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

The Dr. Phil of Business Coaches

I am from the stone-age. I think (thought) twitter was a waste of time. I would watch such things as I just woke up (who cares), I am eating dinner (then why are telling me, just eat), and a variety of other posts that just clutter up my day. One of my friends suggested I should sign up to see what all the fuss was about before I made any judgment.

 

Ironically, I am having some fun posting to twitter. I had several people invite me and I am now inviting you to follow me: http://twitter.com/rfinklestein 

 

One person who participates in a Marketing Mastery Advisory Board that I belong to made the comment that she sees me as the Dr. Phil of business coaches. It was a complement in the best possible way. She met that I use tough love to help her get results. It was nice to have something important to share on twitter.

 

I found it is a great way to break up my day when I work at home.

 

It is a great way to stay in touch (easily and quickly) with people I want to follow.

 

It is easy for others who share my interests to follow me.

 

Some people contacted me that I have not seen in a long while. It was good to hear from them.

 

So connect with me and I will return the favor. 

 

Ron Finklestein

The Dr. Phil of Business Coaches.

330-990–0788

“It is not the strongest of species that survive, nor the most intelligent, but the one most responsive to change.” Charles Darwin

“Your success and my success are totally dependent on how well we communicate, influence, motivate, lead, counsel, mentor, sell and persuade those we deal with on a daily basis.” Ron Finklestein

When you read the section below, you will learn how to build trust faster, create better relationship easier and take the stress out of your relationships. How do I know? I did that using the information below. When I teamed up with Dr. Tony Alessandra and Scott Zimmerman to write The Platinum Rule? for Small Business Mastery, I was trying to communicate that your success and my success are very much dependent on how well you communicate, influence, motivate, lead, counsel, sell and persuade those you deal with on a daily basis. The Platinum Rule for Small Business Mastery takes 12 areas of business and discusses how to apply The Platinum Rule? for more and faster success.  It is the foundation for my entire coaching and consulting program. Because it is so important I wanted to give you an overview.
  
As I work with people who experience success, I realized that these individuals are the ones that seem to understand the importance of others and the role they play in their lives. The others I am referring to are the employees who work for us, customers who buy from us, family who inspire and depend on us for their physical, emotional and psychological needs and the friends who enjoy our company.

A few years ago, I was teaching a class on The Platinum Rule. At the end of the class, one of the participants came up to me and asked my “why don’t they teach me this in high school?” I could not answer that question then, but I think I know the answer now. I think, because we are a part of the human race, people expect us to acquire this skill from our parents, interaction with our peers and from others we deal with regularly. I am not sure that is a valid assumption, especially if the people teaching us may not have acquired the necessary skills.
 
It is not my intents to go into details about The Platinum Rule here but I want to give you a brief overview. There are almost twenty books written about The Platinum Rule. You have The Platinum Rule for Small Business Mastery, The Platinum Rule for Trade Shows Mastery, The Platinum Rule for Sales Mastery, etc. To see a complete list Platinum Rule products go to www.alessandra.com.

The Platinum Rule® will allow you to:  lower interpersonal tension and increase trust, know your own behavioral tendencies, recognize the behavioral style of others, and adapt your style for success.
I asked Dr. Tony Alessandra to provide an overview of how you might treat others how they want to be treated.  Here is what he had to say: 

Introducing the Platinum Rule – A Modern Model for Personal Chemistry!

Has the Golden Rule lost its glitter?  Absolutely not!  The Golden Rule has as much “glitter” as ever.  I believe and practice it 110%, especially when it comes to values, ethics, honesty and consideration.  However, when it comes to interpersonal communication, it can very well backfire.  The Golden Rule states, “Do unto others as you would have them do unto you.” Basically translated, that says to treat others the way you would like to be treated, which of course isn’t always the case. 

An addition to the Golden Rule is The Platinum Rule:  “Treat others the way they want to be treated.” The focus of the relationship 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.”

The goal of The Platinum Rule is personal chemistry and productive relationships.  You don’t have to change your personality.  You simply have to understand what drives people and recognize your options for dealing with them.  The Platinum Rule divides behavioral preferences into four behavioral styles:  Director, Socializer, Relater, and Thinker.  Everyone possesses the qualities of each style to various degrees and everyone has a dominant style.  The key to using The Platinum Rule is to understand a person’s dominant personality style and treat him/her appropriately.

Here is a very basic breakdown of the behavior styles defined by The Platinum Rule: 
Directors are driven by two governing needs:  to control and achieve.  They are goal-oriented go-getters who are most comfortable when they are in charge of people and situations.
 
Socializers are friendly, enthusiastic and like to be where the action is.  They thrive on admiration, acknowledgment, and compliments.  They are idea-people who excel at getting others excited about their vision.
 
Thinkers are analytical, persistent, systematic people who enjoy problem solving.  They are detail-oriented, which makes them more concerned with content than style.  Thinkers are task-oriented people who enjoy perfecting processes and working toward tangible results.
 
Relaters are warm and nurturing individuals.  They are the most people-oriented of the four styles.  Relaters are excellent listeners, devoted friends, and loyal employees.  They are good planners, persistent workers, and good with follow-through.

The Platinum Rule provides powerful life-skills that will serve you well in all your relationships:  business, friends, family, spouse, and children. 

I want to discuss what I know understand by learning and applying The Platinum Rule and why I think The Platinum Rule is so important.  When I first encountered The Platinum Rule, I would listen to the program regularly, usually yearly for several years. I did this because Tony is an engaging speaker and the material was new and fresh. But I was not ready to really hear its message at that time.

I reached a point in my life where my relationships were not working. I was laid off from a job. I was no longer connecting with my wife, and my children. Suffice it to say things were not going well and I needed some help. About that time, I found Relationship Strategies on the shelf in my bookcase and decided to listen to it yet again. I finally reached the point where I started to understand it and could apply it. After listening yet again, I could finally see why I was having problems in my relationship, both at work and at home; I treated everyone as I wanted to be treated.

I had a strong need to be rights and had little tolerance for others if they could not substantiate their thinking. I was not concerned with feelings, it was all about results. The real problem was my standards were so high that I cannot always live up to them, and yet I expected others to.

When I finally understood and implemented The Platinum Rule strange things started to happen: over time, I had less and less stress in my relationships. I began to understand others and their behaviors. I understood that others did what they did to take care of themselves. I stopped personalizing others behaviors and saw it for what it is. This is not to say I do not have problems in my relationships. At times I do. I now understand why people do what they do and how to handle the individual situations I encounter.

I teach The Platinum Rule from two perspectives: dealing with difficult people and creating better relationships. Dealing with difficult people discusses how to identify and respond to difficult people. When I teach this material (dealing with difficult people), I spend a lot of time on personal beliefs. Many times I find the attendees expect others to know what they are thinking. Early on in the class I tell people I am not a mind reader. So I ask many questions to get clarity when necessary.  When I teach creating better relationships, I focus on what works and how to do more of the same.

I tell the story about my wife. One time she was upset with me and I assumed she was asking for some help. I made what I thought were some good suggestions. She stopped right in the middle of our discussion and said “all I want you to do is listen.” I realized I was treating her how I would expect to be treated in that situation. That was an incorrect assumption. For the longest time, when we talked, I would ask my wife what she wanted. “Do you want me to listen or do you want help?” This eliminates many disagreements in our house. Now, my wife starts the discussion with “can you just listen?” or “would you help me?” Either way I know what is expected of me and this allows me to treat my wife the way she wants to be treated.

When I tell this story in my workshops, many of the ladies get upset with me. They assume I should know what to do without asking. The gentlemen in my class really like the idea of asking that question. I tell everyone that I am not a mind reader and without questions I cannot understand the situation. I ask for their patience and by the time the workshop is over they understand better the value of the question. 

One of the things that I find in these classes is that people are afraid to ask questions. We are taught not to pry or ask why. We don’t want to look stupid. As a child, how many times did you hear “because I said so?” I was taught as child not to ask for anything because the answer would be no. This was both a blessing and a curse. A blessing because I learned to be self-sufficient; a curse because it would have been so much easier if I told people what I wanted instead of assuming no would be the answer. It took me years to understand that people appreciate being asked questions, provided they are asked in the correct manner.
 
So How Do I Use This Information?

Most everything we do we do with others. Since I became proficient at using The Platinum Rule, my relationship with my wife has never been better. I have one child that is a Thinker and one that is a Socializer. I have learned to meet them where that are and treat them as they want to be treated. This has resulted in great relationships with my wife and both my children.

I use The Platinum Rule is sales and I have learned to identify clients that I enjoy working with. Clients who value me and the services I provide. I created a Business Mastery Advisory Board for business owners and we get great results. This happens because I treat the members the way they want to be treated.
  
I use it when I am coaching and counseling employees and customers. I use it when I write marketing copy. I use it with my family, friends and associates. 

I had a client, a small company of 10 people, where everyone walked out of the company at the same time. I was called and asked to see what I could do to get the company back on track. I met with the business owner and his daughter, all of the employees and some of the vendors. The owner was working at the business part times. He was trying to retire. He had his daughter running the day to day operations of the business. The owner and the daughter were fighting in front of the employees and a son was waiting in the wings to take over the business when it failed. 

The answer to the problem was simple but hard to implement. Each employee stayed because they really cared for the owner. He was fair, a people person and he listened when someone wanted his time. The daughter on the other hand, was handed the business and she did not understand it. She made decisions that were in her best interest and created rules to make her life easier; not the employees or customers. The father was a Director with a strong understanding of people and their needs. The daughter was an extreme Socializer who disliked routine and boredom. The rest of the team was Relaters who cared deeply for the father and the business.

Once we took them through the interview process, training and resolution process, they better understood the impact their behavior was having on each other, some organizational changes were made to better define the day to day procedures, an employee handbook was created to clarify company policy and the hard work began. Though it was not easy, the company started creating a way each employee could address problems in the organization in a way that was positively received by other. When I left the organization, people enjoyed their work again, the new policy manual help create harmony because everyone now understood the rules and the owner was clear on his exit strategy. 

The Platinum Rule is easy to learn and use. The tough part is being persistent enough to use it until it becomes second nature to you. Ask yourself how your life would be different if you knew how to build better and more effective relationships? Would your relationship with your wife or children improve? Could you increase sales and make more money? Could you spend less time addressing people issues because they understand you the first time?

Email me if you want to learn more about The Platinum Rule (ron@akris.net) or leave a comment on your experience in working with others.

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?