NORTHERN CALIFORNIA 10-16-23

NORTHERN CALIFORNIA EDITION

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REASONS WHY YOUR PROSPECTS AREN'T TURNING INTO CLIENTS

HOW TO MAKE YOUR COMMUTE PRODUCTIVE

WELCOME HOME: WORKING WITH RELOCATORS IN TRANSITION FEATURED AGENTS

JENNIFER GENTRY REVELINA UM

CREATIVE WAYS TO SAY THANK YOU COVER STORY

CHRISTOPHER BROWN

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resources we never had before as we ad agency functions for our Realtors® NORTHERN CALIFORNIA EDITION we grow our Roseville, CA office, w looking at acquiring some other bro ages in the western states as well as suing international opportunities on development side UM in Mexico and Cen REVELINA JENNIFER GENTRY Christopher “Isays. keep in touch by cal With a personality as vibrantAmerica,” as her

7 Revelina Um’s journey17 22 sionally, sending mailers name, into the the latest market update world of real estate is a story of pasby during the holidays t sion, dedication, and a leap of faith. “A give a little something good friend thought I would be a good family.” When it come fit for real estate,” she recalls. With a her listings, Revelina l successful almost 20-year career at unturned. From postc a Fortune 500 company already on media, door knocking t her resume, Revelina first began her she embraces every aven real estate career as a part-time agent.

“Then I decided, after a month or two, CHRISTOPHER BROWN REVELINA UM Her dedication was ev that I didn’tJENNIFER want to do itGENTRY halfway,” she very beginning of her c adds, “so I quit my job and became ® clinched the title of Roo a REALTOR full-time. Keeping in her clients fin For as long as she can remember, Jennifer Gentry clients or personal referrals. in herMany firstofyear, out of mind what a wise friend once told me has admired home design and architecture. “I just her online and select her based on testimonials. that ‘it’s not called gambling if you’re betting your- agents. “I was ecstatic to receive th love being around properties,” she says.

“And on I like her recent her ability reflects, “the success leap oftofaith fromtoacustom stab self.’” dealing It waswith a bold decision, but one that set her people and building a business.” Orig- onShe credits services to the needs of eachand client.

“I don into real estate was scary, receivin from Northern California, she moved to Losago,ize her a pathinally to greatness.

Beginning nearly six years copy and paste,” she insists. “I ask several question Angeles about sixout years ago, gotfor herherself license in Year Award confirmed that I made Revelina has carved a niche in 2018, the bus- the beginning – and throughout the process – s and started working in real estate. After a period of at thefor myself and my family.” tling real estate landscape of East Bay, from OaklandI can understand each client’s priorities. There ar training and introduction to the business followed by certain things that I usually do because I know the to Fremont, with a keen focus on San Leandro and a temporary relocation abroad, she returned to Northbut Iit’s always my activities to the client not tailor just about the numbers fo Castroern Valley, selling an impressive volume $25 towork,But California and found her way back to real of estate. a very fulfilling job,” she confides. “ She hasper enjoyed $27 million year. growing her career since.

“I was in a hyper-competitive market in LA, get to the next chapter of their lives is but attributes many of theher things I learned my percentage I didn’t have that sense of fulfillment Revelina success to during the high time there have helped me be more successjob. And I love the relationships that I of repeat and referral clients in her stable.

“My focus ful today.” relationship-based, not transactional.” is always on my clients’ comfort, not only in working An established agent with an office in Red with me, but in every decision that they make throughBluff, she serves Tehama and Shasta counties, out thewhich homearebuying or selling process,” she enthuses. In her moments of downtime, Reveli a few hours north of Sacramento. competitive spirit into playing and com “I’m highly responsive and do thecoordinator best I can to tailor Recently, she hired a transaction “If I’m not hanging out with my kids, y everything around myforclients’ needs and schedules. to allow more time her to scale her busia pool tournament,” she shares with a s ness.isShe generated thanI $9 million My goal to has make everymore client have feel like they volume in the past three years, eclipsing future of her business, Revelina is cle are myinonly client.” $4 million in 2021. She estimates that 30% “I’d like to build a team,” she says, “s to 40% of her business comes from repeat ents and be able to provide the same q But what truly sets Revelina apart from her peers is that I provide now.” In Revelina Um, t her commitment to nurturing relationships. Staying in Copyright Top Agent Magazin estate has found a dynamic force who’ touch with her past clients is a priority for Revelina. connections and leaving her mark on t “Most of my clients become great friends,” she shares.

Phone 310-734-1440 | Fax 310-734-1440

In addition to his work at the NE group of companies, Christopher is tively involved in the community has participated on a number of bo in leadership positions. He is curre Vice Chair and will be Chair next yea Home Aid Sacramento. The nonpro mission is to help people who are exp encing or at risk for homelessness b CONTENTS new lives through construction, com nity and education. “A 4) 7 REASONS WHY 20)engagement, HOW TO MAKE ofYOUR organizations get funding for t YOUR PROSPECTS AREN'T COMMUTE TURNING INTO CLIENTS PRODUCTIVE operations, but they don’t get fund for physical space for actual buildin 14) WELCOME HOME: 23) CREATIVE WAYS Christopher remarks.

WORKING WITH RELOCATORS TO SAY THANK YOU“Through this ganization, we’re able to leverage IN TRANSITION home building connections to pro housing for the homeless.”

Christopher has a wide variety of in ests, but his passions are photogra No portion of this issue may be reproduced in any manneremail whatsoever without prior consent of the publisher.

Agent Magazine revelina.com RevelinaRealtor@gmail.com, orTop visit is published by Feature Publications GA, Inc. Although precautions areand taken totraveling ensure the accuracy of published with hismaterials, wife and son.

Top Agent Magazine cannot be held responsible for opinions expressed or facts supplied by its authors. To subscribe or change address, send inquiry to mag@topagentmagazine.com. Published instarted the U.S. a travel blog six yearsCopyright ago Top ca Lifes’s About Experiences which mag@topagentmagazine.com | www.topagentmagazine.com For more information about Revelina Um, call 510-427-4315, www.

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7 Reasons Why Your Prospects Aren’t Turning Into Clients Real estate experts suggest prospecting daily so that your sales pipeline never runs dry.

But sometimes all that effort doesn’t translate into results. If your prospects aren’t becoming clients, there’s a reason, which is better than it sounds because that means you can fix the problem.

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1. You’re Too Slow The Association of Real Estate License Law Officials estimates that there are about 2 million active real estate licensees in the United States alone. Of course, not all these individuals are working in the same markets. Nonetheless, that

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If your prospects aren’t becoming clients, there’s a reason, which is better than it sounds because that means you can fix the problem.

means that realtors face a lot of competition. If you are slow to respond to messages from prospective clients, someone else is sure to beat you to it. As a rule of thumb, it’s best to return calls and emails within 24 hours.

If you’re too busy working with active clients to return the phone calls and emails of prospective clients, consider hiring a real estate assistant who can help take administrative or marketing tasks off your plate.

2. They Don’t Trust You There are different reasons why a client might not trust you, some of which overlap with others on this list. When a client asks you a question, do you answer it directly or do you sidestep it?

Do you have testimonials and reviews from happy clients publicly available? Do you have an online presence? Social proof of your skills and knowledge is key.

3. You Don’t Seem Knowledgeable Enough Is your client constantly coming to you with new listings or marketing ideas rather than the Top Agent Magazine

other way around? Do they mention real estate and finance terms you’ve never heard of or ask you questions you’ve never thought to ask yourself? Every agent starts somewhere, but if this seems to be a pattern, it’s one clients will pick up on too.

Your clients want to know that you will add value to their home buying or selling experience, and part of that value is your expertise and passion.

4. You Have No Web Presence It’s not enough to be on Zillow or have a Facebook page. There are clients who don’t use these platforms, and at the end of the day, you don’t own the content or your access to it. Both platforms could suddenly go out of business and any following you’ve gained could be lost.

It doesn’t cost much to create and maintain a website today. If customization matters little to you, sometimes you can even get up and running for free. At the very least, it’s a good idea to invest in a domain name because yourwebsite. wordpress.com looks a lot less professional than yourwebsite.com.

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5. You Don’t Seem to Care When clients don’t think you care, it usually means they don’t feel like you are listening.

You may have systems, processes, and a proven marketing strategy. You may like to get right down to business, but to your client, this isn’t just business—it’s their life and their family’s livelihood.

When your client tells you what’s important to them, they want to make sure that you really hear them. Make sure your body language conveys that. Slow down. Shut your office door.

Make eye contact, nod your head, and pause before you speak so that they understand that you’ve put thought into your words—that they aren’t simply lines from a script.

6. You Use Too Much Jargon Remember that your clients don’t speak real estate. At most, they might buy or sell a home once every few years. They hired you to be their advocate and may even expect you to be a bit of a teacher too. Use layman’s terms so that your

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client fully understands how the two of you will work together.

7. Your Target Audience Is Everyone Your clients are home buyers and sellers, yes, but who is your ideal client? Some specialties you might consider are college students and recent graduates, working professionals, military families, seniors, CEOs, or other high-profile clients.

As a newer agent, your target audience might be anyone who will hire you, but over time, you might find that you click more with certain clients, that their lifestyle is similar to yours, or that their goals align with your mission. Whatever the reason, marketing your business to this “ideal client” rather than every potential client will make selling your services easier.

Remember: It’s within your power to alleviate your client’s concerns, but understanding why your prospects aren’t turning into clients is a good start.

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CHRISTOPHER BROWN Top Agent Magazine

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CHRISTOPHER BROWN From real estate entrepreneur, public speaker, and philanthropist to world traveler, photographer, social media influencer, and soon-to-be author, Christopher’s mission is to motivate others to make the most of their time here.

Christopher Brown is one of those dynamic overachievers who somehow manages to squeeze 100x more out of life than other people. From real estate entrepreneur, public speaker, and philanthropist to world traveler, photographer, social media influencer, and soon-to-be author, 8

his mission is to motivate others to make the most of their time here. “I absolutely adore what I do, but I’m not going to die in the office doing it,” he says.

A 30-year industry veteran, Christopher has been involved in all aspects of real Top Agent Magazine

estate investing, development, and home building in Northern California. He started out selling condos on the beach, moved to Sacramento to sell new homes, then quickly moved up to senior management positions with several new home builders. In 2008, he founded NEXT New Homes Group--which provides turnkey sales and marketing services to home builders and developers—and NEXT Real Estate Group—a technology focused, concierge style brokerage

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serving Realtors®—followed by NEXT Crafted, the home building side of the NEXT brand. In June 2023, the boutique brokerage expanded their capabilities significantly with a new strategic partnership and became NEXT New Homes Group, Era Powered and NEXT Real Estate Group, ERA Powered.

“We have two new subdivisions opening soon with NEXT New Homes. One is 133 lots and one is 115. But I’m most excited

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about growing NEXT Real Estate Group with the new relationship. We now have access to technology, tools, and training resources we never had before as well as ad agency functions for our Realtors®. As we grow our Roseville, CA office, we’re looking at acquiring some other brokerages in the western states as well as pursuing international opportunities on the development side in Mexico and Central America,” Christopher says.

In addition to his work at the NEXT group of companies, Christopher is actively involved in the community and has participated on a number of boards in leadership positions. He is currently Vice Chair and will be Chair next year of Home Aid Sacramento. The nonprofit’s mission is to help people who are experiencing or at risk for homelessness build new lives through construction, community engagement, and education. “A lot of organizations get funding for their operations, but they don’t get funding for physical space for actual buildings,” Christopher remarks. “Through this organization, we’re able to leverage our home building connections to provide housing for the homeless.”

Christopher has a wide variety of interests, but his passions are photography and traveling with his wife and son. He started a travel blog six years ago called Lifes’s About Experiences which has 10

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attracted more than 150,000 followers worldwide across his social media platforms. He’s even writing a book about his experiences. “I want to inspire other entrepreneurs to take a break and go see something in the world. It started when my wife and I decided to just disappear for a month to reset ourselves on a cruise ship from Sydney, Australia to Honolulu.

A month after that first trip, I had a heart attack. That really drove home the point that work isn’t everything. Through my travel adventures I’m able to bring even more ideas and energy back to the office, which ultimately makes the businesses even more successful.”

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To reach out to Christopher Brown call 916-300-0159, email christopher@next.cool or visit: facebook.com/nextregroup, instagram.com/lifesaboutexperiencesnotthings or linkedin.com/in/christopherwbrown www.

www.

www.

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Welcome Home:

Working with Relocators in Transition People stage moves for all sorts of reasons.

From the joyous and pre-planned, to the unfortunate and unexpected, new chapters begin with the help of an agent. When you’re working with buyers from a different region, state, or country, the typical complications of a transaction can be compounded. So, what’s a savvy agent to do?

For starters, envision the big picture. Relocators have extra obstacles between them and 14

their dream home. They don’t necessarily know which neighborhoods are ideal for their lifestyle, what they should budget for utilities, what type of homeowner’s insurance is ideal, or how they can tour, let alone close, on a house from afar. All in all, it’s a tall order, but if you can manage a relocation transaction successfully, you could tap into a sizable pool of clientele. Think of it this way: if you’re the shining star of a relocator’s moving process, their word-of-mouth praise could be

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exponential. Likewise, a winning reputation within that client’s corporate sphere could lead to lucrative, stable referrals and partnerships for years to come. Here are a few key ways to help clients navigate the relocation process with minimal stress and maximum results.

Create a full-scale timeline for you and your client that makes expectations clear.

Moving is already one of life’s biggest stressors, but relocations have a dozen more moving parts that your average deal. Consider creating a master-plan of sorts to help you and your client visualize the steps required to achieve success in the midst of a relocation.

Even from afar, your client will be able to refer to the roadmap you’ve set. Likewise, this makes sure you and your client are on the same page regarding expectations, timelines, and checklists. Assemble an articulated, overarching gameplan also helps demystify the process and lower stress. Instead of clients wondering what’s next, what’s needed, who to call, and when to be ready—handy guidelines of your own devising will be at their fingertips.

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Attune your communication style so that nothing goes overlooked or miscommunicated.

Establish early on how your client prefers to communicate and which methods should be excluded. Also, make sure to outline what timeframes are ideal to communicate in, and how often they expect to hear from you with status updates or follow-ups. Some clients might prefer a more hands-off approach that lets you manage most details behind the scenes with updates only when progress is made. Most clients in the midst of a serious relocation, however, will prefer to be in touch more frequently. Customizing is key. If they prefer text messages and emails over calls, that’s a helpful detail to know from the outset. If they prefer face-to-face video chats or can only speak after business hours—those are also key parameters to work within. The less mystery and hassle, the better.

Be a local resource with vetted recommendations and vendors on-hand.

Relocating homeowners may not know the best neighborhoods and their amenities, or where the best school districts are, which areas are high-traffic, or where their dollar might stretch a little further. Identifying your clients’ goals can help narrow this field, but you’ll also want to be careful not to overwhelm them with information. After all, they’re taking on a huge life transition and making a move as an outsider. You’ll want to serve as a onestop-shop who can remove some steps and stress from their organizational obligations.

Have a contractor who can get a head-start on home projects while clients make the move?

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Excellent. Or, perhaps you can provide an out-of-state agent referral so that clients can sell their existing property in a timeline that works in conjunction with their new purchase. Make yourself a community expert and a connector, and you’ve won a client— and their referrals—for much longer than a single transaction.

Think outside the box when weighing variables.

Relocations aren’t your typical transaction.

You’ll need to do a bit more planning to avoid pitfalls along the way. For instance, have you considered how you’ll tour homes with clients if they live hundreds of miles away?

Are there time zone differences to factor in?

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If clients are relocating from another country, are there any special visa or naturalization considerations? How will their belongings travel? Are there pets to relocate? There are plenty of questions to ask and plan for, but the key is to be communicative and thorough up front. The more information and planning time you have, the smoother the transition will go.

There are certified real estate agent designations you can pursue that set you apart for your experience when it comes to relocations, but in lieu of those—arm yourself with the planning details and methods that will make your client a raving fan. In the process, you’ll up your game, create a happy client, and hopefully field similar business for years to come.

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JENNIFER GENTRY

For as long as she can remember, Jennifer Gentry has admired home design and architecture. “I just love being around properties,” she says. “And I like dealing with people and building a business.” Originally from Northern California, she moved to Los Angeles about six years ago, got her license in 2018, and started working in real estate. After a period of training and introduction to the business followed by a temporary relocation abroad, she returned to Northern California and found her way back to real estate.

She has enjoyed growing her career since.

“I was in a hyper-competitive market in LA, but many of the things I learned during my time there have helped me be more successful today.”

clients or personal referrals. Many of her clients find her online and select her based on testimonials.

She credits her recent success to her ability to customize her services to the needs of each client. “I don’t copy and paste,” she insists. “I ask several questions at the beginning – and throughout the process – so I can understand each client’s priorities. There are certain things that I usually do because I know they work, but I always tailor my activities to the client’s

An established agent with an office in Red Bluff, she serves Tehama and Shasta counties, which are a few hours north of Sacramento.

Recently, she hired a transaction coordinator to allow more time for her to scale her business. She has generated more than $9 million in volume in the past three years, eclipsing $4 million in 2021. She estimates that 30% to 40% of her business comes from repeat 18

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objectives. Once I have had a few conversations with them, I think they pick up on that, and there is a pretty good chance of us working together.”

Her marketing is executed in a variety of ways.

In addition to the usual media (website, online profile, social media) she is featured in periodicals and magazines and also utilizes direct mail.

She creates brochures and prints flyers for open houses. She keeps in touch with her regular clients by texting them on occasion throughout the year. “I think they like the personal touch of a text rather than a generic bulk email,” she suggests, “Though I occasionally call and send emails too.”

The most gratifying part of her business is the satisfaction she feels after serving a client well.

“I learned early in my career that this really is more of a people business than it is a house business. I love when everything comes together and my clients feel like I gave them the best service I could.”

Like most successful real estate agents she is deeply involved in her local community. She serves as a member of the Board of Directors of the Tehama County Association of Realtors and is on the association’s Social and MLS Committees. She is also Vice-President of the Downtown Red Bluff Business Association. In years past she has been a member of Shasta County’s Young Professionals Network (YPN) and the Active 20/30 Club of Red Bluff.

In her free time, she enjoys being adventurous outdoors, taking backpacking trips, seeing live shows, and traveling on weekends. When staying in, she likes reading and taking on house projects. Someday she’d like to get her broker license and build a small team. “That’s something that’s always been in the back of my mind,” she admits. “I like the idea of protecting the quality of service provided by having a select few agents on my team. I can see how that gets more difficult the larger you grow, but that would be a priority to me over volume. My aim would always be to keep client experience as the focus of my business.”

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For more about Jennifer Gentry, please call 530-526-6832 email JGentrySells@gmail.com or visit Jennifer-Gentry.com http://

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How to Make Your Commute Productive The highest caliber business owners and entrepreneurs utilize every minute of their day.

Though this may be a lofty goal, there are certainly ways to make our daily routines more efficient and productive. Consider the morning and evening commute—time blocks that are accounted for every day. For some of us, daily commutes may mean a lengthy drive through gridlock traffic, or perhaps just a quick fifteen-minute crosstown excursion. However short or long your commute may be, there are ways to maximize this component of your daily routine and reap the rewards.

With that in mind, take a look at some ideas below to inject some energy and productivity into your daily commute.

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Listen to the latest industry-centric podcasts or audiobooks Whether you drive, bike, walk, or take public transportation, a commute is the perfect time to tune into an industry-oriented podcast or audiobook as a way of building your skills or getting into the zone for the day. Instead of letting your commute time be passive, you can process insights from leading industry professionals, or develop your skillset on a topic you haven’t yet made time for. Perhaps you’d like to develop your social media presence, or maybe you’d like to tap into the millennial homebuyer market—whatever the case may be, there is audio material out there suited to your interests. What’s more, podcasts are free and easy to incorporate on your smartphone or

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tablet, and there are ample audiobook subscription services out there that make regular listenership cost effective.

Create a mental to-do list to get a head-start on your day, or to prepare for tomorrow Getting your thoughts in order with a straightforward to-do list can help you dive in once you make it to your desk, or serve as a conclusive mental routine to end your work day.

If you drive to and from work and don’t have your hands free, don’t fret. Speaking your to-do list aloud can help you detangle your thoughts and tasks by vocalizing them. You can also try breaking down your to-do list by verbalizing the day’s goals, the week’s goals, and the month’s goals as a way of structuring priorities. If your commute is hands-free, you can incorporate a variety of apps that serve as custom-made todo lists that’ll organizationally map your duties for the day. In either case, use your commute window to identify and name the tasks ahead of you, and you’ll be able to hit the ground running when the time comes to perform.

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Tend to your personal commitments and planning A productive commute can boost your professional performance, but it can also serve your personal growth and out-of-the-office responsibilities, as well. Perhaps you can think out and plan your meals for the week so that you don’t come home burnt out and with nothing in mind for dinner. Maybe you check in with a relative or partner and catch up for a spare twenty minutes.

Not only does this eliminate a few items off of your personal to-do list, it can actually give you a more focused mind at the office. If your personal life is in good order, you’ll be able to devote your full attention to work tasks.

As the old saying goes, there are only so many hours in a day. If you added up all the minutes spent commuting around town, how many hours would amount? Though the trek to and from the office is an engrained part of professional life, it doesn’t have to be a drag. Account for those spare commute windows in productive ways, and in only a month you’ll have devoted a significant portion of your time to bettering yourself as a person and a professional.

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REVELINA UM With a personality as vibrant as her name, Revelina Um’s journey into the world of real estate is a story of passion, dedication, and a leap of faith. “A good friend thought I would be a good fit for real estate,” she recalls. With a successful almost 20-year career at a Fortune 500 company already on her resume, Revelina first began her real estate career as a part-time agent.

“Then I decided, after a month or two, that I didn’t want to do it halfway,” she adds, “so I quit my job and became a REALTOR® full-time. Keeping in mind what a wise friend once told me that ‘it’s not called gambling if you’re betting on yourself.’” It was a bold decision, but one that set her on a path to greatness. Beginning nearly six years ago, Revelina has carved out a niche for herself in the bustling real estate landscape of East Bay, from Oakland to Fremont, with a keen focus on San Leandro and Castro Valley, selling an impressive volume of $25 to $27 million per year.

Revelina attributes her success to the high percentage of repeat and referral clients in her stable. “My focus is always on my clients’ comfort, not only in working with me, but in every decision that they make throughout the home buying or selling process,” she enthuses.

“I’m highly responsive and do the best I can to tailor everything around my clients’ needs and schedules.

My goal is to make every client I have feel like they are my only client.”

But what truly sets Revelina apart from her peers is her commitment to nurturing relationships. Staying in touch with her past clients is a priority for Revelina.

“Most of my clients become great friends,” she shares.

“I keep in touch by calling them occasionally, sending mailers and emails for the latest market updates, and dropping by during the holidays to say hello and give a little something special to their family.” When it comes to marketing her listings, Revelina leaves no stone unturned. From postcards to social media, door knocking to email blasts, she embraces every avenue available.

Her dedication was evident from the very beginning of her career, when she clinched the title of Rookie of the Year in her first year, out of 150 other new agents. “I was ecstatic to receive that award,” she reflects, “the leap of faith from a stable corporate job into real estate was scary, and receiving the Rookie of the Year Award confirmed that I made the right move for myself and my family.”

But it’s not just about the numbers for Revelina. “It’s a very fulfilling job,” she confides. “Helping people get to the next chapter of their lives is very fulfilling.

I didn’t have that sense of fulfillment at my corporate job. And I love the relationships that I build. I’m really relationship-based, not transactional.”

In her moments of downtime, Revelina channels her competitive spirit into playing and competing at pool.

“If I’m not hanging out with my kids, you’ll find me in a pool tournament,” she shares with a smile. As for the future of her business, Revelina is clear in her vision.

“I’d like to build a team,” she says, “service more clients and be able to provide the same quality of service that I provide now.” In Revelina Um, the world of real estate has found a dynamic force who’s forging lasting connections and leaving her mark on the industry.

For more information about Revelina Um, call 510-427-4315, email RevelinaRealtor@gmail.com, or visit revelina.com www.

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Creative Ways to Say Thank You

Most top real estate agents find ways to welcome their clients to their new home. A common theme is a bottle of wine and some wine glasses for that first post-threshold toast, or a bouquet of flowers to brighten up that empty living space until the furniture arrives.

But are you truly being as creative as you can with your appreciation? Here are some innovative gift ideas that will truly keep you front of mind with your valued customers and assure their gratitude and repeat business, not to mention a slew of referrals.

1. How about a streaming video device, like a Roku

or Amazon Fire Stick? There’s a good chance your clients will not have their cable service up and running for a few days, and this is an excellent way for them to enjoy their television before they get that connection going. Bundle it up in a basket with some DVD’s for the kids, and don’t forget all necessary cables.

2. Matching bathrobes and Bath kits: Fleece or ter-

rycloth bathrobes and a basket filled with highend his and her body scrubs, bubble bath and other luxurious pampering items can make the first night in a new home feel like a check-in at a fabulous resort and make the memory of that first night one to cherish. Again, don’t forget the kids!

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3. Arrange a catered meal from a local vendor. As-

certain in advance dietary preferences and restrictions, and have a wonderful, healthy meal delivered on move-in night. To complete the magic, provide brand new plates, silverware and glassware to serve it all on.

4. For homes with swimming pools or Jacuzzis, a

stack of fluffy pool towels is always appreciated and will be used by family and friends for years to come. Additionally, acrylic stemware for celebrating safely can be provided alongside them.

5. If it’s winter time and the home has a fireplace, make sure there’s plenty of wood to burn. Some fireplace accessories and a log holder will certainly make your clients appreciate you on every chilly night to come.

So when it comes to gifting your buyers, the trick is to be creative. A bottle of wine lasts one night, and the flowers wilt in a few days. Try coming up with something a little more creative that will remain with your clients in their day-to-day lives and remind them of you consistently. The little bit extra you spend to show your gratitude can reap huge dividends when it comes time for your client to purchase a second home or refer a friend.

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