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

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
ron@ronfinklestein.com
330-990-0788
www.ronfinklestein.com

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
330-990-0788
ron@akris.net

The One Percent Difference – Changing Your Life (and business) One Thought at a Time!

What is the One Percent Difference?

Einstein once said “No problem can be solved from the same level of consciousness that created it.”

What that suggests is that we must take input from others and look at the problem with a fresh set of eyes, with Zen eyes. Stated differently, we must look at the problem with a beginners mind. In a beginners mind there are no preconceived notions about how a problem can be solved; there are just possibilities, without judgment, that can be used to solve a specific problem. 

That begs the question of how do you change your level of consciousness to experience the beginner’s mind?

I believe you can do that through The One Percent Difference.

If we define The One Percent Difference as one new thought that enters your consciousness that change how you think, and hence how you act, you have experienced the One Percent Difference and created the beginner’s mind. This One Percent can make the difference between success and failure.  Over time that small change in thinking can change your life in a very big way.

Massive changes are not needed. Just simply changes. We are looking to achieve a simple One Percent difference in how we view a specific problem so that we can look at it the problem as Einstein suggested, with a new level of consciousness.

 How do we achieve this One Percent Change in thinking? It is not as hard as you think. Two areas that work for most people are getting feedback from our trusted advisors and continuous education. I find my advisors to be essential in thinking differently about my problems and understanding that none of us are without problems.  

From our peers we can experience great change safely. This is because multiple minds and multiple experiences allow for a new way of looking at things. This results in better decisions and safer decisions. The other area is via ongoing education. The best tool I found is www.ilearningglobal.tv. I was so impressed with it I signed up to distribute it. My clients love it. To learn more go to www.ilearningglobal.biz./ronf.

Frankly it does not matter what tools you use, you must act on what you learn. Being part of a great group do no good if you do not act. Having access to the greatest minds is useless unless you apply what you learn.

Try to look at each situation with a beginners mind and make no assumption or judgments about a give situation. Learn from others who have been there either via your mastermind group or a more structure learning environment.  Most importantly take action! Taking action on your new ideas will change your life (and your business).

Ron Finklestein

Professional Business Coach

330-990-0788

ron@akris.net

 

 

It is all about results and only results!

I have been running advisory board for several years now and I have been asked why I offer a 100% return on your investment guarantee to the board members.

The answer is simple: we get results.

Let me share with you a case study.

I had a company owner join The Entrepreneur’s Advisory Board because he wasn’t closing any sales. Here are the three steps we took to help him:

1.His advisors had him create a presentation of 30 minutes he would take all his prospects through. This accomplished three things for him:

a.It slowed him down. He knew his product so well that his prospects could not keep up with him. This caused several problems for him.

b.We reviewed the presentation and his delivery for clarity and focus and made recommendation for improvement. During the presentation we had him include specific questions to get the prospect involved.

c.We changed the focus of the sales presentation from “look how great we are” to “here is what is in it for you” when you work with us.

As a result of that approach three things happened:

1.He started to understand his prospects differently. Objections started coming up that he had not heard before. We started to address each objection in turn and craft specific remedies to help the prospect understand better.

2.We saved him a lot of money in marketing because there was no need to leave behind marketing collateral. His prospects understood the product and process and what was in it for them when they worked together.

3.He realized he was selling into the wrong markets

He kept changing his presentation as he learned about his customers and addressed the objections in his presentation.
He changed his market from manufacturers to professional services firms and he determined the major hurtle that prevented his clients from moving forward with him and addressed this right up front in his sales presentation (they were concerned about the amount of time it would take.) He assured them it would take just a few hours and not the weeks of they thought they would need. He backed it up with a guarantee: if it took more time than planned he would reduce his price 10%.
After a lot of hard work his backlog grew to 10 good opportunities. He closed his first big opportunity recently that he expects will put 100K in his pocket over the next 12 months.
It was really fun for his group of advisory to watch the stress leave his body, see the smile come back to his face and watch work be fun again.

Not bad for six months of work.

Do all my clients get these results? Of course not. Not all clients are as coachable. Not all clients will work as hard and not all client will change their behavior when something is not working. He did everything that was asked to do.
Over the course of the next few weeks I will be posting more studies. I do not what you to think this was an accident or a onetime event. It was not.

Call me if you want to see how The Entrepreneur’s Advisory Board can help your business. If you are a business coach or a business consultant and you want to offer an advisory board service to your client please let me know.

Your Professional Business Coach
Ron Finklestein
330-990-0788
ron@akris.net

What is Your Legacy?

What is Your Legacy?

 

I am often asked how to deal with the rapid rate of change, how to get more discipline and become more focused? If this is something you are interested in please read on but it is one of my more lengthy articles.

 

These questions seem to come from people being pulled in many different directions by sometime conflicting obligations: family, business, and customers, to name a few. I am experiencing these questions more and more and I want to share them because they seem to be a concern to so many people.

 

My answer is always the same.  I always ask the same questions. What do you do? Inevitability I always get the same respond. I am a stock broker, or an accountant, or a business coach or (fill in the blank). My response is always the same: that is not what you do, that is how you do it!

 

I then see a look of confusion set in. Sometimes the arms will fold indicating some defensiveness. Other times, they remain open but the confusion remains. What they are really saying is “What in the heck is this guy talking about?”

 

When they ask me that question I ask them another question, a specific, purposeful question. What legacy do you want to leave? How do you want your significant other, your children, your coworkers, and friends to think of you after your leave this world? What do you want your life to stand for? How do you want to be remembered? I ask these questions because this is what you do, your profession is how you answer these questions.

 

Some will say I want my family to remember me for always doing the right thing. Other will say I want to know I impacted many lives in a positive way. After further discussion I ask some clarifying questions such as “what does impact mean?” or “can you define positive?”

 

Maybe an example will help.

 

I recently met with someone who is a financial planner who was doing well and struggling to work less and work with higher net worth investors?

 

“What do you do?”

“I am a financial planner.”

“What outcomes do people experience in working with you?”

After a pause he said “we many products and services to handle most of your financial needs.”

“If I were to hire you, what would you tell me that differentiate you from the thousands of planner who want my business?

Short Pause

“I have these tools, and we do this, and etc”

I said “those are tools, tricks of the trade you use, what is the outcome I can expect in working with you?”

Longer pause

He finally said somewhat tentatively “we do not want to be greedy. We want you to make money. We put a plan in place that works for you, a plan you do not have to worry about. This allows you to sleep better at night knowing that that your finances are safe in these turbulent times?”

 

My comment back was “you help me get a good night sleep because we do not have to worry about risky investments, timing the market or any of that other stuff?

 

“Yes”

 

“Why do you do that?”

 

“Because it is the right thing to do!”

 

I said “so the legacy you want to leave is one of honesty, integrity and doing the right thing in dealing with others and they way you do that is through financial planning?”

 

“Yes”

 

“We can work with that!”

 

The financial planner was not just managing his clients’ money. He is saying that his legacy is teaching his children to do the right things. He is saying to his client’s I will take care of you because it is the right thing to do.

 

My next question to him was simply.

 

“If you want to manage money of people making millions and tens of millions of dollars, what behaviors do people who manage those kinds of portfolios do that you need to implement that allows you to be consistent with the legacy you want to leave?”

 

Let’s go back to the beginning of the article. How does this apply to be more disciplined in my business?

 

Simple. 

 

When you are faced with a decision you must test this decision against what you want to achieve in your legacy (or purpose). If what you are asked to do does not match up with your legacy/purpose then do not do it. It is that simple. The problem is getting clear on your purpose. The problem is thinking about your legacy. The problem is making a decision.

 

Many people are afraid of a making a decision because they do not know what they want or they are unclear how to achieve it.

 

Think about this for a moment: what kind of person must you become to achieve your purpose, to leave your desired legacy?

 

The purpose of this discussion is to help you become the type of person you want to be become and attract to you the type of person others want to work with and be with.

  

The purpose of this discussion is to help you make decisions based on something more important to you than what is convenient.

 

The purpose of this discussion is to simplify the decision making process so you focus on what is important.

 

In my case it is very simple. I want relationships that meet these criteria: I want to work with people who are honest, I want to work with people who have integrity, I want to work with people who believe in common sense.

 

Honest means they will tell what they believe to be right and fair and not lie to me.

 

Integrity means they will do what they say.

 

Common sense is defined as creating a win/win approach for both parties.

 

My life is simple. Every decision is based on those three criteria.

 

I have the same approach to my business. If I am approached with an opportunity, possible client, etc, I evaluate them the same way I do my other activities and I ask myself how doing a specific action will take me closer to my purpose. If it doesn’t I don’t, it is that simple for me.

 

As Stephen Covey says in his book Seven Habits of Highly Effective People, Start with the end in mind! The end in this case is your legacy.

 

Your business Coach

 

Ron Finklestein

330-990-0788

ron@akris.net   

 

 

       

Denying Problems Exist

Denying Problems Exist 

Every business has problems. How you respond to those problems determine the success or failure of your business. 

 

Another reason business fail is because they deny problems existing in the business. 

 

I cannot tell you how many times I spoke to a business owner and heard “it will take care of itself” or “I do not want to hurt their feelings” or “but they have a family” or “I know, it has been that way a while” or “who cares” or “no one told me.” Want more? I heard them all. 

 

I had a client where the employees did not do as he asked. This went on for years. The problem: they were no consequences if they did not perform and they knew it. It cost this man his business. In this case we got the business ready for sale and he sold the business. 

 

I can’t tell you how often I heard “I knew this was going on but I did not know it could be different.” They did not know it was a problem and more importantly, they did not know they were supposed to do something about it. 

 

RULE #1: If it does get the results you want, it is a problem.

RULE #2: Do something about it! 

 

As the business owner you are responsible for the actions of your employees. If they are not performing, train them. If they are trained and still not performing, make sure they roles and responsibilities are clearly defined. If they still do not perform, fire them. Your business is your livelihood and you are not required to keep dead weight. 

 

Provide a way for your customers to tell you what is on their mind and listen to them. One client heard over and over again that he was losing sales to a competitor. This was a problem because his customers we defecting. Finally he asked one customer why they were leaving and they told him. It was his pricing. He assumed his customer would always pay his price for his product. By the way, this new competitor was able to sell his product to the customer for less than my client could make it. Talk about a wakeup call. 

 

He is things you can do to identify problems:

1.     Make sure roles and responsibilities are defined. If everyone knows what they are supposed to do nothing will far between the cracks. If it does then it is a process problem and not a people problem.

2.     If it is a personal problem address it immediately. The morale of a company can be destroyed by a few bad apples.

3.     Make sure the process is clearly defined. For example if a customer complaint is handled the same way each time, it is easier to train others, build in redundancy and implement management by exception policies.

4.     Implement an “ownership” policy. Everyone takes ownership for a problem. Do not assume someone else will take care of it. As a business owner this means you must allow your employees to do their jobs.

5.     Listen, Listen, Listen. Listen to your customers. Make sure you have lunch with your key customers quarterly. Listen to your employees.  They are doing the job and they know what kinds of problems they are having. Listen to your peers. They will help you see and understand trends that you cannot see by yourself. 

 

When in doubt, ask for help.

 

Call me if you have questions or need help.

 

Ron Finklestein

303-990-0788

ron@akris.net     

      


Ron’s Top 10 Rules for Business Success

Ron’s 10 Rules for Business Success
1.   Get clear on what you want, make a decision to go for it, then take action.
2.   Stay focused on what you want.
3.   Surround yourself with people that will hold you accountable and tell you want you need to hear, not what you want to hear.
4.   Do the things that you are afraid to do or don’t want to do.
5.   Do not be afraid to ask for help you need it.
6.   Do not be afraid to fail. Failure is essential to success.
7.   Ask for what you want, and keep asking until you get it.
8.   Never stop learning.
9.   Figure out what works and keep doing it.
10. Do rules 1 through 9 again.

Ron Finklestein
330-990-0788
ron@akris.net 
   

Dr. Phil or Napoleon Hill! (or just schizophrenic)

I am starting to get develop an identity crisis. My client’s have started calling me the Dr. Phil of business coaching because of the tough love and my no excuse approach to business coaching. 

 

I recently published my fourth book called Nine Principles to Inspired Action: A New & Targeted Perspective. A gentleman from New York read the book and called me up and he said “You are the new Napoleon Hill!” I was totally unprepared for his comments. 

 

I said: “Thank You. But want do you mean?” 

 

He started to going into details about my last book as he talked about how I took the materials in Think and Grow Rich to a whole new level. 

 

Needless to say, I am flattered. Who would not be flatter when being mentioned in the same sentence with Napoleon Hill and Dr. Phil. But let me be clear. I am only doing what I love: learning and sharing what I have learned. I do not what to confuse anyone, claim an identity that is not me or appear schizophrenic. I care deeply about my client’s success and I believe I need to stay ahead of them so I can continue to add value.  Some of the people who have impacted me the most, almost no one knows about. These are people who are my Business Mastery Advisory Board. Yes, I practice what I preach. Many of the concepts I write about hit my Advisory Board first, my client’s second and my blog third. 

 

The book Nine Principles for inspired Action took six years to research, test and write and it is the results of studying over 500 success small business owners (and many who were not successful). I chose small business because there has been much research done of very successful people but little that distills the behavior of the common man into action items that can be implemented immediately. The funny thing about this book is that it was never intended to be a book. I did this research for me and my clients, to help them and me be more successful. I want to continue to grow and prosper and get results. 

 

After I understood and distilled what I learned, I build several coaching programs to test drive these concepts. The results were powerful. So powerful that on one of my coaching programs I now offer a 100% guarantee. Simply put, if you do not recover the entire cost of the program I will refund the difference. I can do that because the clients who followed the process get results; those who did not follow the process do not get the results. All I did was formalize what they were already achieving in a measurable, repeatable and predictable way. 

 

My goal is to reach one million people with the concepts in this book. I am so passionate about this goal that I am giving away my methodology to any business coach, management consultant, small business owner or business executive that are looking for a way to get results, grow their business and generate more money. There is a catch though. You have to be trained in the process. The training is very affordably because I want interested parties to have some skin in the games so I know they are serious.

 

If you are someone who wants to achieve results, pick up the book. It is available on amazon.com. After you read the book, post your comments on Amazon so others can benefit from your efforts. I know some of the concepts in the book are controversial and will not be well received by some people. I am ok with that, because success, in today’s day and age requires us to think differently.

 

If you want to learn more about using my methodology in your business call me at 330-990-0788. I will answer any questions you have. 

 

Ron Finklestein

The Dr. Phil of Business Coaches or The Next Napoleon Hill, you choose

330-990-0788

ron@akris.net

 

.

Shortening my Path to Success.

I recently completed an offsite with my Business Mastery Advisory Board. I think of this as shortening my path to success. 

 

We do these once a year with members who see the value in spending time working on their business to get ready for the next year, ask for help in clarifying issues that hold us back, solicit objective feedback on issues that are important to us and create deeper, more meaningful relationships. 

 

I am always reluctant to take 2 full days away, not including the prep time required, but after I attend one of these events, I see things so much clearer. I have 20 pages of notes and I recorded much of the weekend so others can listen to their working sessions. These recording are so powerful because we receive so much useful info it is impossible to take notes and capture everything. The recording allow us to review this info at a more leisurely pace so we can be total present and really hear what was said. 

 

These weekends are especially valuable because the people who attend typically play all out in providing feedback: the good, the bad, the ugly. All this is necessary to move forward in whatever our chosen endeavors.

 

I formed these Business Mastery Advisory Boards and participate in them because they are necessary. We are so close to ourselves that we cannot see our strengths, weaknesses, opportunities and possibilities with this feedback.

 

The principles that drive the Business Mastery Advisory Boards are documented in the book Nine Principles for Inspired Action: A New & Targeted Perspective. It is available on www.amazon.com. Since this book is just being released, my goal in attending the weekend retreat was to ask for help in how I can get these principles into the hands of over one million people. This is a big harry audacious goal I set because I have seen and experience the positive impact these principles had on me and my members of my boards. 

 

We spent almost two hours working on this and came up with 100 possible ideas. It is now my opportunity to filter through this content and figure out what will work. That is 100 more ideas then I had going into the weekend. If you do not think two hours is much time, try drinking from a fire hose; because that is what is was like. If you have not experienced six high powered thinkers, who see things differently, who are willing to share their knowledge for your benefit and success, with no hidden agenda, then you have missed something powerful. 

 

For the other members, we helped with strategy and business development issues, operational issues, family and life issues and launching a new business. Strategies were created, action items suggested, alliances formed, accountability partners created and results measured (we went back to last years’ accountability items to see what changed or was left unfinished). 

 

Because of privacy and confidential issues I will not share more. One of the rules is 100% confidentially. 

 

If you want to learn more about how a Business Mastery Advisory Board can help you grow, prosper and get results through purposeful action, give me a call.

 

Ron Finklestein

330-990-0788

ron@akris.net