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 One Degree Difference – How to Grow Your Business

In one critical moment you can change your life with no more effort than a shift in a single thought.

 

I call this the one degree difference! Are you a small business owner who is trying to grow sales and is stuck? Do need someone to help you but you do not have a lot of money and time to waste on long-term, nonproductive meetings? Are you tired of going it alone? If you answered yes to any of these questions then read on. You will be glad you did.

 

Who Should Attend

1.     Business owner with five or less employees

2.     Home based business owner

3.     Professional who must sell themselves

4.     Anyone who is responsible for growing sales and does not know how or needs some help

 

Why You Should Attend

1.     Learn the six questions every prospect wants answered about you and your company

2.     Understand the nine behaviors successful people implement daily (and why they are important)

3.     Internalize the one critical issue all business owners must address in marketing their business

4.     See if your business is in danger: The top 10 reasons a business fails

 

What You Will Learn

1.     How to increase sales

2.     How to change your behavior to get the desired results

3.     Why your peers are essential element in your success

4.     How to think differently about your business

5.     Why personal and professional growth are requirements of business success: The one degree of difference

 

Here are the details:

3560 West Market St.

Akron, Ohio  44333

Third Floor Conference Room

8 AM to 10 AM

Each Meeting is limited to 10 Business Owners

There is no fee to attend but registration is required. We are limiting attendance for each meeting to 10 business owners to ensure all questions get answered. To reserve your spot contact Ron Finklestein at 330-990-0788 / ron@akris.net or register at http://ssmab.eventbrite.com

March 11, 2010

Register at http://ssmab.eventbrite.com

 

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   

 

 

       

Why Are Certain People So Stupid?

Why Are Certain People So Stupid?

 

When you write several books, produce several videos for Youtube, and write blog posts like I do, you get some less than positive feedback in emails, voice mails and comments on my videos. That should be expected. Some would say that is the price you pay for being a public figure.

 

I actually had one person laugh at me when giving a speech. She later came up and said she was not laughing at the concept I presented but was not comfortable with the material and that is how she deals with being uncomfortable. That is cool!

 

At this same speech I had several people applaud this same concept.

 

Different strokes for different folks.

 

The people I am talking about hide behind technology. These email, phone calls and comments come from people who use fake email addresses, call using unlisted numbers and create user ids with false info.

 

I have been called ni—er, Mother F——, and other names that cannot be printed, nor should they be.

 

I must say I am not offended by these comments. I am saddened that people will not pick up the phone (my number is at the bottom of each blog post) and tell me about why they feel the way they do. I am open to feedback. Who knows it may cause me to revisit a certain position. I am a continuous learner and I welcome feedback. One of my favorite tools is www.ilearningglobal.tv. It is a powerful tool. There are video on this site that I do not agree with. I may call the author and ask for clarification or I may chose not to watch any more videos from this person, but I will never call them names because I disagree with their thoughts.     

 

So why am I getting these rather expressive and inventive communiqué from people who feel the need to tell me how I am not eligible for the human race and then proceed to hide behind technology?

 

In my latest book Nine principles for Inspired Action: A New & Targeted Perspective, I discuss concepts that I understand can be challenging to some people. In this book I ask people to get selfish with their time, energy and money so they can achieve their Intelligent Self-interest.

 

Because we are limited in time, energy and money, it is hard to achieve anything unless we get clear on what is important (our purpose or Intelligent self-Interest) and make decisions accordingly. When we do that a most amazing thing happens: we become selfless. From all my research, this selfishness leads to selflessness.

 

When this happens you get clear on what is important to you. You take action that leads to an specific outcome. When this happens, it is possible to positively impact hundreds, thousands or potentially millions of lives.

 

Let’s take an extreme example. Walt Disney has a specific Intelligent Self-interest. In his selfishness he wanted to totally control the experience of people from the moment they entered the movie theater to the time they left. He knew people needed an escape from the pressures of the real world. He was very selfish in making this dream happen. Every decision he made was designed to implement his Intelligent Self-Interest. Was it easy for him? No. He filed bankruptcy on two different occasions.

 

Through his selfishness he became very selfless. All his efforts led to the creation of an entertainment empire that employs thousands of people, a company that creates movies that millions have watched and theme parks that give people a time away from the realities of the real world. All because Walt Disney was selfish. He was focused on his Intelligent Self-interest.

 

On a personal note the wizard’s dual between Merlin and Mad Madam Mim is my favorite. I could not wait for my children to see The Sword and the Stone and watch this scene.

 

Why are people bothered by this concept of selfishness? I am sure there are thousands of reasons: my religion will not allow me to think this way, my family taught me to…, I means I have to make a decision about what is important, etc… It is ok to disagree but do not be stupid about it.  

 

If you do not like what I write you have two choices: Do not read my material or call me and tell me why I am wrong. We can have a discussion that could lead to meaning change. When I first developed this concept call Intelligent Self-Interest, I asked some friends and associates for feedback. Some could not agree and told me the only reason they read it was because they knew me. Others thought this was foolish and could not accept it because it was against their personal and religious beliefs and still others (a majority) felt free to make changes to pursue their dreams. Other made it their own and they teach it to others.  

 

One person walked away from a safe government job to pursue a job in sales. Another left the partner track in her accounting firm to raise a family, still others have started businesses, change careers and made other life affirming changes after reading this material. This material is not right for everyone.

 

Here is one of the videos that is causing gas, indigestion and that burning sensation for some people. It is about 10 minutes. Give it a watch and post your comments.

 

     

Either leave a youtube message or respond in the comment section of this blog post. I would love to hear your thought and feeling about this video.

 

So to my stacker out there, you are out of luck. I will pray for you and wish you the best but you will not change my mind, tactics or approach.

 

In Your Service,

 

Ron Finklestein

ron@akris.net

234 738 1550

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     

      


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

 

Stop Worrying About Being Efficient

I do a lot of one-on-one business coaching (www.akris.net) and I have seen this problem time and time again: owners not doing something because it takes to long. 

 

You want an example? One business owner did not do billing because it took over one hour to create an invoice and he did 10 invoices a month. His total process should take 10 minutes per month.

 

The problem: he was over thinking it trying to make it very efficient. His Business Mastery Advisory Board suggested he use a simple excel spread sheet and not outlook to track his activities. When we looked at his existing process, he came to the conclusion he could make this change in just a few hours. 

 

If he focused on being effective, the right amount of efficiency would have been introduced. Since he focused on efficiency, his effectiveness was being compromised. 

 

Time is short. It is the only thing was have. Focus on the best use of your time, not the more efficient use of your time. 

 

Ron Finklestein

www.akris.net

ron@akris.net

330-990-0788

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