My Grandfather’s Legacy: Planting Your Flag

Note: This article was originally published to my ezine list in November, 2004. I’m adding it to my blog now because, with the birth of our twin sons, one of whom was named after my grandfather, and the full-on blast of retail holiday season, I’m thinking of him, and thinking of 2009.

I want to thank every one of you who sent me such kind words, thoughts, and prayers on the death of grandfather. I spent an unexpected and rich time that week with my family, with the funeral, and through “sitting shiva” – the seven day mourning period in Judaism.

I want to tell you about my grandfather, both to honor him, and because your business needs to hear this.

Beat Up By The Competition

Samuel “Doc” Eisenberg was an incredibly dynamic man, born in 1906, who died just a couple months shy of his 99th birthday. He immigrated to the US with his family in 1918. He was a business person from the first, starting as a paper boy (I did, too) back in the early 20’s, underselling the other paper boys by a  penny, 2 cents instead of 3, and getting beat up for his initiative.

The business he owned, Pearson’s Liquor Annex, is what has nourished my family- my parents run it now.[Update: My parents have retired from the store and Pearson’s is owned by the Kim family.] He was a zany, creative marketer who made a huge impact in Washington, D.C. through his compelling and insightful advertisements, which ranged from “Mystery Men” silliness to “Is This My City?” social commentary. He built the business from $20/day in the 30’s to $2 million/year and beyond.

He’s the only person I’ve ever known to get free advertising in his obituary space. The Washington Post reprinted an old ad of his in the article.

I also happen to know that he was a tough customer- he didn’t take any crap from anyone, and he was able to be very… opinionated, to put it delicately. Many of his ads were controversial, and while he incited strong loyalty to the store, people were not always very happy with him.

There were many lessons for the heart that I took away from the week with my family. But the business lesson I want to pass on to you from my grandfather is: Take a strong stand, and don’t be afraid to stir the pot.

In your business you love what you do, and you are an expert at it. When you love something, and you know it thoroughly, you tend to have opinions. Strong opinions. Places where you take a stand, and you can’t be pushed back, no matter how strong the opposition.

Do You Hit Them With The Truth?

The lesson I want to encourage in all of us is to take a stand for what you believe in, and make a radical statement about it in your business. The mantra of “the customer is always right,” and the idea that we are here to serve people can sometimes come out kind of mealy-mouthed. As my mastermind buddy Dan Duggan of Lionheart Consulting said: “Hit them with the truth.”

My grandfather put a lot of creativity into his business. And he put his whole heart into it. And he took a stand. I call this “planting your flag.”

By taking a stand, you become a firm foundation, something people can count on. Many of you are providing products and services that help people in the storms of their life. If you plant your flag, then people know they can trust you when the storm is raging, and they’ll come to you for shelter.

When you plant a flag, the world will test you. When you are tested, it can make you think you shouldn’t have planted your flag. This isn’t true. Your flag pole can be flexible, but it shouldn’t get uprooted.

The Hardest Eight Hours In My Business

When I first started Heart of Business, I taught a workshop I called “Holiness in Business.” I was planting my flag that spiritual teachings and practical business skills go hand in hand.

What showed up for me was the most challenging workshop I had taught, ever. Ever. One of the participants who showed up was a big corporate executive, very high-powered, who pushed at me and challenged me the entire day. With hindsight, I could see that his sincerity to know the truth was having him unload
all of his doubts and questions at me.

All I knew at the time was that I’ve never had such a long eight hours. I was sweating every minute. Afterwards, I felt like crying and giving up, it had been so hard. Sometime afterwards he and I ended up having a great connection. But, at the time, I wasn’t sure I was going to live through the experience.

I found out later how helpful the workshop had been for the other participants. And, I also realized, by living through it, that I had found a strength and determination in myself that served me well over the next years of building my business.

My grandfather, through planting his flag, created a legacy. It wasn’t always easy. Not everyone liked him all the time. But the store has lasted for decades, and he is remembered as an important influence in Washington, D.C.- and a patriarch in our family.

So, here’s a challenge: plant your flag, and hit your audience with the truth. Speak something strong- something that you know you can stand behind 100%, but have been afraid to speak because you don’t know how it will be received. Do it for your heart, in service to Source. Your business will be stronger for it.

Keys to my Grandfather’s Legacy.

• Planting your flag is really about service, and not compromising anything you have to give.

Sometimes we compromise to give the people what they want. The problem is, when someone needs help, they see the problem, but they don’t fully see the solution. Only you, as the one helping them, can fully see what is possible. Don’t hold back. Give them everything they really need.

Examples
Compromise: “Well, if you want to come in for a massage, I think you would like it.”
Planting Your Flag: “For what’s going on with you, if you came in for massage once a week for six weeks, I can guarrantee that you will see a big difference. Then we can re-evaluate.”

• Fear Is Your Best Friend.

Many of us have heard the term “God-fearing” and think it’s about being insane in some way. The beautiful way I’ve come to understand “God-fearing” is to have awe of the Divine. Having this awe creates a willingness to plant your flag, strongly and clearly, because you care more about your connection to the Source of your inspiration, creativity, and abundance, then you care about someone’s reaction to what you say.

Strangely enough, if you are connected to the Source of your love and inspiration, speaking strongly often has a loving effect on people.

• NOT planting your flag often causes more reactions than planting it.

What I’ve discovered, to my surprise, is that most people react, or go away, when you hold back your truth, rather than when you speak it. They know you have something, they can sense it. If you are hiding it, they’ll either get angry at your compromised words, or they’ll just disappear.

If your business is feeling stagnant, try “hitting them with the truth.”

And you? How are you going to plant your flag in 2009?