We thought the third bank was lost to us until one day when JoAnn received a beautiful thank-you note from one of our clients whose home we had recently sold. He and his family had moved back to the Midwest. In his note, Charles referred some friends of his to us who were moving to Arizona from another state. Charles was on our mailing list thanks to JoAnn.
Since that first night that we resolved to put clients first, we have been committed to keeping in touch with our past clients. We mail Valentine cards and birthday greetings to them. At Christmas, we give them bread dough ornaments, which JoAnn designs and has handmade during the year. We give Tiffany bowls, in the famous blue boxes, as gifts when we close on a property. We remember clients at Thanksgiving and Halloween and the Fourth of July. And when, after our first few years, I suggested we might economize and drop the folks who had moved out of state, JoAnn said no. Today, we mail gifts and cards to almost every state in the union and about a dozen foreign countries. You would be amazed at what it costs to send a Christmas ornament to Australia. You would also be amazed at how much business these far-flung clients send us each year.