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

Goal Setting

Several of my associates are using www.iLearingglobal.biz/ronf to help them with their personal and business growth. Below is an unedited email from one of them. I thought I would share it because this training works and works well.    

I got a lot out of the “Goal Setting” section; took some notes that might encourage others to get into the material.  There’s some good stuff there! Paul Martinelli:

  • You have to use your imagination, not reasoning when setting goals.
  • the reason we set a goal is not to GET something, but to BECOME something.
  • Don’t set a goal on what I THINK I can do….it has to be OUTSIDE my comfort zone to inspire me….That’s where all growth takes place
  • Don’t base any goals on OUTSIDE circumstances
  • Give all my creative energy to the GOAL, not the plan!  The HOW will always show up; be flexible.
  • Ask myself, is this goal worthy of me: I’m trading my life for my goal, it must be worthy of me.
  • Ask myself: what do I really want??? Then take off the lid of reason, and tap into my imagination.

Bill Bartman:1. Make sure it’s MY goal, and not someone else’s2. Don’t call it a “Goal”….The average person misses their goals 70% of the time.   My mind just can’t “unknow” this!
Instead, call it a PROMISE to myself.   Most people keep their promises!!!   (I really like this one; it’s shifted some things for me, and I feel much more SURE of achieving my promises to myself!)
3. Clearly identify the PROMISE.4. Use all the tools around you: people, support, what motivates you..5. Create a “Promise Plan”:   

  • What it is I’m going to do
  • When am I going to do it
  • Where will I be when this happens
  • Why do I want this; what is my passion
  • Who; whose help do I need?
  • How am I going to do it?  I can’t know this from where I am right now!   I only have to know what I want to do, and why…the HOW will show up.

6. Review the plan and the promise regularly.  Focus on it for 20 minutes daily.   (If it’s that important to me, I’ll FIND 20 minutes)7. Pay attention to what I’m saying to myself…tell myself what I can do, who I am….not what I can’t do   (Manage my self talk)8. Tell other people my promises- have confidence to do that.  It increases the risk; yet most people want to help…  be able to articulate what I plan to do.9. Envision the results before hand.

10. Start- take inspired action.

If you want access to the same training please click here to learn more www.learningglobal.biz/ronf

To purposeful action

Ron Finklestein

330-990-0788

ron@akris.net

The Habit of Discipline or the Discipline of Habit?

“If you do not conquer self, you will be conquered by self.”
—Napoleon Hill

“Amateurs practice to get it right, professional practice not to get it wrong.” Unknown

“Modern Man is the victim of the very instruments he values most. Every gain in power, every mastery of natural forces, every scientific addition to knowledge, has proved potentially dangerous, because it has not been accompanied by equal gains in self-understanding and self-discipline.” Lewis Mumford (1895 – 1990)

Discipline
The simplest and easiest definition of discipline is creation of a corporate or personal habit.

Let’s talk about a corporate habit first since it is the least understood but vitally important. My experience has taught me that small companies get to be big companies because they figure out want works and create measurable, repeatable, and predictable processes (habit) so the same behaviors are being performed daily. Most consultants who do process work usually do not look at it from a behavioral perspective. It is defining what behaviors you want an individual to perform and then putting a process in place to ensure it happens the same way each time.

This is the same a defining a company culture. A culture is understanding what makes a company successful and ensuring that knowledge is passed to the next generation. This is done through the creation of a habit; a measurable, repeatable, predictable habit. 

The same concepts that are used to create a corporate habit can be used to create a personal habit. There is one major difference. In creating a corporate habit there is accountability build into the process. If things do not work, someone is held accountable to address the issue.  This is not always true in creating a personal habit. Who holds the business owner accountable to ensure they are doing what they are supposed to do?

The biggest challenge with being disciplined is understanding the difference between an effective habit and an efficient habit. Effective is doing the right things. Efficient is doing thing right. Many of have efficient habits that are no long effective. We should always strive for effectiveness. When we create an effective habit, there will be the right amount of efficiency.  After we know we are doing the right things we should then strive to be more efficient.

Let me give you a personal example. For years I worked out regularly. I stopped because of some serious injuries. After I stopped exercising, I did not change my eating habits and I gained weight. This caused some problems with sleeping, joint problems and various others aliments. I was very efficient in my eating habits for a person who worked out three times a week. My eating habits were not very effective for my new life style.

I needed to create some new habits. I purchased a bike and ride it regularly; three times a week. I have reduced the amount of carbohydrates I eat. I go to bed at a regularly scheduled time and I track (focus on results) everything I do in relationship to my weight. I track how long I exercise, the day and time. I weight myself daily. I call my accountability coach weekly to discuss progress or lack thereof. I track this because I know what I focus on is what I attract. It also allows me to understand what is or is not working.

The same thing applies to a corporate habit. Are the employees doing the right things, performing the right action? Are all employees doing things the same way (repeatable)? Are the outcomes always the same (predictable)? Are all functions being managed for effectiveness (measurable)?

Think of disciplines as nothing more than a habit.

Comments?

Nine Behaviors That Lead to Success

As a reuslt of my research, I was able to isolate nine specific behaviors that successful people implement in their business. Let’s discuss the nine behaviors.

1.     Selfishness … Selfishness is defined as intelligent self-interest. Intelligent self-interest means to understanding what is important. What is important is helping business owners be success. It is this intelligent selfish-interest that allows business owners to protect their time, energy, money and take action that leads to successful results.  

2.     Results … Successful people measure everything. Their actions are driven by the results they want. It is important to measure everything to ensure the actions being performed led to the correct results. This step can only happen when you take ownership.

3.     Ownership … Ownership states that I am responsible for what is happening in my business and my life. When a person takes ownership of his/her situation, change can be effected. Our job is to help you be successful but it is your business and you need to take responsibility for the outcomes you experience.

4.     People … Our success is largely dependent on how well we lead, communicate, manage, influence, and sell our ideas to others. Successful people understand this and they are consistently looking to surround themselves with other likeminded individuals to test ideas, receive feedback, improve their skills and be held accountable for doing what is important. These concepts are discussed in my book The Platinum Rule for Small Business Mastery.

5.     Persistence … The best laid plans rarely work out as planned. You know the old saying: “plan for the worst and hope for the best.” Successful people are flexible in implementing their plans; changing as the facts dictate while remaining true to their intelligent self-interest. 

6.     Discipline … When you measure your results a powerful thing starts to happen: you find out what works. Discipline means created measurable, repeatable and predictable processes that allow business owners to create corporate and business habits that anyone can learn. This makes it easier to pass along the corporate knowledge that leads to business success.

7.     Focus … Focus means asking two questions: Is what I am doing leading me to my goal? If not, then why am I doing it? When you are focused, you determined what is really important to implementing your goals as defined by your intelligent self-interest.

8.     Ideas … Many business owners suffer from a glut of ideas. Instead, they need to focus those ideas that specifically drive their goals and support their intelligent self-interest. Finklestein and his team create a third book called 49 Marketing Secrets (THAT WORK) to Grow Sales. The primary focus of this book is to generate marketing ideas that are used to help business owners grow sales. 

9.     Action … The original definition of the success is to take action. When business owners get clear on their intelligent self-interest, it become much easier to take action… and it is all about taking action. That is what the Business Mastery Advisory Board is all about, holding business owners accountable to take the correct action to achieve their goals.

How many of these behaviors have you implemented in your business?