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Archive for March, 2009

Stick To Your Disciplines-Always

Posted By Michael Roby | Thursday, March 19th, 2009

Last week I did a series of public investment seminars for David Milbrath, a financial advisor with Investment Centers of America.  David’s main office is in Springfield, MN and we did a general seminar for all of his clients, as well as presentations to two of his corporate clients.

One of those clients was Mathiowetz Construction.  Mathiowetz has “proudly served Southern Minnesota since 1924 with quality, dependable earth-moving construction.” We were scheduled to present during their annual “Safety Week” meeting, at which  they gear up for the coming construction season.  One of the companies disciplines is that all employees go through a series of warm-up and stretching exercises before beginning work for the day. ALL of their employees do the same, even the office staff. In fact, they stretched to open up the day’s meeting! This commitment to discipline carries through to all facets of the company.

Examine the disciplines and traditions you have in your firm.  Do you always practice and maintain your commitment to quality and meeting your clients needs first? Do you prepare yourself and improve your skill sets?

Mathiowetz is a great employer with great employees that do great work; hard work of which they are proud.  Be proud of what you do.

Good selling!

Minneapolis/St.Paul Business Journal 03-02-09

Posted By Michael Roby | Wednesday, March 4th, 2009

People On the Move

The Minnesota Chapter of National Speakers Association elected to its board as president Michael Roby; as president-elect Amy Tolbert; as past president Audrey Thomas; as finance director Dan Janal; as program director Kevin Stirtz; as business relations director Dennis Stauffer; as membership director Lori La Bey; as director of the Institute for Professional Speaker Development Stuart Gray; as director at large Sharol Tyra; and as platinum representative Sue Rusch.

Roby    Tolbert   Thomas   Janal   Stirtz

Stauffer   La Bey   Gray   Tyra    Rusch

Time Utilization for Financial Advisors and Wholesalers

Posted By Michael Roby | Wednesday, March 4th, 2009

This business growth idea solves a problem for financial advisors and financial wholesalers; what is the best use of your time as you mutually decide if you are going to develop a long-term advisor/product partner relationship.  Consider the following.

For the advisor:

After meeting with or hearing a wholesaler, ask yourself this question: “Is this a company, a person, and a product that may provide benefit to my clients and help me grow my business?”  If the answer is yes, for the next wholesaler appointment schedule two or three joint calls with prospects who fit an ideal prospective client profile.  The wholesaler will show you how to sell the product and you get to be a buyer’s advocate for your clients.

For the wholesaler:

After an initial call, or with advisors you have seen on several occasions without sales success, help the advisor decide if you are a fit for his/her business.  If so, do not make additional calls without joint sales calls on the advisor’s clients and prospects.  Schedule these appointments for thirty to forty minutes. Remember, telling isn’t selling. Show your advisors how to properly position your product.

Good selling!