HOUSTON, TX (September 14, 2023) – Today the Silver Fox Advisors announced its newest Silver Fox Advisor. “Jonathan Phillips was previously voted in as a Silver Fox Advisor Member and then welcomed into the organization at its September 14, 2023, Membership Meeting,” announced Joseph Tung, President of the Silver Fox Advisors. Tung added, “Jonathan is the CEO and Founder of Magellan International, a Houston-based talent acquisition, career consulting, and business consulting firm. Prior to forming Magellan, Jonathan worked at Shell for 10 years in several different business units so in addition to experience the human resources, he has a tremendous amount of experience and expertise in large corporate settings and market segments. Jonathan will be a wonderful resource for the other Silver Fox Advisor members and the businesses that they serve. Jonathan has also published a book related to jobs and careers.”. Joseph Tung added, “Jonathan is very active in the community and is a member of several organizations around the City and also sits on the board of a non-profit organization aimed at reducing homelessness for families”.
Silver Fox Advisors are proven business leaders who advise, coach, consult, and mentor business leaders, CEO Roundtables, and entrepreneurship programs.
Silver Fox Advisors have been sharing their knowledge, experience, skills and wisdom since 1986. For more information visit: www.silverfox.org
Some fourteen years ago I wrote an article for the Silver Fox Advisor’s Newsletter which was titled “Global Cash Flow”. At the time Global Cash Flow was a well-used buzzword in the Banking Industry as the 2008 real estate crisis was unfolding.
Today the phrase Global Cash Flow remains extremely important in the financial industry as lenders analyze the ability of borrowers to be able to make their debt payments, not only on the loan that is being underwritten at the time but on all the borrower’s business as well as personal debt.
Why is Global Cash Flow important to a lender? Because conventional lenders (financial institutions) are typically cash-flow lenders not collateral lenders. Cash flow lenders want to be paid back from a borrower’s cash flow, not by having to rely on taking back collateral and selling it.
What does “Global Cash Flow” mean, and how does it affect you and your banking relationship?
Let’s start by defining the term “Global Cash Flow”. We all know what “Cash” is, and “Cash Flow” is the movement of money into and out of a company. When more comes in than goes out, it is said to be a positive cash flow. A negative cash flow is when more goes out than comes in. Webster defines “Global” as “of, relating to, or applying to a whole”. Thus, when added all together, one could conclude that “Global Cash Flow” means Cash moving into and out of a company’s whole span of ownership or common bond [e.g., the company’s owner(s), subsidiaries, related companies, and common ownership entities (foreign and/or domestic). In fact, throw in everything else related to the company and its owner(s)!].
Now, for the second part of the question: “How does “Global Cash Flow” affect you and your banking relationship”? This needs to be looked at from two points of view.
First of all, if you presently have an open credit facility with a bank and are providing financial statements, as part of a reporting covenant in a loan agreement, then do not be surprised if you are asked to also provide financial statements and tax returns for that real estate holding company you and your spouse own that has some rental properties in it or perhaps your son’s or daughter’s college condo. Or, you may be asked to provide the financial statement and tax returns on your spouse’s professional practice, that may be totally unrelated to the borrowing entity, but the spouse is a guarantor on the credit facility, so your overall “Global Cash Flow” coming in or going out may be affected. If this requested information is not provided and the bank’s credit analysts cannot prove you have cash flow to cover your debt payment(s) by at least a 1.25 or even a higher ratio like 1.35, then there is a good chance your loan will be classified, even if you are making your monthly payments on time. If your loan does become classified, then you banker will become your newest problem employee. You will get calls from your banker asking you numerous questions because he or she has to complete an “Action Plan” to get your loan upgraded to a “Pass Credit” status. This could take a while (6 months or a year). If it looks as if the upgrade process could take longer, you may be directed to do the difficult task of “Moving Your Loan” to another lender. I truly do not think that most bankers even realize what they are saying when they issue that edict to you. If all the banks are playing from the same handbook, how it is possible to move your loan?
The second situation comes into play if you are looking for a new loan. You will be asked to provide all the borrowing entities’ financials and tax returns as well as the guarantors’ personal financials and tax returns. But oh wait! The credit analysts spot that you or one of the guarantors is receiving rental property income that was reported on a Schedule E form. The sirens start to blare and phone calls and e-mails begin to fly. The banker will tell you to produce copies of the financial statements and tax returns for that real estate entity you own. Once you provide that information, you will likely get another request. Can we also get copies of all the documents on the loans outstanding in that real estate entity? You provide those copies, and then guess what? We also need this, and then that, and it seems endless, all provided in order to work up the “Global Cash Flow”. If that magical 1.25 or 1.35 debt service coverage cannot be achieved, you will likely not get the new loan.
Do not take any of this personally, or you may take up drinking. Also, do not think you are in the driver’s seat because you have a good loan to collateral value. In today’s environment that is a given, or you will not even be afforded the opportunity to provide the financial information. It is all about cash flow.
One thing that makes all of this so difficult to understand is if the bankers and the regulators would take a minute and think about what they are doing, they just might think about adding a step to the process. All this “Global Cash Flow” analysis that is being done is based on historical data. I know that history repeats itself, but let’s be a little creative and pro-active and do some forecasting of revenues and expenses and get to see how much is going to actually be available to make future payments.
Written by Richard T. Hendee, a Silver Fox Advisors
HOUSTON, TX (August 30, 2023) – Silver Fox Advisors announced their October 2023 Lunch & Learn Program, scheduled for Thursday, October 26, 2023, will feature a panel discussion about Sustainable Energy. The panel will be made up of local Houston companies that are leading the way in alternative energy solutions.
Houston’s Greentown Labs, located at 4200 San Jacinto St. in the Houston Innovation district in Midtown, opened its doors on Earth Day 2021, and it is a climatech incubator supporting startups that have the technology to fight climate change noting that the Houston area has resources available and is capable of leading the way in renewable energy and decarbonization of the planet.
“The stage is set for this Silver Fox Advisors Lunch & Learn event to not only be enlightening but also very informative, one that you will not want to miss,” commented David Neuberger, Programs Committee Chair of the Silver Fox Advisors.
The Silver Fox Advisors’ Lunch and Learn events are held at the Briar Club, 2603 Timmons Lane, Houston, TX 77027. To learn more about the Silver Fox Advisors’ Lunch and Learn Sessions and to register for this Thursday, October 26, 2023 event, visit our website at (www.silverfox.org).Seating is limited, and due to the special nature of this very exciting session, seating will fill up fast, so make your reservation today. This event would be a great company outing so we have arranged for tables of eight at a special price of $350. Event sponsorships are being made available for those individuals or businesses that want to be recognized as supporters of the alternative energy industry. Lunch will be served at 11:30 a.m., and the Program will begin at 11:50 a.m. sharp.
Silver Fox Advisors are proven business leaders who advise and consult with, as well as coach and mentor business owners and leaders, CEO Roundtables, and entrepreneurship programs.
HOUSTON, TX (August 24, 2023) – Today the Silver Fox Advisors announced its newest Monte Pendleton Emeritus Council member. “Hank Moore joined the Silver Fox Advisors in 2003 and served as a Vice President in 2010, President in 2011 and Chairman in 2012. Mr. Moore has served on numerous committees and chaired the organization’s Programs Committee for a number of years, arranging for many wonderful programs during his tenure.
Hank also Chaired the organization’s 25th Anniversary Celebration in 2011. The Committee Hank loved the most was the BBB Committee and he did much work to create the relationship the organization has today with the Better Business Bureau of Houston,” announced Joseph Tung, President of the Silver Fox Advisors. Tung added, “The organization has certainly benefitted from Mr. Moore’s experience and leadership over the past twenty years.”
Silver Fox Advisors are proven business leaders who advise, coach, consult, and mentor business leaders, CEO Roundtables, and entrepreneurship programs.
Silver Fox Advisors have been sharing their knowledge, experience, skills and wisdom since 1986. For more information visit: www.silverfox.org
HOUSTON, TX (August 10, 2023) – Today the Silver Fox Advisors announced its newest Silver Fox Advisor. “Dennis Klimmek was previously voted in as a Silver Fox Advisor Member and then welcomed into the organization at the August 10, 2023 Membership Meeting,” announced Joseph Tung, President of the Silver Fox Advisors. Tung added, “Dennis has a tremendous amount of experience and expertise in all aspects of the real estate industry, and he will be a great resource to our membership and the small and mid-sized businesses located in the greater
Houston Metro area that the Silver Fox Advisor organization serves. Since Dennis is also an attorney by trade, he is able to assess real estate transactions from both a business and a legal perspective. We are excited about having Dennis join the Silver Fox Advisors.”
Silver Fox Advisors are proven business leaders who advise, coach, consult, and mentor business leaders, CEO Roundtables, and entrepreneurship programs.
Silver Fox Advisors have been sharing their knowledge, experience, skills and wisdom since 1986. For more information visit: www.silverfox.org
HOUSTON, TX (July 27, 2023) – Today the Silver Fox Advisors announced its newest Silver Fox Advisor. “Michael Hill was previously voted in as a Silver Fox Advisor Member and then welcomed into the organization at the July 13, 2023 Membership Meeting,” announced Joseph Tung, President of the Silver Fox Advisors. Tung added, “Michael is a true entrepreneur having purchased companies, turned them around, subsequently grown them, and ultimately sold them off. Michael is an accountant by trade and has worked in large and small companies holding numerous leadership positions including CFO. In addition, Michael’s experience and knowledge includes working through economic downturns in a variety of industries. Michael is a great addition to the Silver Fox Advisors, and he is looking forward to helping the small and mid-size businesses that the organization serves.”
Silver Fox Advisors are proven business leaders who advise, coach, consult, and mentor business leaders, CEO Roundtables, and entrepreneurship programs. Silver Fox Advisors have been sharing their knowledge, experience, skills and wisdom since 1986. For more information visit: www.silverfox.org
Seller: any individual generating revenue by offering a product or service against payment while providing the complete “Customer Experience Journey” with titles such as Sales Executive, Field Application Engineer, Business Development Manager, Customer Experience Agent, Key Account Manager, Marketer, etc…
In this article, we will explore the importance of investing in sellers, the benefits it brings to organizations, and the strategies companies can adopt to nurture and enhance the skills of their sellers.
Last February, McKinsey released a report about “Transforming human capital into a competitive advantage”. This extensive study sampled worldwide, from large enterprises to small businesses in many industries, demonstrates how important human capital remains.
In today’s competitive business landscape, organizations are constantly seeking ways to gain a competitive edge. While several factors contribute to a company’s success, one aspect that often gets overlooked is investing in the development of its sellers.
The quote, “Organizations that invest in their sellers, prioritize their development, and invest in their skills are the ones that come out on top.” encapsulates the essence of the relationship between seller development and organizational success.
Building a Solid Foundation Investing in sellers entails more than simply hiring competent individuals. It involves creating a culture of continuous learning and development within the organization. By prioritizing seller development, companies lay a solid foundation for success. Training programs, workshops, and mentorship opportunities allow sellers to acquire the necessary skills and knowledge to excel in their roles. These investments enhance their selling capabilities and boost their confidence and motivation, improving performance.
Fostering Customer Relationships Sellers are at the forefront of customer interactions and instrumental in nurturing strong relationships. When organizations invest in their sellers, they empower them to establish meaningful connections with customers. Sellers with in-depth product knowledge, excellent communication skills, and a customer-centric mindset can better understand customer needs and provide tailored solutions. It leads to enhanced customer satisfaction, increased loyalty, and, ultimately, more significant revenue for the organization.
Adaptability and Innovation The business landscape constantly evolves, driven by technological advancements and changing customer demands. By investing in seller development, organizations equip their sellers with the agility and adaptability required to thrive in this dynamic environment. Continuous training helps sellers stay updated with industry trends, emerging technologies, and sales techniques, allowing them to adapt their approach accordingly. Furthermore, investing in sellers’ skill development encourages innovation, as they are more likely to identify new opportunities, propose creative solutions, and drive growth for the organization.
Retaining Top Talent Investing in sellers improves performance and increases employee satisfaction and retention. When organizations demonstrate a commitment to the growth and development of their sellers, it fosters a sense of loyalty and engagement. Doing so makes sellers feel valued and supported, leading to higher job satisfaction, and reduced turnover rates. Furthermore, investing in development programs allows organizations to identify high-potential sellers and provide them with growth opportunities, thereby nurturing a pool of talented individuals who can contribute to the organization’s long-term success.
Strategies for Seller Development To effectively invest in seller development, organizations can implement several strategies. Firstly, they can design comprehensive training programs that cover product knowledge, sales techniques, customer relationship management, and other relevant skills. These programs can be delivered through in-person workshops, online modules, and mentorship opportunities. Additionally, organizations can establish a culture of continuous learning by encouraging sellers to participate in industry conferences, webinars, and professional development courses.
Conclusion Investing in seller development is a strategic move that enables organizations to gain a competitive advantage and achieve long-term success. By prioritizing the growth and skills of their sellers, companies can build a solid foundation, foster strong customer relationships, adapt to changing market conditions, and retain top talent. To stay ahead in today’s fast-paced business environment, organizations must recognize sellers’ crucial role and provide them with the necessary resources and opportunities to thrive. Only by investing in their sellers can organizations position themselves as industry leaders and emerge victorious in the marketplace.
Post covid, buyers’ technics and communication protocol changed. Was your sales team trained for today’s reality?
If you have questions or would like a more in-depth conversation on sales training, please contact:
One of my primary goals in life is serenity, or as some like to put it, peace of mind. I view such a mental state as key to lasting happiness.
Serenity comes down to two words: control and acceptance.
It can take years of maturing through failures and pain to realize that we are not in control of very much.
We can’t control people.
We can’t control the business environment, the economy, or the government.
We can’t control traffic, late airplanes, or a global pandemic.
When we want to control the uncontrollable, we experience frustration and disappointment, which left unattended, can easily progress to anger, or even rage.
To gain peace of mind, we need to relinquish control and learn to accept things as they are.
In most cases, you cannot FIX people and only have a minor influence on other things/situations.
Breaking this habit of control is the single biggest breakthrough I have witnessed in people I have coached.
Here’s how to break that habit in 3 simple steps:
1. Commit to not trying to control people and things
2. Carry a copy of the serenity prayer with you.
God grant me the serenity To accept the things I cannot change; Courage to change the things I can And the wisdom to know the difference
3. When you notice yourself becoming agitated with people or circumstances, PAUSE. Pull out the serenity prayer, read it, and think about it.
The most challenging part is recognizing the urge to control and remembering to do it.
As you practice this simple method, you’ll catch yourself earlier and earlier.
Soon, it will become your new way of being. You will be free of the need to control the uncontrollable.
And you can enjoy the rewards that come with peace of mind.
Today the Silver Fox Advisors announced Silver Fox Advisors announces its newest Silver Fox Advisor. “Orlando Cardenas (OC) was previously voted in as a Silver Fox Advisor Member and then welcomed into the organization at the June 8, 2023, Membership Meeting,” announced Joseph Tung, President of the Silver Fox Advisors. Tung added, “OC has been associated with the Silver Fox Advisors for many years, having been an active participant on one of our CEO Roundtables. OC continues to run two successful businesses and remains active in the Houston business community, and he is a wonderful addition to our entrepreneur-spirited membership. OC is also involved in Houston’s social and charitable communities and willingly provides his time and talents.”
Silver Fox Advisors are proven business leaders who advise, coach, consult, and mentor business leaders, CEO Roundtables, and entrepreneurship programs.
Silver Fox Advisors have been sharing their knowledge, experience, skills, and wisdom since 1986. For more information visit: www.silverfox.org
HOUSTON, TX (June 12, 2023) – Today the Silver Fox Advisors announced its newest Silver Fox Advisor. “Dan Elliott was recently voted in as a Silver Fox Advisor Member and will be welcomed into the organization at the organization’s next Membership Meeting,” announced Joseph Tung, President of the Silver Fox Advisors. Tung added, “As the Managing Director of Sunbelt Business Sales & Acquisitions, Dan has been helping Houston area businesses for more than 20 years, and he has a tremendous amount of business selling and acquisition experience as well as expertise that will be of great value to the Houston area businesses to whom the Silver Fox Advisors provide their services. Mr. Elliott has received the professional designations of Certified Business Intermediary (CBI) and Master Merger & Acquisitions Intermediary (MMAI).”
Silver Fox Advisors are proven business leaders who advise, coach, consult, and mentor business owners and leaders, CEO Roundtables, and entrepreneurship programs.
Silver Fox Advisors have been sharing their knowledge, experience, skills and wisdom since 1986. For more information visit: www.silverfox.org
