The Art Of Settlement Giving

You want to be your client’s broker for the life of the loan, not just at the point of the sale, right?

So, what are you doing to make that happen?

I’ll tell you one of the things we do…

Settlement gifts.

These are a key part of our retention strategy. After all, it's a great way to make contact with your client after the transaction is done.

And we usually give it to our clients within 6-12 months after the point of sale.

What’s the secret to a great settlement gift?

You want something that will help your client remember you over the years.

They might appreciate chocolate or flowers, for example, but this doesn’t give them much of a reminder in the long run.

So, your gift should also include something that they feel proud to showcase and talk about.

It doesn’t have to be heavily branded. But you can present it with some personal branding, especially if you are not delivering it yourself.

Now, there’s no one-size-fits-all gift that works for everyone.

But my friend, Bernard, has a gift basket that resonates well with most of his Australian clients:

• A bottle of wine
• Two wine glasses
• A cheese platter
• A classy cheese board

His clients enjoy the wine and cheese, while the glasses and fancy cheese board become a part of their household. The cheese board can even be a conversation starter during dinner parties with family and friends.

You can take a page out of his book. But remember to cater it to your client’s preference.

For instance, you can replace the wine with whisky or rum if that’s what your client likes. And if they don’t drink alcohol, gourmet coffee might work.

The perfect settlement gift could be something unique or singular. It’s your job to figure out what it is.

So, take the time to learn about your client’s personal preferences from the beginning.

That’s what you’ll need to create the perfect settlement gift that they’ll never forget.

Cheers,

Ross Le Quesne

Mortgage Broker Coach, Mentor and Founder of?The?Billion Dollar Broker

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