From Hashbrowns to Heartfelt Connections - Why Personal Touch Still Matters in Business
Jo Rawald • November 27, 2024
Building Relationships Beyond the Sale - Lessons from Breakfast at Cracker Barrel
This morning, over hashbrown casserole and coffee at Cracker Barrel, I found myself in a lively conversation with two fellow members of my Business Networking Chapter, BNI Wealth Builders. Joining me were Adam Zipper, an esteemed Real Estate/Title Attorney with over 40 years of experience (and enough stories to fill a novel), and Stephen Benson, a rising star in real estate with four years under his belt and a fresh take on the industry.
What started as a casual chat about real estate quickly turned into a deeper conversation about something much bigger—the value of personal connection in business.
The 91% Problem
During breakfast, Adam and I shared a statistic that left all three of us shaking our heads. According to reports, a staggering 91% of real estate agents stop communicating with their clients after the sale. That’s right—no follow-up calls, no check-ins, no birthday wishes. Nada.
Essentially, the majority of agents treat the end of a transaction as the end of a relationship. In an industry driven by trust and referrals, this approach doesn’t just seem counterintuitive—it’s downright baffling.
Disposable Culture Meets Business
Stephen enthusiastically explained how a marketing agency he knows of sends quarterly postcards to past clients, as if that was the gold standard of client connection. Meanwhile, Adam and I exchanged a knowing look. A postcard? Every three months? That’s the bare minimum of effort, not a relationship-building strategy.
And then it got worse. Stephen told us about an app called “Sly Dial,” designed to send your call straight to voicemail so you don’t have to actually talk to someone. At that point, none of us could hide our disbelief. Are we really avoiding conversations now?
This isn’t just about the younger generation’s avoidance of contact or real estate—it’s a reflection of a broader shift in our culture. With the rise of texts, emails, and automated messages, genuine personal interaction is becoming a lost art.
Why Personal Connection Still Wins
Adam, Stephen, and I, all agreed on one thing—nothing replaces a personal phone call. A simple, heartfelt “Happy Birthday” or a quick “How’s the new house treating you?” can mean more than a dozen mass-produced postcards.
Here’s why this matters. Studies show that 65% of a company’s business comes from existing customers, yet nearly half of businesses prioritize acquiring new clients over nurturing the ones they already have. Loyal clients aren’t just easier to retain; they’re also more valuable. A 5% increase in customer retention can boost profits by up to 95%.
In short, staying connected isn’t just about being nice—it’s about being smart.
The Solution - Marrying Systems with Personal Touch
Here’s the good news.
You don’t have to choose
between efficiency and authenticity. With the right systems in place, you can keep the personal touch alive without feeling overwhelmed.
Think automated reminders for client birthdays, streamlined scheduling for follow-up calls, or personalized email campaigns that actually feel personal. Whether you’re in real estate, healthcare, or retail, these processes can make staying in touch effortless—and effective.
My Challenge to You
If you’re part of the 91% who struggle to stay connected after the sale, it’s time to flip the script. Schedule a Discovery Call with me, and let’s create a customized process for your business. Together, we’ll design a system that not only keeps your clients engaged but also makes your life easier.
Because here’s the truth—clients remember how you make them feel. And a phone call will always mean more than a text.
If you’re looking for a real estate attorney or agent who truly values the "personal" touch with their clients, Adam and Stephen are your go-to guys. They’re not just knowledgeable—they’re genuinely committed to building relationships that last.
Reach out to them—you’ll be in great hands!
Now, let’s hear from you! How do you stay connected with your clients? Share your ideas in the comments or reach out to me to start building a strategy that works for you. Let’s bring the personal touch back to business, one call at a time.
I went to a networking event yesterday at Rosie’s Bar & Grill in Wilton Manors. Tropical-chic to the max. You know the kind of place - upscale casual, strong cocktails, mandatory valet. Now usually, I’m all about valet. But not yesterday. I wasn’t there to sip martinis or hang around all night. I could only stay for 20-minutes. That means - I was on a serious 20-minute mission: say hi, shake hands, peace out. Then, get back in my car to jump on a Zoom meeting! I certainly wasn’t about to drop $20 just to park my car for 20 minutes. No way! I pulled into the valet area, looked the guy dead in the eye, and said, “I’ll be in and out faster than your last relationship. Can I just park it right here?” And bless his heart - he said yes. Honestly, that should’ve been my win for the night. But then I met Sean Gac-Guerrier. Sean’s the Marketing Director at Excel Title, Inc. We started talking about dogs - and **cue the angels singing. We clicked instantly. Not two strangers meeting, more like two childhood friends who hadn’t seen each other in a decade! Sean showed me a photo of his dog, Dottie. I pulled out pics of my girl, Adelaide. Then he pulled out a photo of Dottie that stopped me in my tracks. Sean had a photo of what Dottie would look like as a human. Not a cartoon. Not a filter. I’m talking AI-generated, fully humanized, real-world, cardigan-wearing, intelligent-and-intimidating Dottie. I was mesmerized! It was as if Pixar and the FBI teamed up to design her. I looked at Adelaide’s pic… then looked back at Sean… and blurted out, “I need to humanize my dog!!” And I did. I went home, found the exact AI prompt, uploaded Adelaide’s photo, answered a few fun questions about her personality, and style - then… BOOM. Human Adelaide was born. Tall, lean, cozy-chic, with that unmistakable “don’t-mess-with-me-but-I’ll-still-hug-you” vibe. She looked like she ran Homeland Security and still had time for tacos and espresso martinis on a rooftop. Honestly? I stared at the image for like five minutes. Because it wasn’t just about making something cute. It was about seeing something familiar - something you know - come to life in a new way. Here’s the AI Prompt if you want to try it yourself:
Your business is not a side dish. It’s the main course—and it deserves to be treated like one. In this no-BS blog, I’m calling out “leftover” business strategies that leave women entrepreneurs stuck, stressed, and scaling in all the wrong ways. Discover how to build a business that’s bold, sustainable, and built to outlast trends using my BAMBOO Framework.
Too many women are stuck in the hustle—working nonstop, solving the same problems, and barely seeing the return.
You didn’t start your business to burn out. You started it to break free.
If you’re ready to ditch the stress and build a business that actually pays you back, this is your moment.
Join me LIVE in South Florida at Brains, Brilliance & Bold Moves—where I’ll show you how to scale smart, simplify your systems, and make way more money doing less.
🍷 Dinner, wine, and your profit breakthrough: www.jorawald.com/Brains-Brilliance-and-Bold-Moves
If your business feels like a tornado of to-do lists, dropped balls, and duct-taped systems… it’s not just exhausting—it’s expensive.
Chaos costs you time, clarity, and cold hard cash.
This blog is your wake-up call:
🛠️ Simplify your operations
💸 Stop bleeding profit
📈 Build a business that works for you
Read it. Apply it. Start making smart money moves →
👉 https://siteeditor.thryv.com/home/site/c8e9f361/blog/if-your-business-feels-like-a-hot-mess-its-costing-you-money#preview
You’re not charging too much. You’re not “bad at sales.”
You’re just leaving money on the table—and this blog breaks down exactly how to stop.
If you’re underpricing, over-delivering, or relying on guesswork to grow… you’re leaking profit.
Let’s fix that.
I’m giving you the tools to:
💰 Price like a pro
📊 Package for profit
🎯 Sell with strategy
Read it, bookmark it, share it with your business BFFs →
👉 www.jorawald.com/youre-leaving-money-on-the-table-lets-fix-that
The right clients are watching—but do they actually know what you do?
If your messaging is vague, cute, or confusing, you’re basically invisible.
This blog is your wake-up call to get crystal clear, magnetic, and straight-up undeniable.
You’ll learn how to:
🧲 Attract the right people (without chasing)
📢 Clarify your offer
👑 Show up as the go-to expert in your space
Because your next client isn’t on the fence—they’re just unsure if you are the answer. Fix that here →
👉 www.jorawald.com/the-right-clients-should-be-coming-to-you-theyre-watching-but-do-they-know-what-you-do
One Zoom call. That’s all it took to blow up how I coach—and rebuild it into something way more powerful.
If you’re overcomplicating your client process, trying to “do it all,” or feel like coaching is starting to drain you… this blog is your game-changer.
Inside, I break down:
🔥 The shift that simplified everything
🎯 How I get faster results (without burning out)
💡 What most coaches get totally wrong
If you’re a coach or service provider who’s doing the most and getting the least—read this NOW.
👉 www.jorawald.com/this-one-zoom-call-changed-how-i-coached-forever
If your business isn’t making money… it’s not a business. It’s an expensive, exhausting hobby.
This blog is for the women out here grinding, posting, perfecting—but still not profiting.
It’s time to change that.
Inside, I cover:
💰 Why profit has to come first
🛠️ What to fix if your sales are flat
🎯 How to stop playing business and start running one
This one’s a tough-love truth bomb—with the strategy to back it up.
👉 www.jorawald.com/if-your-business-isnt-making-money-you-have-an-exhausting-hobby
They’re dyeing rivers green for attention—and you’re still “hoping” someone sees your post?
Nope. Not in this business.
Visibility isn’t optional. If you're not making waves, you're not getting paid.
This blog dives into why playing small is costing you BIG and how to show up like a brand that actually wants to win.
Inside, I break down:
🌊 Visibility vs. volume
🎯 Making moves that matter
💡 Building brand authority (without gimmicks)
Your audience is watching—what are you showing them?
👉 www.jorawald.com/they-re-dyeing-rivers-green-what-are-you-doing
Sometimes the best business lessons don’t come from a boardroom—they show up at the dog park.
This blog unpacks a real-life moment with my pup that exposed something big:
Too many women entrepreneurs are overthinking, under-trusting, and second-guessing their own power.
Here’s what I realized (and what you need to hear):
🐾 Your instincts are an asset
🧠 Overanalyzing kills momentum
👑 Leadership starts with self-trust
Don’t miss this one—it’s a mindset reset wrapped in fur.
👉 www.jorawald.com/the-lesson-i-didnt-expect-at-the-dog-park