Testimonials - why do want them, need them or even like them. Well, in my mind they are a key to establishing credibility on line. The average client doesn't care if you say you are "The Best Real Estate Professional Around" and they are not necessarily going to believe your marketing hype. But having several letters from past happy clients that they can read on your web site provides potential clients with overwhelming evidence the you are the best and most competent agent around. Anyone can toot their own horn - testimonials are proof. They want to know you are the best agent ever, they just don't want to hear from you alone.
How do you get testimonials - the same way you get referral business - you ASK. Simply ask for the testimonial immediately after a successful closing. Ask when they are really excited about buying/selling a home. You can even provide examples of other testimonials in order to get them started. You want to make sure you ask them if you can use their full name and address on your marketing. This adds a factor of believability to testimonials you post on your website. Or go the extra mile and have photos of your happy clients in front of their new house. Send a thank you note after receiving each and every one. You can never have too many testimonials or happy clients.
Use them everywhere - in your listing presentations, home buyer guide, web site, ads, farming letters, frame them and put them on the wall of your office, anywhere you can think of. Sometimes you might drill down the information to just one or two lines with a name and town and in other cases you will want to reprint the entire letter.
Now is a great time of year to set up a campaign to get more testimonials in your tool kit. Go through all of your past clients and prepare a simple one page letter for them. Add in a sheet of paper labeled "Testimonial Form" that they can fill out. At the bottom have the release of information that allows you to use the testimonial, their full name and address. Stating that they are giving permission for you to reprint and a place to sign. Include a self-addressed, stamped envelope to make it even easier to send back. Remember that hand written thank you note for each one that arrives.
The letter could go something like this -
Dear Happy Client:
In today's world it is difficult to know a true real estate professional that you can trust and is competent to assist you in one of the biggest financial transactions of your life. My strategy is not to talk about myself but to share comments and experiences some of my best clients have had while working with me. And that's why I am writing you today. Would you mind sharing a few words about your real estate experience working with me. Did I help you save money, time, stress? Did I go the extra mile? What stands out in your memory. Enclosed you will find a simple for to fill out and a SASE to mail it back with. I thank you in advance for taking the time to send me this testimonial.
Testimonials also are great to give you a lift when you are wondering why you sell real estate. Keep a book of them and listing sheets of all your sold properties to lift you up when the weight of the world is dragging you down. All you need is a three-ring binder and a box of sheet protectors to boost your attitude anytime.
Pumpkin Fence at Barker's Farm in Stratham NH
Please rate this blog if you have found it helpful. I am going to continue my pieces on marketing tips for agents - subscribe if you want to stay up to date on the latest ideas. Thanks Shannon
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Outstanding suggestion for everyone Shannon.
Great point.
Sean Allen