You know referrals are important. How do you get them?

For any Realtor, referrals are the lifeblood of business. In fact, the highest compliment a client can give a Realtor is their name and number to a friend or family member who is looking to buy or sell. But the reality is, unless a Realtor keeps his or her name in front of their clients on a repeated basis, even the best-intentioned client can simply "forget" to pass on the contact information.

So, what's the best way to stay on top of clients' minds? There are many methods to use. Here are just a few.

Send out a monthly newsletter, either online or through the mail. The newsletter should be less about the Realtor, and more about the market. Most homeowners are interested in what's going on in their local market, even if they did just buy or sell. So, fill the newsletter with information the reader will find interesting and pertinent, but not too technical. Include mortgage information as well, but don't go overboard. Then change the direction and talk about cultural events taking place in the area, new restaurants that have opened, holidays coming up, and then turn it back to real estate and highlight any new listings. The idea here is to remind the client that their Realtor is still in business.

An online newsletter is easier to manage and more cost-effective than sending it through the mail. Having said that, however, does not mean that sending it through the mail is a bad idea. The best delivery mechanism depends on the Realtor, the client base, and how the Realtor likes to communicate.

Another great way to keep in front of clients is to send clients greeting cards on particular milestones such as right after closing, six months later, one year later, birthdays, anniversaries, etc. Sounds pretty basic but most Realtors do not do this. There are a few companies out there that enable a user to simply shop for a card online, type in the message, click a button, and they will take care of everything else - printing the card, addressing the envelope and mailing via first class postage. It couldn't get easier than that, and the impact a greeting card will have on clients is huge.

Finally, give a closing gift that has impact. Rather than give a gift card to a big box retailer, give something memorable and beneficial to the client, as well as something that keeps the Realtor's name top of mind. Find a closing gift that doubles as a marketing tool - something that displays contact information in a classy way, or something that mentions the services provided by the Realtor. If they do not give a gift card, most Realtors opt to give a gift basket, a bottle of wine, or a tool of some sort. Perfectly good gifts, but not very effective if the goal is easily get more referrals. Be different and be effective with the closing gift.

About the author:
Wendy Jacobson is the owner of Unique-Announce (http://www.unique-announce.com) which provides unique, fun and personalized gifts and announcements for life's occasions. With an emphasis on personalization, each gift and announcement is completely customized for the recipient and occasion being celebrated. Great options for new baby, birthday, new home, new pet, graduation, engagement, and a variety of other gift-giving occasions.

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