Using LinkedIn as a Prospecting Tool to Turn Cold Calls into Warn Calls

Using LinkedIn as a Prospecting Tool to Turn Cold Calls into Warn Calls

Jacci Adams of 3X4 Consulting, a social media consulting company, did a presentation on how to use LinkedIn as a prospecting tool. I was impressed with the simplicity of her approach that I asked her if I could share it. She agreed. Please give Jacci’s website a visit to see more details on what she does.

A special thanks to Jacci for allowing me to share one of her “trade secrets.” In being transparent, Jacci is a client of mine. Because I know her so well, I am confident she can help if you are confused about how to use social media to grow sales through social media lead generation.

I cannot give you LinkedIn training here so I am assuming you are a member of LinkedIn and know how to use the search tool.

  1. Click on the advance search icon in the top right of the LinkedIn home page.
  2. Type in the industry keyword/title for the people you are trying to reach (i.e., Chiropractor, Manufacturer, Realtor, etc.)
  3. Enter the zip code of where you want the search to target and the mileage radius of how far you are willing to go.
  4. You can find any connections you have that meet the search criteria.
  5. For the 3rd connections and beyond LinkedIn provides only the first name and last initial. If you click to see the full name, LinkedIn will ask you to upgrade. Here is where you get creative
  6. Click on the company’s website link (in the search results.) Go to the About Us tab and see if the information you are looking for is there. Many times it is. You can get all the background you need.
  7. Do a Google search on the person’s name
  8. This search will tell you things like where they went to school, businesses they are associated with and how long they have been in business.
  9. Using LinkedIn you can do a search to see if anyone in your network knows them. If so either request an introduction of call them directly and introduce yourself. You already have enough information about the individual to know what you have in common.

If you do not have time or do not what to do this research yourself, you can hire someone through:

If you know how to use the tools above and you are uncertain about making the call, consider improving your people skills so you are more comfortable. You can learn more

Happy Prospecting

Ron Finklestein

You can subscribe to my blog at

Free Marketing Tip to Bring Hundreds of People into Your Business Each Month

Free Marketing Tip to Bring People into Your Business

I am a member of AmSpirit, a networking and business referral group. We meet at creative source. Creative source does great work and I suggest you check out their website.

My reason for this post is to document Creative Source and how they bring in hundreds of business owner and sales reps into their office each month at no cost to them. Creative Source has a big conference room they allow others to use at no charge. They do not provide coffee or tea. Several networking groups meet there, Toastmasters meets there. I held some sales presentations there before I knew Mike. Mike, one of the owners, feels this is a good way to give back to the community.

By giving back to the community, he has hundreds of business people come to his place of business each month. Each business owner who walks through the doors each week sees his work, reinforcing his brand. He provides a table for others to place their brochures. He is not afraid of competition and some competitor belongs to the groups who meet there. He does all this and it cost him nothing. I am so impressed with his tactics that I writing a blog about his approach.

He is not a client. I am not his client. I just see his approach as a risk free way to attract hundreds of people to his business each  month. I do not know how much business he gets, nor does it matter to him. His primary reason is to give back to the community. The visibility and support he gives the community is amazing.

If you can, try this. It cost nothing. I taught this tactic to a restaurant client of mine and he has groups meeting at his restaurant regularly. He visits various groups and invites them to use his spare room at no charge. They pay for coffee, breakfast or lunch, and his repeat business has sky rocketed.

To Your Business Success,

Ron Finklestein
Improve your people skills and grow sales:


How to Price a Product

Your pricing formula (or pricing a product or service)

I recently received a request from one of my blog readers to do an article on pricing your product. He sent me some great articles he found on the net. After reading them I realized he may have been over thinking the pricing issues. To me it is fairly simple. There are only three outcomes to consider:

  1. Your product is priced too high and no action is taken (the competition is complacency.)
  2. Your product is priced too high and it invites the buyer to buy from someone else (I need to make sure I am getting the best VALUE.)
  3. You price your product to low and you introduce concern from the buyer because he wonders what is being missed (lack of trust.)

Pricing your product can be simple if you let it but you must price it from the buyer’s perspective. As a business owner you need to know both your fixed and variable cost and ensure you cover those cost while remembering the buyer is not concerned with your cost. They simply don’t care.

From my perspective, here is what you need to be concerned about. What does your competition charge? This is important if the consumer has a preconceived notion of the value of the product. For example, if I go to a paint store and see a gallon on paint is priced at $50, I might go to another store to see if I can get the same quality (different brand) for a better price. I may have a belief that I am not going to pay more than $30 for a gallon of paint (or $20K for a car, or $3 for loaf of bread, or $1 for a pen, etc.)

The bigger issue for me is the value proposition. I believe people will pay to solve a problem and in many respects they will pay a premium if they believe you are the right and safe choice. Making the buyer understand that you are the right and safe choice is both hard and critical. Understand this is not a universal construct. For example, if I have $1 to spend for pen it may not matter if it is a BIC or another brand as long as it fits my budget. If I have a Rolls Royce for sale and my buying audience cannot afford a Rolls (or do not want it) then price it does not matter.

The hard work is the unique value proposition, helping other to understand your value, where and how to market your product and knowing how the problem you solve will allow you to charge more.

Pricing the product is in fact telling a story about the product. For example, why would I pay $50 for a gallon of paint when I can a similar product for 40% less? If price is not an issue, you can focus on the parts of the products story that are important to a client. The higher price for the paint can be told in a story: it is safer (less smell), easier to clean (important to a busy mother because it save time), last longer (don’t have to do it as often), provide a better finish (looks better), or is easier to apply (saves time.)  If those concepts are not important to your audience, you have a different kind of problem.

Sometimes price is not a consideration. If you are selling to high net worth individuals, they are buying prestige and convenience. The price is secondary. If I am buying a gallon of paint, price is primary.

Finally, pricing is impacted by the demographics of the audience. It is harder to sell your product using “pain” as the value proposition when selling to an older audience because their life experience tells them that “been there done that. This too shall pass.” Pain works better on younger people who have a need for more immediate gratification.

Bottom line is that pricing is an effective marriage between cost to produce, what people will pay, and the story that motivates them to buy.


To Your Success,

Ron Finklestein



A Year in Review for a Great 2012 A Year in Review for a Great 2012

I am a co-host on Small Business Talk radio with Dale Stefancic. Dale wrote an article for a local newspaper that I wanted to share. It does a great job of helping you get ready to have a great year. If you would like to contact Dale, you can reach him at We invite you to listen to our radio program at, Be sure to press the listen now button. We are on air every Wednesday from 4:30 PM to 5:30 PM EST.

A Year in Review for a Great 2012


For many small business owners 2011 was more of a game of survival. Many challenges still face us and the economy as we try to press forward and identify opportunity and how we can take full advantage of it.

We discussed many items and topics this past year in my effort to try and make you better in your business and create some awareness of what needs to be accomplished to move forward and be more profitable.

So what I wanted to do being the end of 2011 and as we think and decide what 2012 may bring is a review that I hope renews some fresh ideas and thinking of how to win the challenges ahead of all of us.


People identify with leaders. They are well respected and have a strong voice with accomplishments in their field of expertise. As a business owner, you must constantly strive to be the leader in what you do. Some of the points of leadership to keep in mind are:  Leaders should know and understand that people are the core building blocks of their team and/or organization.  To be an effective leader, you need to understand the core building block of your people and their respective values.  Leadership begins from within.  Identify core roles, prioritize them and plan on development and then acting on them.  Any relationship begins with you.  Leadership begins with you.  To be effective, it is dependent on your ability to communicate effectively.




This is a great time of the year. The holidays are here and the thoughts of 2012 and what we might expect in the new year with business.

Many of us will be at social and business events meeting  many new people as well as many friends.

For these reasons the topic of networking is very timely.

Today  if you are networking correctly, it’s more than meet and greet with an exchange of business cards and contact information.

You have to network with the intent of turning contacts into connections and eventually business allies or customers.

As you attend your events you need to have a specific game plan in mind.

Make your connections, and then build relationships with these individuals.

The relationships can range from identifying some of the needs of your business or relationships that will bring more business to your company.

The key here is to develop your network with great people and cement those relationships to be a resource for you.

You cannot do it alone. All great businesses have very successful networks in place.

Also keep in mind the relationship is a two way street. Don’t just talk or think about what’s in it for you but lead with a value proposition that will make the person you are connecting with have a reason to develop the relationship further.

Over deliver and your investments of time, money and energy will be repaid ten fold.


Time relates to productivity more than you might realize. Time can be as big a loss of profits for your company as almost anything else. When you better manage time you will be more productive. When you are more productive you will make more profit.

Here are some SMART things to think about. S.M.A.R.T. being an acronym for:

S- SPECIFIC- Being as specific as you can with bringing the reality in site of your goal.

M-MEASURABLE- You must be able to measure your results.  You can only measure your results if you are tracking all your activity that pertains to your business.

A-ATTAINABLE- Is your goal one that is reachable and in the time that you have allotted?

R-RELEVANT- Is the goal relevant to the purpose of your business or

your  personal life?  Is the goal you set bringing you closer to that purpose?

T-TIME SENSITIVE- Does your goal have a deadline?  With a deadline in front of you, your mind realizes it has to accomplish certain tasks within a certain time.

So to be productive, be S.M.A.R.T.

I think as business owners, we all realize what it takes as well as what we need to do.  But, how we measure, track and evaluate the activities we do, will help in becoming better, more profitable and leaves  us with more time to do the things we enjoy.



We may not like it but we have to constantly adjust and adapt to the process and fully understand the needs of the market and the consumer. Here are some points to keep in your selling mindset.  First, people in your target market will first buy you. Also making sure you know your market and the needs and what your market is looking for will be key in this step.

If your prospect has not bought into you, I doubt if you have any shot at a sale even if you are the cheapest price in town.

I’m sure you have heard the phrase that attitude is everything, well if you are in sales, it’s a really big key to your success in sales.

People will pay more for an agreeable, enjoyable experience with a great product than just one based on it’s the cheapest.

The individual that combines a great product with a great attitude can be unstoppable.

Today, many  companies are basing lost sales because of price. Granted some people do just shop price, but in most categories on products and services, price is only a factor in 14%-20% statistically.

Secondly, you need to think more in line with the buyer’s thinking. While your buyer may be objecting to price, here’s what is swimming around in his or her mind.

1.)Is there a better product? 2.) Is the proposal right? 3.) Will this really solve my problems? 4.) Will we use it? 5.) What will others think if I buy this? 6.) Will the company really service me and honor the guarantee?

With this partial list of objections, you need to be going through your prospects thought process and be prepared to present in a more thorough manner making the buying decision safe for you prospects instead of just driving the price factor home.

Too many businesses today are leading there marketing and advertising campaigns with price and not with value, experience, quality, strong guarantee’s and taking the risk out of the buying process.

Many times the sales person is just not totally prepared or has not taken the time to identify the needs of the prospect, as well as what the prospect is truly looking for.

Today as consumers become more savvy and aren’t as willing just to throw their money around without thinking about after the sale, don’t be afraid to lead with the value, expertise, quality and guarantee of what you are selling.

Communicate to your buyer that your service after the sale will be unmatched as you take the risk out of the purchase and make buying a pleasure for your prospect.

If you are leading with price and doing comparisons, good luck. Trying to be successful on the cheapest price is a tough place to live in.


Thirdly, sales for the most part always has the numbers factor.  You can make the numbers work in your favor.

With the correct and precise market analysis, knowing the needs and wants of your market, and taking massive action, you can make the numbers work more in your favor.

In sales, massive action is one surefire way to increase your response and success rate. Take enough action and you will achieve more.

Fourth, know where your prospects are in the sales funnel. Deliver your commitments on time and over deliver. Your prospects may be evaluating you every step of the way. Make sure you have addressed all their needs and have provided the best solution.

Fifth, don’t be afraid and come out and ask for the sale. Lead your prospect with a series of yes answers to what you have delivered in the sales presentation that makes good sense for the prospect to buy.

Enhancing Your Life so You Can Enhance the Live of Others

Ron Finklestein


More Free Tools to Help You in Your Business

More Tools to Help You in Your Business.

Happy New Year Everyone.

Santa was very good to me this year! My wife gave me a remote starter for my car. It will be great in the cold Northeast Ohio winter.

Another wonderful gift came from Dale Stefancic. Dale has been the voice of Small Business Talk Radio for five years and he asked me to co-host Small Business Talk Radio. Naturally, I agreed. Our goal is to bring you some of the best and brightest minds to help you grow, prosper and get results. We air on WELW from 4:30 to 5:30 EVERY Wednesday.

Go to and press the Listen Live Button on the top right of the screen. It works best with Internet Explorer. So you don’t forget, schedule this as a reoccurring task in your calendar. You will be glad you did.

Results from a recent survey indicated some areas you wanted to hear about so we went and found the experts to provide you some great actionable contents.

On 1/4/11 Seth Briskin, Partner with Myers Roman will discuss the problems with misclassifying your employees and he will help you understand if subcontractors or employees make sense for your business.

On 1/11/12 Bob Schepens, President of Champion Staffing, will discuss how to make new employees productive sooner through a process called on-boarding. On-boarding will be discussed in more detail in his upcoming book call The Great Work Place.

On 1/18/12 Gary Cerasi, CPA with Creative Business Strategies Inc. will take about how to make your business IRS Audit Proof with some simple tactics you can implement immediately.

On 1/25/12 David Akers, one of the most productive people I know and President of Collaborent, will share time management techniques he developmed to balance a busy family and work life.

On 2/1/12 Joe Smucny, Managing Partner with Centric, will discuss how he grew to Centric from a startup to a multi-million dollar business in two short years.

This is just the beginning.

We are creating a membership site where you can download each program and listen to at your convenience.

Stay tuned for more details. If there are topics that are of interest to you just drop me a line. Our goal is to provide you with the best radio experience possible.

Finally, a closing thought: “Picture yourself in your mind’s eye as having already achieved this goal. See yourself doing the things you’ll be doing when you’ve reached your goal.” Earl Nightingale

Happy New Year.

Ron Finklestein


Did anyone tell you something like this? Or How to ask for a referral!

Did anyone tell you something like this? Or How to ask for a referral!

I met with a client on Friday and he gave me this feedback:

“You helped me grow sales (2.7 to 7 new clients each month), you provided objective feedback on my ideas to provide clarity, you challenged my thinking in new and different ways so I make better decisions and everyone needs what you do. How do I tell them that?”

The more I thought about his question the more I realized that people need to experience what I do. When the process is experienced they can then make an intelligent decision to see if I can add value.

What prompted his comment? I run a group coaching process called The Business Growth Experience and as part of the process we share both good news and problems we need some help with. My good news was that I picked up three new clients as a result of referrals. My dilemma, how can I get more referrals?

Here is what they suggested. Call each of your client (who are happy with your work) and ask them to bring one of their client who they think can use your service to a lunch (I Pay) for an introduction.

What a powerful idea.

I knew about this process and simply forgot about it. So today I am going to do just that. I am going to call my clients and referral partners and ask them to introduce me to one of their client (over a lunch).

Since you read this far, send me an email and I will provide you a 30 minute free coaching session if are the first 10 reads who responds to this email. Consider this my Christmas gift to you. Send the email to with the subject line “Free Coaching.” In the email please provide a short description of what you want to discuss so I can prepare. Also, your time zone is important. I will then send you a link to schedule your coaching session. Please note you must use this email address and subject line or I will not see the message. This offer expires 12/15/11 so please act quickly. This offer is available to anyone.  My strengths are working with owners of small businesses to help them grow sales, increase revenues and influence others.

May your self-talk always be positive, your life meaningful, and your thoughts happy.

Ron Finklestein




Can you be Successful at Sales?

Anyone can be successful at sales provided you have the right behaviors and mind-set.

In 2003, Tim Connor published a book called Soft Selling.   In it, he compared how poor salespeople and successful salespeople managed their selling time differently.   He allocated the salesperson’s time into six major categories:

·   Prospecting

·   Sales Presentation

·   Service

·   Administration

·   Travel

·   Self-Improvement


He found that when it came to time management, poor salespeople allocated their time as follows:

·   10% on prospecting,

·   23% on sales presentation,

·   15% on service to others,

·   30% on administration,

·   20% on travel,

·   and a meager 2% on self-improvement.


These numbers are stunning at first glance if you believe and take Connor’s numbers seriously.

Note that only 10% of a salesperson’s time was being spent on prospecting and a whopping 30% of their time was being spent on administrative duties.    In other words, the salespeople who failed were spending more time managing their paperwork and administrative duties than managing or growing their sales pipeline.


10% of a poor salesperson’s time was being spent on prospecting.  It’s no wonder their sales were falling short of their expectations and their sales pipeline remained empty. They were spending more time on paperwork and presentations when they should have been out looking for new suspects to qualify. Contrast these numbers with how well successful people managed their time when it came to selling.  Connor found that good salespeople spent their time as follows:

·   45% on prospecting for new business,

·   10% on their sales presentation,

·   20% on service to others,

·   5% on administration,

·   10% on travel,

·   And 10% on self-improvement.

If you want to learn how to get better at sales and be seen as a partner to your customers check out Collaborative Selling. To learn more go to 



Ron Finklestein
Business Growth Facilitator  



Close more Deals through Matching and Mirroring

Close more Deals through Matching and Mirroring.

There are some people you connect with right away and many times you do not know why. When you connect with someone you are in rapport with them. Did you know you can quickly and easily build rapport with most anyone?

There was an interesting experiment by the Universite de Bretagne-Sud in France that says people buy more from you when you act like them. By matching and mirroring customer behavior, 78.8% of the customers ended up buying the product. Without matching customer behavior, buyers only made a purchase 61.8% of the time. Along with increased likelihood of buying, matched customers were more complimentary of the salesperson and the business.

The study abstract states: “An experiment was carried out in a retail setting where four sales clerks were instructed to mimic, or not, some of the verbal expressions and nonverbal behavior of the customers. On their way out, these customers were asked to evaluate the sales clerks and the store. Results showed that mimicry was associated with a higher sales rate, greater compliance to the sales clerk’s suggestion during the selling process and more positive evaluations of both the sales clerks and the store.”

Another study was performed on Duke University undergrads where participants were told that its purpose concerned the impression formation, process and marketing of unfamiliar products. The study was set up to see if a decision maker would/could be influenced to make a purchase based on a sales person mimicking customer behavior when the decision maker is aware that they are dealing with a salesperson. Turns out the decision maker was over twice as likely to buy when mimicking was employed. Source:

If you want to know how to utilize this powerful sales tool, give me a call. It is easy to learn and it works.

Ron Finklestein



“Observe everything as you walk your path (in life).”

Akita Mani Yo.

Robert Schepens, is part Native American and he often reminds me of the Native American saying “Akita Mani Yo.” This saying means “Observe everything as you walk your path (in life).”

Observing everything as we walk our path is hard to do. It requires both internal and external awareness.

Internal is defined a our reactions, feeling and emotions and external our environment, others and our ecology (relationships.) It requires seeing things we often pay no attention to.

It requires us to understand our life and the meaning of our life as defined by the contrast between ourselves and others. This contrast is what is observed. In this contrast lie the secrets we miss, the lost loves, the beautiful flowers that we ignore, the pain we inadvertently inflicted and the joy others experience. This observing shows us the pains of others that we missed, the opportunities lost, that opportunities missed, the opportunities we gained. It shows the joys that passed us by.

In NLP (Neuro Linguistic Programming) this is referred to as “Our perception is our reflection.” Stated another way, what we see and perceive is what we notice and what we reflected back to others.

If things are not what you want, shift your attention to notice the things you do want. What more customers? Shift your attention to being grateful for your existing customers. Want more love in your life, be a more loving person. Want more friends, be a better friend. Remember to Akita Mani Yo.

Ron Finklestein
Someone who is learning to be a better student.






Why Relationship Skills Matter

Why Relationship Skills Matter.

We all belong to the human race. It is a simple sentence and a statement of fact. There are many assumptions made in that statement. One of the primary assumptions is we belong to the human race. Because of our membership in this august society, we know how to build safe, effective, successful and lasting personal and business relationships that allow all parties involved to grow, prosper and get results.

I am not sure this is a valid assumption.

Why? Though we have much in common, many of us have not been taught know how to build rapport, connect with others, understand the best way to support others and know how to ask them to support us. This is evident by the divorce rate; as many as 50% of marriages end in a divorce (Source What is interesting to me is that the divorce rate drops the older we get. For example the divorce rate is 38.8% for American males age 20-24 versus 6.5% for American males age 35-39. It would seem the old men get the more they understand relationship strategies.

The question is how can we shorten that learning curve?

In business, according to Grant Thornton, 97% of all business owners want to strengthen the customer relationship.

SCORE suggests that 64% of all small businesses fail because they do not know how nor do they understand the value of marketing. Marketing is nothing more than a process through which companies build strong customer relationships. Can you imagine how simple life can become when you understand this and implement relationship strategies in your business?

I could go on but you get my drift.

To address this problem, I teamed up with Dr. Tony Alessandra, one of the world’s foremost relationships strategies experts, to create a web site that teaches you how to build safe, effective, successful and lasting personal and business relationships. The web site is called People Smarts. In this site we address relationship strategy issues, presentations skills, collaborative selling skills, marketing, personal growth and development, how to treat people the way they want to be treated and a host of other important and powerful topics that, when applied, will help you create more effective relationships to get the results you want and need. The site contains a full array of videos, eBooks, PDFs and MP3 to support you in your personal, sales, business and leadership development needs.

We invite you to explore and try out this site. In lesson one (which you have access) you will learn the different between the Golden Rule vs. Platinum Rule and experience the overview of all functions of relationship strategies. In addition, you will receive an introduction of the two dimensions of behavior. In this lesson, you will be presented with a very simple model that has been validated with hundreds of thousands of people.  It is a powerful guide you can use to improve communication and morale, build better work groups, and develop better relationships with co-workers, supervisors, customers, vendors and others.

I invite you to give People Smarts a try. To learn more go to If you have questions please feel free to call Ron Finklestein at 330-990-0788 or email him at This powerful tool can also be used in you place of business for all your employees. If you would like more details about this opportunity ask Ron and he will provide the details.

Ron Finklestein


How do we communicate our message?

How do we communicate our message?
Most people think it is through the spoken word. That is partly true. There are three components to effective communication. The words we use only account for 7 % of any message. For an effective communication to take place, of course, we need all three parts of the message and they must be congruent and consistent with each other. If there isn’t any congruency, the receiver will be confused and will have a tendency to accept the predominant form of communication rather than the literal meaning or words.
The second part of the message where meaning is implied is the emphasis and tone of our voice. This is 36% of the meaning of our communications. The emphasis and tone have the power to completely change the message that is being communicated. Often, you will say something to a person and they may become offended. When you express that the words you used were intended to be inoffensive, the other person will tell you that it was your tone of voice that was the issue.
The last component of our message is our body language. A whopping 57% of the meaning is convey through body language. You can dramatically increase the effect of your communication by leaning toward the speaker or shifting your weight forward onto the balls of your feet. If you can face the person directly and give them direct eye contact, combined with fully focused attention, you double the impact of what you’re saying.
If you want to learn more about effective communication please check out Here we teach effective communication strategies to help you build better relationships, increase sales, become better leaders and help you grow personally and professionally.
To Creating Better Relationships
Ron Finklestein,

Do you take Ownership for Your Situation?

Do you take Ownership for Your Situation?

In a Business Growth Experience meeting we discussed how to identify high potential individuals. One trait that surface over and over was ownership – specifically taking ownership of a given situation.

It was suggested people who lack ownership used words like: I should, I must, I had no choice, I had to, and other made me do it. The stories they tell are other focused: they did this, you should hear what happened to me, etc. Excuses are a big part of their lives. It is always someone else’s fault.

People who embraced ownership used words like: I choose, it was my responsibility, I decided, and the stories they tell are focused on “I.” They ask questions like “why am I…?”, “in what ways can I…? ,“ why did I fail to communicate effectively with…?”, “how can I do things better?”, and “how can I change this situation?

Which side of the equation do you live on? Do you take ownership for your life, business, results, and relationships?

If you do not own your situation how can you change it? What kind of person do you want to become? What kind of person do you want to hang out with? Remember, there is no partial ownership. It is not like owning a time share. You either own  it or you don’t.

Ron Finklestein

To receive these posts directly please go to and sign up for the free eBook, “Six Questions Your Prospects want Answered before the Buy.” You will then be added to the email list.

To receive great business training at an even better price please check out


What is the Difference between Personal Development vs. Internal Development?

Personal Development vs. Internal Development.

What is the difference between personal development and internal development?

Personal development is intended for use by one person. Personal development is usually skills based, the learning of new skills for example.

Internal Development exists in the interior of something. Internal Development is creating change from the inside out and focuses on changing beliefs and behaviors.

In my mastermind group, the people who have been in this group for 10 years have one thing in common: the desire for internal growth. The people who do not stay with the group leave quickly if they do not share this value.

Internal development (growth) is more difficult and longer lasting, if you can be open to new things, new ways of thinking and implement what you learned.

In personal development, after a new skill is learned the purpose of participating ceases to exist.

Which is more important to you?

Ron Finklestein

To receive these posts directly please go to and sign up for the free eBook, “Six Questions Your Prospects want Answered before the Buy.” You will then be added to the email list.

To receive great business training at an even better price please check out

Trust But Verify

I published a blog post about the Speed of Trust last week and how quickly things get done when you trust someone. I received this email from a friend that suggested trust takes time to develop.

Here is his comment: I would like to suggest that “”Speed of Trust” entry, because your point here is so precious and powerful.  Trust takes time, not to mention “due diligence” of a different sort, no?”

My Response: “…trust does not necessarily take time – in the early stages it takes verification. Think of it as trust but verify. What the article did not say was that Buffet makes the  decisions quickly, he does send in a team to do high level verification. The point is he trusted the reputation, he validated that trust through due diligence. He did not go overboard but he does do his diligence. ”

Trust must start somewhere. If the rapport is there and there is a common understanding between all the parties, start the trusting process – but verify. Contracts are used for this purpose – to implement the verification process. Contracts define what each party will do, what happens if they don’t do what they said, how to dissolve the relationship if things do not work, etc. Once everyone understand roles, responsibilities and expectations, the actual act of trust can be verified.

Some of you are thinking that if you trust someone you do not verify. That may be true if it is a long-standing relationships but early on the in a relationship, trust needs to start with the first step. Take the first step. Verify the correct actions were completed and take the relationship to a new level.

BTW, this post is oriented towards the business relationship. Personal relationship have a different tone and texture. Trust usually does take a bit longer in the personal relationship. With that said, how many women run a background check BEFORE they get involved. They want to verify what they know and think they understand before moving forward. This is just a different type of verifying.

To Your Success,

Ron Finklestein
Business Training

For Business Growth

To Have Ron Speak


Please Don’t Ring The Bell!

Have you ever felt lost, stuck, confused and closed off?

As a small business coach, I work with many small business owners who are stuck, depressed, closed off and fearful.

When I found myself in that space a few weeks ago, I had no idea what to do. I couldn’t even sleep. Four AM was my regular wake up time and I felt blessed to sleep that long.

I knew I had to call my coaches (advisors).

You see I practice what I preach. I felt weak asking them to help.

I did not want to see them. I did not want to talk to them. I did not want to share with them how it felt to feel like a failure.

But I swallowed my pride and I meet with my advisors. I put my ego in park and went to the meeting. By the way they are what I consider to be my board of advisors.

Was it scary? Yes.

Was it hard? Yes.

Was it difficult? Yes

I could go on but you get the picture.

After a difficult few hours I received this advice from one of my advisors. “You are a coach, coach yourself. Step back, remove the ego, define the problem, and fix it!” Those were hard word to hear.
I went home and felt sorry for myself (for about an hour) and started to do as advised.

I realized my problems were the same problems I help others with daily: focus, discipline, and execution. As I started to define the problem I realized I got away from the basics everyone, without exception, needs to follow.

I knew I needed to create a process I could follow to keep me focused. I spent the next few days creating, testing, implementing, and testing again. I solved this problem by creating what I call the “Promise Setting Process.”

I am so excited by the results, focus, discipline and execution that I am going to roll this out as a product in the near future.

But talking about the product is not the reason for this blog post.

The true reason for this post is the email I received from one of my advisors after our meeting. It touched me deeply, changed my perspective and gave me hope. I want to share it with you because everyone needs someone like this in their corner: someone to ask the hard questions, someone to care about them, someone who believes in their dreams, and someone to hold them to a higher standard. Here is his email.

“Thanks for sharing this morning, old friend. How much of your current questioning of your career direction is related to the feeling of helplessness from your recent encounter? When we feel “out of control” or in the dark without a flashlight, we all attempt to question our worth or direction. Those challenges in life, are more often than not, met with an insecurity as large or larger than the monster in front of us. If we didn’t feel that way, we would not be “human”. Our reaction needs to be part attentive to the issue and part “I am better than this”. Where are you? All of us at the table have stories of coming out of a personal image crisis, and you don’t need to hear those now. How you gird your loins and deal with it all with logic and fortitude will determine who you are in the coming weeks and months. May I suggest both logic (a plan) and an ego. You are a great man, with great ideas. Use them on yourself. “The only easy day was yesterday”, now what are you going to do today? Ring the bell, or put on the 90 pound pack and run the 29 miles in the top 10? I’m betting you can be right there at the finish line.”

For those of you who don’t know, when someone quits (or washes out) in the process of becoming a Navy Seal, he must ring the bell letting everyone know of his choice. Otherwise he is expected to pick up his pack and start running to the finished line.

This email prompted me to fix my own problem and I realized I am not alone with this problem. Half the world feels the same way. If I fixed it for me, then half the world needs to hear about this so they can put themselves back into control. More on this later.

Today, find someone you can call and share your fears, frustrations, pains and choices with. Don’t judge yourself, their responses or the situation you are in. When you do that you start the process of feeling free. Everyone of us needs to feel heard. We need to know someone cares.

Then make a decision, no, a promise, to make something happen. No excuses. Track your progress, measure your results. If you are not getting the results you want, repeat the process. But find someone who can help. DO NOT RING THE BELL.

Thank you to my advisors who listened, shared, and would not let me fail; who held me to a higher standard than I could hold myself. The true meaning of friendship was reinforced and redefined for me as a result of this meeting.

Ron Finklestein

Ps. If you don’t want to ring the bell and want to understand how to “ANSWER the Six Questions Your Prospects Want Answered Before They Buy From You,” the check out About Business Success and watch the short video.


Can You beTrusted?

Are you trustworthy?

Building trust is the fundamental building block for everything that we do, the successful relationships that we build.

I recently saw a report (by Watson Wyatt)  that stated:

  • 61% of people do not trust senior leaders.
  • Only 36% believe managers act with honesty and integrity.
  • A whopping 76% observed actions that their firm is involved in illegal or unethical activities.
  • The study goes on to say only 34% of American can be trusted.

Are your trustworthy?

Most people would answer yes. I think people are trustworthy.

But is their consistency between what you say and what you do? If no, that is a problem.

Do you communicate effectively with others? If not, that is your problem.

Do you do what you say you are going to do and then do it? If not you are not giving me a reason to trust you.

I think the world is tired of marketing hype. Be authentic. Let people follow you who share your values. It takes guts to let people know what you are about. Be brave. Be strong. Be yourself.

I want to help you address this issue. In the near future I will be announcing a marketing membership site that will help you communicate your trustworthiness to your prospects and customers. Stay tuned and I will provide more details shortly.

To your success,

Ron Finklestein


ps. Go to and download my free eBook entitled “Answering The Six Questions Your Prospects Want Answered Before They Buy From You.”

Do you speak English?

“Tie in two to four strands of pearl Flashabou; tie in a furnace hackle by its butt end, curved side back, and make three or four turns at the bend. Tie off and trim the hackle. Wrap the tying thread back over the hackle so it lies down around the shank. Pull the Pearl Core tightly forward and secure it to the shank at a point 1/3 the distance to the eye; whip finish and trim. Repeat two more times, at the 2/3 point on the shank, and just behind the eye. Cover the overbody with head cement or lacquer and allow to dry.”

Actually, in a way, it is a foreign language. It may be written in my native language, but the instructions were for something I know little about — tying a fly for fly fishing.

The above quote came from Ultimate Life Company (I suggest you check them out. They have some great information.)

I do a lot of meeting with people. I do a lot of business work: marketing, sales, and strategy activities. Many times I walk away from a meeting not understanding what they do or why what they do is important to me. We all speak English but not always the same English. We have lived and worked so long in our line of business that we take so much for granted. The words that are clear to you are not necessarily clear to your customers or prospects.

There are six questions your prospects want answered before they buy from you. I will be announcing a 12 session program that will help you feel understand by your prospects and allow your prospects to feel heard and understood.

Go to and download my free report called the Six Questions Your Prospects Want Answered before They Buy from you” to get an idea of what your prospects want from you.

Ron Finklestein

The Key to Success

The key to success is……

I received this email from Larry Crane. Though I have his release program, I love the story in this email so much I am sharing it (including his links). I have the release program and I use the release program, I leave it to you to decide if this program is for you.

Here goes…

Once upon a time, in a place that could have been any place, in a time that could
have been anytime, there was a beautiful house with a beautiful garden
surrounded by a rock wall.

One day the woman of the house saw three old men with long beards sitting on the
rock wall around her garden.

The women went outside and said to the old men:

“I don’t think I know you, but perhaps you are hungry. Please come into my home and I will prepare some food for you.”

To which one of the old men asked:  “Is the man of the house home?”

“No, not yet” she answered, “he has gone into the town market, but he’ll
be back soon.”

“Then we cannot come in” replied one of the elderly man.

Later in the day when her husband arrived home, the women of the house told him what
had happened.

The husband replied, “Well, tell them that since I am now home they can all
come in for something to eat. I have brought fresh loafs and fruit from the

So the woman went outside and again invited all three elderly gentlemen into her
house for something to eat.

“That is very welcoming of you, but the three of us cannot come in all at once”
replied one of the elderly gentlemen.

“Why not?” asked the women.

In that moment, one of the old men pointed toward the other two and said,
“His name is Wealth, his name is Success. My name is Love. Go inside and
ask your husband which one of us three you would like to invite in.”

Rather confused, the women went back into her house and recounted the situation to her

The husband upon hearing of the story got very excited and said, “Marvelous!
Since that is the case, let’s invite Wealth in so he can fill our house with

The wife did not altogether agree. “Why don’t we invite Success in? We could
do with more success trading at the market.”

The couple’s young daughter who was listening in on the conversation from another
room, rushed in and pulled at her mother’s apron pleading with her mother and
her father, saying, “Please, please, invite Love in. Then our home and my
lonely heart will be filled with Love.”

After a moment of silence the father said, “You’re right. Let’s listen to our
daughter. Go and invite Love in to be our guest.”

So, the women went outside once again and asked, “Which one of you is Love? We
wish for the one of you called Love to be our guest.”

Love stood up and started to walk up the brick path toward the women and the house.

And then…

The other two elderly men also got up and started walking up the brick path toward
the women and the house.

Surprised by all three men coming toward her the women of the house said, “I don’t
understand, you said all three of you couldn’t come in and I so I only invited
Love in. Why are you other two also now coming in?”

All three elderly men responded in unison, “If you had invited in Wealth or
Success the other two of us would have stayed behind. But you have chosen to
invite Love in, and wherever Love goes, Wealth and Success will ALWAYS

Neat little story, huh?

And the moral of the story, as I’m sure you have already grasped, is this:



The more you fill your life with Love – the easier life gets.

Are you ready to invite Love into your life (so Wealth & Success follow)?

Click here if you are.

Larry Crane
p.s. I totally agree with this and I am not getting any money to promote this product. I like the story, I agree with the story.

May your life (and mine) be filled with Love, Wealth, Success.

Ron Finklestein
ron @ businessgrowthexperience . com

Are you being disrespectful (and losing business) and you don’t know why

Are you being disrespectful (and losing business) and you don’t know why?

If you wonder why you are losing business, the story below may be useful. I run several groups call the Business Growth Experience ( During one group I mentioned how frustrated I am with contractor not showing up
on time or not showing up at all and not letting me know. My specific comment was “if I am not yet a customer how will they treat me when I am a customer?”

This lead to a discussion of how disrespectful it is to be late. When you are late you are telling me that I am not important, you do not
respect my time and effectively you do not respect me. Each member of the Business Growth Experience talked about how difficult it is to be on time and one gentleman stated, “when I am late I am not honoring who I am, I am not in sync with my values of honesty, respect and dignity towards myself. With that said, I am almost always late and people think nothing of it.” Maybe they decided not to say anything.

Have we reached a point where we have not respect for our time or the time of others? I realize that people being late, not returning
call (people I know) or responding to emails, are not necessarily the people I want to do business with. I decided I would not do business with any contractor who was late, did not deliver the proposal when they said they would or did not show, even if they had a good reason (without a call).

I do not think I am too different from the average business owner. I do not have time to waste. I want to associate with people who value
my time as much as they value their own time.

How much business is this costing you when you are late? What message are you sending your prospect, associate or friend?
To Your Business Growth,

Ron Finklestein




Just Show Up – Just Do What You Said You Would Do!

Just Show Up – Just Do What You Said You Would Do!

I was soliciting estimates to have an area paved. I called several contractors and many scheduled times and did not show. Several showed but did not provide an estimate. Several were late. Several seemed uninterested when they were there. Others wanted me to feel like they were doing me a favor by showing up. Of the estimates I received one was 90% higher than all the rest (and he was the one I wanted to do the work).

Because of the confusion and the differences in price, I went online and found an estimating piece of software and put the numbers in to see what I might expect to pay. The software came up with a specific price. This was interesting because two of the companies were within $200 of this estimate. The one I selected made some valuable suggestions (like draining the roof run off under the concrete to avoid ice buildup during the winter.) He was the only one who suggested this. But the reason I selected him was because he showed up, demonstrated his knowledge and experience with the suggestion of running drains under the concrete and he listened.

My wife has her list of things she wants to do during her life. One is to drive some heavy equipment. I mentioned this to some of the contractors who took the time to ask me some questions. Some thought it was cute, some thought it was a great idea and others did not give me time to ask the question. They measured the area and left. When I mentioned this to the company I selected, he made a wonderful suggestion to make the experience more valuable to my wife. That told me he not only embraced the idea but wanted to help me made my wife’s request come true.

Here is the lessons learned when you are on a sales call:

1. Show up when you say you will be there. Being late is a sign of disrespect. You are saying my time is not important.

2. Do what you said you would do. Provide and estimate or at least tell me you are not interested. Don’t tell me you will provide an estimate and then not do that. I have decision to make and my time is valuable.

3. Demonstrate your knowledge by the questions you ask not by talking at me and telling me stuff I really don’t need or want to know. Respect my time. If you must tell me at least tell me why it is important to the decision-making process.

4. Listen to the prospect. You do not know why people are doing what they are doing. Make them feel important because you asked questions and listened. I believe, all things being equal, this is the most important.

5. This applies to all business owners not just construction personal and estimators I can tell you when this concrete provider is finished, I will be very happy to recommend him to others and do what I can to help him grow his business.

Business Growth Facilitator

Ron Finklestein


Ron @

Why Do People Buy Anything?

Why Do People Really Buy?

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 from 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?

When you answer these six questions successfully, you will communicate the answers to your prospects in many different ways:

a.       Web site (use the outcomes to attract clients)

b.      Sales letters (use the pains to generate interest)

c.       UVP (unique value proposition). Sometimes referred to as a 30 second commercial (can be used in creating an effective 30 second commercial)

d.      Internet marketing (attracting qualified prospects)

e.      Email marketing

f.        Newsletters

g.       Speaking engagement

h.      Referral documents

i.         Build this into your sales process

j.        Create marketing strategy around attracting your ideal prospect

k.       Brochures

l.         Flyers

m.    Workshops

n.      Seminars

o.      Cold calling

p.      etc..

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
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Friendly Persuasion

Each of us at times need help communication with other. Sometimes this means we need help with sales, marketing or customer service. Sometimes we need help in our personal relations ships.

I have a tool I use in my coaching, with my clients and with my family. It is called The Platinum Rule.  The Platinum Rule simply means to treat others the way they want to be treated.

It 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).

We have all heard of the Golden Rule-and many people aspire to live by it. The Golden Rule is not a panacea. Think about 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.

The alternative to the Golden Rule is the Platinum Rule:

“Treat others the way they want to be treated.” Ah hah! 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.”

Let me introduce you to the four behavioral styles that are used throughout this eBook: 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


Success is Dependent on Your People Effectiveness All successful people understand that their success comes with, and through, other people. Successful people recognize these individuals and appreciate them for their contribution to the results. Understand who your best customers are and treat them like gods. Determine who will help you (employees, referral partners, business associates, etc), why they will help you and how you can help them.