You might be surprised at how little things can make a big difference in your relationship building. As shown in the story that follows, simply asking questions, listening and doing something thoughtful based on what you heard can make a difference. A lawyer I coached shared this story with the lawyers in her coaching group.

I had a phone coaching session with Cordell yesterday and I mentioned that I had been focusing the last 30 days on in-person client visits. I have also been trying to incorporate the “give away” idea Cordell has discussed.

I have had a lot of fun getting to know my clients and potential clients on a more personal level. I wanted to share with you the following, in the hopes that it may inspire and/or assist you in your efforts.

I ran into a long-time acquaintance recently, we’ll call her Mary, who I had not seen in some time. Mary and I got to talking and I learned she had recently become engaged, is planning a wedding, and is also in the process building and buying a new home.

Mary mentioned that she had not found time recently to work on fitness and that she wanted to get back on a fitness program before the wedding. She also mentioned her plans to rent her existing home to a tenant.

A week or so after my meeting with Mary, I was in a bookstore looking for a specific book. While there, I thought about Mary and remembered a health eating/fitness book I had read. I called Mary and stopped by to see her after work, where I presented her with a small gift bag with the book and a note.

She was very touched, could not believe I had remembered her mentioning her desire to become more fit before the wedding, and could not thank me enough. She has already asked for my help on a couple of matters.

You know it’s important to listen to what your clients tell you. You likely listen carefully when they are talking about their legal issues. That’s a big part of being a good lawyer.

But, if you want to build relationships with your clients, you will want to listen to what they say about themselves. Then you’ll know what little thing you can do that will matter.

Clients appreciate and remember when you have done something thoughtful and unexpected.

P.S. If you enjoy golf and have clients who also enjoy golf, read my blog: My Favorite Book to Give Golfers. Then consider reading the book and buying copies for your clients who also love golf.