Cover Profile - The Ebony Cactus

TECTHE EBONY CACTUS magazineVol 3. No. 18December, 2004CLICK HERE TO JUMP TO MASTER INDEXCover ProfileArnwine, Hardy &Umbreit Attorneys at LawInside2004 Readers Index2004 Audio IndexOur First Book Reviewwww.TheEbonyCactus.comThe Voice of the Minority BusinessCommunity in the Southwest

Life Strategies Consulting + The Ebony Cactus magazineSUPPLIER DIVERSITYSEARCHLSCTECUniting the Buyer and Supplier,we find the companies you need.• Targeted Search• Pre-Qualified• Cost Effective• ConfidentialTEC@TheEbonyCactus.com 602-821-81912 www.THEEBONYCACTUS.com Vol. 3 No. 18 December 2004

master indexFeature Articlestable of contentsmaster index 3table of contents 3staff 4advertisers 4views & voices 6editorials 7moving up 8news 8calendar 10tools & solutions 13finance 101 14marketing 101 15marketing 102 162004 readers index 182004 audio index 21book review 24solutions - finance 101Being Realistic about Retirement by Jeff Cleveland. Retirement planninghas become a popular buzzword over the years and rightfully so. Most certainly,everyone has their own specific expectations and dreams about retirement, butwill your current plan meet your ultimate objectives? In this article Jeff Clevelandwill show you three realistic strategies to approach retirement planning.Pg. 14solutions - marketing 101Eliminating Objections to Increasing Sales by Charlie Cook. You want toincrease the flow of sales revenue, but you are stymied by prospects' seeminglyendless objections. Prospects say they're not interested. They tell you yourprice is too high, or this isn't the right time. In this article, Charlie Cook looks atand offers concrete advice on how to address these common challenges tosales.Pg. 15solutions - marketing 102Niche Marketing for the Small Business Retailer By Terry Smith. Aniche is special area of demand for a product or service. Niche marketing issimply assessing the overall market; segmenting or targeting a smaller groupcalled a “niche,” then fulfilling some unmet need that the mass marketer cannotor will not address. As discussed by author Terry Smith, you will learn why yourbusiness should not ignore these opportunities.Pg. 16tools - 2004 readers and audio indexThe complete listing of articles, profiles and audio presentations of the EbonyCactus magazine and Cactus Internet Radio for the year 2004.Pg. 18profile - arnwine, hardy & umbreitIn this article you will learn issues of the business of law from the minority pointof view of Arnwine, Hardy and Umbreit Attorneys at Law. The law firm of Arnwine,Hardy and Umbreit is a relatively new practice and is the only all African Americanwoman law firm in the state of Arizona. The firm seeks to operate in a holisticmanner. One that seeks to not only clear their client, but to educate them on theirrights and the processes of the law as it pertains to each individual case.Pg. 26profiles, places & things 25profile 26www.THEEBONYCACTUS.com Vol. 3 No. 18 December 20043

StaffThe Ebony Cactusmagazine is published byEbony Cactus magazine Inc.,Angela BrooksCEO and PublisherGeorge B. Brooks, Jr. , Ph.DCOO and EditorMarketingLife Strategies ConsultingSales ConsultantSusan MorrisGraphics/ ArtMagazine:Dr. George Brooks Jr.WEBKarl RothweilerWeb PageKarl RothweilerProofingSusan MorrisPhotographyAngela BrooksGeorge B. Brooks, Jr.J. Pla’ SowellStaff Contributing WritersAlvin (Floyd) GallowayTerryl MackThe Ebony Cactusmagazine is publishedsemi monthly throughthe Internet by EbonyCactus magazine Inc.There is no subscriptioncost.All Rights Reserved.To Reach Us:Mail: P.O. Box 24982Tempe, AZ 85285-4982.Phone: (602) 821-8191Fax:(602) 437-8852Publisher:Publisher@theebonycactus.comEditor:Editor@theebonycactus.comSubscribeSubscribe@theebonycactus.comUnsubscribesubscribe@theebonycactus.commessage:Unsub ECAll editionshttp://www.theebonycactus.comcontributing writersJEFFREY C. CLEVELANDJeffrey C. Cleveland is a financial representative and managing associate withProgressive Financial Concepts, New England Financial. His mission is to helpbusinesses, families, and individuals develop and implement strategies for their long-termfinancial goals. Jeff serves as the board Vice President for the Phoenix Youth at RiskFoundation; is a board member for the Arizona Guide Right Foundation; and is on theYoung Entrepreneurs Advisory Council for Junior Achievement in Phoenix. Jeff alsoserves as a Military Academy Liaison Officer for West Point and sits on two congressionalService Academy selection boards. Jeff’s career includes 15 years of professionalexperience in the United States Army and private sector in Europe, Asia, and North America. He receivedhis Bachelor of Science degree in Quantitative Management from the United States Military Academy atWest Point, New York.CHARLIE COOKThe author, Charlie Cook, helps service professionals and small business owners attractmore clients and be more successful. Sign up for the Free Marketing Plan eBook, “7 stepsto get more clients and grow your business” at:http://www.marketingforsuccess.com.TERRY SMITHTerry Smith is a native of Mobile, Alabama and has been a resident of the valley sinceDecember 1996. She received a Master of Science degree in Sports Administration fromthe United States Sports Academy in Daphne, Alabama and a Bachelor of Science degreein Business Administration from the University of Southern Mississippi. Terry has workedfor sports and entertainment organizations such as the America West Arena and BankOne Ballpark in Event Management; the Harlem Globetrotters as a ContractsAdministrator; and did a graduate mentorship and research project with the Grand CanyonState Games.Index of Advertisers IndexArizona’s Black Pages 1 2Avon - Charity Williams 1 2Cactus Internet RadioBack CoverChandler Center for the ArtsBack CoverDigital Art by Robert Smith 1 7Ebony Cactus magazine 5Greater Phoenix Black Chamber of Commerce 1 7Dr. Larry C. Leverett 1 2Life Strategies Consulting 5New England Financial 1 2Supplier Diversity Search 2The Robert Smith Education and Development Group 1 2J. Pla SoWell 1 2T.R.I.B.E. 9Valley Barter Group 1 2Well Done 1 7Woman’ entrepreneurs Bootcamp 1 1Cover: Photo by George Brooks, Jr. Ph.D.4 www.THEEBONYCACTUS.com Vol. 3 No. 18 December 2004

Life StrategiesConsultingAngela BrooksPrincipal Consultant/Owner• Small Business Consultant• Outsource Employee Trainer• Public Relations/Marketing Service• Qualified Supplier Diversity Vendor Search• Charter School Special Eduction LiaisonP.O. Box 24982Tempe Arizona 85285Office/Fax 602-437-8852Mobile: 602-821-8191Email: LSCPHX@aol.comClick here foraudio commercialReadTHE EBONY CACTUSmagazineWith 57 editions totalling more than 1,400pages posted,The Ebony Cactus isthe single largest, free, non-governmentalon-line, source of information onminority businessesin the Southwest United States*www.TheEbonyCactus.com*According to our estimateswww.THEEBONYCACTUS.com Vol. 3 No. 18 December 20045

Angienuityby: Angela BrooksRecognizing Opportunities throughUnwarranted Misfortunes.Business and the manner in which we operate a one isever- changing. It is not surprising that many businessowners struggled with the best way to take theirbusiness to the next level given all of the issues onefaces from day to day. The end of the year is swiftlyapproaching. As it does, small and large businessespress through multifarious issues such as product andservice delays and budget constraints. Such matterscan substantially exhaust creative juices for whichmany business were primarily developed. However,when exhaustion kicks in and you’ve unwillinglyidentified a misguided and shadowy trail that’s lead youto sparse generated leads, you begin to do what everywise businessman or woman does- start over, reinventor redesign the business, or simply play a wiser game.Being wiser at the business game means one has torecognize and seize opportunities that presentthemselves as well as knowing when and how to severlosses. A case in point: I’ve networked with a particulargroup of professionals for some time now. We meet twoor three times a month. At each networking session weexuberantly shake hands, exchange the samehandsome business cards, vocalize the same line “I’llcall you” and that’s about it. When I called one of myprospects who seemed genuinely delighted to see me atthe networking event, I began to inquire about theirbusiness needs and how I could assist. To myastonishment I was told that basically, a representativefrom another like company had instructed them not todo business with my enterprise. I asked was there adefect in my product, service or process that I shouldknow about. The answer was no. I then asked to engagein further conversation in an attempt to win a fraction ofthe contract. My intent was to build upon therelationship I did have already with the representative. Iwas met with dead silence. I was perplexed. Should Ilight a match against the competitor in question? Afterall, if I so desired I could set a pretty hot fire. However,is that the way of one with integrity? Is that the way I’dlike to be revered. I think not.Forging forward with one’s business, professional orpolitical dreams takes tenacity, diplomacy, firmjudgment and a shot of real life thorns just to keepthings real. As a professional, thorn registration forcescareful in-house nurturing. When thorns are extractedfrom the system and the nurturing is done, who knowswhat successes lay waiting to be discovered. Successis in many cases are induced via an unwarrantedmisfortune. To you be the glory in business and in life!Living in Americaby: George B. Brooks, Jr. Ph.DIn Praise of IngenuityThe headline read: “Your Own Business,”“Entrepreneurship is the Ultimate Expression of Self-Sufficiency.” The article by Yvette Armendariz in theDecember 4, 2004 edition of the Arizona Republicnewspaper was enlightening. It provided some importantinsights into what could be a coming Entrepreneurial Age.For example, in 2003 there were more than 12 millionAmericans who would describe themselves as “selfemployed,”almost 10% of the available workforce. Thisnumber was up 8% from 2002. Of these more than 2.3million were ethnic minorities.The reasons for millions of peoplegoing into business for themselvesincluded increased flexibility, 9-11layoffs, down sizing, greater earningpotential, creative control, values,and as a buffer against recession. Allthese potential benefits, however hadto be weighed against the fact thatmost will fail before the end of fiveyears. The question that now occursto me is, what to do with this incredibleresource of industrious people?Recently I had a conversation with agovernment official regarding theeconomic boom in downtown Phoenix and how best toinvolve minority entrepreneurs. His thoughts immediatelyturned to Supplier Diversity. That was encouraging. Hiscomment strongly suggested that there is a recognition ofthe value of these programs not only to the businesseswho win contracts, but to the prime contractors andsponsoring agencies as well. There was, however part ofmy concern that he missed. It is clear to me that thesehundreds of thousands of minority entrepreneurs are like agenie in a bottle, an untapped well of ingenious andpotentially valuable ideas.To borrow some definitions from economists ThomasHomer-Dixon and Paul Ramon, ingenuity is when ideas areapplied to solve practical, social and technologicalproblems. These ideas are the instructions that let uscombine limited physical resources into arrangements thatare more valuable. Therefore ingenuity is about findingsolutions. Ingenious thinking does not necessarily rely onnew ideas (innovations), but instead makes new andbetter combinations from old concepts. Minority ownedbusinesses are places where ingenious ideas are madereal and from where the next economic revolution willspring. Minority entrepreneurs can not do this alone. Forthis new revolution to blossom and not to wither on thevine, new strategies are needed for corporations,government and minority owned businesses to worktogether to release the entrepreneurial genie so it maywork its magic. Enough for now, on with the show. TECIndexwww.THEEBONYCACTUS.com Vol. 3 No. 18 December 20047

moving upPHOENIX AUTHOR MARY L. MITCHELL PENS FIRST BOOKnewsMary L. Mitchell, a first time author and Arizona resident has penned a riveting new bookentitled “Serenity,” a book that deals with extreme domestic violence and incest in oneSouthwestern family. A former Coolidge, Arizona resident who now resides in Phoenix, Maryreceived an Associates of Arts Degree from South Mountain Community College and attendedArizona State University through her Senior Year, majoring in Public Relations at the WalterCronkite School of Journalism. Mary holds a Bachelor of Arts Degree from Governor’s StateUniversity in Chicago, IL. where she earned a Board of Governor’s Degree. Mary is currentlytaking coursework for an MBA at the University of Phoenix. Mary can be contacted byemailing: Mitchell654@aol.com. TECTHE FIRST MONTHLY SOUTH MOUNTAIN VIEWS FINE ART SHOW IS A MUSTATTEND EVENTPhoenix, Arizona - Robert Smith of Digital Art by Robert Smith (DARS), Java Vida CoffeeCompany and South Mountain/Laveen Chamber of Commerce invite area artists and artenthusiast to their first monthly South Mountain Views Fine Art Show. The show, initiallypresenting the work of host artist and South Mountain resident, Robert Smith, will feature thefinest and latest works by emerging, local, and established artists from the area. The eventwill be held at the new South Mountain Chamber of Commerce on Central Ave, pm January 7,2005, from 6:00 p.m. until 8:00 p.m. and every first Friday thereafter. An exhibit presented byDigital Art by Robert Smith will be an event that should not be missed."The South Mountain Views Fine Art Show will present art of all types. The South Mountain Village area is a beautifuland should be reflected in its many surrounding artists' work. With all of the new growth in the area, I wanted todevelop open dialogue for the arts with professionals, educators, artists, and those who have a general love of thearts like myself" said Smith.Mindful of the youth of the community, Digital Art by Robert Smith has developed a way to get the local districtschool involved. "At each art exhibit, we have invited an art educator from one of the many deserving schools withinthe Roosevelt School District to attend. There we will present that educator with a donation from the proceeds of theevent in the name of a selected attending local business. The goal is to assist each school's art department indeveloping the awareness and abilities of each art student with supplies that are very much needed in theclassroom." Robert Smith invites corporate businesses and organizations to become sponsors on- going as theproject continues. Contact: Robert Smith by e-mail at: RsmithRDG.@aol.com or phone: 602-791-4536.ARIZONA’S AFRICAN AMERICAN LEGISLATIVE DAYS FEBRUARY 10 & 11 2005Arizona State Representative Leah Landrum Taylor (District 16, Phoenix) will be hostingAfrican American Legislative Day, Feb. 10-11, 2005. More than 5,000 African Americancommunity leaders, elected officials from throughout the United States, and Arizona citizenslegislators will convene for two days of discussion focusing on issues directly affecting thecommunity.Index“We will have a press conference on Thursday, Feb. 10, at 10 :00 a.m. at the Capitol to outlinethe goals and objectives for the group, and a full day session in the House Chambers onFriday,” Rep. Landrum Taylor said. “We will be focusing on critical community issues such aseducation, business, justice and economic development that the legislature can make specific recommendationson.” She added, “During my ongoing tenure in the Arizona House of Representatives I have been active indeveloping policy on many issues that have a great impact on the African American community. This year I am evenmore convinced than ever that we need to have a visible, unified presence to ensure that issues concerning AfricanAmericans are addressed.” For more information on the event, contact: (602) 542-5864. TEC8 www.THEEBONYCACTUS.com Vol. 3 No. 18 December 2004

IndexBizNet CalendarArizonaDecember 15Greater Phoenix Chamber HispanicBusiness Council Holiday After 5 MixerLocation: Laveen, AZ. Corona Ranch & RodeoGrounds, 7611 S. 29th Ave.Time: 5:00pm-7:00pm.Contact: (602) 495-6461 for more information.Admission is free.Tuesday, January 4 and 20South Mountain/Laveen Networking ForumsLocation: Phoenix, AZ. Time: 7:15 am -8:30 amBusiness for Breakfast. The breakfast networking willbe held at the South Mountain / Laveen ChamberOffice, 6427 S. Central Avenue (inside the Java VidaHeadquarters). Networking, business tips and greatcoffee. Located between Baseline Road and SouthernAvenue on the east side of Central Avenue. The AfterHours Mixer will be held from 5:30 pm -7:30 pm at theYMCA Child Development Center, 449 E. SouthernAvenue. FREE for Chamber Members, $10 for nonmembers.VisitJanuary 13, 25Greater Phoenix Black Chamber of Commerce:Networking Forums .Location: Phoenix. Time: 700 pm-9:00 pm.The GPBCCBreakfast networking forum will be held at the APS (Corporate office Bldg) 400 North 5th Street, 2nd Floor.Time: 7:00 am - 9:00 am . For more information, pleasevisit http://www.gpbcc.org/. The GPBCC willpresent its evening networking forum on January 25 atDiversified Human Resources 2735 E Camelback Rd,Phoenix Arizona. Time : 5:30 pm - 7:30 pm. Visit theGPBCC website for details.January 19Partnering Through Diversity Annual, DBEConference, Arizona Department ofTransportationLocation: Mesa, AZ. This is a 3- day event that will beheld at the Phoenix Hilton - East Mesa. Visit the greatPhoenix Black Chamber web page for more informationhttp://www.gpbcc.org/.CaliforniaDecember 18First Friday’s San Diego (FFSD) HolidayBusiness MixerLocation: San Diego. Time: 1:00 pm – 7:00 pm . NorthPark, 3041 University Avenue. THEME: “Holiday ArtShow” FEATURED: ·Featured work of four renownedGhanaian Artists: http://www.ffsd.com.NevadaLas Vegas Urban Chamber of CommerceMonthly LuncheonLocation: Las Vegas. Time: Begins at 11:30 am Fee: $20for members; $25 for non-members and ALL walk-ins.RSVP. For more information call: Ph.: 702 648-6222,Fax: 702 648-6223 or E-mail:info@urbanchamberlv.org. Sponsored by UCC.Southern Nevada Black Nurses Association(SNBNA)Location: West Las Vegas. Time: 11:00 am . Meetingsare held on the second Saturday of each month and atthe West Las Vegas Library. The President is DonnettaMiller-Kyle, RN, BS. Contact the SNBNA at P.O. Box270586, LV, NV 89127. 702-615-3575; fax 645-4708:http://www.snbna.org .Professional Black Women's AllianceLocation: West Las Vegas. The Women’s Alliance meetsthe second saturday of every month at the West LasVegas Library. The address is 951 W Lake Mead. Toattend call: 702- 631-0000. TECBizTipThe Minority Business DevelopmentAgency’sPhoenix Opportunity DatabaseThe Phoenix Database, is a listing of minorityownedenterprises doing business in theUnited states maintained by the MinorityBusiness Development Agency (MBDA) of theUS Department of Commerce. The Phoenixdatabase. MBDA uses the Phoenix databasein conjunction with the “Opportunity Database”to inform and refer listed minority companies ofcontract and other business opportunities viaemail and fax. This is a FREE service providedby the Department of Commerce’s MBDA andis available to all qualifying PMBDC clients.http://www.mbda.gov/10 www.THEEBONYCACTUS.com Vol. 3 No. 18 December 2004

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Have YouBeen ConsideringBreast Enhancements, LaserHair Removal, Liposuction,Rhinoplasty, Body Contouring,Botox, Laser SkinResurfacing or CollagenInjection?If so, you owe it toyourself to contact theoffice of Dr. Larry C.Leverett MD.Dr. Larry C. Leverett480.706.5830http://www.leverettmd.comFinancial Sales RepresentativeNew England Financial/Progressive FinancialConcepts, the premiere financial services firm in theValley of Sun is looking for sales orientedindividuals to learn the financial services business.With millions of baby boomers heading towards retirement and a significant transfer ofwealth to occur in the next two decades we need to hire and train success orientedindividuals to learn to counsel clients regarding their financial future.New England Financial/Progressive Financial Concepts offerssubstantial training and the opportunity to work in a team based selling environmentbuilding clientele through focused, targeted industry prospecting. We have anexceptional team of specialists to support our representatives in assisting their clienteletowards financial success. We offer training compensation plus commissions andbenefits for those who qualify.If you have a strong desire to help people, a successful business or school background,and high income aspirations, please email your resume to Jcleveland@pfc.nef.com callJeffrey Cleveland at (602) 956-0956 to set up an interview.CD200209222 exp. 10/18/200512 www.THEEBONYCACTUS.com Vol. 3 No. 18 December 2004

Tools:Something regarded as necessary to the carrying out of one'soccupation or profession.Solutions:The methods or processes of solving problems. The answers to ordisposition of problems.tools & solutions• finance 101• marketing 101• marketing 102• 2004 readers index• 2004 audio index• book review• master indexwww.THEEBONYCACTUS.com Vol. 3 No. 18 December 200413

y: by JeffreyC. ClevelandBio on page 4Indexfinance 101Being Realisticabout RetirementRetirement planning has become apopular buzzword over the yearsand rightfully so. Most certainly,everyone has their own specificexpectations and dreams aboutretirement, but will your current plan meetyour ultimate objectives? Today, morethan ever, planning for retirement is anecessity. Proper planning and followthrough can help you avoid shortfalls inmeeting your income needs and helpassure you of a smooth, secure transitionfrom the world of work to the world ofretirement.Keeping Pace with ChangePlanning ahead means setting goals anddeciding how they will be met, within theframework of a changing financial picture. Manyretirees find themselves torn between balancing asatisfying lifestyle with one that lacks many of thecomforts that make life easier. In the absence of asolid financial foundation, you may be faced withsome hard choices over the course of your retirementyears. A successful financial strategy, carried outfaithfully, will help soften many of them.Unfortunately, time is a luxury only available toyounger individuals. Therefore, as retirementapproaches, there are some key points you shouldtake into consideration in order to best positionyourself for an enjoyable retirement:Strategies Change. Due to a longer time horizon,younger individuals may be able to afford takinggreater risk with more aggressive investments.However, as you approach retirement, it may be moreprudent to gradually shift your assets to moreconservative, income-producing investments. Anasset preservation strategy may be especiallydifficult for those who begin retirement planning laterin life. In such situations, it is particularly critical forinvestments not to exceed or under-exceed personalrisk tolerance.An Aging America. Today, it is not uncommon forsomeone to spend one-third of his or her lifetime inretirement. Your retirement assets, therefore, willneed to last longer and be able to accommodate costof-livingincreases, i.e. inflation. As a result, it maybe necessary for some retirees to return to theworkforce (perhaps consulting on a part-time basis) inorder to help supplement their retirement income.Lifestyles of the Rich and Famous. Someindividuals are under the impression they will be able tolive the same type of lifestyle they enjoyed during theirworking years and some will. However, it is importantto keep things in proper perspective. In reality, youmay have to downscale living arrangements andunnecessary expenditures in order to ensure yourretirement assets will be sufficient over a long period oftime.Regardless of how close you are to retirement, it isimportant to set realistic goals and expectations.Factors such as how much you have alreadyaccumulated, or how far financially you are from yourobjective, should play a key role in determining yourcourse of action. A review with your financialprofessional can be a good first step to help ensureyou have chosen the best path to fulfill your retirementlifestyle.Stay within you marketing budgetAdvertise smartAdvertise with the Ebony Cactus14 www.THEEBONYCACTUS.com Vol. 3 No. 18 December 2004

marketing 101Eliminating Objections toIncreasing SalesYou want to increase the flow of sales revenue,but you are stymied by prospects' seeminglyendless objections. Prospects say they're notinterested. They tell you your price is too high, or thisisn't the right time. You've heard all the objections.What can you do to get rid of these once and for all?E ngineering YourMarketingWhen I was seven one of myfavorite ways to spend a hotsummer day with my friendswas playing a backyard gamewe called "waterworks".We'd use a trowel to constructchannels in the dirt, put thehose at one end and watch thewater flow. If we wanted thewater to go straight, we'd remove rocks and debris toclear a path. We became sophisticated engineers,guiding water around corners and across shortaqueducts. We felt like masters of the universe,directing the water where we wanted it to go. (You canbet my mother loved seeing us come into the house atthe end of the day.)Plan your marketing to take charge of increasing yoursales. Your marketing can lead prospects to yourproducts and services the way my friends and Iengineered our waterworks; by making clear paths andremoving obstacles. Channel your prospects' attentionand interests and eliminate objections. Below are thefour most common objections and ways to eliminatethem.Lack of InterestProspects need to understand what you do before theycan become interested in what you have to offer. It isthat simple. If you're marketing yourself as a lawyer,coach, accountant or fitness center, you're not tellingpeople why they should be interested. To capture theirinterest, explain the problems you solve from theirperspective.Lack of LeadsYou want people to email you, call you or go to your website to buy your products and services. But first youhave to motivate them to contact you so you canmarket to them. Once you have their attention, use yourconversation, your emails and your web site to askthem what they want and need.Lack of CredibilityYou want prospects to see youas the expert; the person andthe firm that has the productsand services they can rely on.One of the biggest challengesto attracting new clients isgaining their trust and beingseen as the essential expert.Use your articles, ezine, andweb site to demonstrate yourexpertise. Use testimonials from clients to tellprospects about the results you and your productshave achieved.Pricing ObjectionsWhether it is a $25 subscription or a $50,000 consultingfee, prospects object to price when they don'tunderstand the value of the purchase. Establish a setof questions you can use to help prospects define whatthey want and what you are providing. When price is putin context, it becomes much less of an obstacle.Still not converting as many prospects to clients asyou'd like? Use questions to find out more about whatthey want, and what their concerns are. Then addresseach of these objections up front and remove them aspotential sales killers.Think of your target market asa reservoir of water waiting tobe tapped. If you eliminate thebarriers between them andyou, you could send a steadystream of new clients andcustomers your way. Now,don't just imagine it, do it. Starteliminating your prospects'objections and create a clearpath for them to becomeclients and customers. Help your prospects get whatthey want and you'll get what you want, more clients.-2004 © In Mind Communications, LLC. All rightsreserved.-The author, Charlie Cook, helps service professionalsand small business owners attract more clients and bemore successful. Sign up for the Free Marketing PlaneBook, '7 Steps to get more clients and grow yourbusiness' at http://www.marketingforsuccess.comFor additional details on republishing visith t t p : / / w w w . ma r k e t i n g f o r s u c c e s s . c o m/marketing-ideas/republishing.htmlPhoto Available ath t t p : / / w w w . ma r k e t i n g f o r s u c c e s s . c o m/images/headws-ns.jpgby: CharlieCookbio onpages4 & 15Indexwww.THEEBONYCACTUS.com Vol. 3 No. 18 December 200415

marketing 102Niche Marketing for the Small Business RetailerThe2004 holiday season has arrived. As a small business retailer, how do you capture a piece of the shoppingmarket? Do you compete with the mass marketing tactics of major department store chains? … NO, youdon’t!!!A fatal mistake for the small business retailer is to try and compete with a Macy’s, Robinson’s May, or Dillard’s typeof operation. There’s a cliché that says “don’t despise small beginnings;” the same is true for growing a business. Ihave a personal saying for my business, “don’t despise niche marketing.”Niche: N. A special area ofdemand for a product or serviceNiche marketing is simply assessing the overall market; segmenting or targeting a smaller group called a “niche,”then fulfilling some unmet need that the mass marketer cannot or will not address. As a small retailer, do not be toogeneral in your product offering. Small retailers can cater to a specific market by offering unique, hard to find,imaginative items. The holiday season can prove to be harvest time for the small business retailer who is willing tocreatively cater to their niche of the holiday shopping market. Due to the soft economy, consumers are cautiouslylooking for a bargain buy.David Wyss, Chief Economist for Standard & Poor’s Trends and Projections predicts that the economy is “regainingtraction,” despite the fact that Economists have lowered their growth forecast for this year and next; primarily due tothe higher oil prices. Economists expect that the hurricanes will further depress 3rd quarter GDP (Gross DomesticProduct) because of the disruption to retail sales and tourism. The fear of high oil prices and world terrorism hascaused consumers to spend less. The high oil prices have drained consumer purchasing power. However,Economists maintain the economy seems to be improving; leaving some ray of hope for the savvy retailer, who relieson holiday shoppers to boost their 4th quarter revenue.As a small business retailer methods I use to hone in on the holiday shopping market include: 1) targeting localholiday events that offer vending opportunities (such as the local chapter of the National Black MBA Association’sannual Kwanza event, the AKA’s Fashionetta and Ebony events, and local employers who have holidayextravaganzas); 2) email or mail coupons to your customers; 3) offer a gift with purchase; and 4) last, but not least,always strive for excellent customer service.Niche marketing is not the small business retailer’s foe; it is our friend. In today’s competitive retail market, thesuccessful small business retailer will be the one who not only hears feedback from their customers, but act on theircustomers wants! HAPPY HOLIDAYS!! TECby:Terry Smithbio on page4IndexBizTipWhat is SBIR (Small Business Innovative Research)A program under which a portion of a federal agency's research and development effort is reservedfor award to small business concerns through a uniform process having a first phase for determining thescientific and technical merit and feasibility of ideas that appear to have commercial potential, asecond phase to further develop proposals which meet particular program needs, and whenappropriate, a third phase in which commercial applications of R&D are funded by non-federalsources of capital. Each federal agency with an extramural budget for R&D in excess of $100M eachfiscal year is required to have an SBIR program. (15 U.S. C. 638)Note: All federal agencies have SBIR programs. To learn more, click the following link:http://www.google.com/search?hl=en&lr=&ie=ISO-8859-1&safe=off&c2coff=1&as_qdr=all&q=sbir16 www.THEEBONYCACTUS.com Vol. 3 No. 18 December 2004

http://www.gpbcc.orgTyron J. Ivy, President/CEOPrism Technology SolutionsGPBCC Member Since 2002The Greater Phoenix Black Chamber of CommerceA Winning Strategyhttp://www.Prismtechsol.Comclick here to listen the latest GPBCC internet talk radio showWell DoneJob Search /Local and NationalIn-depth, Reliable, Time SavingClericalOutsource with ease. Contract or utilize services as needed. Great for small businessesProofreadingGreat for public speakers, corporate administrators, various authors,college studentsIt’s not done until it’s Well DoneSusan Morris602-300-5252 / 2drb@cox.netwww.THEEBONYCACTUS.com Vol. 3 No. 18 December 200417

Continued from the previous pageMARKETINGDecember, 2004. Page 15. EliminatingObjections to Sales. by Charlie Cookhttp://www.theebonycactus.com/tecdc104.pdfDecember, 2004. Page 16. Niche Marketing forthe Small Business Retailer. by Terry Smith.http://www.theebonycactus.com/tecdc104.pdfOctober 21, 2004. Page 16 How to educatecustomers into purchasing more. by YuwandaBlack http://www.theebonycactus.com/tecot204.pdfOctober 6, 2004. Page 15 Removing Obstacles toSales. by Charlie Cookhttp://www.theebonycactus.com/tecot104.pdfSeptember 21, 2004. Page 13. Getting Luckywith Systematic Marketing. by Charlie CookHttp://www.theebonycactus.com/tecse204.pdfSeptember 6 2004. Page 24. “Six Ways ToIncrease $ales By Helping People Buy. byCharlie CookHttp://www.theebonycactus.com/tecse104.pdfJuly 6th, 2004. Page 25. 8 Common MarketingMistakes. by Charlie CookHttp://www.theebonycactus.com/tecjl104.pdfNETWORKINGApril 21, 2004. Page 23. Always Dive In Early”. byDave ShermanHttp://www.theebonycactus.com/tecap204.pdfMarch 21, 2004. Page 21 Networking isGiving. by Dave Shermanhttp://www.theebonycactus.com/tecma204.pdfPROFILESPROFILES IN GOVERNMENTOctober 6, 2004. Ed Beasley: City Manager,City of Glendale Arizona. by Angela Brookshttp://www.theebonycactus.com/tecot104.pdfOctober 21, 2004. Mary Manross: Mayor, Cityof Scottsdale Arizona. by Angela Brookshttp://www.theebonycactus.com/tecot204.pdfPROFILES IN SMALL BUSINESSArchitectureJune 6, 2004. Blue Mesa Studio by GeorgeBrooks, Jr. Ph.D.http://www.theebonycactus.com/tecju104.pdfConstructionJanuary 6, 2004. G&L Joint Venture. by GeorgeBrooks, Jr. http://www.theebonycactus.com/tecjn104.pdfMay 21, 2004. Pegasus Utility LocationService. by George Brooks, Jr. Ph.D.http://www.theebonycactus.com/tecmy204EducationApril 21, 2004. Teach Me English. by Angela Brookshttp://www.theebonycactus.com/tecap204.pdfEnvironmental ConsultingJanuary 21, 2004. Environmental AssuranceServices by George Brooks, Jr. Ph.D.http://www.theebonycactus.com/tecjn204.pdfEvent PlanningJanuary 6, 2004. EnStyle Planned Events. byGeorge Brooks, Jr. Ph.D.http://www.theebonycactus.com/Tecjn104.pdfFinanceMarch 6, 2004. World Financial Group. by GeorgeBrooks, Jr. Ph.D.http://www.theebonycactus.com/tecma104.pdfLawDecember 2004. Arnwine, Hardy and UmbreitAttorneys at Law. by Angela Brooks.Http://www.theebonycactus.com/tecdc104.pdfSeptember 6, 2004. Alternative DisputeResolution: Profile Harold Coleman Jr. byGeorge Brooks, Jr. Ph.D.Http://www.theebonycactus.com/tecse104.pdfPersonal Care ProductsSeptember 6, 2004. Chisara’s Gold Products. byAngela Brookshttp://www.theebonycactus.com/tecse104.pdfPhotographySeptember 21, 2004. Digital Art by Robert Smith.by Angela Brookshttp://www.theebonycactus.com/tecse204.pdfPrinting and Office ProductsJanuary 6, 2004. LGC Office Products. by AngelaBrookshttp://www.theebonycactus.com/tecjn104.pdfMay 21, 2004. PVS Network. by Angela Brookshttp://www.theebonycactus.com/tecmy204.pdfMarch 21, 2004. Sir Speedy Las Vegas. by AngelaBrookshttp://www.theebonycactus.com/tecma204.pdfSpecialty Foods Production and SalesAugust 21, 2004. Java Vida (Coffee). by GeorgeBrooks, Jr. Ph.D. Audio Availablehttp://www.theebonycactus.com/tecau204.pdfMay 6, 2004. Pass the Popcorn. by Angela Brookshttp://www.theebonycactus.com/tecmy204.pdfJune 6, 2004. Rightrac Inc.(Fish Farm). ByGeorge Brooks, Jr. Ph.D. Audio Availablehttp://www.theebonycactus.com/tecju104.pdfContinued on the next pageIndexwww.THEEBONYCACTUS.com Vol. 3 No. 18 December 200419

IndexContinued from the previous pageTravelMay 6, 2004. E&T Travel. By Angela Brookshttp://www.theebonycactus.com/tecmy104.pdfMay 6, 2004. Souljourn LLC Ethnic RegionalTravel Guide By Angela Brookshttp://www.theebonycactus.com/tecmy104.pdfPROFILES IN SUPPLIER DIVERSITYApril. 21, 2004 Arizona State University. ByGeorge Brooks, Jr. Ph.D.http://www.theebonycactus.com/tecap204.pdfSeptember 6, 2004: The Chandler Center for theArts. By Angela Brookshttp://www.theebonycactus.com/tecse104.pdfAugust 21, 2004: Diversity Leadership Expo. ByGeorge Brooks, Jr. Ph.D.http://www.theebonycactus.com/tecau204.pdfOctober 21, 2004: Maricopa County Arizona. ByGeorge Brooks, Jr. Ph.D.http://www.theebonycactus.com/tecot204.pdfSeptember 6, 2004: Mayo Clinic. By GeorgeBrooks, Jr. Ph.D.http://www.theebonycactus.com/tecse104.pdfJanuary 6, 2004 and Feb. 21, 2004. The City ofPhoenix. By George Brooks, Jr. Ph.D.http://www.theebonycactus.com/tecjn104.pdfhttp://www.theebonycactus.com/tecfb204.pdfFebruary 6, 2004. The Tourism and SportsAuthority. By George Brooks, Jr. Ph.D.http://www.theebonycactus.com/tecfb104.pdfAugust 21, 2004 Southwest Gas. By GeorgeBrooks, Jr. Ph.D.http://www.theebonycactus.com/tecau204.pdfFebruary 21, 2004. Valley Metro (Light Rail). ByGeorge Brooks, Jr. Ph.D.http://www.theebonycactus.com/tecfb204.pdfSTRATEGIC PLANNINGSeptember 21, 2004. Page 12. Thinking beyondCertification. By George Brooks, Jr. Ph.D.Http://www.theebonycactus.com/tecse204.pdfApril 6, 2004. Page 14. Inspiring innovationthough your Supplier Diversity Program. ByGeorge Brooks, Jr. Ph.D.http://www.theebonycactus.com/tecap104.pdfTECSupportOctober 21, 2004. Page 19. What Benefit was The2004 Diversity Expo to your Company? ByGeorge Brooks, Jr., Ph.D.Responses from:Alan Rigg, Scottsdale National Gender Institute.Edquione Covington, American Express.Robert Young, CEO Young and Kahn Associates.Frank Celis, Contracts/Procurement SpecialistSouthwest Gas Corporation.http://www.theebonycactus.com/tecot204.pdfSeptember 6, 2004. Page 7. What Is Your MostPressing Business Need? By George Brooks, Jr.Ph.D.Responses from:Lal Fernando, President New Era Children’s Fund.Johnnie Funderburg, Procurement Management AnalystMaricopa County.Charles Hughes, President Hughes Appraisal GroupThurston Lee, President TLambda Inspections LLC.Http://www.theebonycactus.com/tecjn104.pdfAugust 21, 2004. Page 7. What Is The Importanceof Promotions to a Small Business. GeorgeBrooks, Jr. Ph.D.Responses from:Roland Campbell-Marketing Director, The ArizonaInformant Newspaper:Rosiland Moore - President, Moore Systemworks:Kendall Cooper - Comfort Consultant, Cooper ClimateControl Inc:Cori Wright - Ameriplan HealthTamala L. Daniels Realtor - Keller Williams:Http://www.theebonycactus.com/tecau204.pdfApril 21, 2004. Page 7. How Have You BeenPromoting Your Business This Year? ByGeorge Brooks, Jr. Ph.D.Responses from:Richard V. Bowles Progressive Training andConsultants Phoenix AzColission Wells President & CEO-Pegasus UtilityLocating Service.Prince Arthur VIII, President & CEO-MicroMillenniumManagement Consulting.Catherine Cohen, President-Valley Barter Group LLC.Wade Temple, CEO-WadeSound Inc.Http://www.theebonycactus.com/tecap204.pdfApril 6, 2004. Page 7. Most Commonly AskedBusiness Questions. George Brooks, Jr. Ph.D.Responses from:Rod Lasley, Supplier Diversity DevelopmentCoordinator for Arizona PublicService Corporation (APS)Marquis Scott: Director of Marketing and Sales, GreaterPhoenix Black Chamber of CommerceRon Williams: President Grand Canyon Minority SupplierDevelopment CouncilHttp://www.theebonycactus.com/tecap04.pdfWEB DESIGNAugust 21st, 2004. Page 28 Aligning theKeywords of Your Website. By Susan AllenMorgan Http://www.theebonycactus.com/tecau204.pdfMay 6, 2004. Page 22. Is White Right Or GoBright. By Susan Allen MorganHttp://www.theebonycactus.com/tecmy104.pdf TEC20 www.THEEBONYCACTUS.com Vol. 3 No. 18 December 2004

TEC 2004 audio indexThe tag line on the front cover reads, “The Voice of the Minority Business Community in the Southwest.” That is quite a claim, and onethat we intend to live up to. In our case, we combine two definitions of the term Voice: 1. The right or opportunity to express choices oropinions. 2. The sound produced by the vocal organs of a vertebrate, especially a human.Since March of 2004, we have sought provide a vehicle where minority business entrepreneurs could air their views through spokenword. This past year we have covered subjects including supplier diversity, marketing, promotions, small business profiles andbusiness needs. Our speakers have even included national notables such as Congressman Harold Ford Jr., and Ron Langston,National Director of the U.S. Department of Commerce’s Minority Business Development Agency. We hope you find the wide rangingcomments from the 25 speakers interesting and informative. Enjoy. (Note: to use this resource, a high speed connection to the Internet isrecommended and must be turned on. Also: note your computer has two volume controls, one master for the operating system and one for themedia player, so be sure both are adjusted so you may hear the broadcast. So all may listen, all broadcasts are in MP3 format accessible byRealPlayer, WidowsMedia Player, QuickTime and iTunes)Keywords (click on keyword to link to subject)ADVERTISERSCONFERENCESGREATER PHOENIX BLACK CHAMBER OF COMMERCEMANAGEMENTMARKETING AND PROMOTIONPOLITICSPROFILESADVERTISERS2004 Life Strategies ConsultingThe 2004 audio index is sponsored by Life Strategies Consulting. Their ad is found of page 5 of this edition.Click on weblink below to listen to the LSC audio commercial>>http://www.cactusinternetradio.com/ecbau204.mp3 (Time: 01:44)CONFERENCES2004 Arizona Black Expo (August 21, 2004)Mr. Michael Kelly of the Leadership Consortium the Primary Sponsor of the 2004 Arizona Black Expodiscusses the day: Click on weblink below to listen>>http://www.cactusinternetradio.com/eciau204.mp3 (Time: 0:59)2004 Diversity Leadership Expo (August 21, 2004)Ms. Christine French co-chair of the 2004 Diversity Leadership Expo discusses the history of the project,and what can be expected for this years activity. http://www.diversityleadershipalliance.orgClick on weblink to listen>>> http://www.cactusinternetradio.com/ecjau204.mp3(Time: 11:46)GREATER PHOENIX BLACK CHAMBER OF COMMERCEChamber TalkChamber Talk is the new Internet Radio show by the Greater Phoenix Black Chamber of Commerce and providedon Cactus Internet Radio. ChamberTalk is our opportunity to talk aboutany and everything. Whether it isinformation regarding businessdevelopment opportunities or politicalissues like a new tax or some issuethat might affect small business. Wewant to talk about the issues thatbusiness persons will find useful.Continued on the next pageIndexwww.THEEBONYCACTUS.com Vol. 3 No. 18 December 200421

Continued from the previous pagePOLITICSLocal:Hon. Leah Landrum-Taylor: 2004 Election position statement for Arizona StateRepresentative Leah Landrum-Taylor (Note, Landrum-Taylor is Arizona’s only African Americanmember of the State Legislator and was elected to her last (time limits) two year term in November 2004.She represents District 16) Click on weblink below to listen>>>http://www.cactusinternetradio.com/smforb04.mp3 (Time: 4:49)Southminster Social Service Agency: Known for 50 years for is public service activities, SouthminsterSocial Service Agency of Phoenix Arizona (602-276-2582), sponsored an online political forum for theresidents of Arizona District 16 in the Fall of 2004. Gloria Young presents comments from theagency in this audio piece. Click on weblink below to listen>>>http://www.cactusinternetradio.com/smfora04.mp3 (Time: 1:02)NationalHon. Harold Ford, Jr. (September 6, 2004)As part of the presidential campaign of Senator John Kerry in 2004, Congressman Harold Ford Jr., ofTennessee visited Phoenix Arizona. In an Cactus Internet Radio exclusive, Congressman Ford discussesthe role small business would have played if Senator Kerry had been elected. Following theCongressman’s comments, listen to Az. State Representative Leah Landurm as she details theimplications of the Mr. Ford’s visit to Arizona.Click on weblink below to listen to Congressman Ford>>>http://www.cactusinternetradio.com/ecese104.mp3 (Time: 3:06)Click on weblink below to listen to Representative Landrum-Tayor>>>http://www.cactusinternetradio.com/ecfse104.mp3 (Time: 3:06)Mr. Ron Langston (May 6, 2004)In a Cactus Internet Radio exclusive, hear the words of Ron Langston National Director of theU.S. Department of Commerce’s Minority Business Development Agency as hediscusses new programs focused on minority business. Mr. Langston visited Phoenix, Arizona in May of2004 as part of the Second Annual Congressional Business Summit sponsored by Arizona RepublicanCongressman J. D. Hayworth. Click on weblink below to listen>>>http://www.theebonycactus.com/LangInv.mp3 (Time: 8:19)PROFILESArizona State University Professor Terry Alford & The Arizona Council of Black Engineers andScientists (Marcus Green) (June 2004)Innovation, technology and education go hand in hand. In this profile you will earn of a new andimportant patent awarded ASU Professor Terry Alford and his research team. You will then learnof about the wonders of the 2004 Arizona Council of Black Engineers and Scientists ComputerCamp from the chair Mr. Marcus Green.Click on weblink to listen>>> http://www.theebonycactus.com/ecxjl104.mp3(Time:16:32)RightTrac Inc. (June 6, 2004)In this small business profile, you will learn of an ingenious African American company dedicated togrowing fish and shrimp in the desert and which are using the technology as a method to reduceagricultural water use. The commentary is provided by company president James Hicks. Click onweblink below to listen>>> http://www.theebonycactus.com/hicks.mp3 (Time:11:47) TECIndexwww.THEEBONYCACTUS.com Vol. 3 No. 18 December 200423

Book ReviewAnimal Kingdom,a Diversity Fableby: William A. Guillory, Ph.D. 2004PublisherInnovations International, IncSalt Lake city, Utah801-268-3313George B. Brooks, Jr. Ph.D. ReviewerAnimal Kingdom is a light fable thatmakes some heavy points whenyou read between the lines. In theworld that William Guillory creates,four species of animals contendwith a looming ecological crises. Thelions see their world encroachedupon by those who once fearedthem, but no longer do. The zebraslong for the past when they were allblack in color, but today can’tdecide whether they are black withwhite stripes or white with blackstripes. The caribou are growing innumbers and simply want peaceand space to reproduce as is theirGod given responsibility. Finally, thequick agile and aloof gazelle feel they are superior to the others. To use an oldcliche “does anything sound familiar.” Without giving away the story, the fourspecies must find some way to work together before time runs out.The use of animals as a metaphors for human behavior is a time honoredtradition. Both Louis Carol’s “Alice” books and George Orwell’s “Animal Farm”are shining examples of the genre. Dr. Guillory’s straight forward work paints apicture that a child could understand, of how diverse groups can join hands(paws, hooves) so all can prosper in a rapidly changing and sometimesunstable environment. TECBizTipDefinition: Best Practices, A particular way of doing business that has a positive impact on one or more of thefollowing: customer satisfaction, employee satisfaction, or financial results. Best practices involve top-levelcommitment, a linkage to strategic planning, process adaptations that reinforce desirable behaviors and outcomesfor the organization, and measurements to tie the initiatives to critical business practices.http://www.uh.edu/fast/FAST-glossary.htmIndex24 www.THEEBONYCACTUS.com Vol. 3 No. 18 December 2004

Profiles:Biographical essays presenting the subject's most noteworthycharacteristics and achievements.Places:The particular portion of space occupied by or allocated to personsor things.Things:Entities, ideas, or qualities perceived, known, or thought to havetheir own existence.profiles, places & things• Profilearnwine, hardy &umbreit• masterindexwww.THEEBONYCACTUS.com Vol. 3 No. 18 December 200425

Business: Arnwine, Hardy and Umbreit Attorneys at LawTerrea Arnwine (R), Iller Hardy(L) and Le Bertha Umbreit (M)Address: 5777 S. Rural Road ,Suite 5Tempe, Arizona 85283Phone: 480-820-0400Experience: 20 years + (Collectively)The all women African American law firm of Arnwine, Hardy and Umbreit is a relativelynew practice and is the only all African American woman law firm in the state ofArizona. The firm seeks to operate in a holistic manner. One that not only clears theirclient, but also educates them on their rights and the processes of the law as itpertains to each individual case. In an article written by Becky Pallack of the Arizona DailyStar (February, 2004) in the United States, women comprise approximately 30 percent ofall lawyers nationwide and statewide according to the 2002 Bureau of Labor Statistics andState Bar of Arizona. Just 30 years ago that percentage rate was only three percent.In what areas of law does your company focus?(Arnwine) My primary focus is criminal defense. I’ve worked as the Deputy Mohave County Attorney, ChiefPrivate Prosecutor and Assistant City Attorney for the City of Kingman, Arizona and as a Tribal Attorney for theColorado River Indian Tribe. I now focus on criminal defense law. As a criminal defense lawyer, involvement in theclient’s case over and above being simply their representative in court is essential. At Arnwine, Hardy and Umbreit,everything we do is with the client’s best interest in mind. With that, we seek to educate our clients as well asrepresent them in a court of law.Indexcontinued on the next page26 www.THEEBONYCACTUS.com Vol. 3 No. 18 December 2004

Continued from the previous page(Umbreit) I’m currently working in AmericanImmigration. Law is exciting and one person canmake a difference. My background is in social workand psychology. I’ve found that the legal professionallows one to be a social worker of sorts and anadvocate. Making a difference is what we are allabout.(Hardy) I practice family, bankruptcy and businesslaw. Learning the law can be a rigorous battle. Unlikethe old adage “what you don’t know won’t hurt you,” Irealized early on that in the law profession, what youdon’t know will kill you. One of the things I’ve come torealize is that I can become involved in nearly everyaspect of my client’s business life and day to dayoperations. For instance, we assist clients with thelegal issues many entrepreneurs face during a newbusiness start up. I can attend a client’s grandopening or witness them put up their first billboard.That’s exciting. Being a lawyer is more than provingwho’s right or wrong, innocent or guilty, it’s aboutbuilding relationships.What does it take today to pass theBar?(Arnwine) I didn’t have the use of the Internetduring my studies for the Bar. My studies were allmanual. In terms of how difficult it is to pass the Bar, Ibelieve it’s far more difficult to pass for older studentswith family than for students who have less familyobligations. As a candidate for the Bar, settingadequate study time was imperative. Developing aclear and regular schedule for studying was a greatway for me to structure my learning.(Umbreit) The Bar is not thesame as it was many yearsago. I did some research anddiscovered that the contentand format of the Bar is fardifferent today than is wassay, ten years ago. Thecontent was simpler then thannow. Today, the Bar questionsare more complex and seem tocross-over various issues ofthe day. Back then, forinstance, one could identify ifa question pertained toconstitutional law. In myopinion, that is not the casetoday. Overall, the process isdifferent.(Hardy) Preparing to take theBar, simply put is extremelyintense no matter how it’sapproached. It’s constant content understanding, reviewand practice, practice, practice.Is there a trend in respect to smallbusinesses using the services of a lawfirm?(Hardy) Yes. Small business has shown some growth innumbers as to folks who recognize they need to beknowledgeable in the area of law if their business is toflourish. Many owners of small business manage most oftheir day to day activities. In the past, these people rarelywould have considered what would happen to the business ifthey were to become incapacitated. However, recently we’venoticed that more small business people are recognizing thatthey need a plan. No matter if it’s regarding a succession,developing a will or setting into motion the procedure forincorporating a power of attorney, the trend is that theservices a law firm such as ours can provide have become aintricate part of the planning and development of a smallbusiness. We feel that if the public is educated then they’llfeel more empowered to make wise decision about theirbusiness and quite possible other issues in their lives.The law is there to assist people not only when and if troublearises, but before such happens. We’d like to educate ourclients, for example, before a contract dispute ever arises.In the coming year, we will seek to present more seminarsand workshops on various subject matter (wills, power ofattorney, etc). Having a good understanding of businessissues, agreements, contracts and various legalities makesfor smoother sailing, especially for the small businessowner. TECIndexwww.THEEBONYCACTUS.com Vol. 3 No. 18 December 200427

Thank you to theArizona Cactus Pine Council of theGirl Scouts of Americafor honoring our founder Angela Brooks,with the2004 Woman of DistinctionWorld of the Future AwardDecember 4. 2004Photo caption:Pat Boykin President Angela Brooks Ashley GardnerArizona Cactus Pine Council 2004 Woman of Distinction 2004 young Woman of DistinctionGirl Scouts of America Word of the Future Word of the Future28 www.THEEBONYCACTUS.com Vol. 3 No. 18 December 2004

LEGALThe various incarnations of the internetare new and exciting vehicles for the distribution ofinformation. Regrettably, they are still far less than perfectand not fully controlled or secure. The Ebony Cactusmagazine is distributed only by the website, by e-mailsubscription or by direct e-mail request. The Ebony CactusMagazine (TEC) therefor cannot warrant that the functionor operation of The Ebony Cactus magazine ElectronicDocument, autoresponder, The Ebony Cactus website orlinked websites will be free of defects, that defects will becorrected, or that they will be free of viruses or otherharmful elements.As a visitor to and a user of The Ebony Cactus magazine orWebsite, you, in effect, agree that your access will besubject to the terms and conditions set forth in this legalnotice and that access is undertaken at your own risk. As avisitor to and user of The Ebony Cactus Website orElectronic Magazine, you must assume full responsibilityfor any costs associated with servicing of equipment usedin connection with use of our site or documents. TheEbony Cactus magazine shall not be liable for damages ofany kind related to your use of or inability to access thewebsite or opening the TEC magazine electronic file.We endeavor to present the most recent, most accurate,and most reliable information on our E-magazine andWebsite at all times. However, there may be occasionswhen some of the information featured in The EbonyCactus magazine or athttp://www.theebonycactus.com may containincomplete data, typographical errors, or inaccuracies. Anyerrors are wholly unintentional. In addition, the opinions ofguest writers are their own and may not reflect the views ofTEC and thus TEC can not be held liable. Please be awarethat we present our content "as is" and make no claims toits accuracy, either expressed or implied. We reserve theright to amend errors, make changes to our Website, or toupdate our magazine at any time without prior notice. Tothe fullest extent permitted by law, The Ebony Cactusmagazine disclaims all warranties, expressed or implied.No part of this magazine may be used for business orpromotional use without a written request and permissionfrom the Publisher or the Editor.How to Receive TheEbony CactusPublished twice monthly, The Ebony Cactus (TEC) is a100% electronic magazine, no hard copies will be available.To receive it, you need a recent model P.C. or Macintoshcomputer equipped with E-mail and Adobe AcrobatReader 6.0. Adobe Acrobat Reader 4.0 will work, but somefeatures will not be available. Copies of The Ebony Cactusmay be accessed in the following manners:1. E-mail subscriptionYou may subscribe to the Ebony Cactus by either sendinga subscription request to:Subscriptions@theebonycactus.com or by clickingthe subscription link found athttp://www.theebonycactus.comThe latest edition will be sent to you twice monthly as an e-mail attachment (see legal). Note, the subscription list is forthe use of TEC only. It will not be sold or distributed to anyoutside parties. There is no subscription cost.2. Download from the web pageArchived copies of the most recent and past editions ofThe Ebony Cactus will be found athttp://www.theebonycactus.com for download (seelegal).No cost.3. Send it to a FriendKnowledge is power. The Ebony Cactus magazine offersknowledge. Empower your associates.Tell them.Indexwww.THEEBONYCACTUS.com Vol. 3 No. 18 December 200429

480.784.4444 - 520.321.1000All Ticketmaster Outlets including Robinson’s May,Tower Records, Wherehouse Music and Fry’s MarketplaceWatch Us Growwww.CactusInternetRadio.com30 www.THEEBONYCACTUS.com Vol. 3 No. 18 December 2004