – that I was unnecessarily concerned. I heard my Dad’s voice in the background and immediately thought of my two older brothers, my eldest brother Billy in particular. Again, I had hoped for the best when my Mom uttered, “Mike, Billy was in an accident” and I asked how bad. She cried out “he didn’t make it Mike – I’m so sorry – he’s gone”. With the greatest pain I have ever felt, I buckled over and cried violently, for a very long time. I felt so bad for my Mom for having that to happen to her and to deliver the news, and for my Dad, and for Billy’s four beautiful daughters and their Mom, and for my boys who were like sons to Billy even though he didn’t see them often, and for my brother Bobby and for myself since we hadn’t spent nearly enough time together over the last 15 years since my move to the West Coast. It was so incredibly hard on everyone – we lost Billy to a snowmobile accident – something that he loved to do as one of the most adventurous people I knew.

Billy was an incredible person – so amazing to everyone. He was my son’s Godfather, and was in my wedding. I was his Best Man. I learned so many things from him. He taught me about music (fittingly, as I type this in tears, the Kinks just came on my Pandora station – we listened to his Kinks albums 100 times together while sitting on his bedroom floor on our stomachs – they were among his favorite bands). He taught me about “going for it”. I don’t know anyone else who would tackle a project like Billy. He would decide that he wanted to do something and do it. One day he told me that he was going to buy an old Harley and rebuild it. I asked how he knew how to do that and he replied, “I don’t – I’ll buy the manual and figure it out” and that’s exactly what he did. He did this with everything that had a motor in it. He did it with house projects. He just did it.

Billy also taught me everything about persistence. When I was 6 or so, and he was 11, he wanted to make a bow. He spent weeks carving the bow out of wood and when he treated it in his handmade resin boiling thing, it caught fire just near the end of the 8 hour or so process so he had to do it not once, but twice more – carving and curing the bow twice more. He was proud of that bow, and I was proud of him for crafting it. My big brother Billy could do anything – absolutely anything – he was and remains my hero. He taught me about parenting – his daughters were everything to him and that love and priority for children was passed on to me with my boys.

Mostly, though, I remember Billy mostly for his generosity. Raising 4 daughters with a blue-collar job, Billy didn’t have a ton of money to give. He worked his butt off to provide so he didn’t have a bunch of time either. Any spare time that he did have, however, he gave away. He helped hundreds of people with thousands of projects over the last couple decades. I truly don’t think I ever heard him say “no”. He just wanted to help anyone who needed it and sacrificed sleep through his efforts. So amazing was his generosity that none of us knew just how generous he was. We all thought we were receiving special treatment. Only until the services did hundreds of people tell stories about the project that Billy did for which he would never accept anything in return – the stories were amazing. I could go on to talk about how awesome Billy was to me and to so many people. I think it’s best summed up by saying I think of Billy a hundred times a day, every day, and expect and hope that I’ll never stop. When I think of him, I smile and sometimes cry – but mostly I smile. There’s nothing I remember more vividly about Billy than the bright sparkle in his eyes when he smiled – which was almost always. Like everyone who knew him, I miss him a ton.

So why am I writing and sharing such a personal message? Well, for a few reasons. First, I want to thank you all for your tremendous support over the last six months – it means a lot to me and I really appreciate it! I also want those who have been afraid to ask to know that I’m doing well and what his loss means to me and to let you know that you can ask me about him any time. I love talking about Billy and your inquiry invites me to talk about him. I don’t want you to feel like you need to ask but I do want to let you know that I am very comfortable with the conversation so feel free to ask if you want to.

It’s interesting – since this happened, I have met so many people who have lost siblings – and also about a few friends, Jason, Arnie and Dan who also lost brothers long ago. One of my Summit At Sea favorite moments was a discussion that I had with another attendee, Laura. Before boarding the boat, I decided I wouldn’t tell anyone about my recent loss because I didn’t want to bum anyone out. Well, a couple days into the cruise I was talking with Laura and about 15 minutes into the conversation I just felt like sharing it with her – I don’t know why. It turns out that she had lost her younger sister in a car accident just about ten years prior – almost to the day. We talked for an hour or two about our siblings, after-life, the chance that maybe they were hanging out together watching us talk about them – we laughed quite a bit and it was a very cool moment – among my favorite on the boat.

The next very important reason that I’m writing this is so that you tell someone you love how much he or she mean to you. Don’t assume that they will be here tomorrow because, sadly, they may not be. Do it now – later tonight – but do it – don’t wait. Life can truly be way too short and there’s no time like the present – just go do it now. I was fortunate in that I spent a couple days with Billy just a few months before his passing. I’m so glad that I had those hours with him and the conversation that we shared – he knew how much I loved him and I know how much he loved me – I was very fortunate in that way.

I think the number one reason that I want to share this is to share how generous Billy was. He taught me that we could always be a bit more caring, a bit more helpful, a bit more empathetic and a bit more giving. Most of us have more than we need – or certainly more than our fair share on a global basis. One way that I wanted to share Billy’s generosity was through this charity: water campaign that was completely funded. So many friends and even some I don’t know were so financially generous, while others were so emotionally generous during that horrific time. For this, I will be forever grateful to you. Let’s have Billy’s generosity be a reminder that maybe you can give a bit more in time or cash to those much less fortunate – maybe not, but maybe.

So, I know I can’t have my brother Billy back, though I wish I could. What I can do, though, is share his message about generosity, going for it, persistence and Love; and in that way he will live on forever. Feel free to share generously – the more people that receive this message, the better, in my view.

Peace brother Billy – I miss and love you so very, very, very much – we all do!

Little brother Mike (and queue The Who on Pandora, his other favorite band – so fitting) :)

Pitch like Eminem

Eminem was the top selling artist last decade and is able to cross genres and demographics as well as anyone. Whether you love him (I do) or hate him, you have to respect him for his ability to perform and gain an audience. So, what does this have to do with pitching? Well, whether you’re pitching a product or service for sale, or pitching to investors, I think you can learn quite a bit from Eminem’s final performance in 8-mile.

In the final rap against Papa Doc, Eminem anticipates the negative that Papa Doc might rap about and lays it all out during his own rap, or pitch. He pulls away all Docs’ material by covering it during his own performance. This allows Eminem to control the flow. The result? Papa Doc freezes because he doesn’t have anything else to say and Eminem wins the competition.

I’ve directly sold or run teams that have sold $100m or so in software and services and I’ve raised money and helped others do the same, and I’ve invested in 20 companies. I always try to anticipate what the potential buyer, or investor (also a buyer), will want to know or ask. Rather than wait for them to ask, I always cut to the chase and present the information that I know is reasonable for them to want to know.

This accomplishes a few things – it allows you to control the flow of information, it shows the buyer that you respect their time, that you understand your own offering, and that you understand their needs and potential concerns. I’m not saying that you spend a bunch of time on the negative, simply that you address potential competitive overlap and potential gaps head-on, and that you deliver the solution or answers to address potential concerns. This will also save you a ton of time because the information will come out eventually. It’s better to surface the information, on your terms, and move on if it’s not a fit.

So many who pitch, whether for a sale or financing, often hate to hear “no” and withhold information. In my view, if you’re going to hear “no”, get to it as fast as possible. It’s the same as hiring slowly and firing fast. Get the information out there so you know where you stand. Life’s too short to waste time.

Let me know what you think.

Cheers.

I have a secret – what’s yours?

I love cities – San Francisco, in particular. Having grown up outside of Boston, I’ve lived in LA, Chicago and have been in San Francisco for 12 years now. I love exploring cities – not just the food and nightlife scene but hidden treasures like music, art, unique stores, old factories, hikes, interesting architecture, great city walks, wine stores, events and more. I love meeting interesting people and characters that define a city, from old to new. I find it fascinating that a single neighborhood can include such diversity as top internet companies including Zynga, one of America’s first microbreweries, a metal fabrication facility, excellent music venues, a chocolate factory, Spanish and Mandarin immersion school programs, a bean-sprout company and top restaurants. For the last couple years I’ve wanted to launch a site that exposes hidden gems in the city, but I haven’t had the time to launch something on my own nor have a wanted to do it on my own.

For me, this would be a project to do for fun, love and passion rather than one with revenue generation and profitability as the primary purpose. This allows me focus driven on things I think others will love, rather than those that optimize for revenue and profit. On April 10th I was hanging out by the pool at Summit at Sea (a must do – the best event I’ve ever experienced) and started talking with summiteer Nikolaos Iosif Kakavoulis. We spoke mostly about Athens, Mykonos, my visit to the Pink Palace in Corfu (oh, the stories I can tell about that visit) and the thrill of travel. Thirty or so minutes into our casual conversation we talked a bit about stuff that we did for passion and pay. Nikos told me that he was running something called Daily Secret in Athens. He described it with great enthusiasm and I became excited by the idea. Even though I don’t often visit, I wanted to subscribe to the Athens, Lima and Istanbul daily secrets so I could glean the inside scoop for the purposes of general knowledge and feeling like I could understand the local culture better.  Within a few minutes I told Nikos that San Francisco needed such a service – he agreed.

We spoke the following week with his business partner Pheadra Chrousos and the excitement grew. Immediately, I knew that Phaedra and Nikos would make great business partners and that they love what they’re doing with Daily Secret. Coincidentally, we also share MBAs from Columbia Business School, which is kind of cool.

It’s with great enthusiasm (hi-fives) and passion that I am announcing the launch of Daily Secret, San Francisco – your daily dose of inside scoop secret stuff happening in the awesome city of San Francisco. The plan was to launch in early June but I need to do it now so that I can share a secret event that happens on May 26th – you won’t want to miss out so act fast because the venue is really small (40 people total). The format of the Daily Secret is simple – beginning today, we will launch our first secret and then deliver one secret to your email box every day of the week. It will vary in content but will cover everything happening in the city and will have broad appeal. It will take 60 seconds to consume the information and will be easy to share. You will also be able to access our site to learn of secrets previously mentioned, as well as to suggest your own secrets.

We will give you the inside scoop on something happening that week or something that’s been around for 100 years that most locals don’t know about. Your friends will be impressed with your knowledge and they’ll want you to share secrets with them. You will have the inside scoop. We also want you to be involved. If you have a secret, we want to know about it. It could be an event with an expiration date or something that’s been around forever that many locals still don’t know about, or a secret inside tip about an old venue. We’ll be looking for Scouts and Insiders. We’ll reward you with awesome VIP parties and other cool stuff. Whether you are a San Francisco local or want the local scoop as a visitor, you should consider joining. Though we are not a daily deal site, there will also be deals offered to loyal readers.  You can have a sneak peak and sign up here.

That’s it – that’s my secret for today – I hope you decide to join us! Please let us know what you think and feel free to share our enthusiasm!

Cheers!

mike

Generosity – the Power of Giving.

I’ve been writing about generosity for about a year now. I haven’t published much of it, yet. Most of the book interviews that I have completed are about people that are investing their time toward a passion that has the interest of others at the forefront. The people I have interviewed include teachers, religious leaders, leaders at non-profits, philanthropists and business leaders that donate a bunch of their time. The names that you may be familiar with include Gates, Zander, Sacca, Gupta, Hsieh, Benioff, Mycoskie, Bush and Harrison, among others. What they are doing is awesome. They all give their time or money, in some cases both, to serve extraordinary needs. They are helping in the areas of clean water, food for the hungry, skate parks for kids, music to the needy, health for the poor, and clothing for those in need. There are thousands more giving lots of time and money to causes of their choice.

There are millions of others that are incredibly generous that we never hear about. Heck, sometimes we know the person and we don’t even know the reach of their generosity. As many of you know, I lost my oldest brother Billy in a snowmobile accident on February 11th. Simply put – he was one of the greatest people I knew. He was fun, adventurous, smart, caring, loyal, humble and above all; generous. I always knew that he was generous to me and the rest of our family but I never knew the reach of his generosity nor how many lives he touched. I didn’t know that he had fans from 30 years ago, from a single interaction. Hundreds told me stories about the car he repaired, or wall he fixed, or the plumbing he installed, or the food he delivered; always refusing anything in return. We heard one story that he helped 6-7 families in need during one weekend working on houses, vehicles, helping them move, etc.  He impacted hundreds of families and thousands of lives. Billy’s generosity certainly isn’t unusual but it is eye-opening. I think it would be outstanding if we could all be just a bit more generous with our time, even if to take the time to say thank you.

That said, I would like to thank the 76 people listed here, http://mycharitywater.org/brotherbilly, who contributed to my charity:water campaign in memory of my dear brother Billy. I will always appreciate you and your generosity. Thank you so very much.

With love and gratitude,

Billy’s little brother, Mike

39 Ways to Generate Revenue

I help companies generate revenue. Whether helping identify new target markets, new products, packaging of product/service offerings or creating a real value proposition; my goal is always to help companies generate significantly more revenue. Some have asked for examples of possible revenue models. Here are 39. I’m sure I’ve come across dozens more, but here’s a quick list. If you know of some that I’ve missed, please feel free to add.

Virtual goods and gifts – zynga

Transaction based commissions – eventbrite

Enterprise user pricing – Oracle

SaaS user pricing – salesforce.com

Sponsorship – Demand Media

Premium Content – Third Tribe Marketing (Chris Brogan)

Premium access – LinkedIn

Professional documents – law.com

Freemium upgrades – yammer

Premium services and features – HubSpot

Per download – Camera +

Customer service charges – Microsoft.com

Cross-sell products – tinyprints.com

Unit pricing – Kodak.com

Per use – email list vendors

Enterprise pricing – Microsoft Enterprise

Data sales – Twitter

Donations – wikipedia

Click based – Google

CPM – facebook

Per use – freshbooks

Time based – mechanical turk

Bandwidth based – Box.net

Subscription – wallsstreet.com

Revenue share – Quirky

Listing fee – Craigslist jobs

API access – Google Enterprise

Project and deliverable based – Rockstar Group

Hourly based – McKinsey

Equity based – Jump Ventures

Task based – task rabbit

Featured fees – freelancer

Affiliate – expedia.com

Data access – Amazon services

Research access – Lexis Nexis

Maintenance fees – SAP

Sponsor ad removal – Photo sites

Licensing – entertainment industry

Ads within the stream – twitter

Have you come across other revenue models that others might consider? If so, please share. Most companies that I work with are leaving lots of money on the table. Sometimes, the company isn’t taking advantage of an obvious revenue stream because they just don’t see the obvious. On some occasions, the bundling of services isn’t optimized for driving revenue and value. Often, contracts aren’t structured to maximize upside and minimize downside or profit loss. In all cases, it’s worth having a second look.

Thanks – Mike

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