Bob Paff

Biography

Son of a factory worker and a legal secretary, Bob learned the value of hard work and initiative early in life. His first paying job was setting bowling pins in a basement of a church bowling alley for three dollars a night. By age 18, he had risen to the position of maitre`d for La Fountaine Blue Catering and cut his teeth as a public speaker by hosting weddings.

In 1990, Bob launched his financial services career with Mass Mutual. Yet it was only a matter a time before he founded Integrated Benefits Corporation (IBC), a full-service financial services boutique for individuals, families, and small businesses. IBC currently provides financial planning, insurance and retirement benefits for over 1000 clients nationwide.

Bob passionately believes you must protect your greatest asset in life - your ability to earn a living. This belief and a desire to help others were the driving forces behind IBC and continue to compel Bob to educate on the importance of planning for your future. Nationally recognized in the field of insurance and benefits, Bob is a highly sought-after speaker at hospitals and leading academic institutions on a variety of topics. Over the years, his presentations have grown to include everything from financial planning and health care to communicating more effectively and achieving success.

Active in the community, Bob serves as a trustee on the Maryland Academy of Family Physicians Foundation Board and is a board member for University of Maryland Hospital for Children Board of Visitors. He founded the "Coalition for a Better Baltimore" and served as an advisor during Baltimore`s 2007 Mayoral election. Bob is also a member of the Economic Development Committee for the Downtown Partnership of Baltimore and the Land Use Committee for the Roland Park Civic League.

Titles

All Things Being Equal
Both candidates look the same on paper, yet one shines in the area in marketing and sales. Not to mention, presents himself/herself with poise and confidence. Who gets the job? Find out how to set yourself apart from the competition!

Attitude is All We`ve Got
A good work ethic. A coachable personality. And a great attitude. The person who has all of the above will go as far as any MBA graduate. Attitude is the key to achieving your goals. Make it work for you!

Everyone`s Writing The Great American Novel
Sales clerks everywhere go through the motion of "serving you" while waiting to be discovered or writing the great American novel. Let's wake people up to live and work in the moment. Always do your best and you can do anything!

Find Your Inner Salesperson
The truth is that we all are in sales. Whether it's selling your team on a new approach or interacting with clients, you rely on sales tools every day. Find out how to stay relaxed, focused and persuasive in all aspects of the "sales process."

How to Make a Difference / The Power of Perception
You are as important to your organization as you perceive yourself to be. Everyone has the ability and responsibility to make a difference in the organization. See how easy it is to effect change in your work environment.

How To Survive and Prosper - The Power of Relationship Marketing
Many business owners rely on staying in touch with existing clients for survival, yet 65% of clients leave because of the "relationship." Learn new ways of prospecting, building relationships or establishing strategic alliances.

If You Can`t Stand the Heat - Don`t Apply for the Job!
Follow your passion. It`s one advantage you have over everyone else. Do what you love and the world will beat a drum to your door. Even if it`s not your life`s dream, do it with heart and gusto or don`t do it!

Impact Your Communications Bottom Line
Doctors are now finding themselves in sales! How do we grow the practice in this ever completive and changing world? Bob will teach you how to reach out, communicate with your patients and improve your bottom line.

"Sales" is More Than a Five-letter Word!
You can be your best salesperson. The challenge is to find the approach that works best for you. Learn how to shift from focusing on the pressure of "closing" to the advisory role of reaching mutually beneficial conclusions.

Selling With Emotion
People make the "emotional" connection to buy first and then justify it with logic! Learn how to appeal to the hot button of human emotion and create the personal connection that underlies every buying decision.

Wake Up and Serve The Coffee - "Walk of Excellence"
It`s all about "value." Consumers will pay more if they perceive they are getting value for their hard-earned dollar. If you understand your customers and their needs, they'll beat a path to your door. Service, great service for that matter, really does make a difference. Serve the "coffee and donuts," and learn the formula for "service excellence."