1	what it takes eric korb BSIM ‘81 THE EXECUTIVE FORUM KRANNERT SCHOOL OF MANAGEMENT SEPTEMBER 27, 2002
2	where are they
3	entrepreneurship
4	do you have it in you
5	it’s sort of in the genes
6	you must dare to dream
7	it takes a little bit of luck
8	lead by example
9	surround yourself with successful people
10	stay focused
11	accept change
12	it takes a fireman
13	you must be the ^#1 salesperson
14	“korbisms"
15	korbisms Each "No', is one step closer to a "Yes“ Do it now and ask for forgiveness later Every rule is made to be broken You have to have bad days to have goods days
16	korbisms "If" is a very big word No one cares, until you start making money If you've never been there before, then you'll need a map You can only get upset about things you control The customer is "right“ 364 days a year
17	^#1 favorite saying The demise of a relationship is usually due to a breakdown in communication.
18	thoughts to live by It's lonely at the top You’re only as good as your people Deliver on your promises Your “word” means everything
19	cautions No one will do it the way you will Delegate with compassion Praise in public, criticize in private Follow your gut instincts
20	business rules An investment isn't just money... it's time and people too Learn to read financials and work with spreadsheets Write a business plan every year in the first 5 years Learn business contract law
21	advice Be honest with yourself and others Do you REALLY have what it takes? Do you have the skills or know where to get the talent to accomplish your goals Love what you do, do what you love
22	how to get going Define your dreams Then break your dreams into tangible goals Put deadlines on them Create a critical path Which are dependent on each other Which can be done in parallel
23	books “The One Minute Manager” – Kenneth Blanchard “Swim with the Sharks” – Harvey Mackay “You Can Negotiate Anything” - Herb Cohen “What They Don’t Teach You at Harvard Business School” - Mark McCormack “Jack: Straight from the Gut” - Jack Walsh “How to Master the Art of Selling” - Tom Hopkins “The Secrets of Power Negotiating” – Roger Dawson “The Millionaire Next Door” – Thomas Stanley “Focus: The future of your company depends on it.” - Al Ries
24	roles Salesman Fireman Communicator Conductor Role Model
25	final thoughts Are you a lucky person? Do things just seem to come your way? Are you a happy person? Do people want to be around you? Is your glass half-full? Do you have a mentor?
26	do you have what it takes