Business Management Insights: Robert Kistner’s Journey
julio 23, 2024
Navigating the World of Business Management: Keys to Business Success
Welcome back to our blog, today we will talk about business management!
Have you ever wondered what it takes to lead a company to success? You are in the right place! Here we will explore together the strategies and best practices to optimize the management of your business and achieve your commercial objectives.
When you pick up a book on business leadership, it’s natural to be curious about the author’s story to make sure you can trust what he says. In this sense, this section draws on several leadership lessons that emerged and illustrate the career of Robert Kistner, the author behind the book “Make It Happen”, over several decades.
From his early days logging the miles as a new salesperson to his current position in the highest management roles, Robert (known as «Bob») has put in the sweat and effort to rise through the ranks and ultimately become one of the leaders preeminent in the Mexican vacation ownership industry. Bob’s journey makes his voice trustworthy because he understands firsthand the struggles and triumphs of each position along the way.
How did Bob get started in business management?
Bob began working in a restaurant as a young assistant manager. A group of regulars surrounded their favorite table several times a week for dinner, laughing as they swapped stories about the timeshare sale. Bob made sure the food was served hot and was invited to listen to their stories of meeting prospects, persuading buyers to listen, writing offers, and taking home a clean ten percent commission. All in one day of work. These fun-loving professionals sensed Bob’s work ethic as a young man rising through restaurant leadership, and invited Bob to join them in sales. As is often the case with young managers, Bob was assigned additional tasks in the restaurant but did not always agree with his superiors. He saw many ways the business could improve, but his ideas were not taken seriously and Bob soon became frustrated. Over time, Bob decided to take a different career path. As he drove home from the restaurant, he remembered the conversation he had had with the timeshare salespeople while they were eating. They seemed to be doing well financially, at least, they spent a lot of money on dinner. He remembered how he felt when they invited him to work with them and headed towards their office to learn more. When he walked through the door, one of the men recognized him and announced to the others: ‘This boy starts today. Take this model and follow me.
Discover the leadership lessons in the exciting career of Robert Kistner!
In the 1980s, timeshare salesmen were street warriors, standing on street corners and outside restaurants, striking up conversation after conversation with passersby. This was long before they worked in beautiful offices and commercial spaces. «Back then,» Bob recalls, «we stood in the streets with hope in our hearts and a model of the property in our hands.» To keep going against all odds, Bob developed a personal mantra: «Every time you hear ‘No,’ you’re a little closer to ‘Yes.’» Worn shoe soles and a farmer’s tan were the mark of a job well done.
Where did Bob develop the tenacity to show up day after day, rain or shine, ready to offer the deal?
Raised in a low-income home as one of four children, Bob learned from an early age the value of hard work. After high school, he joined the Marine Corps, which he says was «brutally important in my life. Everything I know about responsibility and commitment I learned in the Marine Corps. I am goal-oriented. Challenge me to do something and I’ll show you I can do it.» This attitude served Bob well when he began selling timeshares and saw his efforts translate into achievements.
Understanding Business Management
Business management is a multifaceted process that goes beyond simply running a business. It involves a series of interrelated activities ranging from strategic planning to financial management, operations management, human resource management and marketing management. Each of these areas plays a crucial role in the overall success of a company.
However, what distinguishes a great leader is not only his ability to manage these areas, but also his ability to listen to and understand his team. True leadership goes beyond simply giving orders; it’s about demonstrating empathy, understanding and the ability to inspire and motivate others.
Effective leaders understand that their team is critical to the company’s success and are willing to listen to their ideas, concerns, and suggestions. Fostering an environment of open and respectful communication is essential to building strong and productive relationships within the team. Leaders also recognize the importance of learning from their team. Each team member has their own unique experiences, knowledge and perspectives that can add value to the company. By fostering an environment of mutual learning, leaders can make the most of their team’s potential and promote continued growth and development.
These are key steps you can take to improve your business management skills, inspired by the experience of Robert Kistner.
- Develop a solid work ethic:
Tenacity and determination are key in the world of business management. Following Bob’s example, establish a personal mantra that motivates you to keep going even when you face challenges. As a leader, you are in charge of establishing an environment for growth . Something as simple as changing where people sit can transform how teams interact and how innovative ideas are generated. Invest in training your teams because innovation is a skill that can be strengthened over,take the time to connectwith, coach, mentor, and develop your people. Constructively challenge their thinking, strategy, and behavior through the lens of innovation.
- Leverage past experiences:
Often, our previous experiences can be a source of inspiration and learning. Reflect on your experiences and use them to inform your decisions and actions in the business environment. Throughout Bob’s career in the business management industry, he has learned valuable lessons from his own past experiences. From humble beginnings as an assistant restaurant manager to becoming one of the most prominent leaders in the Mexican vacation ownership industry, each stage of his journey has been an opportunity to learn and grow For example, when Bob was at a turning point in his career and was frustrated by the lack of recognition of his ideas at the restaurant where he worked, he recalled a conversation with timeshare salespeople that inspired him to look for new opportunities. This past experience taught him the importance of recognizing the signs and opportunities that present themselves in work life and how to take advantage of them to move forward. - Apply leadership principles:
This point leads us to look at Bob Kistner’s experiences while working in timeshare sales. During this stage of his career, Bob was not only selling vacation properties, but also leading teams and motivating his colleagues to success. By looking at his story, we can identify several leadership skills and qualities that are critical to inspiring and motivating a team:* Empathy and Commitment: Bob understood the importance of connecting with his team on a personal level. He demonstrated empathy by understanding the needs and concerns of his colleagues, allowing them to feel valued and supported.
* Clear Vision and Effective Communication: As a leader, Bob had a clear vision of the end goal and communicated that vision clearly and persuasively to his team. This provided them with clear direction and motivated them to work toward common goals.
* Ability to Inspire: Bob had the ability to inspire his team to reach their full potential. He provided them with the support and guidance needed to overcome challenges and pursue their goals with determination.
* Adaptability and Resilience: In an ever-changing business environment, Bob demonstrated great adaptability and resilience. He remained flexible in the face of challenges and knew how to lead his team with confidence even in times of uncertainty.
* Recognition and Development: Bob recognized the achievements of his team and fostered an environment of professional growth and development. He provided them with opportunities to learn and improve, allowing them to reach their full potential.
- Adaptability:
Adaptability in the context of business management is essential for success in a constantly evolving business environment. Companies face constant change, whether in terms of technology, government regulations, market trends or competitive dynamics. To thrive in this dynamic environment, business leaders must be able to adapt quickly and adjust their strategies and operations as necessary. The principle of adaptability leads us to reflect on Bob Kistner’s experience and his ability to adapt to changes in the tourism and timeshare industry. During his career, Bob encountered various challenges and changes in the market that required an agile and flexible response. He demonstrated a remarkable ability to remain flexible and maintain an open mind in the face of changes in the industry. Instead of resisting challenges, he adapted to them and found creative ways to overcome obstacles. He was interested in acquiring new skills and knowledge to keep up with emerging trends and best practices in his field.
“Everything is changing; We have to change with it.” Robert Kistner
What makes some companies or leaders so successful?
Surely you have ever wondered what makes some companies or leaders so successful while others struggle to stay afloat. The answer may lie in the way they are managed. Effective business management is like building a solid building: it needs a firm foundation and strong pillars to support it. Next, we will explore the four fundamental pillars that form the core of successful business management.
- Strategic Planning
Strategic planning is the first fundamental step in the business management process. It consists of defining the long-term objectives of the organization and drawing up an action plan to achieve them. By anticipating challenges and opportunities in the business environment, leaders can make informed decisions and set a clear direction for their company. This process involves a careful evaluation of the market, competition and industry trends, as well as a deep understanding of the company’s internal resources and capabilities. By analyzing these key factors, leaders can identify growth opportunities, mitigate risks, and set ambitious but achievable goals for the organization’s future. - Organization
In a dynamic and competitive business environment, effective organization of resources and activities is essential to ensure smooth and efficient functioning at all levels of the organization.
First, organization involves establishing clear structures and defining roles and responsibilities within the company. This provides each team member with a clear understanding of their role in the organization and how they contribute to the achievement of business objectives.
By defining these organizational structures, confusion is minimized and coordination between different departments and work teams is optimized. Effective organization involves allocating resources effectively and efficiently. - Management
Effective management involves leading, motivating and inspiring employees to work towards achieving organizational objectives. Leaders must communicate the company’s vision and values, set clear expectations, and provide guidance and support to their teams. Effective leaders set clear expectations and provide guidance and support to their teams. This involves transparently defining roles and responsibilities, establishing achievable goals and objectives, and providing the tools and resources necessary for employees to be successful in their roles. By providing clear direction and consistent support, leaders can help their teams overcome challenges and reach their full potential. - Control
Control refers to the monitoring and evaluation of organizational performance to ensure that established objectives are achieved. This involves establishing performance metrics and standards, collecting and analyzing relevant data, and taking corrective action when necessary to ensure the continued success of the company.
After talking about the importance of strategic planning, organization, management and control in business management, it is essential to highlight how these elements translate into practical lessons of effective leadership. By analyzing Bob’s experience and his focus on constant measurement and evaluation, we can draw valuable lessons about bold leadership and its impact on business results.
comprehensive approach to leading teams to business success. Ready to analyze how they intertwine with these fundamental pillars? Let’s continue!
- A bold leader knows intuitively when to pivot:
In the fascinating journey of business leadership, we often face crossroads where making bold decisions can mean the difference between success and stagnation. Bob’s story in 1979 is a brilliant testament to this: working in Acapulco’s bustling hotel industry, with a promising future in front of him, but feeling an inner longing to explore new horizons.
Starting out as an assistant manager, Bob, with his tireless work ethic, is tempted by an offer to join a sales team. But with a pregnant wife and the need for a steady income, he decides to postpone the opportunity…for now.
However, the seed had been planted. The call for change grew stronger with each passing day. Until one day, driven by intuition and the desire to explore new horizons, he took the wheel and headed towards a new adventure: the world of timeshare sales.
And so began a new era in Bob’s life. What is the lesson here?
Sometimes the courage to change course can open doors to opportunities we never would have imagined. Listen to your intuition, trust your gut, and be brave to take that bold turn when the right time comes.
- A bold leader demonstrates grit:
Raised in a low-income home as one of four children, Bob learned from an early age the value of hard work. His time in the United States Marine Corps taught him the importance of responsibility and commitment, laying the foundation for his future success in the business world.
Bob’s perseverance and resilient attitude led him to face each day with courage and determination, even when the odds were against him.
From his early days as a salesman until today, Bob lives by the Marine motto: «If you’re not early, you’re late!» This one-step-ahead mentality is reflected in his business leadership, where his energy and persistence are his best insurance against failure.
Do you find yourself facing challenges on your path to business success? Remember that every no is bringing you closer to your yes. Persevere and take action for the things you are passionate about will lead you to obtain results.
- A bold leader understands persuasion and tailors his message to motivate action:
A true master of the art of persuasion, Bob knew that to close sales he had to connect with customers on a personal level. His focus was not limited to selling a product, but rather creating a unique and meaningful experience for each buyer.
From his early days on the timeshare sales team, Bob understood the importance of tailoring his message to each client’s needs and wants. Were you looking for financial savings? Bob showed them with a calculator how much they could save with a timeshare instead of booking a hotel. Did they value exclusivity and quality? Bob told them about the luxury experience his product offered.
This focus on persuasion and adaptation of the message is fundamental in the world of business management. Bold leaders understand the importance of understanding their audience and adjusting their communication to drive positive results.
- A bold leader takes risks and succeeds:
Bob teaches us that true success comes when we dare to challenge the impossible. At first, Bob got several warnings from his first manager because he was not fully fluent in Spanish, so Bob decided to take a leap and accept a sales position targeting local demographics in Mexico.
With courage and determination, Bob turned the language barrier into a sales strength. How did he achieve it? He took advantage of the situation to his advantage! Despite his difficulties with Spanish, local buyers felt compelled to listen to him and support him, resulting in the signing of several contracts a day.
This inspiring story reminds us that success doesn’t always come from following the safe path. Bold leaders are willing to take risks and face challenges, knowing that it is the only way to reach new heights in business management.
- A bold leader puts people first:
When Bob was leading teams at the height of timeshare growth in Puerto Vallarta, his focus was always on people. From contact on the streets to the sales floor, and from the boardroom to the office, Bob motivated his teams to achieve excellent performance. Her secret from him? Bob developed a people-centered management philosophy.
«People are the most valuable asset. Your business is your people, especially in the tourism business. You are putting those people in front of your customers and if you haven’t done a good job with your people, they are not going to provide great service to your clients,» Bob advises.
Representing an intensely human side of marketing and leadership, Bob trained new recruits to follow in his footsteps. «I wish I lived in a world where I could hire all superstars. But I don’t; no leaders do. Instead, I live in a world where I grow my people into superstars,» he says.
By investing in building high-performing teams, Bob creates results: «No star producer can outperform a team of star producers. Therefore, it is more important to create a team of star producers than simply producing.» - A bold leader develops rapport:
In 1982, Bob met some developers who changed the course of his career while working in Acapulco. One of them was a visionary investor with a marketing agreement with one of the first large timeshare companies in the US, marketing properties in Hawaii, Nevada, and more. The vision of these developers opened new doors for Bob and led to new leadership opportunities.
Bob demonstrated his ability to develop strong relationships with both development leaders and his sales team. When the opportunity presented itself to move to Mazatlán to lead a new project, Bob did not hesitate to take advantage of it. He convinced his entire team in Acapulco to join him on this exciting adventure, demonstrating his ability to establish an authentic and positive connection with those he led.
His ability to cultivate strong personal relationships not only allowed him to successfully lead teams into new markets, but also led to significant achievements in his career. From Mazatlán to Puerto Vallarta, Bob continued to build strong connections that opened doors to new opportunities and contributed to his success as a bold leader in business management.
- A bold leader develops a soul-sustaining spiritual practice:
Bob believes in the power of spirituality to enhance bold leadership. «I think the world would be a better place if more executives had a relationship with a higher power. I’ll tell you why. Connecting with your higher power gives you the ability to let things go. You realize that you are not all powerful, and that realization surprisingly helps in business. Iteliminates resentment and bad attitudes,» says Bob.
Bob spends time each day spiritually preparing himself to meet the challenges inherent in the work day by strengthening his relationship with his higher power. «Maintaining balance in your work lifestyle is about taking the time to put yourself in the right space,» he advises. «I’ve become more jealous of my time in the sense that I try not to have any meetings before nine in the morning because I hate feeling rushed.»
- A bold leader cares for community and family:
As a successful leader, Bob contributes by giving back to the community. In 1999, he collaborated with timeshare buyers and resort developers to establish the Alas de Aguila Foundation, a California nonprofit that helps alleviate poverty in the communities surrounding timeshare resorts. Under the direction of an executive committee and board of directors representing the community and resorts, Alas de Águila reviews and approves grants.
Through 2023, Alas de Águila has received more than eight million dollars (USD) in cash donations and other tangible items from developers and timeshare buyers. With the help of Bob and other founders and donors, Alas de Águila collects items that are no longer needed at the resorts but are still in good condition, such as mattresses, microwaves, towels, sheets, lamps, pillows, furniture, small appliances, and more, and offers them at affordable prices for local families.
Additionally, more privately, Bob ‘gives back’ by providing leadership to his family and his four children. He describes how his parenting philosophy informs his leadership philosophy: «I think a lot of who my children are today has to do with their ability to make mistakes. When my children were young, I believed that my job as a parent was to set up some barriers. No. I gave the kids a one-way road, more like an eight-lane highway. I let them make mistakes, not the mistakes that could destroy their lives, but the kind of mistakes that could teach them and transform them.” - A bold leader takes action:
Leaders are often running at a mile a minute and it’s easy to feel overwhelmed. «When you’re in crisis management mode, nothing gets accomplished, and feeling overwhelmed unfocusses you because you’re trying to think about too many problems at once. At the end of the day, I’m a results guy,» Bob describes.
So how to put that into practice? Bob’s golden rule for avoiding worry and overwhelm is to take action: «Whatever the problem is, I ask myself, ‘What can I do right now about it?’ If there is nothing to do at the moment, then I don’t worry about it. If there is something to do at the moment, maybe the action is to schedule a meeting. «Action helps me focus on the particular problem and let go of what I can’t control. This is the number one key to not having stress in my life.»
In terms of applying his golden rule to organizational leadership, Bob takes executive action in operations and logistics, human resources, marketing, etc. He knows how to bring the right people into the business, how to train and motivate them, and how to help them develop their careers.
- A bold leader demonstrates loyalty:
Bob’s unique perspective across decades highlights the value of loyalty. Bob summarizes: ‘I’ve been in the same job for 40 years. You find the right business, the right company and the right people and you stay there. Many of my friends in the business jumped on the next deal and caught a spot and are still doing it. I came to work at a place and I stayed there. I have been promoted and demoted. But overall, I have given my life to this and it has taken care of me in return.’ Bob’s hands-on approach also highlights his loyalty to his business partners, who are not only his mentors but also his family.
Staying in a business over time is not without its challenges. Bob advises that having the right attitude is everything: ‘The word ‘fair’ is an opinion and if you let it influence your personal decisions, you’re always going to lose. You don’t get ‘just right;’ Rather, you get what you bargain for.
In summary, we have explored the valuable strategies and lessons of bold leadership through Bob Kistner’s fascinating career, in order to apply them to business management.
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