I needed my home gutters cleaned, so I went to the classified section of the paper and called four of the advertisers and told each that "I needed my gutters cleaned."

I did NOT say I was shopping, or looking for  the lowest price.
Each gave me their price, then was silent.
The first one who asked for [...]

In response to my call, one of my vendors left an after-hours voice mail. He said he was on the road and picked up my message late, and would call back the next day, which he did. 
 
Nice touch. Sure, it seems small on the surface, but it’s the little things done consistently that build and keep relationships.  [...]

While doing a client seminar on the east coast, I heard  a radio commercial for a real estate mortgage broker. He said, 

“I have personally closed over one BILLION dollars  worth of mortgages over the past seven years. Do you want to trust your biggest purchase ever to someone with little experience?” 

A billion is a lot. That got my attention, [...]

I often talk about the ultimate benefits or results you offer, and how those are the reasons why people are interested in speaking with you, and buying.
Received a call from a guy selling high-end corporate tour packages to the Masters golf tournament. He said his lead generators target business executives and owners. They normally [...]