Brokers bearing gifts: Tricks of the client-wooing trade

Even after their clients have closed, an ambitious broker’s work isn’t done.

Many agents, such as Wendy Sarasohn of Brown Harris Stevens, go the extra mile, buying custom, often lavish gifts for buyers, hoping to leave an impression and maybe recruit a few more clients.

Sarasohn’s approach is to buy clients massive, hand-wrapped gift baskets including handwritten notes and presents for each member of the buyer’s family, including pets.

In the same spirit, she also recently gave a client a custom dog bowl, with the dog’s name engaged. Less unique but no less thoughtful presents by the broker include tickets to a runway show during Fashion week, and Nespresso coffee machines, the Wall Street Journal reported

Sarasohn and her team prepare and delivery the gifts themselves. “Our office looks like Santa’s elf shop,” she told the Journal.

She wasn’t the only one. Los Angeles-based Coldwell Banker broker Christophe Choo accompanied his clients on a $30,000 all-expenses-paid trip to Las Vegas. “My business is 70% repeat clients,” he told the Journal. “Creating memories is important.”

Danny Hertzberg, of the Jills at Coldwell Banker in Miami, recently bought a couple a pair of custom beach bicycles complete with bells, baskets and locks, after they closed on a $1.2 million condominium unit.

All the brokers stress the need to be personal, prompt, and “heartfelt” when considering the best gift-giving approach to take. [WSJ] – Ariel Stulberg