The Small Gestures Clients Never Forget
Sales isn't about the sale. It’s about the person.
In pharma, I once called on a doctor who loved writing. One day, I brought him a bestselling book we had talked about. It was just a small gesture. Nothing fancy.
He became a client for life.
Fifteen years later, a friend of mine called on him and mentioned my name.
He still remembered me. Not because I had the best pitch.
Because of that one moment of thoughtfulness.
Fast forward to real estate.
I helped a client buy a place in NYC while another agent was selling their 35-year-old home in another city.
Big transition. Big emotions.
After the closing, I had an artist paint a portrait of their old home.
They cried when they opened it.
Sales is not about the deal.
It is about the emotion behind it.
If you get the relationship right, the business takes care of itself.
What is one small thing you have done that made a big difference for a client?
I would love to hear it.
