← Your Daily Real Estate Podcast with Tristan Ahumada
Your Daily Real Estate Podcast with Tristan Ahumada
Episode 863: Your Client Threw Your Branded Calendar in the Trash
00:09:44
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I spent $20 last month and a client posted about me to 2000 people. Didn't ask her to, didn't hint at it, she just did it. And I want to tell you exactly what I did. So you can just steal it. This is Tristan. This is your daily real estate. It's a podcast. It's a show daily. Let's get into this one. Here's what most agents forget to do, don't do, or just get wrong when it comes to appreciation for the client. They think it has to be expensive, hands down, at least where I'm at. If you're not spending a lot of money on it, they're not going to know that you care. Or they think it needs to be really impressive to work. So they send the generic holiday card, the. The branded calendar, the cookie delivery that arrives to 400 people on the same day. And look, there's nothing wrong with it. Those things still work. But there's a difference, because sometimes those things don't land because there's a missing piece to it. Well, I'm going to ask you, I want you to think about this. Do you know why those things don't typically land? Think about it. Think about it right now as we're going through this. The answer, because it's expected and expected gestures and get appreciated for about 45 seconds and then completely forgotten. What I spent that $20 on was a gift card to a little Mexican place in the client's neighborhood that I genuinely love. Why? Because they have some of the best tacos in the whole area. And I wrote a handwritten note that said something like, the carnitas on a Friday night are worth the weight. Welcome home. That's it. That's what she posted about. Not because it was expensive, because it was specific to her and it hit at the right moment. You see, that's the whole game. The surprise is the mechanism. The cost is almost irrelevant. So I've been thinking about this more because that worked. And I was like, what am I, what am I missing? What should I learn from this? Because sometimes you do stuff and it works and it surprises you of how well it works. I knew that would work, but I didn't know it would work that well. Right. So I'm thinking about this more for you because we do have a lot of agents and lab coat agents, right? 500,000 agents. We've got Y Realty. We've got a brilliant tribe, and we get a lot of questions about referrals, how to get more referrals without spending a ton of money on marketing. Now my answer is always, well, usually the same. Stop marketing and start paying attention. This whole world that we're in is all about listening. It's all about listening to the little things that are really at the forefront of things when you're superficially listening. Now here are the touches that actually work. The local restaurant gift card at Move in, which is what I just told you about. Not. Not a chain, not a Starbucks. A neighborhood spot. You've actually eaten one that I use a lot because I connect with, with the coffee place, the owners, I know the owners well, and it's local. Is ragamuffin. In fact, if you're coming to visit me and we're gonna meet, we're probably gonna meet a ragamuffin. That's one. And then there's a new one. I think it's the honey pot. I don't even remember the other one. Something honey. I have no idea. Well, the other one is write a handwritten note that tells them something specific about why you're inviting them there. Super easy. Or why you're giving them a gift card to it. For me, it's a staple of the neighborhood and it gets super packed. And they'll quickly know that the coffee is actually pretty good. And they'll tell everyone at dinner who got them that recommendation. The home anniversary yard sign on the one year anniversary of their closing date. Now this I have not tried. This is not my idea. But a few agents have told me about this. I don't know who it spread from, but you plant a sign in their yard, it says one year in the home you can love. Now, I can't tell you how many times I've seen clients photograph that sign. Or at least the agents that I coach tell me, Tristan, it's like when you're graduating, that sign that says graduating from and then got accepted to that same idea. And to me it's like, I don't know that I would feel comfortable doing that, but my, my agents do it. And it makes people feel amazing because all of these things that we're talking about right here are, are centered in emotion and surprise, right? Makes a big difference. And this costs you almost nothing because you look at the price of those signs. They're cheap and it hits often. Here's the one thing I think is the most underrated thing on this whole list. The personalized video on life events. You see a client post on LinkedIn that they got promoted. You see a baby announcement on Instagram. You take 45 seconds, post, pull out your phone, say their name specific to them. Right. It's not generic. Say something specific about why you're happy for them and send it. Not a mass video, not a template. It's theirs. Now, I've had people respond to those videos six months later, a year later, specifically on the Thanksgiving one, a year later. I run this one a lot on Thanksgiving. I don't do it for Christmas or New Year's as much. I. I do it a lot for Thanksgiving. And I don't just do it for my clients. I do it for close friends. I do it for business partners. It's just do it. That one is very, very powerful. It takes some time to do it because you're going to use that specific name, but, man, it works really well. And that costs you nothing. And, well, I mean, it gives you attention, which is amazing, right? The thinking of you book is another one I love. Now think about this. You read something and. And it genuinely reminds you of a specific client because of what they do or maybe how they care about you or just how they function in life. You send it with a sticky note that explains why you thought of them. And it doesn't have to be complicated. I read a lot and I do this one. So when I find a great book, and I've got two, I've got, if you're watching on YouTube, I just picked this one up, the Psychology of Money. And I read this. I read it one time. I loved it. It was recommended to me and given to me by Gary Keller. But the new version came out, the updated version, and I have to reread this one. And I'm thinking, I'm already thinking, wait, I know some pretty smart people that would appreciate this one. And I have a list of two people. I have a little. I have a little sticky note that I put on the front, inside cover, and I write a name of. Oh, I think I know who. This is why I'm remembering who I'm going to give this book to or who I'm going to buy one to. And because it's a local, I write the note on the top, I give it to them. Pretty easy, right? And the sticky note explains what you thought of them. Not a card, a simple note, one, two sentences. That book sits on their shelf, and every time they see your sticky note, they think of you. And guess What? That's under $20 too. And they'll remember it forever. Especially if it's a really good book. Now stay with me because this next one is Move. Most agents at least I think haven't thought of. When someone on your client's street sells, send a welcome gift to the new neighbor that says your neighbor Joe has been a joy to know. Welcome to a great street. Now you're touching your past client by honoring them and you're introducing yourself to a brand new prospect, brand new relationship at the same time. One gesture. Now, I haven't done this one. In fact, this is on my list to try or at least one of our agents on the team or brokers to try. This one is actually coming from one specific agent in Canada that I coach and I thought, interesting, I'll put this up there. Because she swears this works so well to get to know the neighbors. And I'm like, one gesture, two relationships, right? The photo print is another quick one. Pull the best MLS photo from where when you listed or sold their home, print it, frame it with a cheap frame, drop it off. Figured you and then and put something like this. Figured you might want the official version. It's so, so dumb. But it works because it's so different. People keep those. I walked into clients houses where they keep the weirdest little things that have some sentimental value about their family, about their home, about things like that. And I think this is the part we forget because people want to connect with you, because they want to feel like you actually care. Now there's a whole bunch of more ideas. The thing behind this is that I need you to start thinking outside the box and I need you to start paying attention. There's plenty more of these, but I want you to pick one of these today. And in fact, I want you to pick it right now from the ones that I gave you. Think of one client, one person you closed in the last two years and do something specific for them this week. One thing, not 10, one. And you know, the agents who don't have to advertise aren't lucky. They're the ones whose clients do the advertising for them because they felt something, a connection. And it doesn't cost much to make someone feel something. It's a whole Seth Godin thing, right? You're creating raving fans. It just costs attention. If this episode was useful, share it with an agent in your office who needs to hear this hit. Subscribe so you don't miss what's coming tomorrow, the next week. And if you want to go deeper, jump into our coaching. We've got two different types of coaching, AI and real estate. You can get one for one price. Jump in. Have an awesome day. I'll see you tomorrow.