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 professional salespeople, and has been a consistent sales leader 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 client service 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!

Technorati Tags: professional salespeople, sales leader, client service

Business strategist and professional speaker Michael Roby addressed a group of leading financial institution sales managers at a management conference in St. Helena, CA on December 3, 2007. Bank Insurance Securities Association (BISA) hosted their “Sales Management Fall Workshop,” which was open to institutions in the United States and Canada. Roby conducted his “Managing Excellence” seminar, which teaches sales management strategies and skills.

BISA, based in Wayne, PA, fosters the full integration of securities and insurance businesses with depository institutions’ traditional banking businesses. BISA reaches out to and offers services to executives throughout its member firms. BISA participants include executives from the securities, insurance, investment advisory, trust, private banking, retail, capital markets, and commercial divisions of depository institutions. The BISA provides a single forum for these executives and their product and service partners to work together to find solutions to help grow their businesses.

Michael Roby is a nationally known speaker that helps his audiences get improved sales results that are quantifiable and lasting. While corporations and audiences know Michael as an authority on sales, marketing, and the distribution of financial services, he is also known as one of America’s best motivational speakers. Roby delivers thought-provoking keynotes that leave a lasting, positive impression on his audience. His website, www.michaelroby.com is also home to a leading sales and marketing blog.

Technorati Tags: Business strategist, professional speaker, Bank Insurance Securities Association, sales management

Michael Roby, a sales and marketing strategist and professional speaker based in Minnesota, is now writing a regular marketing column for Bank Advisor Magazine. The first issue was released in July, with two more issues planned for this year, with monthly publication planned for 2008. Roby has over 30 years of experience in sales, sales management, sales training, and business coaching. He also is an award winning speaker, having been named “Member of the Year” by National Speakers Association – Minnesota. In addition to being a motivational speaker and writer, Roby provides sales training and product launch facilitation for companies focused on building brand and deepening customer relationships. Roby’s website is www.michaelroby.com .

Bank Advisor magazine is a tactical sales and marketing resource that bank advisors read in order to help them reach their goals and do more business. Banks continue to sell more life insurance, annuities and security products directly to consumers which results in a huge opportunity for companies looking to provide products and solutions to the bank channel. Banks need to be quicker and more customer centric than ever before, and Bank Advisor Magazine helps create a dialogue amongst the sales reps and managers to help them achieve new levels of success. Their website is www.bankadvisormagazine.com.

Wiesner Media Financial Group is the leading, independent source for information on sales, marketing and best practice techniques for insurance, financial, banking and benefits brokers and advisors. Wiesner Media Financial Group publishes four magazines: Bank Advisor Magazine, Benefits Selling, Boomer Market Advisor and Senior Market Advisor. ProducersWEB.com, the leading industry web portal, and Advisors Data Source, a data-services division, are also included in the division. In addition, Wiesner Media Financial Group annually produces two leading industry events: Benefits Selling Expo and Senior Market Advisor Expo.

Technorati Tags: sales and marketing strategist, professional speaker, sales training, business coaching, speaker, National Speakers Association – Minnesota, motivational speaker, product launch facilitation

(PRLEAP.COM) Business strategist and professional speaker Michael Roby recently addressed a group of leading financial advisors with Smith Barney at an educational conference in Kohler, Wisconsin on April 26, 2007. With speakers from fourteen financial service distributors presenting, Roby spoke on strategies and techniques to help advisors develop their business and expand their client base. Select advisors from five states were in attendence.

While businesses and audiences know Michael as an authority on sales, marketing, and the distribution of financial services, he is known as one of America’s best motivational speakers, and frequently delivers thought-provoking keynotes that leave a lasting, positive impression on his audience. In addition, he is an author and writes for national publications. His website, www.michaelroby.com is home to a leading sales and marketing blog.

Technorati Tags: Business strategist, professional speaker, financial advisors, Smith Barney, distribution of financial services, motivational speakers, keynotes

Business strategist and professional speaker Michael Roby will be addressing the personal advisors of the Luther/Hunt Ameriprise Branches in Mankato, MN on February 19, 2007. Ameriprise Financial has more than 110 years of history helping clients plan for retirement. Their comprehensive and personalized financial planning approach is built on a long-term relationship with one of our more than 10,000 knowledgeable advisors who help clients prepare for the future.

Michael Roby To Present “Heroes” To Stifel Nicolaus Advisors

Business strategist and professional speaker Michael Roby will be presenting his nationally acclaimed “Heroes” presentation at a Regional Business Conference for Stifel Nicolaus advisors in Boston, MA on February 23, 2007. Stifel Nicolaus is the largest subsidiary of Stifel Financial Corp. and is a member of SIPC and listed on the New York Stock Exchange. The conference, which wil provide financial planning education for financial professionals, is being hosted by John Hancock.Technorati Profile

(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…

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http://www.prleap.com/pr/62331/