Archive for Results


Posted in General Management, Three Things Clients and Customers Want with tags , , , , , , , , on September 14, 2011 by Robert Finkelstein

Along with the inspirational quotes, the beautiful images, and my own personal and business blogs, at Behind the Scenes / Virtual COO you will find the writings and videos of various thought leaders.


Not just the first one.

And not all three.

But you really need at least one.

1. Results. If you can offer a return on investment, an engineering solution, more sales, no tax audits, a cute haircut, the fastest rollercoaster, a pristine beach, reliable insurance payouts at the best price, peace of mind, productive consulting or any other measurable result, this is a great place to start.

2. Thrills. More difficult to quantify but often as important, partners and customers respond to heroism. We are amazed and drawn to over the top effort, incredible risk taking on our behalf, the blood, sweat and tears that (rarely) comes from a great partner. A smart person working harder on your behalf than you’d be willing to work–that’s pretty compelling.

3. Ego. Is it nice to feel important? You bet. When you greet us at the door with a glass of white wine, put our name in the lobby of the hotel, actually treat us better than anyone else does (not just promise it, but do it)… This can get old really fast if you industrialize and systemize it, though.

This explains why the local branch of the big insurance company has trouble growing. It’s hard for them to outdeliver the other guys when it comes to the cost effectiveness of their policy (#1). They are unsuited from a personality and organizational point of view to do #2. And they just can’t scale the third.

Put just about any business with partners into this matrix and you see how it works. Book publishing, for sure. Hairdressers. Spas. Even real estate.

The Ritz Carlton is all about #3, ego, right? And on a good day, there’s a perception that the guys at Apple are hellbent on amazing us yet again, delivering on #2, taking huge career and corporate risks on our behalf. As soon as they stop doing that, the tribe will get bored.

(There’s a variation of ego, #3, that comes from being in good company. This is what gets people to sign up for Davos, or to choose ICM as their agent. Your ego is stroked by knowing that only people as cool as you are part of this gig. Sort of the anti-Groucho opportunity. Nice position, if you can get it, because it scales.).

It’s tempting, particularly for a small business, to obsess about the first—results—to spend all its time trying to prove that the ROI is higher, the brownies are tastier and the coaching is more effective. You’d be amazed at how far you can go with the other two, if you commit to doing it, not merely talking about it.

– Seth Godin

If you’re interested in a complimentary 20-minute business strategy session with Robert Finkelstein, for more information, please refer to Behind the Scenes Consulting. If you have questions, please email Robert at Your comments are welcomed below. Thank you.



Posted in General Management, Life Management with tags , , , , , , , , , , on June 8, 2010 by Robert Finkelstein

In addition to the inspirational quotes, the beautiful images, my own personal and business blogs, the recommended reading list, and information on my consulting business, I would like to share some of the writings of various thought leaders.


Step 1: Stating Your Mission

It is imperative that you create a mission and vision statement. If you don’t know where you are going, how are you going to get there? This step tells you what is most important. The purpose of your mission statement is to remind you of the values your enterprise is built on. Since time is your most valuable commodity, your time must be spent in effort in line with your values. This will assist you in turning time into results, i.e., prospecting, recruiting, teaching, training, developing leaders, growth, change and letting go simultaneously. You’ll also begin to enjoy the process. This is why it is important that you have a well-defined mission and vision for your enterprise. If you don’t have a mission and vision statement yet, do it now. Once you have a clear picture of how you plan to create value for your customers and associates, and you know where you desire your vehicle to take you, you will begin to turn time into results.

Step 2: A Game Plan for Results—Your Daily Method of Operation

Develop a plan of action and stick to the plan; hold yourself accountable. Set specific goals and priorities. Develop a daily method of operation and put it on paper. Know exactly what your plan is and follow through. Put your specific goals and actions on paper and go over it nightly to hold yourself accountable. This will assist you to stay on track. Chart your time. I ask my clients all of the time to tell me what they have done in the past few days, and very few can ever recall what they have done. When you put your game plan down on paper and follow through on your intentions, your productivity and the way you manage your time will greatly improve. In the time you allot to propel you to your goals, do what will bring you the greatest results long term. At least 80 percent of your time should be devoted to prospecting and recruiting new customers in the early going. Entrepreneurship requires momentum to create compounded results. Momentum is created through simple disciplines factored consistently over a long period of time. In the beginning, your weekly goal is usually to recruit one person per week to your products, services and opportunity. This would be a total of 52 clients per year that you personally enrolled, not counting the number your organization produced. Eventually, your weekly goal will increase to two new people per week, totaling 104 new people per year you personally recruited. This only happens with consistent effort seven days a week over a period of time. It doesn’t happen overnight. It is a process to collect the payoff. Don’t seek perfection; seek efficiency at what you do.

Step 3: Develop New Thought Patterns and Creative Habits

The books you read, the tapes you listen to and the people you spend time with are all components of your reality. As you go through the process of success, the people you meet and situations you create will change as you change and grow. It is important to begin spending time with people who empower you and to detach from those who are disempowering. It is difficult to soar with eagles when you rest on the ground with turkeys. Start studying successful people and watch what they do. Interview successful people whenever and wherever the opportunity presents itself. I have spent the last 15 years poring through books and tapes on self-help, motivation, investing, money and spirituality, and I have attended hundreds of seminars and workshops, all for the purpose of becoming a better person. I have learned to let go of old self-limiting thoughts and doubts, forgiven myself for past failures and challenges, and, most important, have forgiven others who may have harmed me. The thoughts you think today will be a large part of what dictates your future.

– Jeffrey Combs

If you’re interested in a complimentary 30-minute business strategy session, for more information, please refer to my Behind the Scenes Consulting. If you have questions, please email me at I welcome your comments below. Thank you.