In this episode of The Rainmaking Podcast, host Scott Love speaks with Jim Packard, client development expert and co-author of The Consistency Chain, about the lifetime value of a client and how professionals can nurture relationships for long-term success. Jim shares insights from decades of experience in business development, emphasizing that most professionals focus too much on acquiring new clients rather than strengthening existing relationships. He explains that consistent, meaningful contact with clients is key to retention and referrals, as failing to nurture relationships leads to lost business.

Key topics include why businesses should reverse the typical 80/20 rule—spending more time nurturing existing clients rather than chasing new ones, how every month without client contact results in a 10% loss of influence, and the importance of staying top-of-mind through thoughtful, consistent engagement. Jim shares practical strategies for client retention, such as sending personalized greeting cards, making check-in calls, and leveraging small, thoughtful gifts to maintain strong relationships. He also discusses common pitfalls professionals face, such as taking client loyalty for granted and failing to express appreciation. This episode provides actionable steps for professionals looking to maximize client lifetime value, strengthen their network, and increase referrals through consistent engagement.

Visit: https://therainmakingpodcast.com/

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Jim Packard is the poster child for a life of consistent action. Whether it was being the top-producing paper boy or turning a $500 investment into a $17 million-a-year business, he excelled every day, all day for years. Married for more than four decades, father of two highly successful sons, Jim's consistency extended to his personal life as well. Recognized for his work in the community, he was Jaycees' Man of the Year for both his city and his state.

After selling his business to a Fortune 500 company and taking "early retirement", Jim just increased his entrepreneurial interests. He shepherded inventions through development and appeared on QVC over 25 times. Through that venue alone, he sold over a million dollars of a single product. In the area of network marketing, he was a distributor of the year in two different companies, led thousands of distributors and customers, and was always a top 10 money earner.

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This show is sponsored by Leopard Solutions Legal Intelligence Suite of products, Firmscape, and Leopard BI. Push ahead of the pack with the power of Leopard. For a free demo, visit this link:

https://www.leopardsolutions.com/index.php/request-a-demo/

Links:

https://www.linkedin.com/in/jim-packard-b6435535/

ConsistencyChain.com 

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