Author Archives: Rick Roberge

I WILL NOT BE ABLE TO POST WHILE I’M IN JAIL

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I’ll be in MDA Jail for a while and because of the restrictions placed on me by my captors, I won’t have access to my laptop and thus won’t be able to post during that time. I can shorten my stay if I can get you to contribute to my bail. Please click the link below to see the mug shot of me being taken away, the links that will explain why I was hauled away, and if you are so inclined, please consider contributing to my bail.



This is the link.

Grafton Inn and Corridor Nine

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As we’ve said before, Corridor Nine “means business” and Grafton hopped on board last night in a big way. Larry & Kate Loughan opened up their inn and everybody came. This is one of those events where I had so much fun with so many people that I’m not gonna mention any of them because whoever I leave out might be upset with me. So, let me just say, “Thank you.” to the folks at Corridor Nine and the Grafton Inn as well as the other sponsors, W. B. Smith and Grafton Suburban Credit Union.

If you were there,

 – put your thank you in the comments
 – forward this post to everyone that you saw at the event
 – subscribe to the comments if you want to see other comments.

Two things that I learned last night.

1.) Teasing can sometimes be taken the wrong way. Be prepared to take back your words if you can.

2.) Larry is a really fun guy! This is the only time I saw him not smiling last night.

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P. S. – I forgot to mention that Arney and David were there supporting the Chamber and the Inn and letting everyone know that the next after hours was at their place. Don’t miss it!

Mothers vs. Google

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Yesterday, Pete Caputa followed through on his promise with this post.

http://www.pc4media.net/pc4media/2007/09/the-best-contra.html

Because he is as good as he is, his post and consequently his contractor friends were ranked #1 by Google.

A while ago, I posted this https://therainmakermaker.com/2007/08/23/joes-escalade.aspx

And today, I got this comment https://therainmakermaker.com/2007/08/23/joes-escalade.aspx#comment-532464.

Sorry, Pete. I win! A mother’s love beats Google rank every time!

Calling all mothers! Let’s hear it for your offspring. Use the search box at the side of this page, find the post about your child and let’s have some love in a comment. Dan, Linda, Dave, Pete, Dale, Paul, et al. You all know who you are. Send this link to your mother and ask her to comment.

Excellence & Presence

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On August 13th, we announced a new offering to a select group of disciples that were ready for an intense program that was designed to stretch and grow participants’ strengths and skills in ways that aren’t possible in other sessions. We aggressively set the start date for the five month program for September 10th. Although the class was almost full, we realized on Wednesday that a few of the candidates were waiting for approval from “above”. After much discussion with my associates, last evening, I sent this email to the people who had already registered.

As you know from our Applications Sessions together, I preach “Promise what you can deliver and deliver what you promise.” I also believe that we at David Kurlan & Associates are held to a higher standard and should always be aware that you are watching the example that we set for you by our actions. With that in mind, you can imagine the conflict that I feel as I deliver the following message. We have decided to delay the start of the RainMaker Clinics to September 24th rather than the 10th. Without making excuses or placing blame, we are waiting for final commitments from a couple of clients who must approve their employee’s participation in the program. We considered starting on the 10th and adding the new participants on the 24th, but after hours, Wednesday, we agreed that it was important to the group that the entire group start and move through the process together so that they can learn to support and learn from each other. I appreciate your understanding and assure you that this minor delay will make for a stronger program. If you have any questions or comments, please feel free to contact me directly.

Rick Roberge

If you want to see a lesson in my email, feel free, but the lessons that I want to point out are in a couple of the responses that I received.

From Rob Jewett:

It must have been that Eagan guy. I just KNOW it. One or more of HIS clients must have held this up . . . Gosh . . . I hope it wasn’t my questioning that caused this delay!

At any rate, your message reminds me of a television show to which I have become inexplicably addicted. Bravo’s “Top Chef” was on last night. In this show, a bunch of folks are competing for a large prize and great opportunity in the professional culinary industry. One of the competitors last night finished his recipe and sampled it. He decided that it was so bad that he would not submit it to the judge. Rather than putting out something of which he was not proud, he chose to offer nothing, and hope to make up for it with a big hit in the next round. We at Terracon also believe that we are better off if we are late delivering the product that fits the customer’s need than if we are on time with an incomplete or inappropriate product. Besides, we’ll probably pay late, too.

Look at Rob’s use of humor in the first paragraph. First the tease of Mike. Then pointing at himself as the possible cause. Then he relates our decision to a recent TV show where the decision was not to offer something that wasn’t ready. Finally, he makes us feel very comfortable by pointing out that our decision is in close alignment with his own company’s philosophy. He wraps it up with the humorous little poke about payment.

Ed Jette had a slightly different approach.

Just get them closed, Ed

We have some great clients. It’s easy to see why these companies were selected for this elite RainMaker Clinic. They have the ability to be “present”. They demand quality of themselves and consequently can expect it from others, while at the same time recognizing that stuff happens. Lastly, they approach business and service seriously, but are always ready to inject humor into the moment to keep everybody comfortable.

Thank you, gentlemen.

Selling Style, Life Style, Blog Style

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We all have our style.

I plan my work around my vacations.

I tend to let my principles get in the way of me making more money.

I tend to like my clients and not let people that I don’t like become clients.

I know me. I know what to expect. That’s my style.

Last week, a fellow blogger that I care about and respect, asked me if I used reddit, del.icio.us, or stumble upon. My immediate reaction was, “No, because it sounded like work”. He said that it was and I added, “Well, that’s why.”

We went on to the next topic of the minute. However, in a quiet time, I let my mind work on my answer. I wanted to know why I don’t want to WORK at growing readership of this blog. I came up with two reasons.

First, I don’t write my blog for people that I don’t care about or that don’t want to know me. I take everyday stuff that I see and put it here for you. Most of you have enjoyed some success and enjoy the water cooler conversation that might include the sales lesson that’s included in my blog. I’m not writing a book. I’m not looking for the CEO’s of St. Gobain, EMC, Staples, TJX, or Commerce Group to call me up and say, “Rick, I want you to teach my salespeople to be able to sell like you.” If I want to talk to them, I’ll call them, but that won’t happen until someone who knows me and cares about them says, “You should talk to Rick. I’m gonna have him call you.” (Incidentally, if you know them, put us together. It might be the beginning of their solution.)

Second…..a future post called selling your blog.

Sales Momentum and Closing Sales

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Last week he posted about momentum and the fine line. Don’t forget to read the comments.

Where are you? Let me suggest an exercise. No matter what you actually believe, go back and re-read each of his posts and defend that opposite point of view. NO MATTER WHAT YOU ACTUALLY BELIEVE! Here’s why. No matter what you believe, by presenting a thoughtful, logical case against, you will learn something about yourself. Try it!

SELFLESSNESS VS SELFISHNESS

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In case you don’t know, I get out a lot. When I’m out, I see a lot of people. I see a lot of “networking”. I see a lot of people pretending to be networking but in reality, they’re just taking. “Givers gain”, to some means “give to me and some day you’ll gain”. To others it means give to me and if I gain, I’ll give to you. Some people think that networking means handing out business cards. Others think it means trying to sell me the first time we talk. OK. Enough negativity.

There are (in my opinion) two shining stars, super novas if you will, in the networking world in this area. Mark Paskell and Jason Kallio. I’ve known Mark a l-o-n-g time. I met Jason Kallio a few years ago. I’m intentionally not going to mention anyone else because I don’t want anyone else to feel that I’m judging them, but these two are great examples of selflessness. It’s true that they’ve built their businesses and reputations through networking. It’s true that many of the people that they’ve taught, mentored and helped have introduced them to customers. It’s also true that they have held the hands of people that were trying to learn how to network. Mark has held top leadership positions in more than one group and turned them around, taking struggling groups and morphing them into vibrant, dynamic energetic groups that others emulate.

Jason, on the other hand, has been the preacher, the demonstrator, the researcher. He’s visited countless groups observing, learning and sharing. He’s always ready to share his technique, make an introduction, or show a newbie the way it’s done. He’s also a man of principles. Has a good grasp of what’s right and isn’t afraid to stand up to “the establishment” if he believes it’s time to change or make an exception.

The interesting thing is that both of these guys are very well known, successful and didn’t get paid to set this example. They did it because they believed in it and wanted to help you.

Why this post? Why now? Simple. Summertime is fun time. We slack off. We tan. We vacation. We’re all back next week. As we go back….As we get serious….As we start to network again, remember the examples that Mark and Jason have given. Introduce more people than you meet. Help and be of service. Don’t worry when you’ll get yours. It will come.

Incidentally, if you haven’t thanked Mark or Jason for their contribution to your success, lately, call them tomorrow. Say, “Thank you for what you’ve done for me.”. Then ask, “Can I help you meet someone?” and follow their lead.

More on Loyalty

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I was re-reading the comments to my Loyalty post, today. Comments make me think.

Thought #1: Was the relationship between the partners clearly identified at the establishment of the partnership? Was it clear who was expert at what? Was the partnership exclusive?

Thought #2: What’s the partner’s history? Is he arrogant? Is he always right? Would he criticize Bill Clinton or George Bush on their political ability (if he had never run for office) even though they both won? Would he criticize the way A-Rod swings his bat if he had never swung at a major league pitch? Would he criticize Dave Kurlan’s sales advice if he himself wasn’t equally regarded as an expert in the area of sales force development?

Thought #3: Who does he hang with? Is he a big fish in a small pond? Does he travel in multiple circles? What’s his track record? What’s his mission? Is it all about him, his clients or the world?

There are probably more questions, but I think that it boils down to one question.

“Will the partner do it again?” If you can’t answer, “Absolutely not!”, don’t take the chance.

Your Opinion Please

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Judging by the voting, a lot of you liked PERFECTION!

But that got me to thinking…

If I were going to do a “best of theRainMakerMaker”, which post or posts did you like the best or get the most out of? Please comment and if you would, subscribe to the comments to this post.