Ed O'Keefe Man With a Vision 2007 Client of the Year

By Deb Schreiner

Ed O’Keefe, President of Dentist Profits Systems, Inc., did what many dreamers don’t do - he acted. The result? In one year his company’s sales revenue shot up nearly 100% from 3.2 to 6.1 million dollars.

Ed cites coaching with Rich Rudnick as a key reason for the dramatic increase. “The first thing Rich did was get me to think extremely big about my vision, and then to take that vision and work it backwards.” Ed says Rich helped him work his plan down to the number of daily contacts and appointments needed to achieve his goal.

Initially Ed coached with Rich Rudnick, but soon he asked Rich to coach his salespeople as well. The staff at Dentist Profits Systems (www.dentistprofits.com) grew from 8 to 16 employees in one year. Ed says Rich was instrumental in creating his business plan and setting direction for his sales team.

Rich says Ed and his staff put muscle behind the vision. “They set a huge goal and worked diligently on executing the fundamentals to get there. We worked with them on a game plan, but they ultimately pulled the trigger. We partnered with them to create a system, and they worked their system and process. They OWNED the goal, they believed they could achieve it, they tracked and monitored it - and they saw success!”

Ed says he trusts Rich’s guidance for leading his sales team. Since Ed does less phone selling than he used to, it was crucial for him to be able to transfer what he learned to his salespeople.

“There’s nothing more valuable for anyone who’s committed to succeeding than to be coached by an expert in that field.” Ed says. “If you don’t, you’ll have three problems:

1) You won’t have the proper systems in place; 2) Your salespeople will fail because they don’t have the proper tools; and 3) Even if they succeed, they will always regress and become average without someone to push them.”

A CEO needs a third party with fresh eyes to look at the business, Ed says.  They can observe the habits of the sales team and give honest  and objective coaching. Ed says it’s easy to lose that perspective when you are in the trenches.

“Rich is able to get a pulse on the strengths of salespeople and managers, as well as their opportunities to grow.  That is one of the most important things I rely on as a CEO - the advice of someone with 20 plus years of experience - because I don’t have that.  Even if I did, I’d want someone to give me another perspective.”

Ed O’Keefe’s success illustrates the importance of having a business plan with very specific goals.  As you implement, you need to track your production on a daily basis to make any necessary adjustments or improvements.  Prospecting every day is critical, as is having the core selling skills to convert your new prospects to clients.

If you are determined to make 2008 your best year yet, call Rich Rudnick for a free consultation at 877 735 7678 or Deb Schreiner at 866-847-6940.

The investment in yourself and your business can pay off in big dividends if you consistently apply what you learn.  Ed says, “I’d tell anybody out there it’s not an expense to utilize Rich, it’s an investment in my company and my people. I don’t even blink about the investment because I know it will be worth twenty times that amount!” 

 Dentist Profits Systems, Inc., Chicago, IL  60643 - 866.723.0420

www.dentistprofits.com

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