in this issue…
Putting a Face on Real Estate since 1995™
• Tenura Home Center South Grand Opening • Austin Options Realty Debut • Coldwell Banker United, REALTORS Annual Sales Meeting • and much, much more!
New Luxury Homes
Associates in Progress
by Grand Haven page 13
page 25
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DECEMBER 2013 • VOLUME 18 • ISSUE 8
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Closing gifts: the art of leaving an impression that lasts a lifetime
More at www.myRealtyLine.com
By Autumn Rhea Carpenter
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Putting a Face on Real Estate since 1995
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T
he art of gift giving, especially during the holiday season, requires skills. It’s the attention to detail, creative thinking, and ability to listen—not extravagant budgets—that makes gift giving fulfilling. When a REALTOR gives a personalized gift to a client, a longtime connection can emerge. As the last point of contact with buyers and sellers in a transaction, closing gifts are more than just an unexpected surprise. The gifts serve as a sincere show of appreciation for business and a casual way to generate referrals. A personal touch goes a long way in making an impression on clients. Giving customized gifts requires more time and effort but also leaves a worthwhile, lasting impression. Choosing a gift that has ‘staying power’ allows the recipient to display the gift, and is also an ongoing reminder of your available services. Knowing your client’s home’s selling price and affluence also helps guide the gift selection process. Sharing a token of appreciation is an effective method for reinforcing a possibly long-term client and REALTOR relationship. Every REALTOR brings his/her own personality to the gift-giving experience. If you’re interested in giving more thoughtful gifts, start a conversation that offers insight into your clients’ interests, hobbies, personal plans, and needs. Remember to adjust gifts to the age, life stage and temperament of each gift recipient. Popular gifts include gift cards, flowers, plants, gift baskets, personalized home accessories, alcoholic beverages, and food. Jimmy Goff of Goff Properties Goff made a longtime client as a result of sharing a lighthearted gift. “I had some wonderful clients that were huge Texas Tech football fanatics,” says Goff. “The Forest Creek home
that we found consisted of huge oak trees and a beautiful garden in the back yard that looked like a tropical paradise. I searched and found them a whimsical Texas Tech Gnome and gave it to them at the closing table. We all laughed and they said it was the prefect gift for their new home! To this day they still send me clients and referrals.” Sheila Evans of HSK & Associates One of Evans’ most unique gifts was a money tree that her team gave a young couple. “One of my favorite gifts was a bubble gum Mason jar from Cracker Barrel,” she says. “We placed a branch in the jar and tied on dollar bills with different colored ribbons; it was very cute.” Her latest client was a couple from Corpus Christi who had always wanted a wind chime but couldn’t have one due to the wind factor in Corpus. “When we did the walk through, our client saw the wind chime that we hung in her backyard. She was thrilled.” The Power of Four Team also gives their clients customized bobble head dolls that depicts each of the REALTOR’s personalities and characteristics. Melissa Mandry of Keller Williams Realty Mandry believes that giving clients gifts is an effective marketing tool that highlights her attention to detail. “I typically spend about $200 per closing gift,” says Mandry. “I pride myself on giving interesting gifts.” “On a recent closing, I bought my clients wine glasses
with the words, ‘We interrupt this marriage to bring you hunting season,’ printed on them, and a huge pumpkin wreath for their door,” says Mandry. “It’s all about making the experience fun.” More examples of recent gifts she’s purchased include large Tiffany vases from Tiffany and Company for women. Dove hunting chairs, camouflage, Browning pop-up chairs, a Browning camouflage ice chest, and a bottle of wine for her ranch clients. For her fixer upper clients, she gave a basket containing a hose, drill, hammer, nails, beer, level, measuring tape, and Shiner Beer. Toby Rocha of Real Estate Executives of Austin, LLC “Like most REALTORS, I give gift cards, thank you baskets, and small tokens of my appreciation,” says Rocha. “I think the most unique gift I have given was a one-year membership to the Lady Bird Johnson Wildflower Center. One particular client was moving in from out of state had expressed her love for Texas wild flowers. She really appreciated the gesture.” Wendy Cash of Century 21 of HSK & Associates “I always try to think of gifts that are meaningful to my clients and have a local flair,” says Cash. “I think that the best gift I’ve ever given was to a client who sold the first house that they had bought as a married couple,” says Cash.
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