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Archive for March, 2012

No SOU™ Leads To IOU’s

Posted By Michael Roby | Thursday, March 22nd, 2012

Two of the most important words in sales and advisory practice are:

What’s Next?

These two words can be applied to a number of professional practice areas, including new client(s) acquisition, service items, client reviews, marketing, and basic daily responsibilities, duties, and activities. This morning I was talking to nationally known marketing guru David Newman, from Bryn Mawr, PA. David works with hundreds (maybe thousands) of professional service providers, including speakers and others who want to use speaking as a tool to help grow their business. He said something that was short and NOT so sweet:

No SOU™ Leads To IOU’s.

We all know that IOU is an acronym for “I Owe You.” However, I had to ask him what “SOU” stands for, and he told me it is an acronym for:

Sense Of Urgency

All of need to have an acute “Sense Of Urgency.” Every day we need to to approach each day with a list of activities prioritized by the impact of the completion (or lack thereof) of those activities in light of our dreams, goals, and objectives. Often these lists are long, and sometimes we do the things right at the expense of doing the right things. Mark LeBlanc, another marketing genius says to take that list, and break it into a series of high value activities. Select three activities from the list, do them, and select the NEXT three most important high value activities and do them next! Repeat as needed!

This simple strategy for planning your day will provide the SOU™ that prevents piling up IOU’s!

Work Hard & Have Fun!™

So You Think You Are “Right”?

Posted By Michael Roby | Tuesday, March 20th, 2012

In China, doctors get paid when you stay healthy. In the United States, doctors get paid when you get sick.

Who’s right?

In the United States, we worship dogs and eat cows. In India, they eat dogs and worship cows.

Who’s right?

In the United States, we identify our address by locating our position on a street. Blocks are not named. In Japan,they identify their address by locating their position on a block, because streets are not named.

Who’s right?

Professional golfers play golf for a living, and manage their finances for “fun.”You manage money for a living, and play golf for “fun”.


Many – in fact MOST – professional service providers do a lot of things right. However, one of commerce’s most cherished mantras is, “If it ain’t broke, don’t fix it.” American educator Dr. Lawrence J. Peter said, “Bureaucracy defends the status quo long past the time when the quo has lost its status.” We become slaves to our own bureaucracy. However, as with all great sayings, the earlier mentioned mantra contains an element of truth, but might be more practical, innovative, and progressive if it were stated as follows:

If it ain’t broke, don’t fix it, JUST IMPROVE IT.

In every profession the difference between status quo and greatness can be measured in terms of increments. Incremental changes in how you think, what you do, what you say, and your methods makes the difference between your present level of accomplishment and that level TIMES TEN. How can one categorize these incremental changes?

Look at every aspect of your business, and ask the following questions:

  • What one, two or three things should I START doing that I’m not doing today?
  • What should I STOP doing that is holding me back?
  • What do I do well that I need to KEEP doing and do more often, and how can I make slight changes to improve these things?

In all likelihood you are doing a lot of things right. Consider making incremental changes to take the value you deliver and the the value of your business to astounding new heights!

Work Hard & Have Fun!™

Monday Morning Jump Start #3

Posted By Michael Roby | Monday, March 19th, 2012

This is going to be a big week! Two weeks left to complete Q1 of 2012. Last week a client stated, “This quarter is over.” I DISAGREED!

A big part of business – and life – is how you finish. What can YOU do to finish the quarter strong? Consider five (5) simple steps:

  1. Review your Q1 Plan. Take a look at your plans and ask, “What’s left?”
  2. Build a list of your ten (10) BEST clients and/or prospects and call them TODAY.
  3. Look at your daily task list and circle the top three things that create the greatest value AND drive revenue.
  4. Set a goal of breaking a weekly sales record. It could be new accounts, GDC, FYC, sales calls, referrals; what ever you choose!
  5. Execute!!!

Late in the week, pull out your Q2 Plan, and make certain you and your team prepare to execute that plan.

Need a boost? CLICK HERE to see Matt Cutts’ TED™ Talk on doing something new for 30 days. It will take a whopping three and a half minutes. What are new things YOU could do to improve your business, your relationships, your community, your LIFE?