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
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.
Always available for your Texas Mortgage and Home Loan needs!
John R Cannata P#214.728.0449
NMLS # 322646
The views expressed on this site are mine alone and do not reflect the views of my employer.