100 Proven Ways to Acquire and Keep Clients for Life with Richard Weylman (The Price and Value Journey, Episode 139)
In this compelling episode of The Price and Value Journey, host John Ray interviews Richard Weylman, international bestselling author of 100 Proven Ways to Acquire and Keep Clients for Life. Despite being orphaned at age 6 and living in 19 foster homes, Richard became an award-winning sales leader at Rolls Royce and helped grow the Robb Report from inception to a record liquidity event.
Richard shares powerful insights on building lasting client relationships during what he calls “the great reevaluation,” a time when 25% of people are switching service providers because they feel taken for granted. Learn why satisfied clients aren’t enough anymore, how small word changes can transform your business, and practical tactics for turning clients into loyal advocates through personalized experiences.
Key topics include transforming your CRM into a CXM (Customer Experience Management system), the power of empathetic communication, why you should send thank-you notes for rejections, and how to create remarkable experiences that generate word-of-mouth referrals. Richard also reveals the one question he wishes he’d get asked more often and shares real-world examples from companies like Chewy, Bergdorf Goodman, and his own consulting practice.
The Price and Value Journey is presented by John Ray and produced by North Fulton Business Radio, LLC, an affiliate of the Business RadioX® podcast network.
Key Takeaways from this Episode
- “The Great Reevaluation”: 25% of people are switching service providers because they feel taken for granted, creating opportunities for relationship-focused professionals.
- Satisfied ≠ Loyal: Satisfied customers are “loyal neutral,” with 20–30% willing to leave for better options. Therefore, you need delighted advocates.
- Words Matter: Simple changes like “feel welcome to call” instead of “feel free to call” create emotional connections and set you apart.
- Transform Your CRM: Convert your Customer Relationship Management system into a Customer Experience Management (CXM) system with personal details about clients’ interests and preferences.
- Thank You for “No”: Send gracious thank-you notes when prospects reject you. It positions you for future opportunities when timing improves.
- Personalize Everything: Use client data to create tailored experiences, from birthday reminders to interest-based invitations and communications.
- Focus on “How”: People don’t implement advice because they’re not told HOW. Provide specific, actionable steps rather than just concepts.
- Build Remarkable Experiences: Create experiences worth talking about. This drives word-of-mouth marketing more effectively than traditional advertising.
- The Power of Stories: Everyone has a story. Ask about it, listen to it, and remember it to build deeper emotional connections.
- Relationship Marketing: In an AI-driven world, the human touch becomes even more valuable. Use technology to enhance, not replace, personal relationships.
Topics Discussed in this Episode
00:00 Introduction to Richard Weylman
00:50 Richard’s Early Life and Epiphany
07:52 The Great Reevaluation in Professional Services
11:56 Building Emotional Connections with Clients
18:31 The Power of Words in Client Relationships
25:18 From Satisfied Clients to Loyal Advocates
31:53 The Donut Story
32:44 Building Client Advocacy
33:14 The Bergdorf Goodman Experience
36:50 Transforming CRM to CXM
41:54 The Power of Personalized Marketing
49:15 The Importance of Implementation
56:14 Final Thoughts and Contact Information
Richard Weylman
Orphaned at age 6, Richard Weylman lived in nineteen foster homes and attended eleven different schools. Rather than becoming a victim of those circumstances he overcame them and has had remarkable business success, including going from being an award-winning general sales manager of Rolls Royce to heading sales and marketing for The Robb Report, A Magazine for the Luxury Lifestyle, from its inception until its record liquidity event.
A Hall of Fame-inducted keynote speaker, Richard has also been inducted into the Customer Experience Hall of Fame for his legendary work helping brands engage with their customers and retain them.
Richard is the author of three international bestsellers, the latest of which, 100 Proven Ways to Acquire and Keep Clients for Life, was the #1 New Release in Marketing and Consumer Behavior and #1 in Customer Relations on Amazon. The book was also been selected by Forbes editor Shep Hyken as a Top Ten Business Book for 2024, and was named the Outstanding Work of Literature award for 2024 by Bookpal. It is available on Amazon or at your favorite bookstore.
Finally, Richard is a Horatio Alger nominee for his philanthropic work on behalf of orphans and widows.
About The Price and Value Journey Podcast
The Price and Value Journey is a show for expert-service professionals who want more than formulas and quick fixes. If you’re a solo or small-firm provider—consultant, coach, attorney, CPA, or fractional executive—you know the real work of building a practice goes far beyond pricing. It’s about finding clarity, showing up with confidence, and learning how to express the full value of what you do in ways that clients understand and appreciate.
Hosted by John Ray, business advisor and author of The Generosity Mindset, this podcast explores the deeper journey behind running a services business: how you think about your work, how you relate to clients, and how you sustain a business that’s not only profitable but deeply fulfilling. Yes, we talk pricing, but we also talk mindset, business development, trust, empathy, positioning, and all the intangible ingredients that make a practice thrive.
With solo episodes and conversations featuring thoughtful guests, The Price and Value Journey is a companion for professionals who are building something meaningful. Produced in partnership with North Fulton Business Radio, LLC, an affiliate of Business RadioX®, the podcast is accessible on all major podcast platforms. The complete show archive is here.
John Ray, Host of The Price and Value Journey
John Ray is the host of The Price and Value Journey.
John owns Ray Business Advisors, a business advisory practice. John’s services include business coaching and advisory work, as well as advising solopreneurs and small professional services firms on their pricing. John is passionate about the power of pricing for business owners, as changing pricing is the fastest way to change the profitability of a business. His clients are professionals who are selling their expertise, such as attorneys, CPAs, accountants and bookkeepers, consultants, coaches, marketing professionals, and other professional services practitioners.
In his other business, John is a podcast show host, strategist, and the owner of North Fulton Business Radio, LLC, an affiliate of Business RadioX®. John and his team work with B2B professionals to create and conduct their podcast using The Generosity Mindset® Method: building and deepening relationships in a non-salesy way that translates into revenue for their business.
John is also the host of North Fulton Business Radio. With over 880 shows and having featured over 1,300 guests, North Fulton Business Radio is the longest-running podcast in the North Fulton area, covering business in its region like no one else.
John’s book, The Generosity Mindset: A Journey to Business Success by Raising Your Confidence, Value, and Prices
John is the #1 national best-selling author of The Generosity Mindset: A Journey to Business Success by Raising Your Confidence, Value, and Prices.
If you are a professional services provider, your goal is to do transformative work for clients you love working with and get paid commensurate with the value you deliver to them. While negative mindsets can inhibit your growth, adopting a different mindset, The Generosity Mindset™, can replace those self-limiting beliefs. The Generosity Mindset enables you to diagnose and communicate the value you deliver to clients and, in turn, more effectively price to receive a portion of that value.
Whether you’re a consultant, coach, marketing or branding professional, business advisor, attorney, CPA, or work in virtually any other professional services discipline, your content and technical expertise are not proprietary. What’s unique, though, is your experience and how you synthesize and deliver your knowledge. What’s special is your demeanor or the way you deal with your best-fit clients. What’s invaluable is how you deliver outstanding value by guiding people through massive changes in their personal lives and in their businesses that bring them to a place they never thought possible.
Your combination of these elements is unique in your industry. There lies your value, but it’s not the value you see. It’s the value your best-fit customers see in you.
If pricing your value feels uncomfortable or unfamiliar to you, this book will teach you why putting a price on the value your clients perceive and identify serves both them and you, and you’ll learn the factors involved in getting your price right.
The book is available at all major physical and online book retailers worldwide. Follow this link for further details.
