True Professionalism, a Young Professionals event sponsored by the SE MI Chapter

Young Financial Professionals
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Recently, the Southeast Michigan Chapter's Young Professionals Group sponsored a program on True Professionalism!

The program featured a noted local CPA, Ursula Scroggs, managing partner, Derderian, Kann, Seyferth & Salucci PC. Southeast Michigan's Young Professionals Chair, Rebecca Bertin, Comerica Bank, took these notes that she would like to share with other RMA Young Bankers/Young Professionals.

What is professionalism?

• Professionalism is predominantly an attitude, not a set of competencies. A real professional is a technician who cares.
• Being a professional is neither about money nor about professional fulfillment. Both of these result from an unqualified dedication to excellence in serving customers and their needs.
• Professionalism requires drive, commitment, involvement, and, above all else, enthusiasm.

A good professional is an educator who will…

• Identify and explain all the options available to the customer.
• Help the client understand the risks, costs, advantages, and disadvantages of each option.
• Make pertinent recommendations.
• Share information and explain the decision-making processes.

What customers expect from true professionals:

• They take pride in their work, and show a personal commitment to quality.
• They reach out for responsibility.
• They anticipate and don't wait to be asked; they show initiative.
• They do whatever it takes to get the job done.
• They get involved and don't just stick to their assigned role.
• They are always looking for ways to make things easier for those they serve.
• They are eager to learn as much as they can about the business of those they serve.
• They really listen to the needs of those they serve.
• They learn to understand and think like those they serve so they can represent them when they are not there.
• They are team players.
• They can be trusted and are honest.
• They are open to constructive critiques on how to improve.

Seven common traits of the best business developers:

1. They are positive and optimistic by nature.
2. They make people feel comfortable around them.
3. They have the ability to laugh at themselves.
4. They are very good listeners.
5. They're givers, not takers.
6. They are confident about their ability to perform.
7. They enjoy what they do and with whom they work.

Business and referral relationships make you part of a team giving advice to customers:

• Your fellow team members can include the customer's:
  • CPA
  • Banker
  • Attorney
  • Insurance advisor
  • Financial planner/investment advisor
  • Computer consultant
• Keep in close contact with these people. Often, "out of sight" can lead to "out of mind."

Please share your Chapter's Young Financial Professionals events with others. Send your event notices in an e-mail to Rosemarie Casler at rcasler@rmahq.org!