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 Good things come in threes for Robert Toffel, Sales Manager with United General Title in Newport Beach, CA. Robert and his wife Annie are proud parents of 8 year old triplets; Max, Ben and Charlie (a girl). The trio is largely responsible for his career switch four years ago.
Prior to entering the title business he had a long and successful career in the consumer packaged goods industry, with sales management positions at Proctor & Gamble and Johnson & Johnson.
"This was a lifestyle change," states Toffel, "there was too much traveling and I wanted to see more of my wife and children." Why did he choose the title business? "Friends told me that my professional skills would translate well to the title business," he replies, "and, I know how to sell."
When asked what motivates him, Robert responds that he likes a challenge. "I guess I like to test myself," he answers. "I was used to a salary and this is mostly a commission business. I had to be really motivated because of the need for a healthy income to provide security for my family."
Apparently the hard work has reaped its rewards. "This industry offers free time, flexibility, and I get to surf a bit," he says. "Newport Beach has a lot of surfers, including clients and business associates, so it is a unique way to network. Now any traveling is for relaxation - I just returned from a week of surfing in Fiji."
His first boss in his previous career was a strong professional influence. Gary Barton, a sales manager at Shulton, taught him something that holds true to this day. "You have to be more prepared than anyone else. You must be prepared to sell the first time out. To do that, you must have all your facts, figures and handouts with you," Toffel relates. "I impress this daily on my reps."
Has Focus Publications helped him to achieve success? Robert is a strong advocate of features and benefits selling and believes Focus Publications fills that need. "As an industry newcomer, I needed to stand out," he states. "I wanted to differentiate myself from the competition with current, viable information to pass on to clients."
He believes that Focus has credible products and information sources. "As a sales manager I am breeding a new culture of professional. I ask my reps, do you want a job or a career? A job you can get anywhere, but a career comes from building credibility," he says. Does he have advice for other professionals coming up the ladder? "Invest in information such as Focus provides," he replies. "Not only will you learn, but you will pass on relevant information to prospects and clients," he concludes. |
