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Archive for May, 2008

Being Over-Served Can Be A Good Thing!

Posted By Michael Roby | Tuesday, May 6th, 2008

When we speak of being “over-served” normally we are referring to something that has to do with adult beverages. Not always, however. Tony Pappas represents the best of [tag]professional salespeople[/tag], and has been a consistent [tag]sales leader[/tag] over a career that spans four decades. Tony wholesales insured investment products for John Hancock, calling upon independent financial advisors. Recently he spoke with one of his best clients, an advisor in Michigan, and Tony asked his client for the secret to his success. The advisor said that one factor in his success was that he consistently over-served his clients. This advisor’s clients received such a high level of service that these clients consistently told their family, friends, business associates, and neighbors about the advisor’s exceptional service.

Tony gave me another example of exceptional service. He took his wife, Judy, to the Capital Grill in Troy, MI for dinner. Capital Grill is a high-end chain restaurant known for exceptional food and premier service. When Tony and Judy arrived for dinner, the server asked if this was a special occasion. Tony responded by telling the server they were celebrating their fortieth wedding anniversary. The server returned with complementary champagne. In short order a photographer arrived to take a photograph of the Pappas’. The head waiter and general manager soon arrived with greetings and congratulations. When they left the restaurant, the maître d’ presented them with the photograph – framed! Two days later they received a congratulatory card from the restaurant.

Do you think they will go back? Might they recommend Capital Grill to others? I suggest they are enthusiastic customers – for life.

How do you make your clients feel special? What [tag]client service[/tag] touches demonstrate your appreciation for their business and relationship? Would they say you are their only advisor – their advisor of choice? Over-serve your clients, and you will increase your business through repeat sales and non-stop referrals.

Good selling!

Learn From The Masters

Posted By Michael Roby | Tuesday, May 6th, 2008

Don ConnellyAll of us learn from our experiences. The problem with learning from personal experience is that you have to take the test before you learn the lesson, and that can be painful to you and your clients. One solution is to learn from the experiences of others. By learning from others you compress time and omit unnecessary mistakes. To benefit the most from this strategy, choose to listen exclusively to the masters.

No greater master exists in the investment business than Don Connelly. Don has long been acknowledged as America’s leading advisor to financial advisors. With forty years of unparalleled experience and success, he provides common sense ideas that benefit advisors regardless of their distribution channel or level of achievement. Today Don shares his expertise through “Camp Connelly.” Don possesses a wealth of information gathered from the best of the best in the investment industry. This is a can’t-miss resource for financial advisors.

Still have more to learn about the investment industry? Check out “Camp Connelly.”

Good selling!