Last week, I talked about the Law of Reciprocity in one of our posts. I would like to expand why I think this law is so important to all of us.
Law of Reciprocity: in social psychology, reciprocity is a social rule that says we should repay, in kind, what another person has provided us. That is, people give back the kind of treatment they have received from you. By virtue of the rule of reciprocity, we are obligated to repay favors, gifts, invitations, etc. in the future.
Have you ever thought to yourself, that sale was ONLY (insert number here that you don't deem as 'much') so I don't really need to get them a thank you? We've all done it, we're all guilty of putting a price tag on what we deem as an dispensable relationship. While it is true that many realtors or business owners in general can waste money, time and resources thanking ungrateful clients, allowing yourself to fall into the mentality of pricing your clients is bad business. If you are consistent with your giving, you will be given back to.
I have a few questions that will blow a hole straight through your theory there.
1.) Do you know where they will be in 5 years? or 15?
2.) Do you know everyone that they know?
3.) Do they have a job? Where do they work?
4.) Do they have children?
It doesn't matter if you only know the answer to one of those questions, even you even know ONE answer and you choose not to thank them for their business... you are selling yourself short. If you add VALUE to your brand, you will be remembered and you will be recommended to their friends, family and coworkers. If you add VALUE to their brand, you will be the first person they think of when they need to buy another house because they have more children or need to switch school zones. If you add VALUE to your brand, your client will make sure they you accompany them on their journey of growth throughout life.
Thank you for reading,
Your Client Retention Experts