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Archive for November, 2008

Stocking Up For The Winter

Posted By Michael Roby | Saturday, November 29th, 2008

Monday marks the beginning of the end – of the last week of the year.  Financial advisors often complain that nobody wants to do business during the Holiday Season.  Nothing could be further from the truth.  A host of opportunities exist with our clients, including:

  • Year-end Portfolio Reviews
  • Gift Purchases of Investments and Insurance Products (Hint: Investments are on sale right now!)
  • Tax Loss Selling – and Repositioning of Those Assets
  • Qualified Plan Sales and Transfers

In addition, make some investments of your own during the next month.  Invest in your best relationships.  Spend time with those individuals and businesses clients that are your best clients and prospects.  Get to know them better.  Make certain you care about them, and just not their business.  In addition, take some time to invest in yourself; hone your sales skills.  Tighten up and refocus your marketing plan for the coming year.  Look for opportunities within your business for client development and improvement of your profitability.  Don’t forget to take time with yourself and your family – the most important investment you make.

Sometimes we earn our money – and sometimes we get paid.  During the next thirty days, earn it.  Consider these ideas to help make next year your best ever.

Good selling!

Michael Roby Featured Speaker For Boeckermann, Grafstrom & Mayer, LLC

Posted By Michael Roby | Saturday, November 15th, 2008

Business strategist and professional speaker Michael Roby addressed a group of [tag]Certified Public Accountants[/tag] at the annual meeting of Boeckermann Grafstrom & Mayer, LLC in Bloomington, Minnesota. BMG’s annual meeting was held at the Crown Plaza – Airport on November 7, 2008. Roby spoke on [tag]marketing professional service[/tag] practices for CPA’s. His presentation provided the attendees with actionable marketing concepts and strategies designed to help [tag]professional service[/tag] providers grow their businesses.

Boeckermann Grafstrom & Mayer’s, vision is to be the leading regional firm of Certified Public Accountants (CPA) and advisors that serves entrepreneurs and their businesses with an entrepreneurial spirit, to help clients achieve their goals and provide innovative solutions to their problems through their auditing, accounting, tax and consulting services.

Michael Roby is a nationally known author, [tag]business strategist[/tag], and speaker that helps his audiences get results that are quantifiable and lasting. In over thirty years in the [tag]financial services[/tag] industry, he has acquired tremendous results-getting experience that he can eloquently transfer to others. While corporations and audiences know Michael as an authority on sales, marketing, and the distribution of financial services, he is known as one of America’s best [tag]motivational speakers[/tag]. Roby delivers thought-provoking keynotes that leave a lasting, positive impression on his audience. His website, is also home to a leading sales and marketing blog.

Don’t Just Sell Stuff – Build A Business

Posted By Michael Roby | Wednesday, November 12th, 2008

Last night I enjoyed seeing a real professional at work.  [tag]Anne Warfield[/tag], [tag]CSP[/tag] addressed the [tag]National Speakers Association[/tag]’s Minnesota Chapter.  Anne is a gifted [tag]professional speaker[/tag] and world-class corporate [tag]presentation skills[/tag] trainer.  Her firm, [tag]Impression Management Professionals[/tag], says it is “all about how to communicate with candor but without judgment.”  Ann, along with her husband and business partner Paul Cummings, spoke about how they have built their business by providing a uniquely valuable corporate communications service proposition.

Here’s the point: Anne hasn’t just sold speeches and training – she has built a business.  She runs the business; the business doesn’t run her.  IMP utilizes the services of talented professionals within their business to maximize the potential of each client interaction.  This business will outlive Anne and Paul and provide real net worth, and not just an income.

Consider these questions:

  • Are you building a business or are you just selling stuff?
  • Do you create multiple ways for your clients to utilize your services?
  • Do you focus on strategies and solutions or only upon products?
  • Have you created a system to continually stay in from of your best prospects and clients using a variety of marketing techniques, or do you only call them when you want to sell something?

Your clients – and your prospects – are dying for an advisor that truly provides services that help them meet their financial objectives.  By building a business that delivers service at multiple levels your clients won’t focus on individual transactions.  So build strategy that meets their needs and helps you grow your business exponentially.

Good selling!