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Atlas, Value, Scarcity And A New EconomyWednesday 03/06/2013
BertrandBertrand McHenry / Referral Institute Of Houston
Owner / Trainer / Consutlant

281-401-9852 / 281-300-8228
Atlas, Value, Scarcity And A New Economy


With her masterpiece “Atlas Shrugged” Ayn Rand became a major paradigm shifter by challenging our beliefs about the value of money, wealth and production, and helped to lead us into the embrace of a new economy. Her character Francisco d”Aconia overhears a party attendee remark on the belief that money is the root of all evil. This seemingly harmless remark leads Francisco into a 10 page spoken manifesto which begins with  "So you think that money is the root of all evil?" said Francisco d'Aconia. "Have you ever asked what is the root of money? Money is a tool of exchange, which can't exist unless there are goods produced and men able to produce them. Money is the material shape of the principle that men who wish to deal with one another must deal by trade and give value for value. Money is not the tool of the moochers, who claim your product by tears, or of the looters, who take it from you by force. Money is made possible only by the men who produce. Is this what you consider evil?”  This is the basis of trade and economy and we are always attempting to create value in the market place.


Seth Godin says that economies are always based on scarcity hence the term “economize”. Think about that for a moment, there is no premium on what is abundant, on what is easily and often within reach.  So in this digitally abundant world where music seems readily available, info is abundant and free, what then is valuable and scarce? Trust and connection are both valuable and very scarce.  In his best-selling book “The Speed of Trust” Stephen M.R. Covey says that while trust has traditionally been seen as a soft social grace, it  can become a real hard edged economic driver. I agree, up until 10 years ago all of the literature on selling and business had been about the art and skill of the transaction…the deal. Which forced us into selling with discounts, added value propositions, unique selling propositions (usp) which are all artificial manipulations. Today the consumers, and that includes business to business relationships, are savvy to and weary of those manipulations. Again what is at a premium is real connection and trust. That is what will drive in the market place. So my question to you is, in your world, in your market place who are you really connected to? Who do you trust? More importantly, who trusts you? Who really knows you? Who is connected to you? Take stock of that list and understand for better or worse that list is your network! Are you earning trust and connection everyday by making deposits in strategic relationships? Are you attempting to be transparent and genuine in all your transactions? Or are you afraid to let go of the old school; manipulations? As Seth Godin says “Burning through your assets”.


Think networking is just another social activity? Think again! Intentionally building your network is one of the single most critical activities you can engage in as a business owner, sales person or manager. In fact when you get your network built you will have created the most powerful economic driver your business can have and that is indeed scarce. So what’s it going to be? Are you going to fall back on what is known and easy or are you going to carve out your place and help lead us into a new abundant economy by dealing in what is truly scarce? Go Build Value!



About Our Show Advisor: Bertrand McHenry spent 22 years developing his skills in outside sales. Starting out in the cell phone business, then to Pitney Bowes, Dictaphone Division, and finally in Medical Diagnostic Equipment Sales. His expertise became finding, training, and developing dynamic and record setting sales teams. A number of years ago he was introduced to the concept of “Referral Marketing” as a strategy for growing his business. It worked and he was hooked! At a conference Bertrand was presented with the Referral Institute opportunity and “I was intrigued so I began researching the company and its curriculum. It is actually the only company teaching Referral Marketing as a strategy to business owners and entrepreneurs around the world…so it didn’t take me long.” These days Bertrand is doing what he loves and what he does best…teach and train! “There is a lot of misunderstanding around the words “networking” and “referral marketing”. People make a lot of assumptions about those two words, and most of those assumptions are wrong! I can tell you without a doubt that Referral Marketing is the most powerful form of marketing there is. If we structure a referral marketing strategy and follow through week after week and just use the V.C.P relationship model…we can actually predict our income 6, 9, even 12 months out!” Most recently he has been quoted on,, and USA Today featured him in an article on today’s economy calling him a “Trendsetter in the New Economy!” He is also a contributing author on Brian Tracy’s newest book titled “The Only Business Book You’ll Ever Need to Buy” due out in February 2012 Bertrand also hosted a radio show “Business Builders Radio” on CBS radio, Talk 650 AM. The radio show was dedicated to teaching the concepts of referral marketing and helping as many business owners as possible. Bertrand is fond of saying: “I love to teach business owners to Work Less, Play More, Make More Money, and Create Referrals for Life!”


Previously broadcast from:
SKL @ 11/07/2011 - 01/03/2014
CBS Radio's Talk 650 10/12/2009 - 07/01/2011
CNN 650 Radio News 11/08/2006 - 10/08/2009
KSEV AM700 04/04/2005 - 10/30/2006

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