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The Real Estate market like most large ticket items is built on referrals. In
order for a Real Estate Professional (Realtor, Builder, Mortgage Broker, etc)
to get an edge on their competition, they must think about the "Second Sale".
This is especially true when discussing the purchase, sale, or financing of a
home. Our goal is to provide you with a program that will help you not only to
build and strengthen your client base, but also show appreciation to your
clients, while keeping your name in front of them for years to come. Our
program is designed to start positive conversations about you and your
business, between your client and their friends and family. Everyone will
be impressed and remember that you took great care of your client and know that
they can expect the same for themselves.
As your last point of contact with buyers and sellers in a transaction, closing
gifts are more than just an unexpected courtesy. They serve as a sincere show
of appreciation for business and low-key way to generate word of mouth
referrals.
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| Deciding
to use closing gifts is the easy part. Making the selection work for you takes
thought and consideration. Consider:
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Cost.
Don’t try to “cheap” your way out on gifts. Make it something someone will
actually appreciate receiving. Let the home’s selling price and buyer’s
affluence help guide you to what’s appropriate to spend and give.
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Personal Touch.
Though it requires a little more time to make the selection, a personalized
gift can say most about how much you appreciate the client.
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Staying Power.
Something the client proudly displays or uses for years will serve as an
ongoing reminder of you and a chance for the client to talk up your services
again and again.
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Follow Up. A giving strategy, in which you regularly follow up with
tokens of appreciation, cards, or friendly calls can effectively reinforce the
good will generated by your gift.
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| The
Solution
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Besides serving as a thoughtful show of appreciation,
closing gifts are a key strategic marketing tool in your quest for personal
referrals. And you can turn to the web to make selecting and sending the right
closing gift as efficient as possible. Momentsusa.com makes it easier to select
the right closing and follow-up gifts so that you can stay fresh in the minds
of past clients and increase your referral base.
A gift at the closing table will help shape positive perceptions of you. It’s
always nice to receive an unexpected token of appreciation. A closing gift can
be the final pleasing note buyers remember about you, even if there was discord
during the transaction. Since, the gifts are rarely anticipated, giving them is
entirely a matter of personal choice. Some practitioners simply opt not to,
maintaining that the quality of their service amply demonstrates their
appreciation of the buyer.
Most do present a closing gift, however, regarding the practice as one more
tool they can use to shore up the loyalty that breeds referrals. In fact,
according to the REALTOR Magazine 2001 Reader Profile Study, MRI Custom
Division, 80 percent of respondents report giving some form of gift.
The best closing gift will speak well of you long after you’ve closed the sale,
says Peter Walters of Anchored Realty Inc. in Shallotte, N.C. “Most gifts are
quickly forgotten,” he observes. Walters selects gifts he believes will have a
long-term benefit for buyers. It’s unique, and something homeowners can use for
years,” he explains.
Go to the next page to see how our program provides not only a great closing
gift, but also delivers referrals.
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