On this week's episode, I'm joined by Laurie Delk, author of Keep Those Clients: Learn Relationship Marketing, Double Your Business, and Get Endless Referrals.

Laurie and I talk about what she learned from her Grandmother at the age of 5 that turned out to be the most important lesson she ever learned about business and life.

We talk about relationship marketing, the fact that people want to do business with people they know, like, and trust, and how despite the fact that most sales happen after 7 to 12 contacts, most salespeople quit following up after only 1 or 2.

She reels off a playbook of ways to stay in touch without ever being pushy or overbearing.

We talk about automotive sales legend Joe Girard who send cards and notes to every person he'd ever met EVERY MONTH because he knew that every month that goes by without you contacting the people in your network you lose 10% of your influence with them.

We talk about Tom Hopkins and how he sent 10 thank you notes a day every day and how one of Laurie's clients sells more cars by sending thank you notes to the customers that don't buy.

And we talk about how social media is a great supplement to, but never a replacement for, physical cards and actual IN REAL LIFE conversation.

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