Why do REALTORS® spend so much time prospecting when they could let their former clients do it for them? Be resourceful and develop a plan that makes clients remember you and best yet … refer you to others.
Closing gifts are a great way to do just that. Not only do they say thank you, but good ones keep your name in front of past clients on such a frequent and repetitive basis that they are unable to forget you and, most of all, what a great job you did for them.
According to the 2005 National Association of REALTORS® Home Buyer & Seller Survey, in finding a real estate professional, 44 percent of buyers were referred by a friend, neighbor or relative. Seller responses were comparable. Forty-three percent of sellers choose agents based on referral by a friend, neighbor or relative. Additionally, reputation was cited as the most important factor in choosing an agent, according to 41 percent of homebuyers.
As this study shows, referrals are one of the biggest business generators in the industry. Therefore, satisfied past clients can make the best marketing team. Consider the closing gifts below to make past clients remember you and refer you to others.
The Magazine Closing Gift Company provides a monthly reminder to your clients in the form of a magazine subscription. Choose from a variety of popular magazines to fit each client’s specific interests or use a Gift Selection Card that gives the choice to the recipient. The periodical arrives each month with a special label that includes your name, phone number and a brief personal message. One-year subscriptions cost between $16 - $20, and a postcard is automatically sent to the recipient announcing their gift. For more information visit the partners section of the NCAR Web site at www.ncrealtors.org.
When you give your customers the Entertainment® Book closing gift, it’s like giving a new gift every day. There is $1,000 in savings based on 50 percent off and buy-one-get-one offers in fine dining, family dining, attractions and events, shopping and travel. What’s more, there is a handy holder attached to the front of the book for your business card that will remind customers of you all year long. As a REALTOR® Benefit from the National Association of REALTORS® you can now purchase the Entertainment® Book at more than 50 percent off the regular retail price. For more information visit the REALTOR® Benefits section of www.realtor.org.
Provide your clients with an All Things Valuable closing gift package and give them insurance for their most prized possessions. All Things Valuable is the online source for a do-it-yourself inventory of valuables that can be useful in verifying possessions, filing claims, identification and ensuring adequate insurance coverage. When clients log in to their site of valuables they are greeted with your picture, name and contact information not only reminding them of you but of your concern for their property and possessions. For more information visit www.allthingsvaluable.com.