Have you ever thought about using a closing gift that was designed to build strong relationships and generate referrals? There are thousands of closing gift ideas, but very few agents use ones that serve the specific purpose of creating new business.
The best way to stay top of mind with your clients is to build lasting relationships with them. What’s even better is to have the opportunity to build strong relationships with their family and friends. Here are three effective gift ideas that can help accomplish these goals:
- Take your clients out to an expensive dinner. No matter how good you are, there is always the element of a client/agent relationships during the escrow process. After COE, you want to breakdown this barrier and start building a relationship that will ensure you stay top of mind. Consider taking your clients out to an expensive dinner (consider bringing your spouse if you are married). This gesture will send the right message and give you the opportunity to get to know your client on a personal level.
- Host a house warming party. This is a great way to get to know their family, friends and neighbors. Make sure everyone is invited. Plan to make this as simple as possible for them by providing food (cater the party), drinks and plates, napkins & utensils. You will also want to be the one who does the inviting. This gives you the opportunity to collect names, numbers and emails from all the invitees.
- Host a Happy Hour party. Your clients may not want to hold a party in their new home, so consider hosting a Happy Hour event at a local eatery at your expense. Again, not only is this a great way to get to know their family and friends, but also the perfect opportunity to collect their personal information. Provide appetizers and a couple of drinks only. Their lender might be willing to help host and pay for both event ideas.
The secret to building a successful referral-based business is building strong and lasting relationships. You want your clients to think of you the next time they are in the market to buy or sell, or if they strike up a conversation with someone who is looking to make a real estate move.
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By Mike Weinstein, MBA