Man, I cannot tell you how many times I have heard the question or seen the post in some group somewhere.
“What should I get my clients for a closing gift?”
Truthfully, I get them NOTHING. I know it goes against tradition for many but hear me out.
If you are using the More GCI Agent Manager you would have received an email about client BBQ’s. I have received so much positive feedback about the idea that I thought it would be good to further the discussion on it.
So while I do not give my clients a material gift, I do give a gift in a different way. I offer the buyers a house warming BBQ. Now this needs to be the right kind of buyer, meaning he or she fit the profile that I want to work with.
For me I was looking for the young family who just moved to Perfect Town and all their friends are going to be moving there too because it is the best schools and so easy to get to the highway… yadda yadda yadda… you get the drift.
I am looking for referrals. So this is how I do it.
- I prep them while we are walking through houses by talking to them about it.
- I present them with a certificate when we go under contract for the BBQ
- I ask them to start collecting names, addresses, emails and phone numbers. Now I am armed with all their “1st levels” contact info. Which is my “2nd level”.
- Stay with me on this….
- I then create a Facebook event and have them invite friends.
- I send out e-vite and regular invitations.
- Then I create a little list for my pocket.
Once all the RSVP’s are in and the BBQ is effect I meet everyone there. This put a name to a face and now you know the person right… I make notes on my little list so I know who to send personalized cards to.
After all the fun in the sun is over, I go back and incorporate all the dates that I collected in to my systems, I send hand written cards to each of them, add them to drip newsletters, add them to social and schedule a follow up.
Now, when you are able to get a referral from that person or they buy a house as well and you do the same party, you are in the 3rd level… There is pretty much infinite business on the 3rd level. 4th level is off the hook and takes time. So let’s do some fun math.
If you know 50 people
1st level = 50
If they know 50 each
2nd level = 2,500
If they know 50 each
3rd level = 125,000
So you get the drift….
Now, if you would rather get them a fruit basket or a pathetic bottle of wine, then by all means go ahead. I personally think it is a waste of time.
One of my very first users and one of my best friends follows my advice. As a result this year alone they have received 12 referrals and 9 have closed. Do the math for your area. Can your cheap bottle of wine pull in those results? Everyone say Nooooo.
Ok what about the sellers???
Well for my sellers, once I know we are pretty solid, I invite them out for dinner at whatever is happening that time of year. Or sometimes I invite them to a play with my family. This builds a bond that is so tight and it is also the best time to be asking for referrals. Not at closing..
Depending on the client, I may invite to a golf tournament. Read the blog Every Day is the Weekend…
So it is all about building relationships. If you have been following this blog for some time you will see the ingredients to build an unstoppable business. Problem is that most people are too scared to ask for referrals or put themselves out there.
Listen to me carefully.
If you are afraid to ask for referrals and put yourself out there, save yourself time and stop selling real estate.
I started More GCI while selling a ton of real estate with my bare hands and a team that believed. I worked 18 hours a day 7 days a week for 3 years to get us here and I am not done yet… Do you think I was scared? I was scared SH!TLESS. I scrapped and I crawled and I sold the hell out of it. Slowly but surely we grew and grew and continue to grow.
Same thing with real estate, you must sell your ass off if you want to achieve great things.
More GCI will help you grow your business to the level you want. We not only offer an amazing system for you, you also get amazing business building emails, motivational pieces and a weekly newsletter. I have had people tell me that that content is worth the $20 bucks a month alone. It is a collaboration of top producing agents and the things that have helped them grow their business. Read those emails…
PS, for the BBQ I make hamburgers, hot dogs and chicken skewers, 2 salads – noodle and garden. I have 2 chaffing pans, a table, a tent and a grill. You can start off and grow from there. Total expense $300 each BBQ.
You will get referrals!