Entrepreneurs' Chronicle April 2006

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The Potential of the Third Generation of Tech Entrepreneurs

An Excerpt from the book Zero to One Million: How to Build a Company to One Million Dollars in Sales by Ryan Allis

Since the start of the technology age there have been three generations of entrepreneurs. The first generation consisted of people like Oracle CEO Larry Ellison, EDS billionaire Ross Perot, and yes, even Bill Gates, now over 50. These guys “got it” back in the day before the Internet. They were the “transformation entrepreneurs” and were integral in bringing the United States into the Information Age.

Next on the scene were the guys and girls that grew up with Commodore 64s, Atari, and Ronald Reagan. From this first breed of Internet Age entrepreneurs came people like Jerry Yang, CEO of Yahoo!, Pierre Omidyar of eBay, and Jeff Bezos of Amazon.com. All born more or less in the late sixties, these guys grew up watching the development of computers and were prepared to jump on the opportunity they saw in late 1994. They did well, and their companies tripled and quadrupled each year from 1995-1999. These guys were the frontrunners and were intelligent enough to see the possibility of the Internet twelve or thirteen years ago, perhaps the reason why all three of these companies are still around today.

There is a new breed of entrepreneurs that is already beginning to make their mark on our world. I am one of them. We are the eighties generation. We are as the music group POD says, “The Youth of the Nation.” While yes, there are many of us who are disillusioned, uncaring, or depressed; I am seeing today something truly amazing. There is a subculture of youth in both the United States and in every country in the world that gets it.

I am very fortunate to have contacts in about forty countries. In 2000, I was lucky enough to receive a scholarship to go on a 53-day expedition to Spain, Florida, New Mexico, and Mexico called La Ruta Quetzal. On this trip I met three hundred fifty students from forty-three different countries. It has truly been priceless to be able to have these contacts. For example, during the Argentinean economic collapse in early 2002 I was able to jump on my computer and email Ana from Buenos Aires to see what the real situation was like. When a U.S. spy-plane was shot down in China in April 2001, I was able to email my friend Sonsoles in Beijing to get her take on the incident and her thoughts on what Jiang Zemin would do.

During the World Cup in June of 2002 I was able to chat live with my friend Kevin in Dublin as he grieved over each missed penalty kick in Ireland’s overtime elimination defeat to Spain. For the pre-1980 people reading, would it not have amazed you when you were seventeen to have had the ability to chat live from Florida with your friend in Dublin while both watching the same penalty shot being taken at the exact same time in Seoul, South Korea?

This new breed of entrepreneurs, even if we all do not yet fully grasp the impact of globalization and how important the changes that are occurring today truly are, are either going through college right now or will in the next five years. The case studies they will have in Financial Management 202 will not be the rudimentary mathematical bores they perhaps were for many in their college days of old. They will be riveting tales of unlimited wealth, power, and innovation; in some cases collapse and fraud and in others extraordinary success.

I said a few paragraphs ago “there is a subculture of youth in both the United States and in every country in the world that gets it.” But what it is that we get? We understand the following eleven principles:

The world is global and interconnected. A negative economic report from one country can ravage the economy of a continent overnight, a trillion dollars can leave a country with the click of a few mice, and an explosion in Shanghai can cause bond prices in London to jump 10% within an hour.
Anyone with $1000 and some intelligence can either make a billion dollars or destroy the world.
In our economic prosperity, we must strive toward creating a sustainable existence or else the end of our lives and our children’s lives will be years of difficulty and sacrifice.
Academic education is important, but at all but the best schools, an academic education will not give one the knowledge needed to be financially prosperous. As Thomas J. Stanley states in The Millionaire Mind, having a 1000 or 1500 on your SATs has no correlation to your likely net worth in twenty years. Just as important, if not more, is one’s education and learning outside the classroom.
If one is going to become extraordinarily wealthy they better have integrity, ethics, and keep their accounting truthful and accurate.
The world is going to change in tremendous ways over our lifetime.
Competitive market economies are essential to a high standard of living. An incentive system is necessary to get workers to work and a price system is necessary to properly allocate a limited supply of resources and goods. Competition is necessary to keep everyone honest and working efficiently to produce the optimum output with the minimum input. Although some believe capitalism creates inequities and is immoral, it is a few of the participants within this system that cause these unfair inequities. This lack of integrity among some participants will always be present. However, due to intelligent laws, regulations, oversight and the inherent positive properties of the market coupled with democracy such as transparency, freedom of the press, and a better educated proletariat this ethical problem is better now than in the days of centralized ownership of resources and dictatorships. Since there is no incentive to earn a profit or innovate, state-owned enterprises often breed inefficiency.
However, without honest, ethical, and compassionate people at the helm of a democratic and market system, or the proper laws and legal institutions to ensure this integrity, this system is no better than totalitarianism, autarky, or anarchy. Further, we must always take principle number three into account.
For prosperity to spread to developing countries we must not look to short run elixirs. It took 175 years to turn the U.S. into an economic superpower. The same change cannot take place in Somalia, Zimbabwe, or Afghanistan without the proper development of human capital, industrial capital, and a fundamental legal framework.
It is not he who works the hardest that succeeds; it is he who has the best ideas, works with the most intelligence, and builds the right team to help him accomplish his goals.
The ability to adapt to change and ability to learn quickly is as important as what you know right now.

Those that do not grasp these principles will have a hard time becoming successful or building a prosperous business. While the large majority of American youth do not (at least yet) have the faintest idea of what these principles are or what they mean, there is a growing minority that does. While progress is being made with the help of organizations such as Junior Achievement, the public secondary educational system of the United States, in many places, at times seems that instead of teaching the above principles it is teaching students to be provincial, closed-minded, economically-challenged, and financially inept. It almost seems if students in the American education system are taught from 1 st through 12 th grade to believe that the U.S. is the only country in the world, the only one that matters, and that our goal after we leave school should be to search for a secure well-paying job. These ideas will not produce the dynamic innovators and leaders needed to tackle the problems of this new century.

However, there is a growing minority of youth in the U.S. that does understand the world, globalization, a bit of history, and the basic concepts of business and economics. More importantly, the eighties generation throughout most of the rest of the world is not so provincial. On my 2000 Ruta Quetzal Expedition I was embarrassed to only know two languages. Most of the participants, all just fifteen and sixteen like I, knew at least four languages, and some knew as many as six. They not only knew the languages, but they understood the culture of whomever they were speaking with, whether they were Japanese, Swedish, Colombian, American, or Malaysian. The world is growing smaller by the day, and anyone who does not understand world culture, speak another language, or grasp globalization will have a glass ceiling in their profession, in their life, and in their business.

There has been some great progress on this front recently. Books such as The World is Flat and The Lexus and the Olive Tree by Thomas L. Friedman, The Commanding Heights by Daniel Yergin and Joseph Stanislaw, Rich Dad’s Guide to Investing by Robert T. Kiyosaki, Globalization and Its Discontents by Joseph E. Stiglitz, and Reinventing the Bazaar by John McMillan enlighten us all.

This new breed of entrepreneurs did not grow up with 15% inflation, the Commodore 64, or Ronald Reagan (although I did love to play my Space Invaders game on my used Atari when very young). Instead, we have grown up with Nintendo and Sega Genesis, MTV, Bill Clinton, the World Trade Center attack, and most importantly, the Internet.

I was eleven, not twelve and not thirteen, but eleven. It was 1995 and I was helping people who were 40, 50, 60, 70, 80, and 90 learn to use their computer, send emails, browse the web, and write a letter without a typewriter. More often it is the four year old that is teaching her dad how to attach a picture to an email, or the seven year old showing his uncle how to burn a CD, than the other way round.

Right now I am 21. Anyone my age or younger will understand what I am about to say. I do not know what the world was like before the Internet. Let me repeat this—I do not know what the world was like before the Internet. Yes, yes, of course I have memories before 1994, but to be honest I really didn’t understand how the world worked back then. I did not read the paper too often then and only rarely watched Tom Brokaw or Dan Rather. I have grown up to know routers, Intranets, FTP access codes, HTML, and ecommerce.

This new breed of entrepreneurs; the investment bankers, analysts, economists, options traders, politicians, business owners, leaders, and entrepreneurs of 2005-2065, understand technology and they use it every hour of their waking lives.

We understand the above eleven principles. We know we live in a global interconnected village. We know the government will likely not be able to take care of us in old age. We know we must be responsible for our education and our financial well-being. We know that there is extreme suffering, sacrifice, and corruption in many parts of this world that will not cease unless we do something about it. We understand technology and understand the changes that have taken place in business and the business and economic lessons that have been taught to us over the past five years. In order to build a successful business you will need to understand these things.

This new breed will not be a typical, usual group. As long as we can avoid collapse in the Middle East and Southern Asia, a third world war, and protect the enlightened world from the destructive plans of those whose motives may be well-meaning but whose beliefs are based on half-truths and death, the world is our oyster. Who is to say that my generation cannot develop a more effective way at ensuring essential nutrients and enough food gets to those in need? Who is to say that we cannot double the standard of living in my lifetime or consign absolute poverty in developing nations to the dustbin of history?
This new generation is already doing remarkable things. Just read this excerpt from the May 29, 2002 issue of Business Week:

Never before have teens had the know-how, the access, and the tools at their disposal to pursue business on an equal footing with adults. The number of teens doing some kind of business on the Net is already a lot bigger than many grownups would ever expect. For every teen millionaire, there is a veritable swarm of regular kids who routinely earn pocket money doing software work via the Net. It's impossible to pinpoint exact numbers, but they are large. Researcher Computer Economics Inc. in Carlsbad, Calif., estimates that 8% of all teens, about 1.6 million in the U.S., are making at least some money on the Net. ''There's not a period in history where we've seen such a plethora of young entrepreneurs,'' says Nancy F. Koehn, associate professor of business administration at Harvard Business School.

The article goes on to talk about teen entrepreneurs that have made hundreds of thousands or millions of dollars over the past six years by creating popular web sites, developing software programs, and consulting for businesses. Personally, in my own work with the Carolina Entrepreneurship Club and the Collegiate Entrepreneurs Organization I have come into contact with many fellow young entrepreneurs. It seems to me that many in our generation surely do understand the great opportunity we have and the special time we are in. No matter what your age is, if you can learn these same principles we have learned, you will greatly increase your chances at building a successful business.

In the coming decades, new leaders will appear who have grown up with technology being a part of their lives for as long as they can remember. This new generation will intrinsically understand the principles of a global world and be much more effective in building successful companies than any person who does not. Whether or not you are in this generation, you better understand these principles.

In 2005, I was named as one of the “Top 25 Entrepreneurs Under 25” by Business Week. Every single one of these entrepreneurs was born in the 80s and is part of this Third Generation of Tech Entrepreneurs. I hope you’ll get to know us. We’ll be around for quite some time and we’ll have an unprecedented opportunity to affect positive change in our world and society for the next six decades through both traditional and social entrepreneurship. I think I know us well enough to be confident we’ll not let the opportunity pass us by.

Like this essay? Read more.

Ryan Allis is the CEO of Broadwick Corporation, a provider of email marketing software IntelliContact , and CEO of Virante, Inc., a Durham, North Carolina based web marketing consulting firm. Ryan, who is 21, is currently taking time off from the University of North Carolina at Chapel Hill, where he is an economics major and Blanchard Scholar. Additional information on the author can be found at www.ryanallis.com.

This article may be republished online as long as the byline remains

Getting Out of the Middle Class

Getting Out of the Middle Class

An Excerpt from the book Zero to One Million: How to Build a Company to One Million Dollars in Sales by Ryan Allis

The large majority of persons (at least in the industrialized world) work at a job, earn $30,000-$60,000 per year and spend nearly all, if not more, of their incomes each year. Some of these persons go into debt for items they do not need, spend an hour cutting coupons and in the supermarket to save two dollars, and at the end of forty five years of working must live the last years of their life dependent on Social Security and anything remaining in their 401(k). Many of these persons are content with such a life. However, many are not. If you are not, then please read on.

The rich, on the other hand build assets, invest in assets, and have their assets work for them. They certainly are willing to work at a job for a period of time, but the experience and contacts they gain from a position is much more important than the initial salary to them. They gain control over their expenses. They put off present consumption and purchase of luxuries like vacations, boats, and big screen televisions so they can invest in building an asset that will provide enough passive cash flow to buy twenty vacations, a cruise line, and a big screen television company in the future. They never go into debt for something that is for pleasure and not investment. They buy things like businesses, securities, options, bonds, and real estate. They intelligently use their businesses to pay most of their expenses, thus receiving numerous tax advantages. They use their expenses to make them richer, and have no fear of debt, as long as they are using debt to build an asset and not purchase unnecessary items.

The poor often live frugally, not realizing that time is more important than money. The rich realize that time is more valuable than money as with time one can make money but with money one cannot make time. They understand the principal of opportunity cost and do not hesitate to spend $1000 for someone to paint their house if during that time they can make $2000 working at what they do best.

The rich have their money work for them. They do their due diligence and research and invest it in public and private companies, and then sit back while their money makes them more money. They build companies that make them money while they are sleeping. Most mornings they will wake up $10,000 richer than when they went to bed. They realize the importance of developing multiple streams of income and creating passive cashflow—money that comes in whether or not they go to work. They stay out of the middle and lower classes by waiting, if possible, until they have consistent passive cashflow from their businesses and investments before they become married and have children. While they may have to start off making money through earned income, they realize the advantages of and focus on building passive income from investments. The rich also know that they cannot become wealthy quickly, and they invest the time, gain the knowledge, make the contacts, and take the actions needed to become successful.

The rich keep close track of their cash flow. They have accountants and in the early stages use programs such as QuickBooks, Quicken, and Money to keep track of all of their income and expenses, both personally and in their companies. They believe that it is better to work for years to build and increase the value of their own companies and assets rather than spend a whole life sweating blood and tears, being paid a wholesale rate, to increase the value of someone else’s asset.

The validity of the above principles is made clear to me each and every day in my life. There is a terrible disparity between the rich and poor, even in the streets of Chapel Hill, North Carolina. While certainly some of this disparity is caused by a lack of equality of opportunity, some of it is there for reasons beside differences in education and opportunity. Some of this disparity exists because those who are poor did not follow the above principles. They work for others and not themselves, will spend more money than they earn and go into debt for unnecessary items, will never delay present consumption to invest, never take the initiative to improve their financial literacy and business education, and are married and have children before they even have a well paying job, let alone a stream of passive and portfolio income. Try not to let your life go down this path, and if it has, learn and apply the above principles in everything you do and you will make it through.

Robert Kiyosaki states in Rich Dad’s Guide to Investing that the secret to becoming rich is to “build businesses and then have your businesses buy other cash producing assets such as other businesses or real estate.” This statement captures the essence of the process needed to become extraordinarily wealthy. I would modify this statement slightly, however. I believe the following:

The secret to becoming extraordinarily wealthy is to build businesses and then use the excess cash flow from your businesses and the capital gains from any liquidity events to invest in future ventures, early stage private companies, emerging markets, and other cash producing assets such as real estate.

Please reread this statement a few times. This is the path I will follow throughout my life. I am currently in the process of building a successful business. Once this is accomplished, I will use the funds to make additional investments in early stage private companies, build additional companies, invest in real estate, and explore investments overseas. I intend to make my first five million dollars by building companies. I’ll make my next one hundred million by investing in my future businesses, private equity, and real estate, all the while keeping half of my assets allocated in small cap, emerging markets, and commodity index funds.

It’s important to remember that financial security and financial prosperity should be looked at as long-term games. If you are 30 and are $40,000 in debt, make a goal to have this debt paid off by 35. Then by 40, make a goal to have $200,000 in bank. Then by 45, to become a millionaire. Take it a step at a time, work with five year plans, and each day make sure you’re working toward your long-term goal. It will become easier and easier as you gain in experience and contacts and as you are able to leverage your existing capital to help create more capital.

If you’re young, consider saving up what you can and opening an online trading account with Etrade or Ameritrade. In my experience, the easiest thing to do if you don’t want to actively manage your investments is to put your assets in no-load index funds. I have put 50% of my overall assets in a portfolio that is structured as follows: 35% in a small-cap index fund, 15% in a mid-cap index fund, 25% in an emerging markets index fund, and 25% in a commodities index fund. While I am not qualified to give financial advice and I would certainly recommend consulting a financial advisor, if you can get $15,000 into a portfolio by age 25 that closely matches the market and not touch it until 65 and let the returns compound, you would have $471,000 after inflation by the time you retire (assuming an average inflation-adjusted annual return of 9%). If you can get $15,000 into a portfolio structured similar to this by age 25 and commit to putting $1,500 per year into the portfolio, you will have $1,023,000 after inflation by the time you retire. A little sacrifice early on can make a big difference down the road and allow you to feel safer taking larger risks such as starting your own business with the other 50% of the money you save.

Like this essay? Read more.

This article may be republished online as long as the byline remains

Update from Ryan's Poverty Blog AntiPovertyCampaign.org

In September I started a new blog at AntiPovertyCampaign.org so I would have an outlet for my passion of finding ways to reduce poverty in developing counties. Check it out at www.antipovertycampaign.org. Below are some of the topics I've discussed so far. If you want to contribute to the blog just email me at allisr [at] broadwick.com and I'll set you up as an authorized contributor.

Want to stay up to date on the APC? Just add our RSS feed to your feed reader.

Topics To Date:

Content for Your Web Site

If you have a web site that has to do with business, entrepreneurship, marketing, web marketing, ebusiness, personal development, or economics and would like high quality free content for your web site, you may syndicate the following articles from our web site. These articles are stored in zip format and can be downloaded by clicking on the appropriate link. We simply ask that you keep the author byline at the bottom of each article per the instructions included with each zip file. If you choose to use any of the articles we just ask that you notify us by emailing ryan [at] virante.com.

Presentations

	Download Ryan's Presentation from the October 2005 CEO Conference in Orlando: "How to Build a Company to $1 Million in Sales: Before You Graduate" [ Download Here ]
Feel free to post on your own web site, send to colleagues, or use excerpts with attribution in your own presentations

	Download Ryan's Presentation from "Creating a Life of Purpose, Passion, and Prosperity" presented at Danville Community College in April 2005. [ Download Here ]
Feel free to post on your own web site, send to colleagues, or use excerpts with attribution in your own presentations

Discussion Forum Highlights

Members: 1959
Posts: 1635
Location: http://www.zeromillion.com/talk/

In March we saw some great topics come up for discussion in the Zeromillion.com Forums. Some highlighted topics included:

Recommended Books for Entrepreneurs

The following books are recommended for reading by aspiring and current entrepreneurs and business leaders. The books in bold are must reads. Please email any recommendations for additions to this list to myoung@virante.com.

Globalization & Economics

The Lexus and the Olive Tree by Thomas L. Friedman
The World is Flat by Thomas L. Friedman
The Commanding Heights by Daniel Yergin and Joseph Stanislaw
Political Ideologies and the Democratic Ideal by Ball and Dagger
The Worldly Philosophers by Robert L Heilbroner
Reinventing the Bazaar: A Natural History of Markets by John McMillan
The Mystery of Capital by Hernando de Soto
Economics by Stanley and Brue
Macroeconomics by N. Gregory Mankiw
Capitalism, Socialism, and Democracy by Joseph A. Schumpeter
International Business by Charles W. H. Hill
Against the Dead Hand by Brink Lindsey

Entrepreneurship

Zero to One Million by Ryan P. M. Allis
Zero to IPO by David Smith
Rich Dad Poor Dad by Robert Kiyosaki
Rich Dad’s Guide to Investing by Robert Kiyosaki
New Venture Creation by Jeffrey Timmons
Good to Great by Jim Collins
The E-Myth by Michael Gerber
The Young Entrepreneurs’ Edge by Jennifer Kushnell
The Young Entrepreneur’s Guide to Starting and Running a Business by Steve Mariotti
The Portable MBA in Entrepreneurship by William D. Bygrave
Innovation and Entrepreneurship by Peter Drucker
Good to Great by Jim Collins
At Work with Thomas Edison by Blain McCormick
Multiple Streams of Income by Robert G. Allen
On Entrepreneurship by Harvard Business Review
Entrepreneurship.com by Tim Burns
The Art of the Start by Guy Kawasaki
Fire in the Belly - an exploration of the entrepreneurial spirit by Yanky Fachler

Marketing

The Anatomy of Buzz by Emanuel Rosen
The Tipping Point by Malcolm Gladwell
Obtaining a #1 Ranking in the Search Engines by Ryan Allis
What Clients Love by Harry Beckwith
Building Thousands of Links to Your Site by Ryan Allis
Net Results 2 by Rick E. Bruner
Protégé Training Program by Jay Abraham
Permission Marketing by Seth Godin
Blink by Malcolm Gladwell
Guerilla Marketing by Jay Conrad Levinson
Principles of Marketing by Kotler and Armstrong

Personal Development

Think and Grow Rich by Napoleon Hill
The Seven Habits of Highly Effective People by Steven R. Covey
Succeed and Grow Rich Through Persuasion by Napoleon Hill
How to Win Friends and Influence People by Dale Carnegie
The Law of Success in Sixteen Lessons by Napoleon Hill
The Student Success Manifesto by Michael Simmons
Secrets of the Young & Successful Jennifer Kushnell
Soul of Money by Lynne Twist
Unlimited Power by Anthony Robbins
The Millionaire Mind by Thomas J. Stanley, Ph.D

Updates from Ryan's Blog

Follow the journey of young entrepreneur Ryan Allis as he builds his second company, Broadwick Corporation to ten million dollars in sales, publishes his first book, Zero to One Million, travels the country as a web marketing consultant and speaker on young entrepreneurship and personal development, launches his non-profit organization, and lives the life of a bootstrapping entrepreneur. Read Ryan's Blog Now.

Recently Ryan posted updates with the titles of:

Fortune Brainstorm
It's Coming
AOL & Yahoo Not Charging to Send Emails
Audio Downloads of the First Four Chapters from Zero to One Million
The 20 Most Important BusinessLessons I Learned in 2005
Been Up All Night
Need Your Vote for BusinessWeek's Top Entrepreneur Under 25
Report from the CEO Conference in Orlando
Presentation: How to Build a Company to $1 Million in Sales
Broadwick's Corporate Values
Internet 2.0

You can read the blog now at http://www.ryanallis.com/blog/.

Highlighted Organization of the Month

Chapel Hill, North Carolina based Nourish International bridges the gap between college students and impoverished communities. Nourish works through college and university campuses across the world to alleviate poverty in a sustainable way while simultaneously developing socially responsible leaders. Its mission is to empower a viral environment of young adults who care and are socially responsible leaders of the present and future. To learn more or get involved visit http://www.nourishinternational.org.

Past Highlighted Organizations:

January 2005 - Youth Social Enterprise Initiative
December 2005 - Youth Social Enterprise Initiative
November 2005 - American Red Cross
September 2005 - American Red Cross
August 2005 - Grameen Foundation
July 2005 - Oxfam International
June 2005 - Habitat for Humanity
May 2005 - National Foundation for Teaching Entrepreneurship
April 2005 - Opportunity International
March 2005 - The Collegiate Entrepreneurs' Organization
February 2005 - United Nations Children's Fund (UNICEF)
February 2005 - United Nations Development Programme (UNDP)
August 2004 - Youth Development & Entrepreneurship Foundation
July 2004 - Lead America
June 2004 - Students in Free Enterprise
May 2004 - Junior Achievement

Connect With Ryan

	Are you a high school or college student with a Facebook account? If so, Ryan's on Facebook too. Just look up Ryan Allis (the one at UNC-Chapel Hill). Send Ryan a message or a friend request.
	Ryan also uses LinkedIn. If you want to connect to Ryan on Linked in just look him up and send a connection request to allisr [at] broadwick.com.

Don't have Facebook or LinkedIn but still want to ask Ryan a question? Feel free to email Ryan at allisr [at] broadwick.com. Do note that it make take a couple weeks for Ryan to reply. Thank you!

Closing Notes

This concludes issue twenty eight of The Entrepreneurs’ Chronicle. We'll see you May 1, 2006. If you are not subscribed and would like to subscribe, please visit http://www.zeromillion.com. If you would like to contribute content, become involved with the zeromillion.com team, make suggestions, or provide feedback please feel free to contact us at info@zeromillion.com. We encourage you to participate in our discussion forum at http://www.zeromillion.com/talk/.

This newsletter is published by www.zeromillion.com with support from the Entrepreneurs’ Coalition. The newsletter is sent using the IntelliContact web-based email marketing and list management software.

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Books & Products By Ryan P. M. Allis

Zero to One Million

Guide for aspiring entrepreneurs on how to build a company to one million dollars in sales.

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Obtaining a #1 Ranking in the Search Engines

The book the professionals use to consistently obtain top search engine rankings.

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"I will study and get ready, and perhaps my chance will come."
- Abraham Lincoln, Age 20

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