When my daughter told me her idea of taking a special "Thank You" picture to print up postcard style for her and her husband to send their thanks for wedding gifts... I thought it was fabulous!
I love the idea and of course figured out a way to convert it to our industy. Take one of these photos with your team to say Thank You, Happy Birthday, Merry Christmas or Happy Holidays. Be creative and have fun with it! People will love the personal touch and you will be memorable.
Now is the time to start thinking about what you want to give to those that have helped your business grow this past year. Take the time to show your appreciation to those important people in your life.
I love being creative with Holiday gifts so thought I would pass along a few ideas...
Here's a simple and inexpensive thank you idea. When you go to your closings write a thank you note and attach a couple sheets of new address labels for your client. It is very easy to print up labels from the office supply store utilizing Microsoft Word or other program.
If you aren't able to go or don't normally attend your closings then send this to the title company for them to hand out or mail it out within a day or so of closing. But remember, I'm a big fan of that personal touch of being at the closing, even if you simply drop in for the review of the settlement statement, to give a hug and then leave. Makes you memorable, to the client and the Realtor.
After my post yesterday on asking for referrals, I got an email from Ryan asking this question: "when I send a thank you note, should I just leave it as a thank you note, or also take the opportunity to ask for referrals?"
Here is how I responded to Ryan:
I always write a nice thank you message (making it personal to their situation) and then under my signature, in smaller writing, write "p.s. I would love to help any of your friends and family with their mortgage. Feel free to pass along my card." I also include at least two business cards.
I feel this emphasizes the purpose of the card but doesn't miss out on the opportunity to reinforce that I work on referrals. Set a goal to send out a thank you card within a week of every closing. If you aren't in the habit of doing this, make the task an assignment on your calendar with an alarm.
Are you looking for a gift that is just a bit nicer than some of the other things out there?
Here's an idea that can be used as a Christmas gift (great for your top clients) and also as a closing gift. Erik Gross with Cendera Funding recently designed this personal wine label through www.personalwine.com and then ordered the wine from www.suvino.com. Their cost is coming out to about $10 a bottle.
I was talking with one of my coaching clients about her efforts to stay in touch with clients and referral partners. I am a HUGE advocate of sending things through the mail and suggested she use a card system through Velma or another source that would help her to expedite this task of staying in touch. I was quite surprised by her answer, and even more impressed when she sent me two samples of her cards. (see picture below)
Jody enjoys making cards and finds it to be a relaxing task during her "off" time. This is a hobby that she can puts to good use in her origination business to say thank you, happy holidays or happy birthday. One of the benefits of this has been that Jody finds that her cards are kept for quite a long time in the recipients office or home. I also think she is remembered and appreciated for that bit of extra effort.
Thanks, Jody for sharing your talent and I love the personal touch!
A few years ago, a good friend of mine sent me a (very real looking) million dollar bill. He and I often talk about our goals and encourage each other to continually move forward in achieving our aspirations. I keep this in my wallet... where I can see it each time I'm reaching for money. This way, I am constantly reminding of my financial goals.
Here are a few ideas for using million dollar bills in your business.
Frame one and give it as a gift for your Realtor's office
Put it in a book you are giving as a gift.
Use one in a note to a Realtor you are trying to get business from... "Let's make a million together!"
Be creative and grab attention with this inexpensive idea. Check here or do an internet search for your own supply of million dollar bills.
Here's a great idea for a thank you that also gives you a reason to drop in on a regular basis to your referral partners.
Get an open glass container from Michaels, Hobby Lobby or WalMart and fill with candy. Tie a ribbon and attach your card. Drop it off and let your referral partner know that you'll keep it filled for them when you drop by.
Remember that referral partner's are NOT just Real Estate Agents. I've had financial planners, CPA's, and attorneys that regular sent me business. Take a look at where your business has come from over the past few months, you may even have some past clients that have sent their friends and family to you. Why not give them something for their desk?
Inexpensive, yet effective at keeping your name fresh in their minds.
It's great to include a gift card with a thank you note or in a mailing to your "A" clients. But I also think you have to be careful not to spend too much money to make money in this business. So here is a great way to add value without breaking the bank.
Approach a local business owner (I like coffee shops or ice cream places) and explain that you would like to help their business and want to send gift cards (i.e. $5 or one free ice cream cone) to your clients. Your concern is that there are many times when a card is lost or not redeemed for other reasons. Ask if they would be willing to give you coupons or gift cards that are specially noted to have come through you and then once a month you will pay for the ones that were redeemed. You may also want to point out that people often purchase more than the value of the card/coupon and bring other consumers with them.
This is a win-win approach, but will only work with smaller, locally owned establishments. Look at your sphere of influence and see if there is anyone that might benefit from this or see if there is a suitable business close to your office. If you want to do it for free (besides printing costs) approach the owner asking if they would be willing to give a buy one get one free coupon. Not quite as effective, but still valuable.
Sara Gruse with Arvest Bank in Tulsa, OK delivered this great marketing piece to her local Realtors. A jar of Red Hot candies with her card attached by a ribbon and a note that said:
Is your lending process setting you on fire?
She then followed up with a phone call to ask for a few minutes of their time to explain how she can get their deals done efficiently and on time.
Marketing is all about doing things that will set you apart while branding you as the person to contact for mortgages. Is your marketing doing this? If not, you may want to start using a few pieces such as this.
Here's a fun idea the next time you receive a referral....send a $1.00 lottery ticket with your thank you note. A handwritten thank you is essential to maintaining strong referral relationships. Why not make it fun at the same time?
Everyone likes to feel appreciated and most everyone likes to win something. Create a memorable experience by including something unique. If your state doesn't have a lottery, make up your own "YOU WON!" ticket for a free icecream or something else. You may even want to see if there is a local business that will allow you to pay when the ticket is redeemed. Often times, gift certificates and coupons are not used and this method can save you quite a bit of money.
It really doesn't matter HOW you do it. Just make sure you say "thank you" to those that take the time to recommend your services. Being creative just makes it a bit more effectice. (Thanks a Million Post)
Have you ever wanted to say "Thank You" in a unique way, yet not spend a fortune? This could be for Realtors, builders, staff members, or anyone else that has helped you in some way through this maze we call the loan process.
Here is a unique way to express your appreciation that is simple, yet effective. Purchase 10 Hundred Grand candy bars. Place a label on each candy bar (print contact info along with "Thanks a Million!" on small address labels.) Hole punch a corner of your business card for a ribbon to thread through. Wrap the candy bars together with the ribbon and your business card. You now have an eye-catching thank you gift.
Most people will share this gesture of thanks with those around them (unless, of course, they have issues with food - but there are other blogs that address that!) You are now reinforced as a lender that takes the time to appreciate those around you. And they now have your phone number in front of them and a reason to talk positively about you.
Remember - the simple act of demonstrating your thanks can be essential to success in this business. From the UPS guy to the loan funder, (the end of the month is great time to say thank you) you are dependent on many people for your success. It will also serve you well to keep in mind the referral potential of each of these individuals. Someone they know is probably searching for a mortgage even as you read this e-mail. Did they think to hand out your card or mention your name? Perhaps after receiving their million they will be willing to share their new-found wealth along with a recommendation of your services.
Marketing
