What do you do and Why your prospects care?

So let me ask, what do you do? If I asked you what you do, what would you tell me?

What do you do?

DefinitiveSalesFinal032513If you answered, “I am a financial planner,” or “I am an accountant,” or “I fix computers,” then you got it wrong. This is not what you do but how you do it.
People want to know what you do first before they want to know how you do it.

If you are a financial planner, here is what I would hope to hear: I help people make the right choices about their money? or I help them make wise money decisions?

People want to know what you do before they want to know how you do it.

I use financial planner as an example because I sat down with a financial planner a few years ago and this is where this question came from. I ask him “What do you do?” His answer: “I’m a financial planner.” And I’m thinking, “No, that’s not what you do it how you do it.”
I told him that “we are meeting because you obviously either want my money or you want an introduction to my client base, right? So tell me, what is it that you do that would give me a reason to give you my money or to introduce you to somebody?” I got blank look as an answer. I then asked him “Okay, let me ask you a question in a different way. What do your customers experience when they buy from you because that’s what you do?” He could not answer the question. I would have been hard pressed to purchase anything from him. He could not give me a reason why I should by from him.

Take six minutes and watch this video on why the answer to this question, “what do you do?” can make the difference between making a sales and leaving empty handed.

Ron Finklestein
Business Growth Facilitator
Stay tuned for the announcement of our new web site
www.businessgrowthexperience .com
ron@akris.net /330-990-0788

It is Not Your Fault but it is Your Responsibility

Here is a short (one minute and 58 seconds) video where Ron Finklestein is discussing ownership and the role ownership play in creating personal and business empowerment. This is a short segment of a much longer program where Ron Finklestein was discussing the role our beliefs play and how our beliefs either help us or hurt us in achieving our goals. This presentation was given to the association American Association of Quality, Cleveland Chapter.

Take a minutes and see how this simple principle can and will change not only how you think and act but the results you achieve.

Ron Finklestein
http://www.ronfinklestein.com to learn how Ron can speak to your organization.

Short Videos on Business Achievement & Success

Several of my videos on business growth and achieving success have been posted on the World New and Report web site.

This is one place where you can view key videos. The videos and what we cover are listed below. As you can see all are less than 11 minutes (because I know how busy you are.)

Here is the link http://wn.com/rfinklestein

  • Behavior of Successful Business Owners 6:54
  • 7 Secrets to Overcoming Adversity in Business…10:54
  • Anatomy of a Sales Call…6:38
  • How to Grow Sales…9:49
  • What Business Owners Can Do To Grow Their Business…9:56
  • Hey! It is all about taking action…6:57
  • Why Intelligent Self-Interest is Critical to Your Success…5:28
  • Nine Principles for Inspired Action: A New & Targeted Perspective…5:50
  • Only a few ideas…3:39
  • Ownership and Empowerment…2:55
  • Measurable, Repeatable, Predictable…3:12
  • Persistence…3:29
  • Free and inexpensive marketing secrets that works – part 1…9:40
  • It is all about results

Revenue and Profit Enhancement Specialist
Ron Finklestein

Why Should People Buy From You?

Why Should People Buy From You (or why do they buy at all?)

People buy for their own reasons. Here are two reasons that fits almost all situations:

1.       To Avoid Pain

2.       Create More Pleasure

If you are very concerned about what others think, you may be interested in the latest technology gadget. Buy buying the new gadget, you are moving into a pleasurable state of mind because you believe others will think you are cool.

Without getting overly complex, I believe people buy for only four reasons. People will avoid pain or create pleasure by knowing:

1.       You are the right decision

2.       You are the safe decision

3.       You make me more productive

4.       It appeals to my ego (how will I be perceived by others)

All four reasons specifically address the need to avoid pain and create more pleasure.

If they are convinced I am the right decision they do not worry about being wrong and taken advantage of.

If they are convinced I am a safe decision they do not have to fear negative outcomes of their decision.

If they are convinced I can help them be more productive (get what they want), they will embrace my solution because the pain they will experience by not achieving their goal.

If it appeals to their ego and they believe it will enhance their image and reputation, how could it be wrong? Look how good I look!

How do you determine why people will buy from you?

There are six question prospects want answered before they buy form you:

1. What Do You Do?

2. Why Are You Different?

3. Why Should My Prospects Care?

4. What Do You Do Better Than Anyone Else in the World?

5. Why is That Important to my Prospects?

6. Why Buy From Me?

Good selling! It will be much easier for you when you tell your prospects why they should buy from you instead of letting them figure it out for themselves.

Ron Finklestein

Consultant to Small Business Owner who Want Results
Follow Me On Twitter http://twitter.com/rfinklestein
Register for my newsletter http://www.rpfgroupinc.com
Follow Me On Facebook http://www.facebook.com/ronald.finklestein
Watch the One Degree Difference Video – Takes 8 minutes

More Tools to Increase Your Productivity and Effectiveness

This is the second post on tools I use to increase my effectiveness.

Today I want to talk about authorize.net and VEMMA.

Authorize.net is a web interface if you need to process credit cards online. I have been using authorize.net for many years without a single problem.

Their pricing structure varies depending on options: reoccurring payment, check processing via account clearing house (ACH) and a variety of other options.

To my knowledge they do not provide credit cards only the online interface.

The other product I use is VEMMA.

Vemma is a nutritional supplement that I take daily. I find I am feeling better. I tested this product out over several months and even flew to Arizona to visit with the company president. Before Vemma I was in a good deal of pain. This was from years of running and martial arts training. I just hurt.  After 30 days taking Vemma I notice the pain was gone. I stopped taking Vemma to see if the pain returned. It did. I started taking Vemma again to see if the pain stopped. It did. I know have my wife and some business associates taking it because of the overall benefits. If you take supplements or if you are concerned about taking the right supplements then check out Vemma. My productivity and effective has increase because I have more stamina and I am thinking clearer. Here is the link: VEMMA

One more product next week.

To your success,

Ron Finklestein


Top 10 Time Wasters – And How to Avoid Them

I found this post at http://www.yourbusinesscoach.net/143-how-to-avoid-the-top-10-time-wasters.htm

Sometimes you find a post that is worth sharing. This is one.

If you find you do not have enough time, maybe the reason is documented in this article.

Ron Finklestein

Getting Results Through Friendly Persuasion

As a business coach who facilitates many different advisory boards with many different type of behavior styles I found using The Platinum Rule to be the most effective way of dealing with others. The Platinum Rule is defined as treating others the way they want to be treated.

The Platinum Rule is documented in an eBook for you readers and in a video for you visual learners.

The Platinum Rule for Small Business Mastery is based on The Platinum Rule® was created by Dr. Tony Alessandra and is based on “4 behavioral styles.”

For some of you, the “4 styles” model of human behavior is a new concept. However, many of you have probably run across this concept on more than one occasion. “Behavioral styles,” “personality types” and “temperament types” are methodologies that have been around for many, many years.

People have been fascinated with studying behavioral styles for thousands of years. Starting with the early astrologers, theorists have sought to identify these behavioral styles. In ancient Greece, for example, the physician Hippocrates outlined four temperaments: Sanguine, Phlegmatic, Melancholic, and Choleric… more than four decades before the birth of Christ. In 1921, famed psychologist Carl Jung (the first to study personal styles scientifically) labeled people as Intuitors, Thinkers, Feelers, and Sensors. Since then, psychologists have produced more than a dozen models of behavioral differences, some with sixteen or more possible blends. Some teachers have drawn metaphors (as teaching aids) to birds, animals, or even colors. Nevertheless, a common thread throughout the centuries is groupings of human behavior in four categories.

Many of the concepts discussed here book are based upon the proven concepts described in Dr. Tony Alessandra’s, Scott Zimmerman and Ron Finklestein’s book call The Platinum Rule for Small Business Mastery (eBook).

The Golden Rule-and many people aspire to live by it “Do unto others as you would have them do unto you.” The Golden Rule implies the basic assumption that other people would like to be treated the way that you would like to be treated. We know this is not true.

The alternative to the Golden Rule is the Platinum Rule: “Treat others the way they want to be treated.”

What a difference. The Platinum Rule accommodates the feelings of others. The focus of relationships shifts from “this is what I want, so I’ll give everyone the same thing” to “let me first understand what they want and then I’ll give it to them.”

There are four behavioral styles the Director, Socializer, Thinker and Relater. As you read the description of each style, try to visualize someone who exhibits behavior specific to each style. Ask yourself whether you would have been a more successful with them had you adapted your behavior to match their style.

Directors… The Great Initiators

Directors initiate change, momentum and growth. They focus on attaining their goals, and their key need is to achieve their bottom-line results. The driving need for results, combined with their motto of “Lead, follow, or get out of the way,” explains their no-nonsense, direct approach to getting things accomplished.

Directors are driven by an inner need to be in personal control. They want to take charge of situations so they can be sure of attaining their goals.

Socializers… The Great Talkers

Socializers are the great talkers because they are friendly, enthusiastic and like to be where the action is. They thrive on admiration, acknowledgment, compliments and applause. They want to have fun and enjoy life. Energetic and fast-paced, Socializers tend to place more priority on relationships than on tasks. They influence others by their optimistic, friendly demeanor and they focus primarily on attaining positive approval from others.

Thinkers… The Great Analyzers

Thinkers are analytical, persistent and systematic problem solvers. They are more concerned with logic and content than style. Thinkers prefer involvement with products and services under specific, controlled, predictable conditions so they can continue to perfect the performance, process, and results.

Relaters… The Great Helpers

Relaters are warm, supportive and predictable. They are the most group-oriented of the four styles. Having friendly, lasting, first name relationships with others is one of their most important desires. They dislike interpersonal conflict so much that when they disagree, they will often keep silent. At other times, they may say what they think other people want to hear. They have natural counseling tendencies and are supportive of other people’s feelings, ideas and goals. Other people usually feel comfortable interacting with Relaters because of their low-key, non-confrontational nature. Relaters are natural listeners and like to be part of networks of people who share common interests.

To Friendly Persuasion in Business

Ron Finklestein

Homeless-to-25th Wealthiest American (amazing story)

I have never made this kind of opportunity available to my reader. I am not sure I will again. I believe this story is so compelling that I want you hear to hear first hand how someone took themselves from eating out of trash bins and living under a bridge to becoming a billionaire.

Let me cut to the chase, because time is of the essence.

 During the last government bailout of banks (the Savings & Loan crisis) my friend, Bill Bartmann, went from bankruptcy-to-billionaire.

 He’s lived what is arguably the most astounding “rags to riches” story in U.S. history. Who else have you ever heard of going from homeless teenage alcoholic high school drop-out, to the 25th wealthiest American???

Most important and relevant to you, the business opportunity that made Bill wealthy beyond belief is now back with a vengeance after being dormant for more than 10 years. Even better, this same opportunity is now available to individuals who know about it and how to take advantage.

This coming Thursday Bill will be my guest on a special invitation only webinar. During our hour together, Bill will share how he accomplished what he did and he will make major announcement to make that for some on the call will be life altering.

In addition, Bill has agreed to explain the specifics of how you can make money from this “down” economy (while helping others). He’s someone to pay attention to, because in one year during a similar “bad” economy, he amassed $182 million dollars in personal earnings.

Interested? Here’s how to get registered:


The Billionaire Nobody Knows: The Astounding Story of How Bill Bartmann Went from Bankrupt-to-Billionaire During the Last Banking Crisis and how he’s doing it again today (this time with partners like you!)

Date: Thursday, August 5th

Time: 2:00 PM EDT/1:00 PM CDT/12:00 PM MDT/11:00 AM PDT

Limit: 1000 attendees (first come, first served)


Or go to http://bit.ly/ronandbill

See you on Thursday Aug 5th!

Ron Finklestein

P.S.  While I promise you will leave this program motivated and also likely with a new path to wealth, I unfortunately can’t accommodate everyone. Our service provider limit is 1000, so if you want to be included go to http://bit.ly/ronandbill right now and get registered. And please exercise the professional courtesy to not take up a spot that someone else would want if you’re not going to definitely attend. Thanks so much!

P.S. Because we all busy please take action now. This webinar fills quickly. I do not plan to send out another notice. If you are interested and cannot make this date and time, please register so you will receive notification of the replay date and time.   

What is the value of the people you know?

What is the value of the people you know?

The One Degree Difference is in the people you know. 

I recently came back from a conference called SANG, short for speakers and networking group.  And I have met several very, very successful people and what was really interesting to me is what I found is that you always perform up to the level of the people that you are working with.

I’ve work very hard to creating some relationships with some of these individuals because I know that I really have to step up my games significantly to bring value.  Let me give you an example, I met Bill Bartmann. Bill is a billionaire. I had known of his material through a company called iLearningGlobal.  He and I were on the faculty there – and his goal setting process is just phenomenal.

I went to this conference specifically to meet him because I knew he was registered. When I met him, I told him all my clients had to watch his videos on goal setting because they were so good. All he said was “That’s great here’s a login to my website take whatever information you need, plagiarize it, copy and use it as long as it provides value.”

As we explored how we might help each other he said “Let’s starts small. Prove to me you can deliver what you say. If you say you can deliver and you do then we can take the next step. If you don’t then there’s no reason for us to talk.”  I loved his directness. He wasn’t mean or malicious.  His comment was not made because it was angry. It wasn’t done out of bitterness.  It was just a statement of fact. What he was really saying was “I am a busy man and I want to work with successful people.  I have a strong need to achieve and if you can help me with that then we can do business, if you can’t we won’t.”

So, thank you Bill for that wonderful piece of advice and for helping me make a one degree shift in my thinking.  I wish more people could so direct and forthright as you. If you read this Bill, please know that I am very grateful for your comments and I promise to be more direct with my readers and clients. I’m passing your advice on to my readers. 

Ron Finklestein
Business Growth
Your Business Coach




ps. Please not Bill I will do what I said I would or you will be the first to know.




[Audio Ends]

Do People Really Care About What You do?

Be the One to Degree Difference. 

I recently had a tooth remove, it require surgery because it is one of those big ones in the back of my mouth. As I was talking with the surgeon before the procedure he was telling me that his wife didn’t really understand what he did. He went on to say, “Most people don’t even care what I do.” 

I look at him and with all the seriousness I could muster, as I’m sitting in this chair waiting for him to operate on me, I said “ I care right now very much”.  I was amazed by the look on his face because he finally understood that people do care about what he does. He got me to thinking, do people really care about what you do. I don’t think they do. 

I think what they really care about is what they will experience when they work with you. What they want to know is what outcomes they can expect in working with you.  I didn’t really care what the oral surgeon did or how he did it.  What I really cared was that he was going to take away the pain that I was experiencing. Since I believed that I was willing to do what he felt was necessary. 

I cared very deeply about what I was expecting to experience in working with him. I did not care at all about how he did it, especially if he wasn’t going to introduce any more pain. I have come to realize that people don’t really care what you do.  What they really care about is what they will experience in working with you.  This should be you marketing message.

So, if you are wondering if people care about what you do, you’re asking the wrong question.  The real question should be “do people care about what they experience in working with you.”  I would suggest to you, if you’re in business, the answer has to be yes or you shouldn’t be in business. 


Ron Finklestein

Your Business Coach