Remember the last time you were in an airport and the plane was late or worse yet, cancelled? It might have even been the last flight of the day, and not only did passengers have to reschedule their flight, they faced the possibility of having to find and fight for hotel rooms. Think back to […]
Read MoreYesterday millions of American [tag]investors panicked[/tag]. Unfortunately, so did many of their advisors. Whenever the financial markets become volatile, investors have mood swings that exceed the magnitude of the movement in the market. (This goes for upward as well downward volatility.) Most of our clients grew up with depression-era parents. These people grew up hearing […]
Read More[tag]Business strategist[/tag] and [tag]professional speaker[/tag] Michael Roby addressed a group of [tag]hospitality professionals[/tag] at the Minneapolis Airport Hilton Conference Center in Bloomington, Minnesota on September 9, 2008. The Hospitality Business Breakfast, hosted by noted hospitality expert and speaker [tag]Stuart Gray[/tag] offers industry professionals an opportunity to hear presentations from leading sales and marketing experts. Michael […]
Read More[tag]Business strategist[/tag] and [tag]professional speaker[/tag] [tag]Michael Roby[/tag] is scheduled to address a group of leading [tag]financial advisors[/tag] with [tag]Edward Jones[/tag] at a conference in Minot, North Dakota on September 8, 2008. The conference, which will be as hosted by [tag]John Hancock[/tag], is an educational event for the Edward Jones associates. Roby will speak on strategies […]
Read MoreYesterday I had conversations with two of my [tag]bank advisor[/tag] [tag]sales coaching[/tag] clients. The first conversation was with an advisor who came to me as part of a corporate sales coaching agreement. Take a look at the excuses he made in only one hour: Our customer base has no money (My former bank) is better […]
Read MoreSelling financial services as a [tag]financial advisor[/tag], [tag]stock broker[/tag], [tag]insurance agent[/tag], or [tag]banker[/tag] involves six critical factors to be successful – long term. Short term success is possible without attention to these “Critical Success Factors,” (CSF’s) but long term success requires proficiency on a regular basis in each area. The CSF’s include: Prospecting Sales Approach […]
Read MoreYesterday I was speaking to a [tag]sales coaching[/tag] client who works as a [tag]financial advisor[/tag] in a bank in New York. She asked me how to answer an objection that she had received on a recent [tag]sales call[/tag]. After suggesting a response, she asked me about another objection – and then another and another. We […]
Read MoreYesterday I was in New York at the National Speakers Association Convention. While I was in town, I called the office of a [tag]sales coaching[/tag] client who is a retail [tag]financial advisor[/tag] for a large bank. This bank has about fifty offices spread over seven states from coast to coast. I provide sales coaching for […]
Read MoreLast Saturday, I enjoyed a special experience. I worked a booth with a sales superstar. Working a booth at a trade show or professional association meeting exposes salespeople. In a matter of nanoseconds you must identify a suspect. Then you have 30 – 60 seconds to qualify them, make your presentation, answer objections, and ask […]
Read MoreLast week I went to one of my favorite places in the world – a fishing camp in Canada with my boys. While I love my role as a [tag]professional speaker[/tag] and [tag]business strategist[/tag], it is good to have seven straight free days with no calls and no email. It was bliss. This camp provides […]
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