One of the most common questions I get asked is, "What is the PERFECT closing gift?"
A closing gift represents the desire to express appreciation and gratitude to a client for their business and therefore, there is not an easy, one-size-fits-all answer. The reason for that is because every client and every situation is so different.
Closing gifts can absolutely be a very special way to thank a client, but more importantly, it is an opportunity to show a client that you know them, you were listening to them, you paid attention to who they are, and you understand what is important to them.
Closing gifts can leave a positive lasting impression with your clients and can result in repeat and referral business.
When choosing a client gift, make sure to think about the client, not about what is easy for you to buy, make or give. Some closing gifts fall in the category of practical while others are more creative and some even extravagant. Other closing gifts could be highly personalized or monogrammed. I know an agent who gives custom monogrammed towels to all of her buyers and monogrammed sheets to her sellers. Another agent I know in Palm Springs gives monogrammed pool towels.
It is not possible to find one perfect closing gift but it is very possible to come up with a list of favorites and then use that list to personalize for each client. Perhaps your client has a dog or a child. Frankly, I can't tell you how happy I am when I receive a gift for one of my dogs, and I know many people who would agree with me.
I have heard it all, every idea under the sun for what to give for a closing gift. From Japanese Maples or Magnolia trees to custom artwork or fancy baskets, there is almost no end to the creativity that is out there.
As an agent, when I had a client close on a home I helped them buy, I would always show up on moving day with food, lots of food and lots of beverages (what can I say, I'm Greek!). I can't tell you how much that was appreciated. That was definitely one of my go-to gifts. There were many clients that I made special things for, or gave gift certificates to or that I created something special for.
As an agent I learned how to tune in to what the clients' interests were as I was getting to know them. I once bought a new buyer a complete play gym system for their children and surprised them by putting it in their backyard. They had confided in me while I was showing them a home that they wanted to buy their kids one to enjoy their new backyard, but with the price they had to pay for their home they wouldn't be able to afford it. To say they were delighted is an understatement.
No matter what you decide to give a client, the more personal and custom it can be, the better. That little extra effort it takes to make something personal to your client will make a huge difference in how the gift is perceived.
By Denise Lones CSP, M.I.R.M., CDEI - The founding partner of The Lones Group, Denise Lones, brings nearly three decades of experience in the real estate industry. With agent/broker coaching, expertise in branding, lead generation, strategic marketing, business analysis, new home project planning, product development, Denise is nationally recognized as the source for all things real estate. With a passion for improvement, Denise has helped thousands of real estate agents, brokers, and managers build their business to unprecedented levels of success, while helping them maintain balance and quality of life.