Q. During the times that weren’t as good… what motivates you to keep going, or to change direction and begin again? A. The way I see it, "they" can't eat you. It's true - I seem to be at my best when challenges arise. One of the main ingredients of being a successful entrepreneur is TENACITY. You must be able to zig when everyone else zags. When things are going rough (and they will), you really have to put everything in perspective... You’re still alive, you have your health, faith, family and your talent... "they" can never take that from you. "I never quit either." I refer to the water balloon theory often: as when you squeeze a water balloon on one end, the water simply goes to the other. In other words, where there’s an action... there’s always a reaction, and reactions usually give you relief to resolve every challenge.     Q. What keeps you "up at night"?   Not much, but I find that when I wake up at odd times, I immediately go into "microwave prayers". Microwave prayers are peaceful moments when I thank god for all the blessings he has bestowed upon me. I try not to worry, but when my mind starts to wander, I "change the channel into "microwave prayers"     Q. As an entrepreneur, when you’re in one venture – when do you allow yourself to think about the next big idea? A. Opportunity is always knocking. As hard as it is for me, I prefer to stay focused on the current project – as, if you've done your homework, you'll find that there are so many opportunities on that project that there’s really not much time to look at other projects. Thus, I’m satisfied and I keep from getting "de-focused". My biggest challenge is to know when to let someone else have the realms in order for it to grow past my ability. I really do fall in love with the businesses I build and the staff I assemble; however, the older I get, the better at letting go I am becoming. For example the last company I built, I had over 100 employees and many of these people are genuine friends of mine, but that’s the environment I like to create. I get a great deal of satisfaction in seeing how happy and content another human being can be under my stewardship and of course everything that comes with that kind of environment.     Q. How soon do you act on an idea, and how do you keep your ideas from overwhelming you? A. I've never been overwhelmed by the complexity of an idea. One business I was in (software), I had committed to it and realized one weekend that I didn't know how to turn a computer on. To this day, all I can do is email; forget cutting and pasting. I analyze an idea very quickly and act on it even quicker. Likewise, I've never worried about the capital to run or start the business as it always seems to be available (never from traditional banks, either). I remember one time when I had no idea how I was going to meet a 35 person payroll on Friday and then I decided I would sell my way out of the capital jam... meaning sell merchandise so I could meet the need... mission accomplished. I also found that honesty with your staff helps to eliminate the weight of the world on your shoulders. I like to share bad news first and good news second. People always rally to the cause...it makes us stronger.     Q. When you review a business plan or an idea submitted from a young want-to-be entrepreneur, what is it that catches your eye or makes you open yourself to the potential of developing? A. It’s not always about money; however, at the end of the day, it IS all about monetizing the idea. Monetization... I always think about how long it will take to break even and to create positive cash flow, what's the cash burn rate per month and what is the size of the buying universe? For example, if you were selling nuclear power plants, your buying universe is pretty darn small; however, if you’re selling razor blades, your buying universe is enormous. Basically, you have to quickly identify the risk/reward ratio and then factor in the "effort" to get it to market. It’s amazing how fast this can be done in one’s head. I've done it during a sentence from the would-be entrepreneur on many occasions. Also, one should realize that it usually takes twice as long to get to market and twice the capital you think it will take...a lesson learned many times.     Q. Are there any businesses that you haven’t yet built, but are on your radar? What’s your dream project? A. Yes, however, you'll have to wait and see.     Q. As an entrepreneur, why do people want to work for you?   It's really very simple. First, I'm the first to take out the garbage. Meaning I will not ask someone to do something I wouldn't do. I rarely ask, I simply do it myself. After a while everyone knows the boss isn't afraid to get his hands dirty. Secondly, I try to treat people better than I treat myself. People are very complex creatures and we all need appreciation. Thirdly, I praise in public and repremand in private. I never raise my voice or embarass anyone. Fourth...we work hard and have fun...another great stress reliever.     Q. What do you do to start your day? How do you get in gear for all you have to do? A. I'm an extremely self-motivated person to start with; the third day of a three day weekend drives me crazy, it's often too much time away. I start my day each morning reading about 15 minutes worth of my favorite, faith-filled scriptures. I also end my day doing the same, before I go to bed. I find a great deal of peace in my faith in God. In the mornings, sometimes I'll do what I call a "wake up" work out... it’s just 20 minutes on the treadmill reading the newspaper (I like USA TODAY) and watching the news, and then I hit the showers. That’s not my daily work out... just my "wake up" routine. I find that people count on the entrepreneur to be an aggressive leader and if you’re half asleep when you get to the office, you’re no good to anyone.     Q. What do you use to keep yourself organized and on-target? A. One thing I do that most people don't do, is make a weekly plan every Sunday for the next week. In fact, I've done this since 1977. I've tried every single organizational system there is and found my system to be the best for me. I simply write Monday, Tuesday, etc. on a legal pad, separating each with about 4 inches. Then I fill in the TO DO list on each day. I never save the lists; I’ve found no need to keep them. I just clean the slate and do it again and again. I also add "goals" that I want to accomplish for that week (not the year, the week) and then, each morning, I make up a new (focused) one, "A goal without a deadline is only a dream." First thing, before I open my emails, I make a list of To Dos. It gets me focused. Likewise, the last week of each year, I make a Goal list for the year. I draw a line down the center; one side is for my personal goals, the other for my business goals. I find if I write it down, I get it done, without fail.     Q. What characteristics do you feel are most harmful for an entrepreneur to have – either to himself or to the project? A. If an entrepreneur is abusing any kind of substance or his staff, he/she can just forget it. There’s no time or place for abusing alcohol, drugs or people. It’s impossible to stay focused, and you'll burn out in a matter of a few months. The other main harmful attribute is an unusually large ego. We all have an ego; however, I’ve found that large egos don't listen. Without listening; how can you learn what your customers want? And without discipline, you’re toast. I remember, I didn't have 2 nickels to rub together but I would get up each morning, put a tie on and go to my office in my apartment. Many days, I wouldn’t see a soul, but I had total discipline ...which of course spilled over into everything I’ve done and continue to do.     Q. Have you worked on something that never got off the ground? A. Not personally. If I'm in it, I'm ALL IN. I believe that FOCUS is the key. You can get derailed every day by just LIFE, let alone too many business ventures or directions. Staying focused has worked for me. When I’m all in, everything else is just a distraction.     Q. What kind of businesses do you most like to invest in? A. That’s easy... I love the B to C model – that is Business to Consumer. My theory is that I'd rather fish in a big pond than a little pond. In other words, there are a lot more people out there (bigger pond to fish in) that I'd rather sell to, than a few stodgy old business customers. I would much rather sell my products to the masses. If you haven't noticed, Warren Buffett, too, has this "B to C" model preference (Berkshire Hathaway) i.e. Coca Cola, Gilette, Nebraska Furniture Mart, See's Candies, Geico Auto Insurance, etc. I'd much rather have to sell millions of one dollar items than one, million dollar items. When times are tough, everyone still consumes sodas, razor blades, furniture, candy and auto insurance.