Real Estate Agent – Client Appreciation Time is Upon You

While you are sending out your Holiday cards, rushing about like a madman from store to store and practicing your HO-HO-HO’s in front of the bathroom mirror – don’t forget your clients.  Client appreciation a.k.a. client retention should be high on your holiday list.  Face it if it wasn’t for your clients, you wouldn’t be celebrating anything.  So how do you show your appreciation?

First Step – To better decide you must first divide your client list into sections.  Your best clients, those who have brought you the most business either from their own purchase/sale or by referring clients to you are your “A” Clients.   Clients who you are currently working with or who you have recently worked with those who have brought you normal business are “B” Clients.  Those clients who you have been talking to, or who have been on the fence about a sale/purchase, or those waiting for the right time to make a purchase/sale are “C” Clients.  And finally those clients who you have done business with in the past, but don’t really want to work with again – you know the ones, or the clients that you haven’t spoken with since Reagan was in office – are “D” Clients.

Second Step – Delete your “D” Clients from your database.  NEXT

Third Step – Buy a Greeting Card for every client and postage for each card.

Fourth Step – You must decide how much your clients are worth to you and your business.  Are your “C” Clients worth movie tickets for two, Gift cards to a restaurant or your local supermarket for a holiday roast?  It is your decision, pick your gift, then get the same thing for every client on your “C” list.

Fifth Step – In each card for your “C” Clients write ‘Dear (first name(s)) Enjoy a ——- (movie, appetizer, dinner, turkey, night out etc.) on me.  I truly appreciate your business and look forward to working with you in the future. Happy Holidays (Merry Christmas, Happy Hanukkah, Blessed Yule or whatever).  Sign it with your full name.’ Include your business card and gift certificate.**

Sixth Step – Your “B” clients, decision time again.  What are they worth? Gift certificates work for these as well, but you may want to give them a little more, if its for the movie, include enough for popcorn and drinks, or upgrade it to one of the fancier movie theaters with living room seating.  Restaurant, make it for a higher end restaurant or enough for a full meal instead of an appetizer.  You could also give gift certificates for a massage or personal training at a gym.  Once again, all the gifts are the same.

Seventh Step – Your “B” Client card is much the same as for your “C” clients, make sure to let them know how much you value them, and thank them for choosing you as their Real Estate Agent.**

Eighth Step – Your “A” Client list should be considerably shorter than your B or C list and for good reason.  Your “A” Clients are those who have made your business.  They have referred their friends and family to you, or they are clients you are working with on an on going basis.  They might be contractors, or your Hubby’s Boss who can’t stop saying what a great Agent you are.  They might even be your own spouse.  Regardless of who they are, each of your “A” Clients is unique.  And you will value each in a different way.  The gift you get each of them may also be quite different.  Your contractor may get a gift certificate for Dinner for Two at the best restaurant in town and a bottle of Cognac or a weekend retreat.  Your Hubby’s Boss, could be a huge gift basket filled with exotic cooking ingredients, or Champagne and caviar.  As for your spouse, it is important OK more than important that you give your Honey, something that says not only thank you for sending business your way, but also shows how much his/her support means to you.  A weekend spa trip where he/she can be pampered, a mini vacation, or even a cruise.  Your budget is your only limit.

Ninth Step – Mail a greeting card to each “A” Client, with a Holiday greeting, and Hand deliver each “A” Client gift, include a personal note and thank you.**

It’s getting late, don’t put this off.  This is something that should be taken care of ASAP in time for the holidays would be great, but definitely by the end of the year (if you are going for before the new year, use blank cards instead of Holiday cards.)  Let your clients know that you appreciate their contribution to making you a success. This is the great way to build your Real Estate Referral Business.

**Remember, it takes less of your time and effort working with a referral client than it does, finding a new client.  Always ask for a referral.

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