What is the value of a great closing gift? In this installment of Toby Talks, Toby Schifsky details a few strategies you can use to select a closing gift that your clients will hold on to for years to come, and remember you by. An exceptional closing gift will cement you in the minds of your clients as the caring, thoughtful real estate professional you are.
RECAP:
Strong negotiation skills are essential to success as a real estate salesperson. Knowing all of the factors that affect how you negotiate can create additional value for your buyers and sellers, and also lead to a bigger commission payday for you. Polish your skills with this 17-tip guide to successful real estate negotiation.
If you have ever been to a trade show for real estate professionals, you've likely have been inundated with companies who offer closing gifts for real estate clients. Closing gifts offer a unique opportunity to cement yourself in your clients' minds as their realtor, instead of being the realtor they used.
With that in mind, thoughtfulness is the most important principle to consider when choosing a closing gift. Everyone likes a fruit basket, but once the fruit is gone how long will your clients remember your name? If you want to make a lasting impression, choose a gift that is useful. Choose something that they will appreciate, use often, and remember you by each time it's used.
You might find the closing gift you provide for first-time home buyers is different from the one you provide for second- or third-time buyers because they're at different points in their lives. Put yourself in their shoes and try to understand what they value. A great closing gift will have the initial wow factor and continue to be a fixture in your clients' homes for years to come.
