Give Thanks to Your Clients, Referral Sources and Team

Nov 19, 2018 by

Expressing gratitude is an incredible act of showing appreciation, thankfulness and offering kindness in return. Never miss an opportunity to show how much you appreciate someone. 

In today’s fast paced, digital and sometimes impersonal environment where people are easily distracted, personal relationships and how we foster them are so important to maintain—not only for business relationships, but for true relationships to grow.  Giving thanks during this time of year to those who have helped you grow, both personally and professionally, is a way to keep your important and personal relationships meaningful.  Showing gratitude to your clients, your referrals and your team members is great way to show those people how important they are to you now and in the future.

Thank your clients for their business over the years.  Be sure that you personally thank your clients, whether they sold or purchased their home with you this year, or five or 10 years ago. They need to know that you value the relationship and sincerely appreciate the trust and confidence they had in choosing you to help them with their home purchase or sale.

Make it a point to call them throughout the year, but also call them now to say thank you and wish them a happy holiday, and that you hope they and their families are well and you look forward to seeing them soon. Personal phone calls in today’s world are often received with extra appreciation. The phone call doesn’t have to be long; it’s the thought of you taking the time to personally call them and thank them for being a valued client.

If you have too many past clients to call, send them a video of yourself thanking them and wishing them a happy holiday, and telling them how much you appreciate their business and their referrals. I would still recommend calling your list of top clients personally. It really is meaningful when you take the time to make a phone call.

Be sure to thank your referral sources. Business referrals are the cornerstone of your success, so making sure you thank those who refer your services—both at the time of their referral as well as several times a year—is so vitally important. These are your top 50-100 referring sources who are card-carrying fans and refer to you their friends, family, neighbors and co-workers. Be sure to thank them with a special gift, gift certificate or meaningful act of appreciation. When people trust you enough to refer you to someone, there really is no better compliment. Be sure to personally call them or stop by to drop off a gift and thank them again for their trust and confidence in you and let them know how much you appreciate the relationship.

Thank your team members and staff. It is so important to let people on your team know that you appreciate their hard work and dedication every day, that you know how much they put in to make the team successful, and that you don’t take any of that for granted. Showing your appreciation with a special hand-written note and a small or large gift of appreciation goes a very long way. Especially when it is not expected.  Go the extra mile to take your team to a holiday luncheon or special dinner with guests.  This is a very considerate and first-class thing to do for those who helped you all year.  Don’t miss the opportunity to thank your team and staff and recognize them for their contribution to the whole organization. It is a gesture that is most appreciated by the recipient, but also will make you feel good too.

Consider holding a client-appreciation event or special thank-you gift. A client-appreciation event is a great way to bring your clients, referral sources and team together for a holiday cocktail party, dinner or fun night out. Schedule an event at the hip, new place to go in your town, or consider having it at your home. In either event, you will be providing a great venue to treat your tribe to a fun night where you can say thank you in person. Other client appreciation events can be family-oriented craft events or even an annual golf outing. Inviting your clients, referrals and team members gives everyone a chance to enjoy the event and brings people together for you to show your appreciation to them for their continued, long-term loyalty to you and your business. 

Thank your affiliate partners. Don’t forget to thank those affiliated partners who also helped you grow your business or sent referrals to you. All the mortgage, title, home inspectors and insurance professionals who helped keep deals together or assisted to keep your sales closing on time. Sending them tickets to a great movie or theater production, a generous gift card and a personal note of thanks will show your appreciation for their part in your success.

Again, valuing your professional relationships shows you are a genuinely grateful person and that this isn’t just a job but that you are truly serving the community where you live, work and play.  Gratitude is an action and there is never a better time to show appreciation than the holiday season between Thanksgiving and the New Year.   Spread gratitude and show thanks to those who helped you grow personally and professionally and watch great things happen.  Everyone wins, and everyone feels good.

Show your gratitude and thanks by visiting my Facebook page and comment on your client appreciation event, or drop a picture of the annual thank-you appreciation gift you give to clients, referrals or your team at Have a wildly successful listing and sales week!

Sherri Johnson is CEO and founder of Sherri Johnson Coaching & Consulting. With 20 years of experience in real estate, Johnson offers coaching, consulting and keynotes, and is a national speaker for the Secrets of Top Selling Agents tour. For more information, please contact or 844-989-2600 (toll free) or visit

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Meeting and Exceeding Clients’ Expectations

May 19, 2018 by

HSA Home Warranty’s high-quality, comprehensive plans benefit buyers and sellers alike

No matter the market, real estate professionals are committed to going above and beyond for their buyer and seller clients. For Paddy Coan, manager at Jack White Real Estate in Wasilla, Alaska, and her licensees, home warranties are a key component to meeting—and exceeding—clients’ expectations as they make their way through the home-buying or -selling process.

A popular locale for investors and military personnel alike, Coan notes that the tremendous amount of new construction in the area has made for a vibrant community.

“In 1997, when I first started working as manager at Jack White Real Estate, there were 30,000 people calling the area home. Today, that number has risen to 110,000,” says Coan, who goes on to explain that most of the area’s housing stock was built after 1992.

And thanks to the firm’s longstanding relationship with HSA Home Warranty—a premium warranty provider that’s been offering high-quality, comprehensive plans and superior customer service for over 30 years—Coan and her licensees can rest assured that their clients go through the real estate process with an added layer of built-in comfort.

“I’m a strong proponent of home warranties as part of our company risk-management program,” explains Coan, who notes that educating clients about the benefits associated with a home warranty provides a bit of a safety net should a covered appliance or major component of a mechanical system break down from normal wear and tear after the transaction has been completed.

In fact, Coan recently had a client wake up to a warm refrigerator—an issue that was resolved with a quick call to a dedicated 800 number all buyers and sellers have access to.

While each and every client who walks through the company’s door has the opportunity to take advantage of everything the home warranty has to offer, Coan explains that buyers and sellers alike are reaping the rewards—with upwards of 90 percent of the firm’s listing clients choosing to add seller’s home warranty coverage, in effect during the listing period to the new buyer’s coverage, which takes effect once the home sells.

Working with HSA for the past 10 years, Coan has been nothing short of impressed with the relationship from the get-go. And that includes her local HSA rep, Yvette Maldonado.

“Yvette has made our working relationship with HSA even more valuable. Not only does she take the time to educate our agents about the features and benefits of the program, but she also goes above and beyond when dealing with our clients,” says Coan.

“In the end, having a home warranty changes the way our clients feel about things as they buy or sell a home—and well beyond,” concludes Coan.

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Tepping_Paige_color_60x60Paige Tepping is RISMedia’s managing editor. Email her your real estate news ideas at For the latest real estate news and trends, bookmark

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Staying Top-of-Mind With Clients During the Holidays

Dec 7, 2017 by

For many buyers, the holidays take priority over the home search, creating a seasonal slowdown. However, in 2017, existing-home sales show that January and March were the top two producing months (year to date), leaving us to wonder if clients are waiting for a fresh start to their search. This seasonal slowdown presents REALTORS® the perfect opportunity to seek out new ways to stay top-of-mind, and start the new year on the right track when buyers are ready to continue their search.

A Season’s Greeting
A simple gesture is all it takes to win over buyers during the holidays. A great way to stay top-of-mind is by utilizing a tried-and-true method of sending a smile: the holiday card. Holiday cards are inexpensive and easy to design. Furthermore, taking the time to design a personalized holiday card and handwriting a note are sure to let your recipient know you care.

If your budget allows, you can send a gift card with your holiday card. Gift cards tend to be the easiest way to go, but there are ways to make it more meaningful. For example, if you know your client is looking to move to a certain area, find a local coffee shop or restaurant and get them a gift card from there, instead of a franchise they can find anywhere.

Be Helpful
As the community expert, you can provide buyers with plenty of helpful information during the holidays. Creating custom email campaigns to suit your client’s needs is the easiest way to achieve this.

While your clients are preparing for their holiday festivities, ease their stress by creating a list of local caterers, event rental places, family photographers and other services they can benefit from throughout the holidays. This also increases the chances that these companies will refer you to someone else. For clients with smaller homes, offer tips on how they can make their small home feel larger for holiday parties. You can send sellers tips on how to decorate their home during the holidays without losing potential buyers.

Spread the Joy
Take full advantage of the holiday season when creating social and email campaigns. Design your content and layouts with festive designs to spread the joy of the season.

For instance, most cities or communities have their own light shows or tree lighting ceremonies each year. Send clients the times and locations of these events where they live, or will be moving to, so they can see firsthand the sense of community the area has to offer.

Whether it’s through social media, email or direct mail, staying top-of-mind during the holidays is all about telling your clients that you are here for them. By utilizing these three tips, you are sure to be their top choice come the new year. If you are looking to connect with more motivated buyers this holiday season, look no further than’s Local Connect program. New inventory is now available, just in time to start the new year off right! Click here to learn more.

For more information, please visit

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3 Reasons Your Clients Should List During the Holidays

Dec 1, 2017 by

Before the internet, buying a home involved long hours of flipping through MLS books and driving prospects around neighborhoods; something many agents just didn’t have time to do during the busy holiday season. Now that buyers are able to search, filter, and scan through potential listings without leaving their couch; home buying during the holidays has never been easier. Here are three reasons why your clients should list during the holiday season.

  1. Capitalize on less competition.
    During the holiday season, sellers can feel like they don’t have enough time to maintain their home for showings or negotiate potential offers. Because of this, they wait and re-list their homes at the beginning of the coming year. While this may make sense for some, it can also mean major missed opportunities.

The smaller number of listed properties can work out in your seller’s favor since more potential buyers can potentially see your client’s home. Make sure you take advantage of this opportunity by telling your clients to keep their homes show-ready at all times and recommending the best listing price possible. If your client’s home has been on the market for a while, this may be an opportune time to consider a price adjustment.

  1. Enhance the emotional experience.
    Buying a home is an emotional experience for both the buyer and the seller. Often, the buyer’s emotional connection to the home is what really solidifies the sale. The holidays are an especially sentimental time for many, as they bring back warm memories and allow buyers to imagine future celebrations.

Selling a home over the holiday season enhances the emotional connection that a potential buyer can make with your client’s home. Foster this opportunity by reminding sellers to stage their home accordingly. Since different types of potential buyers will be coming to visit, avoid including overly religious decor. Instead, opt for simple and classic, such as a wreath on the door, a simple tree devoid of children’s popsicle-stick decorations in the main room, and subtle garland in the kitchen. Also, consider burning a pine or cranberry-scented candle for those buyers who come over for a tour.

  1. Work with motivated buyers.
    If someone ventures out to look for a home during the holiday season, it’s clear that they’re a motivated buyer. Take advantage of this opportunity by making sure the property is marketed in the best way possible. This could be a great time to update listing pictures, check in with your clients on their listing price, or re-post the listing on your social pages or blog. In addition to this, remind sellers that they should be flexible around this time, in case a potential buyer wants to schedule a last-minute showing. This is also a reason why the listing should be in peak-showing condition.

Follow these tips and hopefully your clients will be out with the old and in with the new by New Year’s Day! If you are looking to connect your sellers with motivated buyers, look no further than’s Local Connect program. New inventory is now available, just in time for the holiday season! Click here to learn more.

For more information, please visit

For the latest real estate news and trends, bookmark

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