Below is a portion of my exclusive interview with entrepreneur Mike Burns of Burns Marketing, based in Northern Colorado. It is an excerpt from the award winning book ’50 Interviews: Entrepreneurs Thriving in Uncertain Times’. You may purchase a copy of the book which features 52 other complete interviews condensed into 300 pages at: http://www.wisemediagroup.com/product_p/vol1.htm

Mike Burns

Michael Burns established his Loveland, Colorado communications company, Burns Marketing, in 1972 when he was 24. He had no prior entrepreneur experience, and had been working as a writer for Epsilon Sigma Alpha International. He was inspired to start his business by Leon Fedderson, who had purchased the historic Stanley Hotel in Estes Park, Colorado, and needed a writer to help him market it. Besides becoming his first client, Leon instilled in him the belief that “anything is possible.” His company mantra is “To be Relentless, Insightful, and Creative.”
Michael attributes his company’s successful thirty percent annual growth rate to his twenty six employees. He has not had to add significant staff, but rather has leveraged their talents and the technology available to them. He envisions Burns Marketing as a much larger entity in the future. To accomplish that, he is now partnering with other marketing companies around the world with the vision of providing a higher level of service to his clients.

INTERVIEW

Q: What was your initial startup cost and source?

A: $1000, bank loan.

Q: How long until there was a positive cash flow?

A: Immediate. I didn’t start the business until I had a client.

Q: Did you use a business plan?

A: No

Q: What was the genesis of the idea?

A: My first client drove me to start the business in the first place. Leon Fedderson purchased the historic Stanley Hotel in Estes Park, Colorado, and needed a writer to help him market it.

Q: What is the vision of the company and the community you serve? What came first, the problem or the solution?

A: The need is there. We strive to be the best marketing communications company in Colorado while serving clients around the world. Our company mantra is “To be Relentless, Insightful, and Creative,” and to do whatever it takes to make our clients successful. We follow a proven methodology which involves a fair amount of research before we begin the creativity phase. We are constantly seeking cutting edge technology, and exploring new techniques.

Q: What were your biggest challenges? Looking back now, is there anything you wish you had done differently?

A: People; finding the right combination of talent and youth. We don’t micromanage our employees. You have to be self driven and self directed. Our culture is very entrepreneur-centric. We encourage risk taking as long as you learn from your mistakes and adjust accordingly. Another challenge has been technology and techniques. Marketing is a fast evolving industry. A phenomenon like “viral marketing” requires us to change our approach, and try new things. We have to remain agile to be successful.

Q: Are there one or two things you can attribute your success to? Was it luck, timing, someone who helped you?

A: Our employees without a doubt. Burns Marketing is where it is today because of the people who work for us. Two hires in particular took the companies to heights I never could have imagined. Leon inspired me at a young age. He instilled in me the belief that “anything is possible.” Another successful attribute is being open to new approaches, new ideas, and challenging the status quo. One example of this is that we recently joined TAAN, (Transworld Advertising Agency Network). We are now partnering with other marketing companies around the world with a shared vision of providing a higher level of service to our client.

Q: How do you attract and retain the best employees? What is the most important attribute you look for?

A: We seek out people who are driven, self-starters, and who are willing to make mistakes, but then learn from them. We don’t supervise people here, and I guess that leads to a very entrepreneurial-like environment. I put the profits of the company back into my people. We encourage them to attend conferences and training, have an annual retreat every year, and the attractive surroundings we work in here were created to benefit all the employees who work in it.

Q: Any good books that you recommend?

A: Good to Great by Jim Collins. It is the blueprint for our business, and The One Minute Manager by Kenneth H. Blanchard and Spencer Johnson.

I wanted to pass along a few useful resources to those of you entering the ‘publicity’ phase of your authorship!

Local Colorado Author who owes all her success to her ‘online community’ – she wrote a cookbook and sold it do a major publisher.  http://www.recipesforpublicity.com/

John Kramer, author of 1001 Ways to Market your book.  Rumor has it that Jack Canfield & Mark Victor Hanson took post it notes and jotted down 2-3 items per day and followed through on many of the techniques John teaches in the book.  What can I say, he’s the man! http://bookmarket.com/

The following is the interview I had with Robbi. She’s got a great attitude we can all learn from.

Today I also received my first independent book review (someone I have no relationship with and a professional reviewer). I was shocked when I saw it. If you read the book, I hope you liked it and will also leave a review on Amazon.com.

Robbi Up High

Robbi Young is a 51 year old triathlete and marathon runner who lives in Erie, Colorado. Robbi participated in volleyball, basketball, and softball when she was young, discovering her love of running in her mid-twenties. Robbi went from running 5K races, to 10K races, to half marathons, to marathons, and eventually to triathlons by always asking herself the question, “why can’t I?” Robbi volunteers her time at events like the MS150 and the Wounded Soldier Ride, and says that seeing people participate in those events usually make excuses evaporate. Many riders in the MS150 are not highly trained riders, but do the ride because they know someone with multiple sclerosis. There are many wounded veterans who participate in the Wounded Soldier Ride, and to see them persevere is truly inspiring. Robbi has qualified for the 2010 Boston Marathon and hopes to run strong and finish well there.

Q: What one or two things do you currently do in your training that are keys to your success?

A: I get a lot of good advice from coaches and other athletes. I did a one hour lesson with a very good swimming coach, and he gave me excellent advice on the level of my hand in the pool. This little advice made a tremendous impact in my swimming. I belong to the Boulder Striders running club and they are coached by very qualified people, and taught me a more relaxed way to run. I also work hard. When I run, I run like I’m competing, I bike like I’m competing.  I don’t do leisurely rides, and I don’t do leisurely runs

Q: What would be your ultimate achievement?

A: If I can do a 3:40 in Boston I would be very, very happy.

Q: How do you set your goals?

A: I had a goal of doing Ride the Rockies, and in that case, I got an email and thought it would be really fun to do. That’s a hard rise, with lots of hills. I really wanted to be able to finish without doing the sag wagon, and I did.

Q: What is your biggest challenge, and what do you do to manage this challenge?

A: My biggest challenge is time management. My mom has Alzheimer’s, so between work, spending time with her, and training, time is pretty scarce. I plan my whole week in advance, and I put it on my calendar. I print it out and tape it on my desk, so I know what I have to do and when.

Q: What is your diet like?

A: I listened to my body. If my body wants salt, I’ll eat salt. If my body wants meat, I’ll eat meat.  I like to eat chicken, vegetables, and brown rice. Every once in a while I’ll eat chips, especially after a long bike ride. I work for a very health conscious company, so there is always healthy food available in the cafeteria.

Q: What 1-2 things do you believe differentiates you from your contemporaries who have tailed off in their athletic participation and abilities?

A: I like to inspire and encourage people. I know how working out makes me feel, and I want to help others feel that way. I feel so good and healthy. I also get to wear fun clothes because I’m healthy. The benefits are so enormous. I think my fitness is why I only called in sick once in four years at work.

Q: Do you have any recommended resources to share (books, seminars, websites, coaches)?

A: I go to clinics, especially AT triathlons. A Danskin triathlon I did early on had a series of clinics helped me the lot. The clinic on making transitions and the one on dealing with the crowd going into the water were really valuable. Take advantage of the clinics that the triathlons offer.

Q: Have you experienced a breakthrough, and if so, what led to it?

A: I read a book called Chi Running and that has helped me avoid injuries. It teaches a very relaxed form of running and stretching your hips and ankles. When I feel myself getting tense in my running, I take a deep breath, relax my body, and relax. It’s wonderful.

Q: What was the best advice you were ever given?

A: A friend gave me great advice best advice when they looked at me and said; “Why can’t you do this?” I’ve carried that advice with me. When a friend calls and asks if I’d like to do a marathon, my first thought is, “why can’t I do it?” What physical limitations do I have that makes it so I can’t do it? What is in my way? Unless I have a valid reason why I can’t do something, I’ll do it.

Q: Do you have a saying or motto that you live your life by?

A: Well, why not? Why can’t I do this?

Q: Where do you draw your inspiration from?

A: Other people inspire me. I do a lot of volunteer work for events like the MS150 and the Wounded Soldier Ride, and the people doing those events are really inspiring. They are out there working so hard for a cause.

Kim is one of the 26 professional speakers featured in Finding Speaking Success: Mentoring Tips from The Masters which is a wealth of information from those who have managed to turn public speaking into a full time career.