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It’s Time for Giving Gifts to Your Commercial Real Estate Clients and Prospects

By Jim Gillespie | November 25, 2008

The Holiday Season is here, which means it’s the perfect time for you to give gifts to the clients you’ve previously closed transactions with. Not only is this good because it’s good to give gifts to others, it’s good because of the feeling you’ll create within others to want to reciprocate back to you…And the best way they can reciprocate is to give you more business.

We can keep this really simple for you. Go out and buy between four and twenty gift baskets, or gift-wrapped bottles of wine, and deliver them (ideally in person) to the clients you want to get more business with. They’ll be so surprised, happy, and grateful to receive one of these gifts from you, and sometimes they may even sit you down and begin talking about their next commercial real estate requirement!

Very few commercial brokers will ever spend the time and money to do something like this, and this positions you as someone your clients will definitely want to work with again. If you give 2-4 gifts to your clients every year at a cost of about $200.00 a year, this is great insurance that will maximize the potential that your clients will want to work with you again on their next transaction. If your average commission per transaction is just $15,000.00, and your clients do just one transaction every five years, this will literally become a gold mine for you. Spending $1,000.00 every five years to help ensure earning a $15,000.00 commission every time, is one of the best investments you’ll ever make. Multiply these numbers by just five to ten clients and you’ll understand exactly what I mean.

You’ll be making it very difficult for people to work with another broker because they just won’t want to face you afterwards. And this is a great place for you to position yourself.

So what’s it going to be for you this Holiday Season? Are you going to give gifts to the clients you definitely want to do more business with? Or are you going to wait and do it during the Holiday Season instead next year?

Topics: Marketing, Persuasion, Prospecting, Uncategorized | No Comments »