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We are featuring Bob Kalmbach & Pat Witt in this week's Marketing Tip for their dedication to our Country. Bob and Pat are offering to donate 20% of their Listing commission to the NYC Relief Fund of their client's choice at closing.  Take a look at their website:

Also, PropertySource is offering a FREE Realtor Reach Out information page to all Realtors to add onto their websites. Please email me back ASAP if you would like me to add this button (shown below) to YOUR website to help out the cause.

In real estate and in life, sometimes it's the little things that mean the most to your clients. Thanking your client for their business with a Closing Gift is an important part of your overall marketing scheme. Why? Giving a gift to celebrate the closing of your clients' new home will create lasting personal and professional relationships by keeping you, their real estate professional, in your clients' thoughts long after the escrow has closed.

Sometimes the process of buying a home can be traumatic, and a closing gift creates a happy ending for your buyers. After your buyer is settled in their new home, a thoughtful gift is a wonderful way to celebrate their purchase, to welcome your clients in their home, and to thank them for working with you. Many agents ignore or overlook the importance of closing gifts. How can you give the perfect closing gift to make your clients remember you for future referrals to their friends or family?

We all know the Internal Revenue Service (IRS) allows you to deduct $25.00 for a gift. Do you stick to that $25.00 or do you go over the deduction level to 'WOW' your clients and make them think of you long into the future?

Many real estate professionals give gifts such as plants, food baskets, bottles of wine, or gift certificates for a local restaurant. All of these are thoughtful gifts, and below are a few ideas for your review.

What are some good ideas for closing gifts?  

• A Bottle of Wine - Bottles of wine will allow your buyers to relax after getting settled in.

• Food Baskets

• Gift Certificates - Get them a gift certificate to a local restaurant so your clients won't have to worry about cooking in their new home right away.

• Candles

• Welcome Frames

• Home Depot Gift Cards - Your buyers will be making changes to their new home.  Why not get them a gift certificate to get them started!

Here are some items that will LAST in your clients' new home, and every time they see your gift from the closing of their home, they will be reminded of you and think of you when they (or their family and friends) are ready to buy or sell real estate in the future. Some examples:

• Engraved picture frames

• Personalized Cookie Jar - The perfect place for your clients favorite treats! Personalize these cookie jars with the families name on the outside and your personal message on the inside.

• Engraved photo album

• Desk clock, with paper and pens.

• Cutting Board - Complete any kitchen with this uniquely practical hardwood cutting board, laser engraved with the recipients name.

• Homeowner's Records Portfolios from Planner Systems. www.plannersystems.com - This is a three ring notebook that can hold various homeowner documents.  Add in your business card in the front and it makes a nice gift to keep their documents organized in.

Here's another idea.... Do you only give a closing gift to your buyer? What about the other agent involved in the transaction? A tasteful gift to the other agent involved in your sale would send them the message that you are a NICE person to work with. Perhaps the other agent would be more willing to show YOUR listings to their current buyers OR to give you updates on some of their hot listings. It is the little things that count, after all!

A unique closing gift idea from Brent Dewitt & Michele Michaels:

"Here's the best thing I did when I was a newbie to the biz in S. Cal. in the days of Tommy Hopkins and the *Farm*. I got assigned to a 3 year old tract just starting to turn. I was up against some real stiff competition.

I found a portrait-quality photographer and worked out a deal: $100 for a wall-size family portrait closing gift which included mounting and a choice of 3 nice frames. Retail on the deal was over $300, but the families always ordered more prints for relatives, offices, etc, so the photographer made out okay. On each frame was a discreet little plaque naming the photographer and *Compliments of Michele*.

In those days I could write off the $100; I'd still do it today and take the allowed $25. These gifts never got thrown out and I got good repeat business.

Two caveats: I had to go thru a couple of photographers to find one who would treat my clients like gold. Also, gift certificates had to be used within 60 days of closing. Keeps the photographer happy and the satisfied client *talking you up.*

I switched the game plan here in Havasu because most clients have recently become empty nesters and could care less about a portrait. What they love is a gift certificate to a local nursery owned by a *master gardener* client friend who loves to teach about desert landscaping, and treats our clients like family. Most folks come from somewhere else and don't have a clue so they love it! Doesn't hurt to have a tree growing in the client's yard, either. Have quite a few named after my partner and me ;-)

If you can, tie your gift into the service of another happy client. Two happy clients doing business and *talking you up together* multiplies the results."

Michele in Havasu, AZ
michele@brentandmichele.com
Life's Short. Be Happy.