I have to admit I am a little intrigued by the whole “2012-Mayan-calendar-end-of-the-world” thing.  Not that I think it will actually happen, but I do love bold predictions.  I would agree that life as we know it (or used to know it) is ending.  Along with changes in human behavior come the end of things we once considered crucial to our existence.  Here are some things you have become used to that will soon see their own apocalypse:

Cash.  Forget about the Benjamin’s – cash is dead.  Why?  If you lose your wallet you lose your cash; making change is slow; you’re a target for mugging; you frequently need to find an ATM.   Debit cards eliminate those inconveniences.  Aside from garage sales, stadium parking and babysitters – you can use cards anywhere.  Devices such as the “Square” card reader will make it easy for anyone to accept cards for payment.  Eventually a “card-swipe” slot will be built into your phone.

Remote Controls and Keyboards.  There is a significant increase in devices that provide some level of voice-controlled interaction.  Apple’s “Siri” is the latest push in that direction.  You no longer need to type on your smartphone with “talk to text.”  Why not your TV?  I can hear it now – “TV, please play season 2 of The Jefferson’s.”  Oh yeah, movin’ on up!

Driving.  Google received the first set of patents for the first self-driving car earlier this year.  Why Google?  Because they used self-driving cars when building Google maps.  Cars already parallel park themselves, and isn’t that really the hardest part of driving?  The government can ban cell phone use while driving, but it’s never going to stop.  With a self-driving car you can strap in, log on, and relax.  You will be delivered safe and sound to your destination without ever needing to look up from your screen.

DVD’s.  Subscription based entertainment services like Netflix and Hulu are leading the assault on the shiny discs we were so enamored with just a decade ago.  Physical disc rental seems silly when I can just click a button (or talk to) my TV and watch anything I want.  The only thing stopping internet-connected movie services from completely killing DVD’s is that the movie studios haven’t figured out how to get a big enough piece of the pie to release their entire collections to online availability.  That will change too when each studio offers their movies for rental on their own “channels.”

Wires.  WiFi is the unseen King of the digital age.  We connect to our devices and to each other without plugging in.  Soon our devices will follow our lead and connect to each other without wires, and without requiring any set up.  They will still need a power source (for now) – but your TV, computer, stereo, phone, speakers will talk to each other through the air.  Jambox wireless speakers are a great example.

Flat tires.  Bridgestone and Michelin are both releasing tube-free, air-free tires.  Once something like that hits the market, competitors will certainly imitate and attempt to improve the design.  Not good for gas stations charging to pump your tires, but great for motorists who can avoid dangerous and tedious situations on the road.

Battery Chargers.  My watch never needs a battery because it winds as I swing my arm.  Can someone please figure out how to do the same thing for my phone?  Thanks.

What is the driving force for these changes?  Is Necessity still the mother of invention?  Maybe – but Convenience, Efficiency, and Low-Cost are certainly the father, brother, and sister.  As business continues to evolve in this new world it is important to ask yourself, “does my business approach provide convenience, efficiency, and savings?”  If not, you might soon be as obsolete as a stone-carved calendar.

The Cub Scouts raise money for activities and uniforms by selling popcorn and coffee.  Their sales team of little tykes does the heavy lifting.  As my son and I prepared for popcorn duty, I noticed his reluctance.  Sell popcorn?  On a Saturday morning???  “Dad, can’t we go fishing?” he asked, hoping to convince me to change my mind.  I laughed as he tried to make his first sale of the day.  0 for 1.

We picked up our supplies from the Pack leader’s house – a table, a money box, a sign, and of course, a ton of popcorn.  We set up as instructed in front of the Cups & Cones ice cream shop on a hot summer day.  Not liking our odds, I gave him some instructions and we got started.  I watched his little mind slowly understand the process, and I could not help but notice the simple business lessons he was learning – lessons that could be applied to any business.

• Be nice.  He didn’t open with a sales pitch – he opened the door for people and said “Good morning.”  Only after they exited did he approach them – already having started the relationship by contributing something positive.
• Ask the right questions.  He asked “Would you like to support the Cub Scouts?” not “Would you like to buy some popcorn?”  A sale is made when an emotional connection is created.  Don’t sell features – ask questions that mean something.
• Play the percentages.  No matter how cute you look in your little uniform, people are still going to say no.  He didn’t just approach the people that appeared interested, he talked to everyone.  If you want to be successful, multiply your efforts and broaden your audience.
• Be transparent.  When he opened the door for people they recognized that he was warming them up – afterall, he was standing in front of a table full of popcorn and a sign with prices.  One lady asked if that’s why he opened the door for her.  He said yes.  On her way out, she bought a $16 bag, the biggest we had.  You can’t gain trust if you try to hide your intentions.
• Motivate.  He sold $100 worth of popcorn that day.  I told him how proud I was, and the Pack mother said he did a great job.  He was excited to do it again.  If people are working hard to help you achieve your goals, then show your appreciation, offer incentives, and give praise for a job well done.
• People, Products & Process.  He had success by being personable, selling a quality product, and following a simple, effective process.  You might have good people and good products but no process that drives results.  Or you might have good products and a good products but the wrong people.  You must have all three to be successful.

Thank you Cub Scouts for showing us such valuable lessons.

Now, when do we get that pocketknife?

“I know,” he said, “I put it out.”

“You what????” I asked, jaw-dropped.

“I put out the fire in your yard,” he replied calmly.  “I came around the corner in my car and I saw the flames, so I parked, got out, and stomped it out with my feet.”

“Are you serious?!?!” I asked, not believing that I was standing there talking to my family’s hero.

“Yeah,” he replied in a very “no big deal – just part of the job” kind of way.

We talked for a while and I thanked him profusely.  I told him that I had written an article and given his credit to the Fire Department.  He was quick to point out that although he put out the fire in my yard, the Fire Department saved the neighborhood – mentioning how impressed he was by their teamwork and speed.  Nonetheless, I wanted to express my immeasurable gratitude.

“You write a blog?” he asked.  “You should check out my website.”

It turns out that Senior Deputy Sheriff Greg Lawson is also an author.  He wrote a fictional book about zombies and the rights of zombies if they actually existed.  I’m not making this up – take a look:  www.zombieadvocacy.com

He didn’t seem to want much praise for his heroic act, so I can at least give his website and his book some free press.  Go check it out – just in time for Halloween!

Thank you Mr. Lawson, not only for putting out the fire, but for providing us with an example of bravery and humility – and for reminding us that for all that is wrong in the world, there are still reasons to be optimistic.

Okay.  Now, why do I hate this concept?  It is a band-aid on perpetually bleeding wound.  A proper approach to sales takes time and effort – and that effort should be spent on creating a system that gives you the best chance for success, not in pounding your head against a wall 10 times.  I am not saying that people should not be persistent – I am saying that the concept of calling a potential client 10 times is not realistic and not scalable.  Instead of making those 10 calls, consider these reasons your current approach is not successful:

1. You have not defined your target audience.  I do enjoy the phrase “She could sell ice to an Eskimo,” as an explanation of sales prowess, but it is actually pretty stupid.  Do some research and find people that need ice.
2. You don’t have a relationship.  We like to do business with people we trust, and it is hard to gain that trust when your approach is obviously some concocted sales pitch you learned at a seminar.  Building relationships takes time and it requires a genuine understanding of the people involved in the business.
3. You have no clout.  If you are someone the client knows or respects, they will take your call.  If Mark Zuckerberg, Jay Z, or Tom Brady called you just one time you would take the call.  You don’t have to be world-famous to have clout – find a way to gain prominence in your industry.
4. Your products and services don’t have real value.  Maybe you feel like you have to make 10 calls because the company you work for is not offering anything worth paying attention to.  Maybe you should help improve the offering or work somewhere else.
5. You have not properly defined your value.  If your products or services do have real value, then it should not require 10 calls to demonstrate that value to a potential client.  Create a clear, concise way to describe the benefits of doing business with your company.
6. You don’t ask good questions.  How can you claim to know what my business needs when you haven’t asked me any questions?  You’re too busy telling me about your company, products, and services.  Find out about your client’s specific need and then relate your services to that.
7. You are not creating demand.  Any sales person will tell you that it’s much easier to answer the phone than it is to dial it.  Stop using social media as a way to keep tabs on your old boyfriend and start branding yourself.
8. You are not focused on improving your approach.  Anyone that tells you “cold-calling is dead” is going to try to sell you their book – run away!  Cold-calling is fine IF you pay attention to what you’re doing, track your efforts, and make necessary adjustments to improve.
9. You are calling the wrong person.  Find out who makes the decisions and stop bothering the receptionist.
10. You are annoying.  Dude, if I told you “no” once, I am going to tell you “no” 9 more times, and I’m going to be more angry about it each time.  You would be better off calling 10 people once than calling one person 10 times.

Success in sales takes strategy, effort, and business acumen – not salesmanship.  If you don’t have the skill or patience, or if you work for a company that provides no real value, then by all means, call someone 10 times – just don’t call me!

Gusting winds, dry plants, high temperatures – perfect condition for a wildfire, just add a spark.  First a single shrub, then a stack of brittle timber, then a field, then an acre, then a hillside, a forest, homes, lives – wildfires spread fast and devastate completely.

I cannot imagine the anguish felt by the people who lost everything.  I suspect the pain is intensified by the helpless inability to stop the disaster.  We spend our lives trying to be happy, trying to keep things “good,” and sometimes there are circumstances beyond our control that force us on a different path.  When tragedy strikes, it doesn’t care that you’re not ready.

I managed to remain unharmed by the blaze – nervous, unsettled, and inconvenienced – but unharmed.  I came this close to my personal catastrophe before being saved by a brave soul who fought for me when I could not.  That helpless feeling hung around my neck like a boulder throughout the ordeal.  Over and over in my mind, “What can I do?  What can I do?”  The more I considered the question, the more I gained clarity on the only thing I could do – learn.  What could I learn from this experience to apply to my life moving forward?  In order to be more prepared in the future, here is my plan:

Reduce stress

• Know when to let go of your pride and ask for help.  Regular life is hard enough to deal with on your own – turbulent times are even tougher.  Forming a team is not a sign of individual weakness.
• Get things done.  It really helps to ease your mind in tense situations if you don’t mentally compound the problem thinking of unfinished projects, unrealized dreams, and unspoken words.
• Be prepared for emergencies.  Have a backup plan, learn CPR, search for local resources, know what things are important and worth saving, and communicate in advance with anyone that can help.

Feel better

• Help somebody.  In any tragedy, you may struggle with your inability to help yourself, but you can redirect that desire and benefit someone else.
• Proper communication and information are critical.  Even if you can’t do anything, you will feel better if you are informed.  News sources, websites, books, phone calls, groups, therapy are all available resources to help you understand the problem and find ways to deal with it.
• Look for positives .  Tragic conditions can make it difficult to be optimistic, and sometimes it might be years or decades before you gain any positive perspective from the situation, but if you look hard and force the issue, you will find a way to unveil something useful in your life.

I would like to say thank you to all the firemen of this country – we are so much safer because of your selfless acts of heroism.  I wish you safety, strength, and comfort knowing your brave actions do not go unnoticed or unappreciated.  We are in your debt.

Got my back.

Personally, I had one particular customer experience that is worth sharing.  This summer our family rented a boat with our friends from out of town.  We took the kids out on the lake for a day of boating, fishing, and swimming to cool the hot summer day.  We rented a shade-covered pontoon boat from Just for Fun Watercraft Rental in Austin, Texas.  We loaded up our gear and headed out onto the lake.  Docking in a private cove we did cannonballs off the side and caught fish after fish after fish.  It was awesome!  When we tried to start the boat to explore a different part of the lake, we had some mechanical difficulties.

“Why aren’t we moving?” asked the impatient kids, adding frustration to the problem.  After some creative engineering with tools from the fishing box, we were able to start the boat and continue the journey.  A few hours later, it happened again.  We still had a nice time and were able to return the boat after a fun day in the sun and on the water.  Regardless, I was a bit miffed at the stress caused by the equipment flaw, and I was not looking forward to the conversation I would inevitably have when I returned the boat.

The deckhand met us at the dock and asked if we had a good time.  “Yes and no,” I responded, not wanting to be a complainer, but feeling like I had a case for some compensation.  After explaining our trouble, he did the right thing immediately:  “Let me get the manager.”

I hopped off the boat and walked toward the office.  The deckhand was relaying the story to the manager.  As I approached, he walked toward me with a concerned look on his face and an extended hand.

“Mr. White – I hear you had a problem with your boat.”

“Yes, I did.”

“I’m really sorry about that.  We do our best to maintain our equipment, but sometimes things happen.”

“I understand,” I replied, waiting to see how he would resolve the issue.

“I would like to offer you some free time on your next rental.  We would love to have you back, and we want to make it up to you.”

Perfect.  As a guy that has managed sales people and spent much of his life serving customers, I truly appreciated his approach.  In order to give him proper credit for this story, his name is Ted Burger, and here is what he did right when solving the problem:

• Lead with a relationship approach.  Ted did not try to hold firm in policy or blame me for the problem – he met me with hand outstretched, wanting to be friends first, business associates second.  Instantly, I softened my demeanor and was willing to listen.
• Provide a quick solution.  I was not required to negotiate with Mr. Burger.  He initiated a resolution and did not force me into the uncomfortable position of fighting for my rights.
• Generate future business.  Yes, I may have preferred a rebate on my rental.  But ultimately, even though there were mechanical issues, we did have a really good time on the lake – and certainly would love to go again.  Ted gave me a discount on my next rental, and we will definitely return to redeem it – and pay for additional time on the boat.  Ted encouraged future business for his company and transformed me from customer to client.

Three simple steps to good customer service that created an experience worth talking about.  Thank you Ted Burger and Just for Fun.  You accepted accountability, sympathized with our problem, and treated us with respect – we will definitely be back!

Presented by the Discovery Channel, Shark Week fills and expands our brains with information and a new understanding for the beauty and intricacy of our natural world – yet I can’t help but think of the reaction you see in so many adults when a new concept is presented to them.  I’m always a bit shocked when I see a “grown-up” blatantly reject new information (admittedly, I have been guilty as well).

Do we grow to believe we know everything?  Are we offended by the implication that something exists that we don’t know?  The world around us is changing rapidly.  If we continue to reject new concepts and dismiss the developments that are shaping the future, then we risk becoming irrelevant or extinct.

My 6-year-old son is not only delighted by the information he soaks in during Shark Week, he is more than happy to share what he has learned at any time.  To break a silent moment, or in the middle of a completely different conversation, he might say:

• “Hey dad, did you know that sharks can weigh as much as two tons?”
• “Guess what – some shark fossils are 16 million years old.”
• “Great Whites can jump out of the water to capture prey.”
• “Bull Sharks can live in freshwater.” (He saves that for when we’re at the lake.)

You don’t have to be a kid to learn new things, but you must to be open to the possibility that you can learn.  Sharks are amazing creatures, examples of evolution at its finest.  Physically adapted over millions of years, sharks have survived and avoided extinction because they have evolved.  We must follow that example.

In honor of Shark Week, my son and I made this video about Great White Sharks.  Neither of us knew how to do this a year ago, but we believed we could learn.  Enjoy!

I would like to blame my brother Brian.  Maybe, just maybe, if his mullet wasn’t so totally sweet, I might have avoided it.  But alas, inspired by the awesomeness that was my brother’s mullet, and powerless to fight the trend of my era, I proceeded to grow my own.  At the time it seemed like the right thing to do.  Looking back, it does seem pretty stupid.  Ultimately, no matter how much you are influenced by peers or circumstance, your choices are yours.

The mullet  is the split personality of haircuts – business up front, party in the back – evidence that I was struggling to find my identity.  However, as mullets go, I thought mine was grand.  For the record, there were no curling irons involved, just good fortune to have the right amount of natural wave.

This weekend, as I travel to my 20 year high school reunion, I think back on that decision and many of the other choices I made at an early age – and since.  Man, I’ve done some stupid things.  I have hurt people’s feelings, spoken before thinking, embarrassed myself, and failed to live up to people’s expectations – as we all have.  With a foundation of blunders and mistakes, I suppose I should feel bad about it, but I don’t.  The things that I did wrong, the really stupid things – they drive me forward and lead me to make better choices along the way.

So what can be learned from my personal stupidity?

Admit that you could be wrong.  Only after a history of “wrong” have I come to be a better listener, open-minded to the concept that I don’t have it all figured out.  This compels me to actively seek the right course of action.

Ask for advice and TAKE it.  I would like to take a moment to personally thank my good friend Mike Foote who cared enough about my well-being to firmly impress upon me that it was time to lose the mullet.  “Really?” I replied in confusion, “is it not sweet?”  Mike had the guts to tell me the unpopular truth – I had the sense to believe him.  It is not easy to tell someone when they are wrong, so give credit to those people, and really try to understand their perspective.

Consider your alternatives before making a decision.  There are many ways to start a project or solve a problem.  I’m a big fan of talking to people you trust, doing a little research, and writing “pro’s-and-con’s” lists.

Be prepared to make mistakes again.  “So what do we do?  Anything. Something.  So long as we just don’t sit there.  If we screw it up, start over.  Try something else.” Lee Iacocca

Forgive yourself.  Ultimately, you won’t know if a decision is bad or good until you evaluate later.  Don’t let the fear of being stupid prevent you from taking action, and don’t beat yourself up if it eventually looks like a mistake.  I would much rather deal with the regret of doing something stupid than the regret of never taking risks.

The mullet has become a symbol of my questionable judgment – but also represents my ability to recover, choose the right course, and be smarter moving forward.  As I now gaze upon my high school haircut and think about the other stupid choices of my past, I am optimistic that each mistake somehow shaped my present and my future.  The mullet is dead – the lesson lives on.

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Big shout out to Reed High School class of ’91.  It was fun growing with all of you.  We shaped each other.  Looking forward to reminiscing this weekend!

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When someone or some company gives you something like that, don’t you wonder why?  Did they really think of who you are as a person?  Did they stop for a second to consider what you might find useful, valuable, or fun?  In the logo business I see this all the time – and it makes me sad.  When a company gives out a low-quality, unusable item with their logo on it I wonder if they might be better not marketing that way at all.  The truth is, if you put a little thought and effort into it, your company can promote itself with an item that becomes part of the recipient’s world.

Mmmmm, bacon

Working in the Promotional Products industry, I’m surrounded by free stuff.  In celebration of Father’s Day, I would like to take a moment to appreciate the people and companies that get it right by showcasing my favorite Dad-type gifts.  Everything I’m wearing and using in the above picture was a gift. Guess sunglasses and Guess watch from Castle Merchandising, Crown Royal t-shirt by AddVenture Products, keychain bottle opener clip by Seven Sourcing, and oh yes, that is a custom cigar with my logo on it by LabelYourCigar.com.  What you can’t see in the picture is that I’m wearing Bacon-flavored lip balm from InnoPack – you heard right, Bacon-flavored lip balm.

These companies are not paying me to mention them, but I feel compelled to do it because I appreciate their gesture.  I watch companies attempt to market themselves by giving gifts to their audience, but they fail miserably when they choose the wrong thing.  When marketing with promotional  items, there is a fine line between a gift and a gimmick.  Here are a few things to consider when deciding what logo’d merchandise to give your audience:

• Define your audience.  Identify the type of person you are trying to engage with, and give them something they can appreciate.  Not everyone wants cigars and Bacon-flavored lip balm, but those of us that do will love it!!!
• Give something that people will actually use.  It really doesn’t matter if a promo item is a great way to send a message, share your logo, etc. – if it’s not useful then it will be discarded.
• Give something of value.  This doesn’t have to mean “expensive,” just valuable on some level to the recipient – something they will not throw away.  If you put your logo on something that sucks, what does that say about your brand?
• Give something that people will share.  See me wearing the Crown Royal shirt?  Yeah, well so does everyone who passes by me when I’m wearing it.  Your audience grows when people share your message and endorse your brand.

Love to all my friends who spend a lot of time focused on creating valuable giveaways and promotions.  Thanks to the people that have given me these treasures throughout the years.  And of course, love to all the dads out there.  Happy Father’s Day!!

Go enjoy a cigar.

“You can say what you want about me but I’ve made the most of my time.”

Wild dreams.  Impractical hopes.  Unreachable desires.  Impossible ambitions.  Crazy ideas.  You’ve had them.  I have too.  That idea that you just had to tell somebody about but never got the reaction you envisioned, the “can’t lose” business proposal, the vision of your life that you would love to see.  Are you making it happen?  Is it just too crazy?  Too risky?  Too unbelievable?

“I’m going to be a rapper,” he said to me during our weekly one-on-one sales meeting.

I asked the obvious question:  “You’re what??”

“I’m going to rap – I’m going to make music,” Robbie pronounced with conviction.

“Okay man.  Good luck with that.  Now go make some phone calls.”

As much as I appreciated his enthusiasm, I needed Robbie selling, not rhyming.  And he did.  He came to the office, made his sales, and generated revenue.  He put in time each day, and then he went to his second job.  In the studio – writing, collaborating, practicing – doing the work and producing.  He focused on the dream and put some sweat into it, not waiting for luck and circumstance.

When I was 6 years old I was convinced that I was going to be a professional baseball player.  At about 16, I liked my chances in life better with a job and a car than I did trying to be a professional athlete.  And *poof* – the end of a dream.  So when Robbie came into my office and declared his improbable desire for music stardom, I was surprised, confused, doubtful, amused – and positively rooting for him.

Flash forward to today.  Robbie Gallo and Vokab Kompany have released two money-making albums.  Garnering publicity and attention via their loyal fan-base and a growing support within the music community, Vokab Kompany have branded their unique, dance party, hard-rocking, slick rhyming, soul-singing, good times musical show.  They pack houses, they rip stages.

The dream started small – very small.  Robbie invited me to his first “show.”  Robbie stood on stage with a boom box behind him and spit rhymes to a curious and entertained crowd.  It was a gutsy maneuver, and a respectable effort for the first-timer.  But Robbie knew that his dream had to grow, so he formed a partnership with local roots-funk band “Native Root.”  The collaboration consists of singer Matt Burke’s highly stylized smoothed-out vocals, Robbie’s lyrical flow, and a full band with drummer Alvaro Nunez, bassist Aaron Cheatham, horn-player Jesse Molloy, Geoff Nigl on the keys, Karen Mills singing backup vocals, and Spencer Sharpe ripping the electric violin.  They are a full-boat of talented musicians, creators, artists, and entrepreneurs.

If you’re keeping score at home, the dream-seeker list goes like this:

• Have idea you’re passionate about – check
• Do the work, even if it means long hours and loss of sleep – check
• Take risks and make yourself uncomfortable – check
• Find partners to help you grow your vision – check

The Business

Watching over the past few years as Robbie built a musical platform as an artist and entertainer, I noticed the parallels between the production, distribution, and marketing of music and the same principles of any business.  A good idea is not enough – not even close.  Your idea is as good as your ability to deliver a finished product to your audience.  Music is an unpredictable and quirky business, and a tough way to earn a living.  Getting started, the band maintains their day jobs, upholds family commitments, and manages a steady load of travel – and the business becomes that much tougher.  But they push on through, hoping for stardom.  Robbie shared the Vokab Kompany approach with me, and these tips work for any business.

1.  Idea creation

“Creative thought can pop out at any time – the trick is to capture it.  Always good to have a pen and pad close to you.  A lot of people get a creative idea when they’re a few minutes from falling asleep.  You wanna make sure you have something close to you to write with or you may miss a good concept.”

2.  Marketing materials

“Whether that’s a shirt, sticker, or some other promo piece, you gotta get people to rock it – and you gotta give it out for free, but make sure you give it to the right people.  The ones that are in “the scene” or go out a lot, or know cool things to do.  Other people will ask questions and then you have your successful marketing piece.  You also gotta be just as creative with your merch as you do your music. It’s a huge part of your branding and you want people to wear it or use it and be proud to.”

3.  Finding partners

“We search and we follow up on every lead.  As we begin to grow our brand the labels, mangers and agents start to take notice.  They’re looking for good material too, and one of the main things I’ve noticed is they’re looking for artists that work really hard.”

4.  Work your talent

“The format has changed, it’s not just about talent and you get signed.  You gotta have a lot to offer – a good record, a great live show, and a hard work ethic.  Keep building these and I believe it’s only a matter of time.”

5.  Drive adoption

“You need to give people a little time to become familiar with the album.  Most importantly is not to ‘rush’ the product or you may miss something that could’ve made that song better.”

And the crowd bobs their heads.  Feet stomp, arms raise.  Mic on blast, energy blaze.  Earth shakes, bass pumps.  Passion builds, people jump.  Bright lights, electric sights, the flow, the rhyming, the quick steps on time and, the sound hits, the curtain lifts, the band stands, the beat drifts, take the stage, lay your claim, the fans rage, they chant your name!  Dreamlike, unbelievable – and the hard work pays off.

I have watched Robbie and Vokab as they plotted this course, did the work, made it happen.  I have heard the sounds of their team, each bringing their unique style to the art they create.  Sacrifices have been made in hopes of success.  Rest has been replaced with raging desire.  The path to glory is in the willingness to completely commit – the willingness to Quit Sleep.

More Vokab videos:  http://www.youtube.com/user/TheVokabKompany

Vokab Kompany on iTunes:  http://itunes.apple.com/us/artist/vokab-kompany/id331619910

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