Sick of paying for leads that lead to no sales or spending numerous hours prospecting through cold leads? Would you like some warm leads for free?
If you've been in the real estate business for at least a few years or have a decent-sized clientele list, then I would postpone your cold-call prospecting. It's time to benefit from your best prospecting tool: your clientele. New homebuyers create a great reason to keep in touch with them. You can inquire about their satisfaction of their new home immediately after they move in as well as many anniversary dates into the future: 1st six months, 1st year, 2nd year and beyond. And provided your clients are satisfied with your level of service, they should know plenty of people that fit the ideal new-home-prospect mold. The credibility and familiarity of your clients is powerful and will help open the door to their contacts.
How can this lead to obtaining referrals?
You will start with a post-sale survey and a "Congratulations Gift". All clients respect business professionals that are not afraid to hear good honest feedback and fix problems, and they certainly love gifts. You must choose a gift that you can obtain or make in bulk, so you don't have to keep shopping for the item over-and-over, and is easy to deliver. That's why I suggest desserts or candy gifts. Who doesn't like sweets? Almost every one does. You just need to choose items that are of high quality and preferably are packaged in an attractive way.
You can either choose to make homemade gifts or order them online. If you decide to make homemade gifts then you should be at least adequate in the kitchen, have many of the necessary supplies and ingredients and then obtain some attractive tins or boxes in order to ship them. Yes, it will take more work to make the gifts yourself, but your clients will love you for it. Think about it. How many realtors go out of their way to send gifts, let alone make them themselves? Not too many, right?
So what are some desserts that are easy to make, package and deliver?
Many sweets and candy gifts are not difficult to make. You can choose from many different candy and dessert recipes. Some inexpensive and less time consuming ideas for sending to several clients e same time are cookies gifts, chocolate covered rice crispy treats and cupcakes gifts. You can customize any of these by shaping and/or decorating them into shapes and designs related to the home, such as cut-out sugar cookies shaped like sofas, refrigerators or anything pertaining to homes. You can create rice crispy treats shaped like houses or cupcakes with designs for different rooms of the house. If you have the time then I would recommend creating more personalized gifts for your clients like cookies shaped after their favorite hobbies like sports, musical instruments and notes, gardening, cars and more. You could use the same idea for cupcakes and rice crispy treats. You will have to order cookie cutters or the proper pans in order to shape your gifts and perhaps learn some basic cupcake decorating techniques. Finally, you need to package them and either deliver them yourself or send them. Check with your local courier for some advice.
There are many advantages to ordering the desserts or candy gifts online, though. The gifts are delivered for you in beautiful packages.Furthermore, you could send many gifts to many different clients at the same time with just a few clicks of your mouse. Not to mention the website provides you with a "gift headquarters" since it keeps track of your orders and addresses so you could send future gifts. Cookies again make great gifts that can also be packaged into gift baskets with other treats. Some unique housewarming sweets gift ideas are cookie cakes. You can have messages placed on top such as "Welcome home John and Lisa" or "Enjoy your new home". A "Dessert/Cookies of the Month Club" is a tremendous idea too for your best clients who have the most potential for future business transactions or referrals. Every month of the year or every 3 months you could have a different dessert or batch of cookies sent to them which will remind them you exist throughout the year. This will allow you to call them for a long time.
But how do you ask for referrals?
Gauge your level of service by creating an easy-to-fill out survey along with a blank list to fill out with referrals names. You must define your ideal client for them with a list of desired qualities or they will have no clue whose name to give you. Asking who is looking for a new home is not good enough. If you're the selling agent, you want prospects that are either ready to buy a home or likely to be ready soon. People needing more living space, wishing to upgrade into nicer houses or people tired of renting make ideal prospects. If you're the listing agent, then you're looking for people in distress looking to get rid of their house ASAP. And whether you are the listing or selling agent, you will need patience since most people need time to become familiar with someone before doing business with them. That is the main reason why it is more advantageous to meet prospects well before they buy or sell a home.
Only ask for names and phone numbers, and be sure to ease their worries over how you will be using their friends and families' information. Explain that you cannot promise to help them until you know their situation, wants and needs. You merely intend to introduce yourself and ask permission to keep in touch until the time is right to purchase a home or sell a home. Bring up the survey and referral request before the closing of the house to eliminate surprises. There's nothing frightening about that, right? Inform them how the process helps you improve service and stay in business. Explain to them they are helping you with a favor. Who doesn't want to do a favor to help someone out? Within a week of delivering your housewarming gift send out the survey/referral list. Let them know you will get back in touch shortly. Then call them.
Keep in touch with your clients by sending dessert gifts and cards on all anniversary dates. If you don't have the funds to purchase ordered gifts each time then blend in some homemade ones. Don't overlook the fact that your clients' situations and moods change with time. Different people will surface in their minds each time you call and they'll make new friends in the meantime. Their friends' situations will change; they may have babies, be promoted at work, get divorced or be forced to leave the state and sell their homes.
Housewarming gifts are powerful and so are the referrals that your clients can provide you. Don't miss out! Tap into the power of your clientele today!
Image taken on 2006-07-06 11:56:59 by moriza.
Rick works in sales and customer service. He believes strongly that customer-focused service leads to more sales and repeat business. Strong, healthy relationships between client and salesperson are key. Giving gifts to clients is one way to stand out. Whether you are a realtor giving your client housewarming gifts or an insurance agent showing appreciation for their business. Gifts help pave the way to future success with your clients.
