There is no time like the start of a new relationship with a client to show your different than "all the other real estate advisors".
But to have a client for life you have to go beyond the norms of "business as usual".
At the initiation of probate or estate settlement I recommend to my attorney and realtor clients that they send a personal and appropriate gift to the estate executor or trustee.
The perfect give I have found is a book written by Angie Morris Epting called "The Settlement Game".
This book is all about how to divide family assets without tearing the family apart. I can't think of a more important book, to help a family in their time of need. The book may save you (the attorney) from needless inter family hassles too.
But here is the kicker... For $39 Angie will sign the book and write a brief message of encouragement and note that you (the attorney or FA) were thinking of them and thought you might like this book.
She will also gift wrap and mail it directly to the client.
All of my attorney clients who have done this have turned their clients into raving fans and referral magnets.
It's good business to be kind and thoughtful... so give it a shot:
Here is Angie's e-mail: firstname.lastname@example.org
Here is her web page: http://www.thesettlementgame.com/content/
To be viewed as different... you have to act different!
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