My Dad was a real estate lawyer until the age of 85. He had his best client for 60 years. At 91, he still advises the family. Talk about client retention! Is this even a possibility in today’s world?
How do you keep a client for 60 years?
My dad truly cared about the business’s success, and they knew it. He learned about investing in Real Estate from them and did well. It was a reciprocal relationship and one of friendship and camaraderie. They invested in things together. They were inclusive and wanted him to do well. They grew together and became successful. There were even fishing trips involved. It was a true partnership that evolved to be a lifelong friendship. The other thing he did was he kept staff for 30 years. He still keeps in touch with the people who worked for him. My son taught him how to use Facebook during the pandemic, and he loved connecting with all the people from his past.
Master Connector
My dad was a networking master. He knows everyone everywhere. He taught me that it’s not what you see; it’s who you know. He’s a very likable guy, and he met so many people along the way who wanted to help him when he needed it. He wanted a particular tenant for his building, and he networked with everyone he knew until he got the proper connection. He was friends with many politicians and learned how to make things happen for his clients. He’d leave no stone unturned to make things happen.
Story Teller
It’s captivating to listen to, full of life and good humor. Even though we’ve heard the stories 50 times, we still love to listen. I tell my kids to pay careful attention. The stuff he talks about is gold for them: how to meet people, build relationships, and make things happen in business. When my son began his Instagram venture, he asked my dad for advice, and he said, “I don’t know what Instagram is, but I’m sure I know a guy who can help”
How do we get back to this level of caring?
You often can’t even speak to a live person on the phone. I live in a small town now and see more good old-fashioned caring around here. They know my name when I go into a shop and often remember what I usually purchase. They appreciate my business, and I want them to do well and prosper. It’s not about getting the cheapest deal. It’s about supporting the community and helping everyone to thrive. What would the world be like if the agenda in business and politics was that everyone thrives? We’ve got a long way to go, and I know that many young people are so discouraged about the state of the world and their future. How did we go so far off the rails?
Modeling after my dad
I’m trying to model after my dad. A few clients have been with me for a long time. We’re friends. We know about each other’s kids and aging parents. We care about each other. We have grown together and partnered on things where we both win. Their businesses continue to grow and thrive, making me so happy. So, I’m doing my best to get back to the way of doing business, as I learned from my dad. Of course, marketing meant lunch or taking someone to a hockey game at the old law firms, and that may have done more than all the posts, emails, and other stuff we’re doing today. I used to laugh about it, but perhaps it was the better way to do things.