Key Idea #1: Learn To See What's Not There.
Seeing something that no one else can see is always the beginning of leadership.

Topic for Discussion: Who can see what doesn't exist today?

Answer: Any person who tries can imagine a better world, a better community, and a better neighborhood. The most famous American dreamer might be Walt Disney. As the father of two girls, he dreamed of creating a park where he could take them and have fun without worrying about the riffraff around every bend. It's been said that we all spend our lives making the pictures in our heads come true. We suggest that if you don't actively imagine what you want, you'll be stuck in the reality you are in.

Walt Disney was never stuck in any particular reality, and Frank was never stuck for long. At the age of eleven he told his mother that since the house was so crowded -- he was one of eight children -- and since there wasn't enough food to go around, he would go off on his own. By the time he was 16 years old, he spoke Vietnamese, Chinese, French and English, and he had six boys working for him delivering newspapers in the city of Da Nang.

Willa Cather said, "Desire is the talent." To us this means you have to want to make things different. You have to want to make a change. You have to desire something that you do not presently have. Most people walk through the world assuming it must stay as it is and they must adapt. Leaders walk through the world assuming they are going to leave their special mark and the world will adapt to them.

You think about it: What do you have desire to change?

Key Idea #2: Choose A Powerful Name .
The name of a business doesn't matter if you only intend to run it yourself and keep it very small.

Topic for Discussion: What is the value of a powerful name?

Answer: First, it keeps you, the owner, on the right track! Frank and his banker carefully chose Bridgecreek because they knew what they wanted to accomplish.

As a newcomer to the USA who wanted to build a new home for his fellow new Americans, Frank imagined the problems. He believed his company would need to build a bridge between two cultures but that the bridge would not have to be big. In his mind the divide between the two cultures was just a small creek. Think back to the struggle Frank must have had as he faced racial discrimination. The name of his company served as an inspiration to him during the tough times.

Second, a powerful name is a wonderful employee recruiting tool. Don't you think people want more to work for Bridgecreek than for Frank Jao Real Estate Development?

Third, a powerful name is a marketing asset. A name like Bridgecreek presents many positive mental images. IA poetic metaphor, the company's name is moving to anyone who hears Frank tell about how he came up with it. The name embodies his hopes for creating a business that is dedicated to the valuable task of bringing people together. This is powerful because it is a never ending, always compelling and worthwhile. People working on this goal and achieving it in any small way will feel good about themselves.

You think about it: What does the name of your business mean to you? To your employees? To your customers? Does it say what you do? Does it embody your values? Should you change the name of your business?

Key Idea #3: Invest, Don't Spend.
We learned from Frank that in Asia "...only money that makes money."

Topic for Discussion: What do you think he means by this?

Answer: In the USA there is free public education. Frank reasons that even a poor child here who studies hard can turn his or her education into a good paying job. Therefore, Americans don't have to depend so much upon having cold hard cash to get ahead in life.

Frank's philosophy about money helped him avoid becoming like so many Americans who spend every penny they get their hands on. Rather than use his first big sales commission to buy a house for his wife Cathy and himself, Frank invested the money in commercial real estate. He says often that he is lucky; and he said that specifically about his timing in the Southern California market in the 70s. We agree that timing is very important and that he was able to thrive in business partly because he chose the right business at the right time located in the right place. However, we think that Frank's luck is about his search for luck. We think if he had failed with the commercial real estate development, he would have succeeded at something else.

Frank says, "Education is the main thing." He began reading Confucius's wisdom at an early age and internalized the fact that "in education, there is no class distinction" (Confucius, 511 BC). Frank also says quite revealingly, "My planning has been to take every dollar I have and put it back into investments." And later he says, "Money makes money."

Research shows that many seasoned business owners who are not in the real estate business invest in real estate. Owning the building and the land where the business is operating from is a great example of investing, not spending. To grow and strengthen a business, other excellent investments include continuing education for yourself and for employees, quality tools and equipment and technology.

You think about it: What do you need to invest in now?

Key Idea #4: Learn the Language of Banking.

Topic for Discussion: How did Frank learn how to talk to American bankers?

Answer: He met with bankers often. He listened carefully. He studied constantly. And, if he had to find an answer in the bank's dumpster, he was willing to climb in and find the necessary documents to teach him how to create his own. Since he could not afford to hire someone to create a loan package, he correctly assumed there were rejected loan packages that had been tossed into the trash. We all know that one man's trash is another man's treasure. Today with the internet, all one needs to do is type in "sample loan document" and there are hundreds of references. Once Frank began studying the requirements needed to prepare a loan document, he demonstrated that he was learning and using the language of banking.

The bank had told him he needed a feasibility study and a loan package. He hired out the task of the study but he couldn't afford to pay a professional to put his loan package together. Frank took about three weeks to learn the language of banking. This was easy for a man who speaks many languages.

You think about it: Do you have the banking relationship you need to grow your business? If not, why not? Do you need to learn more about how to talk to bankers?

Key Idea #5: The Lightbulb - Answer Every Question.
This is the secret to leading a successful life and it is what it takes to build a business.

Topic for Discussion: Don't veteran business owners already know the answers?

Answer: No. They know many answers but not all of the answers. Frank is the perfect example of an entrepreneur who will not be stopped by a question or a problem. He will even dig through trash to find an answer if he believes the answer is in that trash. Most people and even most business owners are not as willing as Frank is to admit what they don't know. Most people long for stability and avoid facing questions and problems. It is only when we, like Frank, put the questions on the table and muster the courage to seek out the answers that we are able to advance and grow.

You think about it: What are the questions you need to be asking? Where can you go for the answers?

Key Idea #6: Move Yourself Up and Out.
Frank wants to spend 25% of his time helping American companies do business in China and another 25% working on business-friendly public policy. The only way he can move on to these goals is to replace himself at the top of Bridgecreek.

Topic for Discussion: Why is it so difficult for owners to replace themselves?

Answer: Let us count the ways! Most owners never replace themselves and simply die in the saddle or close their doors when they are too tired to keep them open. Reasons for this include:
1. They don't earn enough profits to attract and retain a quality leader.
2. They are arrogant enough to think they can't be replaced.
3. The think there are going to live forever.
4. They can't think of anything else they would rather do.

Really! Bonnie Brown, a family business consultant told us that the number one reason a founder doesn't leave the day-to-day operation of their company is they would have nothing to do with their time if they didn't go to the office. By being physically present, it is almost impossible for another person to be in charge.

Frank's new president lives and works out of the San Jose office. Do you remember the episode with Linda Opici who now runs the company her parents started. One of the reasons that she can be successful that she runs the business is in New Jersey and her parents live in Florida. They visit her and the three are often on the phone with each other. But the people who report to Linda can't go running to her parents for marching orders.

Frank has moved himself up and out of Bridgecreek because he has new goals. At the time of this writing, he is building a multi-million square foot commercial building in Bejing.

You think about it: When will you begin to replace yourself? What will you do when you are no longer needed in the day-to-day operation?

Key Idea #7: Add Intangibles to the Tangibles .
Bridgecreek doesn't just provide a place for its tenants to operate businesses; it provides what Frank calls a cultural center and all their customers are treated with great warmth and respect by the entire staff.

Topic for Discussion: What truly motivates Frank?

Answer: His desire to create a home for the Vietnamese who lost their home to the Communist regime. The brave souls who made the tough journey to America arrived with nearly nothing but the determination to live in freedom. Frank knew they needed more than a place; they needed a home.

No wonder Frank is such a success. Not every company can have such a noble mission, but this shows what happens to the owner who does have powerful and positive motivations. In addition to clean, comfortable, easy-to-access commercial space, Frank provides a place for the tenants to say their prayers before opening their shops each morning. There are architectural accents that remind them of their roots. There is even an area for parades, festivals and the performance of plays and music. These extra efforts invested to create intangible amenities helps to keep Frank's space fully occupied and prosperous.

You think about it: What do you do for your customers? How do you connect with them emotionally?

Key Idea #8: Find A New Goal.
Frank has achieved so much because he keeps setting new goals for himself.

Topic for Discussion: What were the key goals Frank accomplished?

Answer: His most important goal was his desire to become self-reliant. This happened for Frank at age eleven. With this success under his belt, he had confidence that he could achieve the next goal which was to learn English. At 18 years of age, he started selling big equipment for a Vietnamese company which required him to telephone around the world and speak to potential customers in English.

When people dream about becoming a millionaire (and even a billionaire), they often say, "I'd travel." "I'd take up golf and begin to relax." But that is not what we see Frank doing. While attending to the most difficult problems at Bridgecreek, he is building a new bridge between American and Chinese business owners and he is volunteering for causes important to business owners in his own neighborhood. These new goals excite and energize him. His face lights up when he speaks about these things and the pursuit of these ideas gives him a great reason to get up in the morning.

You think about it: What new goal should you set for yourself?

Key Idea #9: Be A Giver Not A Taker.

Topic for Discussion: What does this mean?

Answer: Look behind you and examine the path you are on. If the path looks better behind you than it does in front of you, you are a giver. If it looks more worn and used up, you're a taker.

Frank had some wealthy relatives who would visit his family once a year. The wealthy relatives would bring gifts and money to leave with Frank's parents. Observing all of this over time Frank decided he would rather be the wealthy person giving to the poor person than the poor person receiving from the wealthy person. This decision has driven him well beyond his wildest dreams.

Deciding to be the giver means you decide to be the leader. You decide to be bold, courageous and strong. Only givers can build companies that do good for customers, employees and their communities at large.

You think about it: Are you a giver? What do you have to do to help more people than you are now helping?

Key Idea #10: Go Global.

Topic for Discussion: Who should go global?

Answer: Anyone who wants to go global, should go global. The facts tell us that many types of small companies are doing exporting, importing and even setting up operations around the world. Frank is spending many weeks every year in China. If your company could benefit from a relationship with China, a person like Frank can be of assistance. He heads the Asian-American Chamber of Commerce, which is full of people who know the language and know the paths to success in Asia.

None of the small companies that are doing business outside the US are doing it alone. Begin by consulting the US Department of Commerce web site located at www.buyusa.com.

You think about it: Would doing business around the world be fun for you? Would it be profitable?