Written By: Karen Deis
If you are currently sending a closing gift to your clients in the mail, consider personally delivering a gift to your client’s office or place of business—and that includes ALL borrowers on the loan.
While mailing a gift has a huge impact, you personally delivering the gift is a home run.
Here’s a story of what usually happens: About 10 days after the closing, I call the client to set up an appointment to deliver the closing gift. Arriving on the scheduled date and time, I let the receptionist know my name, mortgage company name (give her my card, too) and let her know that I’m here to deliver a closing gift to Bob Jones.
Three things will happen here — either Bob will meet me in the lobby, or ask me back to his office, or ask that the gift be left at the front desk. (But remember, you had “preset” the appointment, so unless something else had come up, the client is EXPECTING you.) The best scenario is to be invited back to the office, factory or break room. It gives you an opportunity to be introduced to Bob’s fellow employees.
People talk! By the time I left the client’s office, the receptionist had informed several people that I dropped off a closing gift to Bob — and she had my business card.
Now, for the 3 steps:
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