Look, we understand that you love your clients. That’s a given. You love their energy, their passion, the fact that you’re helping them start a whole new chapter to their lives. It’s incredible. I’m guessing you also love the money that they bring in. You probably even rely on it. If you’re anything like most realtors, and I bet you are, most of your business comes from client referrals. If it isn’t, then I guarantee that you would love more of your business to come from referrals. So, the question then is, “How do I get more referrals?”
Whether you’ve been in the real estate game for a few weeks or a few decades, you’re probably giving closing gifts to most of your customers, at least those who buy homes through you. You may have a company who you order gifts through or you may be a bit… less organized.
Let me tell you a secret though. Your attitude on closing gifts will dramatically increase your clients’ feelings towards you and happy clients bring more business. In fact, a recent study has shown that almost 50% of people between 25 and 40 find their next real estate agent from a customer referral. Closing gifts are the key to making sure that clients remember you positively and recommend you to their friends.
First, they bring an immediate connection to your clients every time they look at it. Getting a personalized gift, with your clients’ names on it will show them that they’re more than just a commission. Remember, as Dale Carnegie said, “A person’s name is to him or her the sweetest and most important sound in any language.” Names will always bring a connection. And with today’s technology it is cheaper than ever to get personalization to every client.
Second, they help them remember you, if you give them something practical. A fruit basket might be big and showy for your clients. It puts the figurative, and literal, bow on top of the real estate package. However, after the fruit is eaten and the basket covered up, there is nothing to drill home the memory of your experience. With a personalized cutting board or welcome mat, it is possible to brand the backside with your company name and information. We even see some realtors put a congratulatory message with their information. This way, they will not be able to forget who you are. So when their friends ask about their agent, they’ll always know right where to look for your number.
Memory is 90% of what makes a good customer referral. Closing gifts help to elongate memories to well past closing. So that in a year, two years or even a decade you’re clients will know who you are and how to contact you.
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