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Archive for January, 2007

How Thin Can You Make It?

Posted By Michael Roby | Wednesday, January 31st, 2007

This morning I was talking to a new friend from Milwaukee named Rochelle Lamm. Rochelle has been at some of the highest levels of the investment business over the last four decades (I hope I don’t get yelled at for making that statement!)

We were discussing how [tag]salespeople[/tag] need to focus, not try to be all things to all people, and truly establish an expertise within their industry. When I started in sales in the mid-1970’s, (there Rochelle…four decades for me, too) I would take any and all business that came my way. It helped me to get clients, but my business and my clients would have been better served had I pursued an area of expertise. Rochelle gave me an excellent example of this type of focus upon a market segment. Rochelle has just moved into a new home. One of the challenges of a move for her is her piano. You don’t want to let just any moving company move your piano!

Walsh Piano and Moving in Milwaukee, WI was founded in the early 1900’s. Notice the word “Piano” comes before the word “Moving.” They have FOCUS. Today the company is run by the grandson of the founder. When the grandfather started the company, they built their business upon the care and expertise needed to move…pianos! That has continued to this day, and by delivering excellent service, keeping their promises, and maintaining relationships with previous customers they do a significant amount of repeat business. For example, this is the FOURTH TIME they have moved Rochelle’s piano.

How thin can you make your area of expertise? By developing specialized knowledge that provides meaningful value to your customers, you will develop a reputation as someone to do business with in your industry. When your clients and prospects are asked, “When you think of (YOUR NAME) you think of ‘X’?” what do you want “X” to be? Of course, when they think of your product or service you want them to think of you, but in addition, what is that something extra, something special for which you want to be known? Answer that question, and tell the world, and keep your promises, and you will own your corner of the business.

Good selling!

Food & Friends…And Building Your Business

Posted By Michael Roby | Wednesday, January 31st, 2007

Late yesterday, I received an email from Larry Littler, an investment wholesaler with John Hancock Financial Services, with an idea on how he touches his clients in a memorable way. Over his twenty years in the investment business, Larry has consistently been a top-decile sales leader. Larry’s email spoke of the importance of developing professional relationships with clients, and reaching out to them on a regular basis in ways that are unique. At a dinner in Boston recently, his assistant Eileen Lachance shared how Larry’s team continued to stay on top, and this was one of his strategies.

Larry is in B2B sales, distributing high-end investment products through financial planners. He sends a bi-weekly email newsletter from to his best clients and their spouses on personal entertaining. I looked at a sample of Andree’s service, and it is first-class! Each newsletter is a complete menu, including at least five recipes, with shopping lists, wine pairings, table settings, helpful hints, and photos to match.

This has nothing to do with investments, but is all about building relationships! Larry uses this strategy and others to augment his exceptional knowledge of the investment industry to produce consistent sales success.

Be memorable. Stand out from your competition by building deep relationships!

Good selling!

Michael Roby To Speak To Ameriprise Financial Advisors

Posted By Michael Roby | Thursday, January 25th, 2007

(PRLEAP.COM) Business strategist and professional speaker Michael Roby will be addressing the personal advisors of the Ameriprise Branches in Mankato, MN on February 19, 2007…

To read the complete press release, click the following link: