Client Giant at Tom Ferry Elite Retreat

The #1 Client Gifting Platform For Real Estate Agents

ABOUT JAY O’BRIEN CO-FOUNDER + CHIEF DAY MAKER CLIENT GIANT ● Joined the real estate industry in 2011 ● Awarded NAR’s 30 Under 30 in 2015 ● Became a national speaker in 2016 ● Founded Client Giant with Jeff Jackel in 2018 ● Received Inman’s Most Innovative Award in 2018

4 IMPORTANT THINGS TO KNOW

1

WHAT YOU WANT AS A REAL ESTATE AGENT

2

WHAT THEY WANT AS YOUR CLIENT

3

WHY THEY WANT IT

4

HOW YOU DELIVER IT

WHAT IS YOUR Open Email Social Internet FAVORITE SOURCE Postcards Referrals Media LeadsHouses OF BUSINESS?Marketing

Referrals!

Referrals

●

They’re yours to lose

●

Built-in forgiveness

●

More enjoyable (no undercutting commission, less knowledge challenging, less need for unrealistic urgency)

ACCORDING TO

88% of people

say they’d use the agent that helped them buy when they sell.

BUT

Only 12%

of them actually do.

What a Client Expects from their Real Estate Agent:

✔ ✔ ✔ ✔ ✔ ✔ ✔ ✔ ❏

STRONG INDUSTRY EXPERIENCE

❏

PUNCTUALITY

❏

DEPENDABILITY

❏

TRUSTWORTHY

❏

DETAIL-ORIENTED

❏

GUIDANCE ON INSPECTION

❏

CONTRACT KNOWLEDGE

❏

UNDERSTANDING APPRAISALS

PAYFINANCE.

"People will forget what you said, people will forget what you did, but people will never forget how you made them feel." ― Maya Angelou

What you want and what they want are perfectly aligned

The way you make them feel

Your favorite source of business (# of referrals)

LAW OF RECIPROCITY When someone makes us feel special, we want to give that feeling back to them.

Passive referrals vs.

Passionate referrals

How YOU deliver it

Consumer Mindset

vs

Business Owner Mindset

Rethink branded gifts 82% of recipients view branded gifts negatively.

Choose impact over logos.

Marketing Bucket

Hospitality Bucket

newspapers

house hunting tool kit

postcards

moving boxes & packing supplies

JUST LISTED

congratulating on loan approval

Consumer JUST SOLD market updates Mindset magazines

Consumer 5-star dinner with roundtrip Mindset transportation handwritten thank you card

vs

mobile car wash

calendars

handyman services

magnets

cleaning service

branded

unbranded

After the sale

Before, during, and after the sale

Customer Journey

Before Transaction

House Hunting Toolbox Surprise your buyers with a thoughtful, functional, and extremely helpful gift to start off their journey searching for the perfect property.

Before Transaction

Just Listed Kit This gift will add to the warmth and fragrance of the home during showings as well as provide a touch of comfort for your clients, to rest and relax during the sales process.

Under Contract

Personal Concierge (ongoing throughout entire Titanium Buyer Package) Have a direct line to a personal concierge for assistance with information and/or coordination of services in your area (i.e. scheduling of movers, restaurant reservations, etc.)

Under Contract

Stress Relief Kit Your clients will be sent a Stress Relief Kit to celebrate opening escrow.

Under Contract

Moving Supplies Your clients will receive 14 boxes, in 2 sizes, tape, and packing materials to help take this off their to-do list.

Conditions Removed

Midway Milestone Surprise Your clients will receive a deluxe gift box filled with gourmet snacks and a congratulatory message celebrating this pivotal moment!

Conditions Removed

Help with address forwarding and utilities transfer Your clients will receive an email that includes a link to easily set up forwarding of address and transferring of utilities.

Transaction Close

Handwritten Thank You Card It’s rare anyone gets a handwritten card in the mail anymore. This card will be sent to your buyers when the transaction closes, genuinely thanking them for trusting you throughout this journey.

Post-Close

Movie Night In Experience About a week after the transaction closes, your clients will receive everything they need to have a movie night in, encouraging them to cozy up in their new home.

Post-Close

Gift Tailored to Client’s Interests About a month and a half after closing, your buyers will receive a gift tailored to their interests, such as a vinyl record of their favorite artist or memorabilia of their favorite sports team.

Post-Close

Choice of Professional Service Your client will be contacted by a concierge working on your behalf to gift them their choice of one of the following services: in-home professional cleaning, mobile car wash or massage.

Post-Close

Celebratory Dinner for 2 with Round-trip Transportation Client's choice of restaurant, transportation credit for round-trip to/from residence.

All payments and gratuity included. *Maximum budget within reason.

Never stop.

Surprise your clients every quarter.

Timely thoughtfulness you never have to think about.

Automate Thoughtfulness® It’s dummy-proof. with Client Giant.

Case Study: Greg Cummings

Nine referrals in 60 days.

30 clients

9

referrals

60 days

200K potential commission

“At first, I added 30 people to Top of Mind. I received 9 referrals within 60 days, equalling a potential of

$200,000 in commission.

I made sure to add all of my clients after that.”

GREG CUMMINGS Greg Cummings Group

Case Study: Mike Proctor

Taking care of past clients took my business to the next level.

16 clients

MIKE PROCTOR Whissel Realty Group

2

referrals

30K

commission

19X ROI in 6 months

“I signed up 16 clients on Top of Mind in September of 2020. Within 2 gifting cycles, I closed 2 transactions referred by clients on Top of Mind, earning roughly $30,000 in commissions; a 19x ROI. I continued adding more clients after that.”

: Official Gifting Partner of Tom Ferry!

Exclusive Tom Ferry Bundles

Automate Thoughtfulness.®

If you have the power to make someone’s day, you’d be crazy not to.®

Text your name and email to (949) 569-6078 for a copy of Jay’s presentation