When have your kids last mailed a letter? I read recently in The Wall Street Journal that Australia's national postal service, Australia Post, cannot determine how many young people sent mail but that overall mail volume between 2006-2016 had dropped by one billion letters.

      The downward trend could have far reaching implications. There is an immediate implication. Australia initiated a national mail-in vote to approve same sex marriages this year.

      59% of Australians in a recent poll approve the initiative. Among voters 25 and younger, 80% approve the measure. But will the younger crowd be persuaded to walk their paper ballots to the mailbox? Proponents for and against the marriage issue are struggling to get their voting blocks to the mailboxes because so few of this generation has ever mailed a letter.

      In discussing the ballot initiative, one young professional in Australia admitted that he mostly texted when communicating with the his parents. The rest of his electronic communications were done via instant message platforms. This resident had last mailed a letter in 2013.

      We shall see how things work out Down Under. The results will be announced on November 15.

      What parts of your business could be upended permanently by technology? What are you doing to monitor these technology game changers?

      I made a grave error preparing for a party our family hosted last week. We were serving many brats and I came home from the grocery store with two mustards; yellow and Dijon. My lovely wife of twenty-nine years said, "The spicy brown must be in another bag." I said, "Not exactly." My wife said, "How could you not remember my favorite kind of mustard - how long have we been married?" Ouch.

      The party, without spicy brown mustard, was a success. Throughout the party however, I reminded myself to remember my spouse's favorites from now on.

      On my way to work this morning a neighbor was washing his truck. I stopped and asked him if he had embarked on the summer trip that he told me he had planned with his young son. The two have a goal of climbing and hiking the tallest peaks in all fifty states in the next few years. My neighbor said, "Thanks for asking, we just returned from climbing the peaks in states thirty-one through thirty-seven."

      My neighbor has lived in the neighborhood only a few years. I have been married twenty-nine years. How can I remember my neighbor's bucket list and not my wife's favorite mustard?

      How many of our clients' and prospects' wants and desires do we forget in our haste to get the sale and further the relationship? Let's dedicate ourselves to developing our memory and retention in addition to our sales skills.

       This week I spoke to a friend's law firm's employees. My friend wanted me to share some thoughts on client development and retention. My friend has many talents in addition to law. One of his talents is including all his employees in his firm's success. My friend insisted on having all his attorneys and staff listen and contribute to my presentation. 

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      About Garrett

      Garrett Hennessy operates out of Albuquerque, NM as a Speaker, Lobbyist, and Fundraiser available for your organization.  Garrett speaks and consults on sales, employee retention and more. Please contact him for more information.