I\u2019m not Italian, but sometimes I wish I was.<\/p>\n\n\n\n
I\u2019ve traveled to Italy three times, and I\u2019ll definitely go back again. It\u2019s astonishingly beautiful, with architecture, art, and history that is mind-boggling compared to North America\u2019s relative newness.<\/p>\n\n\n\n
But what I love the most about Italy are the Italians. They know how to live.<\/p>\n\n\n\n
For example, they take great pleasure in preparing a meal and sharing it with family and friends. Every meal is an event for them. Time spent together with loved ones is the most important part of their day.<\/p>\n\n\n\n
I\u2019ve been lucky enough to experience this first-hand, several times, and I\u2019m grateful for it. Just writing this makes me yearn to return to Italy.<\/p>\n\n\n\n
——————–<\/p>\n\n\n\n
I\u2019m also a fan of old movies. There\u2019s a scene in \u2018It\u2019s a Wonderful Life<\/a>\u2019 (1946 – Jimmy Stewart), where the Italian family is taking possession of their new home. They\u2019re given a traditional Italian housewarming gift of bread, salt, and wine.<\/p>\n\n\n\n \u201cBread, so your home will never know hunger, salt, so life will always have flavor and wine for joy and prosperity.\u201d<\/em><\/p>\n\n\n\n This scene inspired me to do something similar for my buyer clients. First, I stocked up on the following items, bought in bulk at wholesale (40%-50% off), which was surprisingly easy:<\/p>\n\n\n\n I also bought several cases of wine at once and negotiated a deep discount. <\/p>\n\n\n\n My office was always stocked up, so there was never any scrambling at the last minute to buy a gift for possession day.<\/p>\n\n\n\n On the morning of a possession, I would stop by my favorite bakery and pick up a freshly baked loaf of their crusty sourdough bread.<\/p>\n\n\n\n Then I\u2019d assemble whatever I was going to give the client, depending on the circumstances. For example, if it was an inexpensive condo, it might be a loaf of bread, a simple cutting board, a few different salts, and one bottle of wine.<\/p>\n\n\n\n For an expensive home, it might be the loaf of bread, a fancy cutting board, the bread knife, several packages of salts, and 3-4 exceptional bottles of wine.<\/p>\n\n\n\n I\u2019d arrive at the home a few minutes early and assemble everything on the counter, along with a hand-written note.<\/p>\n\n\n\n When they got there, I\u2019d make the presentation, explaining that it\u2019s a traditional Italian house-warming gift:<\/p>\n\n\n\n \u201cBread, so your home will never know hunger, salt, so life will always have flavor and wine for joy and prosperity.\u201d<\/em><\/p>\n\n\n\n I can\u2019t even remember how many of my clients burst into tears when I did this. And I\u2019ll never forget the giant bear-hug I got from Mike, a 300-pound ex-linebacker.<\/p>\n\n\n\n Was it memorable? <\/p>\n\n\n\n Hey, paisano. You better believe it.<\/em> <\/p>\n\n\n\n ——————–<\/p>\n\n\n\n The purpose of this story is not to suggest you copy my idea. It\u2019s this:<\/p>\n\n\n\n You need to put some real thought into the gifts that you give your clients.<\/strong><\/p>\n\n\n\n Not just house-warming gifts, but also other gifts to show appreciation for a referral, for example.<\/p>\n\n\n\n Whenever I saw something cool at a craft show, or when I was traveling, I would \u201cstock up\u201d on those items, so I always had an inventory of unique gifts in my office. <\/p>\n\n\n\n You don\u2019t have to spend a lot of money. It truly is the thought that counts. <\/p>\n\n\n\n And when it\u2019s something of real value (like a hand-made cutting board or a high-quality stainless-steel knife), that\u2019s something they\u2019ll keep forever, and they\u2019ll never forget where it came from.<\/p>\n\n\n\n You may never see them again, but those happy clients could be a referral source for you for the next ten years.<\/p>\n\n\n\n Never forget: You\u2019re in a relationship-based business. Every little thing you do to nurture your relationships is important.<\/p>\n\n\n\n ——————-<\/p>\n\n\n\n One last thing: Please do NOT under ANY circumstances attach your name to any gift you give a client. It cheapens it. <\/p>\n\n\n\n Imagine if you worked for 50 years and were given a gold watch at your retirement party, and your boss wrote his name and phone number on the back of it, so you\u2019d never forget who gave it to you. If it were me, I\u2019d bring it home and throw it in the garbage.<\/p>\n\n\n\n Ask yourself a simple question: Is it a gift of gratitude, or is it cheap advertising? It CAN\u2019T be both. <\/p>\n\n\n\n ——————–<\/p>\n\n\n\n This article was inspired by module #8 – Generating Referrals – part of the Agent Skills Master\u2019s Program<\/a>.<\/p>\n\n\n\n Within this module, you\u2019ll learn all about how to develop a business with a never-ending stream of incoming referrals. Here\u2019s the thing: You don\u2019t get referrals by asking. You get them by deserving. When you do the right things, you don\u2019t need to ask.<\/p>\n\n\n\n