Unlocking Referrals With This Simple Key
Do you remember the magical moment of unlocking your new home for the very first time? It was pretty great, right? As an agent, that’s an experience you get to be a part of all of the time. A client buys a house and you get to hand over a brand new set of keys.
But this is Ty’s 35, where we take everything to the next level to help increase your business. So let’s take this already magical moment and put it on steroids.
When I first started out as an agent, I would have keys made for my clients the day before move-in and personally deliver them in a cool (but inexpensive) box. Additionally, included in the box was a coupon for a local locksmith to come out and rekey the house.
This really added an emotional touch to the deal which was great, because let’s face it, I’m a pretty straightforward businessman. Doing this small gesture of delivering the keys allowed me to connect to my clients emotionally. A small gesture but with a huge ROI. Emotional connection = more referrals, and referrals are how we want to run our business.
However, that was what I did when I was just starting out. But as my business grew and I was doing more and more deals, I decided to step this gesture up a notch. I put it on steroids. How? I made it a practice to pay for the rekeying of all of my clients new homes.
I know some of you out there are paying $500+ for home warranties for your clients. Stop. Start rekeying their house instead and you’ll see a bigger return on your investment. Because I worked out a deal with my local locksmith, who I helped increase his business with all the coupons cashed in by my clients (that’s why those vendor relationships are so important!), and he would rekey the house and make several copies for my clients.
But these weren’t just regular keys. My locksmith would custom engrave them with messages like “welcome home!” or “happy living!” When the keys were ready, my field runner would deliver the keys to my clients in a cool box (I was too busy at the time to deliver them myself). We even started doing several layers of boxes – think opening empty box after empty box on Christmas, to finally find that small box with a treat inside. We all love treats, and this became such a treat for my clients.
Now to take this practice and apply it to your own business, here’s what you need to do:
- Find a local locksmith and build that relationship. Vendor relationships are so, so important to your success.
- Decide if you want to start off with a rekeying coupon or if you’re going to invest in your business and pay for the rekeying yourself.
- Buy some inexpensive boxes for the keys. Mine were only thirty cents each!
- Pick a few key slogans to engrave. I engraved “welcome home!” and “happy life!” on my client’s keys. What will your message be to your clients every time they open their door?
- Do this for your next deal. Make it happen!
Take a picture of one of your custom keys in it’s box and share it with me on my Facebook page or Tweet Me a photo. I wanna see you all in action! #EXECUTE
I grew my business strictly by referrals. I had a system in place called Ty’s 35, designed to wow every single client I had. I’m going to share my system with you, week by week, so you too can start working by referral. No more door knocking, no more cold calling, no billboards, and no advertising.