Frisco Texas Mortgage, Real Estate, Events, and more

Get Them Talking... Without Saying a Word

Most agents have one question on their minds: How can I spend less time prospecting and more time closing deals?  Prospecting costs you time and money, and to be honest, most agents just don't like doing it.

What is I told you there was a fun way to spend more time working and less time scrounging for work.  How would that impact you?  More money, less stress, fewer hours, higher quality of life...perhaps all of the above.  But is it really possible, and if so, how do you get there?  You get there through client referrals.  Now, I'm not talking about the traditional referral where you ask your client for a name and number.  let's go beyond that.  What if your clients were so happy with you that they become evangelists for your cause?  What if they got a whole GROUP of people to talk about you at the same time?

Kick 'em Where it Counts

There's a simple way to get them talking about you, and you don't have to say a word.  It doesn't cost you much, but the potential rewards are huge.  Ready for the answer?  Send them a gift basket... at WORK!

Why at work?  Well picture this...  your gift basket arrives and is delivered to the receptionist.  She walks back to where your client is sitting, and on the way, she passes several employees who take notice.  "Who is that for?" they ask, secretly hoping it is for them.  The receptionist places the gift basket in front of your client, and questions begin to fly.  "Who is it from?" "What's the occasion?"  "Is it your birthday?"  Everyone wants to know.  A small crowd gathers around your client's desk as they anxiously wait for the card to be opened.

"Oh! It's from my Real Estate Agent.  She/He's congratulating me for the accepted offer on our new house, and thanking me for my business.  Isn't that thoughtful?"  Various thoughts go through the minds of the onlookers:  They compare the experiences they've had with agents to what they are witnessing.  They probably think, "Wow, a gift basket from an agent?  My agent gave me a key chain, and I had to ask for it!"

 

 

For the next few minutes, the members of the crowd admire the items in the gift basket and congratulate your client on their home purchase.  You have instantly created conversation about you and your business - without saying a word!  And most likely, the basket will stay on your client's desk for a few days, encouraging further discussions.  It truly is the gift that keeps on giving - back to you!  The gift basket does not have to be expensive or fancy either.  Typically, I'll use Edible Arrangements.  Here is an example of a gift basket they can provide.

 

Think of the great impression you would make on your clients, who would be delighted to receive a gift basket at work, and all of their fellow employees, who would wish they were receiving a gift basket at work!  Sometimes the simple act of giving is enough to turn your clients into evangelists.  By creating the WOW experience for your client's associates, guess what they'll do when they're ready to buy or sell a home?  They'll ask for your business card, and your client will give it enthusiastically.

Getting referrals doesn't have to be difficult.  Rather, it should be easy and fun.  In my business, I send out two baskets with every transaction: a small one when the loan is approved and a larger one when the deal closes.  I orchestrate the gift giving with the buyer's agent; that way, we come across as a unified team, and we both benefit.

If you don't work with a loan officer / mortgage consultant that offers this level of service, you need to explore your options.  Working together can make a world of difference to your clients.  Keep in mind that these are the clients that you continue to follow-up for years to come.  Make it as memorable as possible (but in a good way).

Make it a successful day!

John Cannata - Reliant Mortgage

 

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Are you looking to purchase a Texas home?  Perhaps you love your Texas home but would be interested in refinancing your Texas mortgage to a lower interest rate?  

I'll help you get pre-approved for your Texas home loan and even suggest some very knowledgeable and professional Real Estate Agents in your area of choice.  If you are available to talk, I am available to listen.  Give me a call or visit my website for more details.

Do you want to know all of your mortgage options? Call me today and let's discuss them further.

Texas Home Loan Consultant

Always available for your Texas Mortgage and Home Loan needs!

John R Cannata    P#214.728.0449

NMLS # 322646

Texas Home Loan Expert

Frisco TX Mortgage

      

 

The views expressed on this site are mine alone and do not reflect the views of my employer.

Comment balloon 14 commentsJohn Cannata • August 26 2008 12:22PM

Comments

What a great idea.  Thanks for the help and the best thing is edible arrangements has just opened a new store near my office.

Posted by Team Honeycutt (Allen Tate) over 11 years ago

John,

Not a bad idea.  Maybe I'll give it a try on my next closing. 

Posted by Brian Brumpton, Boise Idaho Real Estate (Keller Williams Boise) over 11 years ago

I've had great success working with local Realtors.  They find first time home buyers homes and we get more loans.

Posted by Randall Schrader (Competitive Insurance of Dundee) over 11 years ago

That is a great idea...everyone stops to look at delivered gifts or flowers...and they always ask questions....edible arrangements are the best too!

Posted by Sonja Adams (Samson Proprties) over 11 years ago

That is a good idea. So many ideas, but not enough time!

Posted by Billie Chubb (Chubb Realty Group) over 11 years ago

Oh I like it!

I have used a similiar idea, specialized cookies, in the past.. But with the health conscience Bay Area, this edible arrangement makes more sense. Especially if co-workers are allowed to sample, the discussion soon follows! Word of mouth advertising is the most valuable advertising there is.

Thanks for writing about this!

~ Suzanne Kissinger

San Francisco

 

Posted by Suzanne Kissinger (Prudential California) over 11 years ago

Oh I like it!

I have used a similiar idea, specialized cookies, in the past.. But with the health conscience Bay Area, this edible arrangement makes more sense. Especially if co-workers are allowed to sample, the discussion soon follows! Word of mouth advertising is the most valuable advertising there is.

Thanks for writing about this!

~ Suzanne Kissinger

San Francisco

 

Posted by Suzanne Kissinger (Prudential California) over 11 years ago

Allen - That works out pretty well to have a store close by.   I know they deliver so even if they didn't have one close, they could make arrangements Im sure.

Brian - I'd like to hear what you think after you give it a try.  Perhaps you can shoot me a note or come on back with a comment.  Good luck!

Randall - Not sure what this has to do with my post, but it sounds like you are doing well.  Congrats with that!

Sonja - I like it because its different.  You are right that people always come by when its a gift or flowers.  This way they can share the fruit with co-workers and perhaps keep coming back until the food is gone.

Billie - There are several ideas on keeping your SOI happy.  You need to pick what works best for you and your customers.  Just be sure you are doing something.

Suzanne - Personally, I would like the cookies.  :-)  But you are right that more people can find enjoyment out of a nice basket of fruit and co-workers will have some as well.  Its a nice option.

Have a great evening all!

Posted by John Cannata, Texas Home Mortgage - Purchase or Refinance (214-728-0449 http://TexasLoanGuy.com) over 11 years ago

Sounds like a good idea, but I would rather get referrals from the hard work and good job people say I do.

Posted by Roxanne Schilling (Coldwell Banker Lake Tulloch) over 11 years ago

John,

I refer clients to mortgage lenders that do a good job for my clients.

I think that getting the loan closed when stated and at the terms stated speaks louder than any edible arrangement.

Is it me or do I sound grumpy today?

Posted by Brenda Harmon (Century 21 Beal, Inc College Station, Texas) over 11 years ago

Love those edible arrangements and you're right this makes a great impact John!

Regarding Brenda's comment above, I would assume that you've done your job well and followed through all the way till the end by the time the gift arrives at the office and the extra thoughtfulness goes a long way in my book.

Posted by Karen Otto, Plano Home Staging, Dallas Home Staging, www.homes (Home Star Staging) over 11 years ago

Hi John, this sounds like an excellent gift!  By the sound of it you also get plenty of referrals and positive exposure in the long run.  Thanks!

Posted by Denise Shockey, Cocoa Beach, Brevard County Florida Real Estate (RE/MAX Aerospace Realty) over 11 years ago

Roxanne - LOL  I am definitely not suggesting that you provide horrible service and then send a gift.  As a matter of fact, if you provided horrible service, I strongly suggest you DONT send a gift to work because you don't want that type of publicity.  The gift is just an added bonus at the end which will get your client talking about you for sure.  Some homeowners will not talk about you because that is not their style.  This is a great way to open the door.

Brenda - You might have been grumpy, but that is okay.  I certainly don't think my ideas are for everyone.  As I mentioned to Roxanne, this gift does not replace your service or the lenders service.  I for one do not provide mediocre service and try to make it up by giving the customer a gift.  If that were the case, I would not be in the business long (I would assume).  The gift is just a topper on the cake.

Karen - Thank you for covering the response.  You are correct in your assumption.  You certainly do not want to send a gift to the work place after you did a bad job or else that will start a conversation that starts with "well, they did such a bad job they probably think this gift will make up for my headaches and stress".  Appreciate the comment!

Denise - That is the idea.  Getting your name out there.  A third party reference is the best kind.  Someone that you are not related to or doing business with is telling their friends and co-workers what type of service you provided.  That can only turn into something positive.

Have a great Wednesday!

Posted by John Cannata, Texas Home Mortgage - Purchase or Refinance (214-728-0449 http://TexasLoanGuy.com) over 11 years ago

Brenda....saying what you believe is not being grumpy.

Posted by Roxanne Schilling (Coldwell Banker Lake Tulloch) over 11 years ago

Participate