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Archive for the ‘Practice Management’ Category

Is Your Practice Suffering Through A Drought?

Posted By Michael Roby | Monday, September 2nd, 2013

Death Valley BeforeDeath Valley is the hottest and driest place in America. From May to October the average daily high temperature is 106℉ The average annual precipitation in Death Valley is 2.36 inches. Almost nothing will grow there…or so we have been led to believe.

During the winter 2004/2005 Death Valley received a record rainfall; as of March 2005, Death Valley measured more than 8 inches of rain! And something amazing happened:

The Death Valley floor bust into a palette of color, as long dormant seeds of wildflowers came to life! These seeds, with ample moisture germinated, grew, and flourished!

Take a look at your practice. Are you a little stagnant? Have you – and maybe your team – fallen into a rut? Do you find yourself doing the same things you have always done? Here’s some news for you:

Death Valley 2005

Death Valley 2005

What got you here won’t get you “there.” If you are growth minded, consider what areas of your business need to be “watered.” It may be your relationships with your best clients. Possibly members of your team. Processes. Products. Services. Consider all aspects of your business, including marketing, client service, client experience, and training. Decide what and who need to be watered, fertilized, cultivated…or picked. Make a priority list and bring back the wildflowers in your practice!

“Work Hard & Have Fun!”™

Do You Have An “I Love Me” Wall?

Posted By Michael Roby | Tuesday, April 23rd, 2013

Walked into a new sales coaching client’s office today, and you would have thought it was a shrine to her greatness. i love me love indy AWARDShe had award plaques that boomed out to the world how wonderful she is. Several of these awards were for:

  • “Sales Leader Of The Year”
  • “Top Producer”
  • “#1 Regional Production Leader”
  • “$3 Million Club”
  • “Gold Producers Club”

What does that tell your client? Is it about you or is it about them?

Consider displaying your licenses, designations, and pictures of your family, your hobbies, your passions. Make yourself real. Remember, people don’t want to do business with you because you are a sales leader. They do business with you because you take care of them.

Work Hard & Have Fun!™

Questions To Ask A Prospective Business Coach

Posted By Michael Roby | Wednesday, January 9th, 2013

Consulting and coaching makes sense for almost any business, but ONLY if they bring REAL value to the client in the way of tangible results. If you hire a business coach, make sure you select a person that fits your needs.

Ask the following questions of yourself:

  • Can this person help me? (Education, Training, Experience)
  • Does this person have the will to help me? (Values, Beliefs, Interest, Motivation, Passion)
  • Will we work well together? (Instincts, Drive, Modus Operandi.)

The following questions are designed for YOU to ask a prospective coach to help you decide if he/she is right for you.

  • Tell me about your education, training, experience, and your track record when coaching businesses like mine?
  • How can your business coaching services help MY business?
  • WHY do you coach? What is your PURPOSE in coaching?
  • What is your capacity for taking on new clients?
  • How long do clients stay with you?
  • What format do your services take (Coaching, Consulting, or both), and how do you deliver these services?
  • What is the cost and length of engagement?
  • Can you provide me with references from current and past clients?

In addition, be EXTREMELY clear about your needs. For example, you may need:

  • Time Management
  • Strategic Selling And Marketing
  • Leadership
  • Operational Planning
  • People Management

Finally, make sure success is measurable. Ask:

  • Looking forward, how will I be able to tell if hiring you was a good decision?

Asking these questions BEFORE you hire a coach helps you feel confident in the the relationship, allowing you to get on with the business of building trust and realizing your objectives.