It’s been a long, tiring few months, but you have finally closed another sale. Congratulations! What do you do now? If your response is to shrug and focus on the next sale, you are missing out on one of the biggest drivers of the real estate market: referrals.
Every good realtor worth their salt knows that real estate is a referral game, and the better your word-of-mouth marketing is, the more clients you get. So how do you ensure that you get consistently good reviews and referrals? You’ve got to strike when the iron is hot. You send your clients closing gifts. Realtor closing gifts can act as great referral magnets, but nailing them is where the struggle lies.
Transactions in real estate are stressful and unpredictable enough to garner a memorable experience in most people’s minds, but memorable isn’t sufficient to bring in new clients.
It has to be a positive memory, one that reminds your clients of how helpful and attentive you were to their needs. While part of that is dependent on how you treat your clients during the transaction, a significant part of it can be attributed to post-sale interactions.
In other words, a simple closing gift can prove to be unforgettable enough to warrant you referrals, if done right. The keyword here being “if done right”.
How Do You Pick Impressive Realtor Closing Gifts?
There is a fine line to balance when you pick out a closing gift for a client. Realtor closing gifts don’t follow the same rules as other gifts. For one, this is a business interaction and has to have a professional boundary.
However, if your gift is too calculated and safe, it will lose its memorable aspect making it just another gift your client will forget in a few months. Personalized gifts are the way to go when picking realtor closing gifts.
Pro tip: Spending does not always guarantee a well-received gift?
And a lousy gift can hurt a relationship (business or personal) more than it can do better! So what is the right realtor closing gift that can act as magnets for more referrals?
It turns out, there are specialized services you can avail, to make the gifting process smooth and easy, but if you had to do it yourself, here are a few pointers to keep in mind:
1. Recollect your client’s hobbies and collections
Giving them a gift that helps them grow their collection or helps them with their hobby is an excellent way to personalize a gift without overstepping. Try to keep your senses open as you interact, and maybe you get to know some of their preferences.
2. Stay clear of furniture and home décor
Furniture is one of those things that your client will look forward to picking out themselves. And more importantly, different people have different aesthetics, and hence it is never a good idea to give someone furniture or décor, especially when it comes to realtor closing gifts.
Even if you settle on a safe bet, it will end up fading from their memory. If you find an eye-catching piece, but clients don’t like it, it will never be used, defeating the entire purpose.
3. Think of usability
Anything you give has to be something that your client will use regularly. The goal of a realtor closing gift is to make sure your client has a positive memory of your interaction and keeps your business in mind when conversing with others.
For this to happen, your client has to have regular contact with your gift. That way, they think about their experience with your business in a good light every time they use the gift.
In a nutshell, it is crucial to find a gift that has personal value to your client and gets repeated use. Focus on what you know your client likes based on your interactions with them, what keeps coming up in conversations, and what they are most likely to appreciate. Picking out a realtor closing gift is an involved process should you choose to do it yourself. A closing gift is not something you can just put together at the last minute.
Hiring a gifting assistant such as Eva might be the right choice for you if you want things done quickly and effectively with minimal input. Eva converses with your clients, finds out what they like, and picks out a gift they will truly appreciate. It also takes care of shipping and logistics.
4. Think past the fleeting moment of giving
Psychologically, as humans, you choose gifts thinking about that particular moment when you’ll be handing over the gift to the recipient and their smile or appreciation. But let’s pop the party — it’s fleeting.
Just like money doesn’t always buy the best gift, the instant reaction of the recipient too is not of much value. It’s excellent, but the recipient is ultimately concerned about the gift’s usability in the future.
Jeff Galak, an associate professor of marketing at the Carnegie Mellon Tepper School of Business in the US city of Pittsburgh, says the key to giving a superb and memorable present is to think beyond the ephemeral moment of handing it over — an idea he discovered to be a recurring theme in gift-giving studies, including a paper he co-authored.
“When givers give gifts, they’re trying to optimize on the moment they give the gift and see the smile on the recipient’s face right at that moment,” Galak told the BBC WorkLife. “But what recipients care about is how much value they’re going to derive from that over a longer time period.”
For instance, it may not be very satisfying to see your clients unseal the envelope with a subscription to a boutique coffee shop. Still, in reality, the person (who’s a coffee connoisseur) will be elated and appreciate it!
Stellar Examples of Personalized Realtor Closing Gifts
Every gift that Eva sends out is personalized to your client’s tastes, which it achieves through sheer intel and cognitive insight. For example, if your client is an avid coffee enthusiast, Eva will give them a box of decadent artisanal coffees. Every time your client makes a cup of coffee, they will be reminded of how much they appreciate the gift and the thoughtfulness of the sender, i.e., you.
Eva will send out mobile camera lenses or stabilizing handheld tripods to help them with their hobby for a photography enthusiast client. Then, every time your client takes a picture using that lens or using that tripod, they are going to be reminded of you.
If your client is a music and tech buff, Eva will give them a pair of wireless earbuds. In addition, Eva will send out a Tile tracker that can connect to their phone and tell them exactly where their specialties are for the client who constantly complains about misplacing things.
Again, these items are helpful to your clients and will associate your business with the value they get out of these gifts with every use.
So how does Eva work?
These are only a few examples of how a personalized realtor closing gift is a sure-fire way to stay in your client’s mind long after your business relationship has ended. To use such a simple yet effective strategy, all you have to do is give your client a custom Eva link.
Eva works like a charm, it chats with the recipient like a human and derives the most sensitive gifting data during its conversation.
Eva takes care of the rest. From identifying the perfect gift to shipping and delivery. In the rare event that your client is less than satisfied with your gift, Eva will also provide them with a replacement completely free of cost.