you give closing gifts to your clients after a sale?
a poll we found some very interesting results, responses
and some very creative closing gift ideas that we
here at Recognition Express thought were so good that
we should pass them along to you.
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idea for the poll and this article came to me when
I thought of my first home buying experience
and how I remembered the agent and all the things
he did to make it special for us. When we closed
on our first home my REALTOR®
Ron A. gave us some closing gifts which I didn't expect.
Unfortunately Ron passed away a few years ago.
wife and I had no idea that REALTORS®
did such things. The closing gifts
we received from Ron were all personal, meaningful
and useful. Ron even attached some little hand written
notes to them, which I still have.
there was a punch key lock box to
store a key to our home and the note said - "So
you never get locked out of your home and are forced
to break a window. If you do break a window here's
the number to a guy who can fix it, tell him you know
closing gifts were personal, meaningful and
useful. He even attached little hand written
notes to them, which I still have.
box opened up with a message on it..."Here's a couple
bottles of wine, some wine glasses
and a bottle opener, don't drink them both
tonight or you'll wake up with a terrible headache. If you
don't listen to me – here is a bottle of ibuprofen."
In a smaller
box there was a disposable camera and the
note said - "Make sure to take some pictures of each
other enjoying your home and your lives - it goes by fast!
Send me a picture some time!"
there was a home owner's manual in a 3 ring
binder with all kinds of services such as his personally
rated local restaurants, emergency numbers, information
on our loans, and the cover even had our photo on it. It was
because of this treatment that I always referred my
friends to him, and went back to him until the day
that he passed away. He ended up selling us three more homes
and also helped a lot of my friends purchase their
homes as well.
now I'm asking the question. Do you give closing gifts and
if so, what kind?
give you the results from the poll at the bottom of the article
along with some links to inexpensive gift ideas
– but first, here are some fantastic ideas from real
estate agents around the country. We’d like
to thank these agents for allowing us to share their names,
agencies, photos and ideas with us to pass along to you.
Assistance Real Estate Inc
Spring Valley, CA
I always give my clients something at close
of escrow. It's such a happy moment that you
have to take advantage of it. I have given many different
gifts over the years. My favorite is to buy 10-15lbs
of carne asada and then barbeque for them at their house
warming party. Tell me that wasn't a good place to get
referrals. Currently I'm also giving out metal ice chests
and every big party they have everyone wants to know
where they got such a cool ice chest. It's the
icing on the cake; you should always give them a closing
Century 21 HT Brown
We have given closing gifts for 12 years. But, starting
9 years ago, we began an "After Care program"
of 9 touch points in the first year
after the sale, each gift mailed to them with a personalized
card that we create. The total cost of these gifts for
each client is less than $150, but the timing of each
gift is important, and so is the message on each card.
We get referrals for nearly 20% of
our past clients in the first year. Sometimes we get
multiple referrals from clients in
their first year as a result of our after care
touch points. This is one of the most important
parts of our business plan.
Home Life Realty One Ltd.
I am a potter and usually gift my clients a piece of
pottery. I have had a number of agents in the past purchase
pots from me for closing gifts, including house numbers
in clay, or lovely bowls or wine goblets. They are always
appreciated. - My pottery website is undergoing some
changes, but I invite you to check it out, www.corisandlerpottery.com
- I will ship if you are interested.
Rock County, WI
When a client spends more than $200,000 (this is a high
end for my area) I have a local caterer send a package
good for a Hors d’oeuvres Party for 10
or a special dinner for 4 catered at their new home. It
gets great reviews and I don't have to pay for it until
it's used. A win-win for everyone! Guess who they talk
about at the event? Another thing I do is send Thanksgiving
cards to all who have referred someone to me
and/or have closed on a home that year. In the card is
a gift certificate to a local bakery
for their Thanksgiving pies or holiday
goodies (whatever they want to order). It's only
for $7.50 (of which $2.50 is paid by the baker). I've
been doing this for 4 years. People just love it. The
bakery has a record November and December every year.
No one can just buy $7.50 worth of sweets. They simply
send me the certificates back at the end of the year and
I pay for only the used certificates. People now call
me so they can get on the bakery list!
UC Carolina Coastal Realty
I make homemade wines for my clients.
I label them with a personal message,
put the bottle in a nice wine bag or
box, and add 2 nice wine glasses.
This is for them to toast their new home
with friends & family. Plus I also make them a beautiful
door wreath loaded with flowers, leaves &
bows with the colors of the home to hang on the door to
welcome there family & friends. They always think
it is a great closing gift! I also follow up with them
a few days after the closing to see if I can help them
in any way & then monthly I call or send a
card. I find they like the fact I take the time
to do something just for them.
& Alexandra Seigel
Owners, Speakers, Trainers, Educators
Napa Consultants, International
Santa Barbara, CA
A good gift idea is to give Fruit of the Month
Club, or anything of the month.
That way when the package arrives, your name is in their
mind every month, and if someone else is in their home
when the goodies arrive, they can immediately
refer you...We have received these types of gifts
from friends, and I always thank them each month.
you give a closing gift after a sale?
will give a personal gift based on some of my client's
individual tastes that I've come to know over the course
of the sales process.
will usually give a gift certificate from Home Depot or
will give a closing gift that is based on the value of
usually give them some household items and a calendar.
don't give closing gifts to my clients.
it has never been considered mandatory for a real
estate agent to present a customer who has finished
a large sales transaction with a closing
gift it has become somewhat of a tradition in the
real estate industry. Some agents will offer
housewarming gift baskets, wines,
personal gifts and some spend a lot of time
creating brilliant displays of personal creativity to give
others offer mere housewarming best wishes. In fact, according
to our survey 22% of agents polled do not buy closing gifts
at all for their buyers. The logic behind this is simple -
they are from the school of thought that believes the quality
of their work is enough and shows the commitment to the buyer
and the premium value they place on their customers. However,
our survey points out that the overwhelming majority (77%)
of real estate agents still prefer a closing gift option to
close out a real estate deal.
what are the keys to presenting good closing gifts?
There are a few things you must keep in mind while thinking
about real estate closing gifts. The first
and most obvious factor is cost. You have to ensure that your
gift is not too easy on the pocket, as it might end up insulting
the customer and backfire on you (I.e. a McDonald’s
coupon booklet). On the other hand, the gift should not be
so generous as to leave a giant hole in your pocket (I.e.
refrigerator, swimming pool). Also, it should not make the
customer feel awkward; there should be no feeling of inappropriateness,
especially since it is the time when you are closing
a real estate transaction.
very important concept for agents and their closing-gift-giving
is timing. Some agents utilize a multiple gift strategy spacing
out several gifts over months to gain a larger branding/referral
impact. Things like fruit of the month clubs,
wine of the month clubs, chocolate
of the month, or anything-of the month
will end up getting a great response and are a good bargain
for the cost.
agent must make their own decision about how they will manage
their business and how they will keep up with their customers
post sale, however through this study
we can see the efficacy of closing gifts and the effects they
have on both sides of a sale. The perception of service and
likelihood of a referral are greatly increased
with the giving of appropriate closing gifts.