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Archive for the ‘Monday Jump Start’ Category

The Window To The Sale™

Posted By Michael Roby | Monday, December 17th, 2012

 The Window To The Sale™ “The eyes are the window to the soul.” – English Proverb

There’s no question peoples eyes (along with other facial expressions, body language and other non-verbal clues) reveal a great deal about what they are thinking about those things they see and hear. Nothing replaces the value of looking someone in the eye and watching what they do their eyes when presenting recommendations and selling. While the eyes may be the window to the soul, however, they may not be the Window to the Sale™.

Advisory practices which involve knee-to-knee recommendations and implementation account for only a portion of business we transact. Buyer initiated transactions, phone sales, catalogs, and online sales happen in the absence of face-to-face interaction. So what is the Window To The Sale?

Let’s assume the following:

  • Your solution solves their problem.
  • They need it.
  • They can afford it.
  • They trust you (or the person who referred you.)

All of these factors can be present, and you can still not make the sale! So I ask again, what IS the Window To The Sale?

Questions are the Window To The Sale™.

Your ability to ask quality questions, and how well you listen to the answers you receive, contributes greatly to your sales success or lack thereof. The best questions cause your client to examine situations, ask their own questions, and trigger them to take action.

Are you asking the right questions and asking them the right way? Your answer to this question can make all the difference in your sales results.

Work Hard & Have Fun!™

Annual Review Or Annual Celebration?

Posted By Michael Roby | Monday, December 3rd, 2012

Traditional business planning calls for conducting annual reviews of results, processes and people. Unfortunately, these reviews often produce shock and surprise for those who own, manage, or work in the business. In fact, these reviews should never produce surprises if those in leadership communicate openly and honestly with all members of the team! Approximate results should be a foregone conclusion.

When a business is run properly, Annual Reviews become Annual Celebrations! Successful results and proper activity and response to circumstances should be acknowledged, rewarded, and celebrated. Then, and only then can we begin the process of Annual Business Planning (ABP) in earnest!

ABP require asking and answering three simple, but often multifaceted questions.

1. Where Are We NOW? This question involves our business results and the activities which produced those results. Sales, profitability, and key business ratios the the “bottom line” measures of success. In addition, productivity measurements and personnel inventories and assessments make up the NOW. When people exceed expectations, those people are to be celebrated and rewarded. A well-managed business makes for eager anticipation and excitement leading up to reviews. Now Sand IIHowever, if a member of your team is shocked at a poor  performance review, the failure for the surprise lies with management (or lack thereof). During the year you should recognize great and substandard performance as it occurs without waiting until the end of the year. Communicate results clearly.

2. Where Do We Wish To Go? This is your vision, dreams, goals, and objectives. Be clear… crystal clear… about these goals with yourself and with your team.   Sunset NaplesResearch, set expectations and get buy in. What has to happen in order for you to consider the investment of time, money, and effort worth the results produced?

3. How will we get there? What is your execution plan? What are the activities you must engage it in order to realize the goals? What will you do to prevent changes in circumstance? What are the challenges you face? What opportunities can you see? What are the resources you have and need? What is the process for putting these big ideas together? Build timetables, take and and assign responsibilities.

Make sure that December 2013 is a time of celebration by building a functional business plan NOW.

Work Hard & Have Fun!™

Square Pegs, Round Holes

Posted By Michael Roby | Monday, October 29th, 2012

One fault many financial advisors (and their management) have is that they believe others should be just like them. If that were the case, either they, or their team members would not be necessary. There is only one Ben Feldman Joe Gandolfo, Gary Kinder, Jack Walsh, or Gerry Morris.  if you attempt to be them, you will end up looking like a fool; be yourself!

Your gifts talents show up more in your differences from others than in your similarities. Stop comparing yourself to others, I don’t care how successful they may be; you have gifts differing from those given to others. Beware of those who  Square Pegs, Round Holesattempt to pour you into their mold, because that’s the only way they can measure, or control you. Conversely, those who deserve a place in your life and your business will never be threatened by your strengths, or your uniqueness.

Look at an orchestra. If you only have trumpet players, you only have a brass section, not an orchestra. I love the strings, but no matter how sweet a violin sounds, it takes more than violins. You need many types of instruments to create the beautiful sound of a symphony!  All the members are talented musician, but they play their own instrument different instruments and they do it their way.

So how do you truly come to know who you are as an advisor? What is YOUR way of presenting to and advising your clients? Three different attributes make up the unique genius of YOU:

  • What You Know
  • Your Feelings, Beliefs, And Motivations
  • What You Instinctively Do When Striving To Reach Goals

You can improve, modify, and develop the first two. You are BORN with the third, and it never changes!

Need an objective opinion on what makes YOU special as an advisor? Call me. Let’s talk about it.

Work Hard & Have Fun!™