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Do They Like You? Tell the World!

By
Education & Training with Advantage Solutions Group

Build your business and your credibility with good testimonials! 

 

Testimonials from clients are one of the best ways for you to communicate your value. A third party endorsement always carries more weight and just is nicer than you bragging about your accomplishments (even if they are noteworthy!). A recent study showed only 14% of consumers trusted advertising, while 86% trusted   recommendations from friends. Social media has expanded this greatly. The Gen X and Gen Y clients are influenced by friends enormously.  Testimonials from people they know give you the instant credibility and trust! According to the 2012 Home Buyer and Seller Profile from NAR, over 50% of buyers and sellers chose an agent because they either know them, had used them previously or had been referred to them!
 
 So spend some time today to see if you can raise the bar with the quality and quantity your testimonials!
 
Here are some ideas to help leverage your results:
  • Listen for the testimonial opportunity! When someone praises of your efforts, ask immediately if you can use their wording. Say something like,"What a wonderful comment. I'd love to be able to quote you. We like to let others know how committed we are to delivering superior service." Set up a file for these comments.
  • If you are with them and they say yes, just jot down what they said and ask them to sign it. Marilyn Urso, of Long Island Village Realty in Syosset, NY uses the time at settlement when the copies are being made to ask for a testimonial. She builds her advertising campaign around these endorsements.
  • Or, use your phone, your iPad or a video camera to capture them speaking in their own words! Upload to YouTube. Post on your website!
  • If they praise you in a phone conversation, send them off an email confirming what they said asking their permission for you to use it as a testimonial.
  • In your pre-list package, include some testimonials matched demographically or psychologically or by lifestyle to the prospect you are wooing.
  • Create a page on your website with the videos or comments that clients have given you. A photo if it is not a video, lends even more credibility! Gary Scott with The Really One Group in scottsdale told me he calls them picturemonials! Put your client in the picture!
  • Post testimonials on different pages of your website. It is fine to have one on every page relating to the topic of that page.
  • Use audio! Record what they say. If you are carrying your laptop or tablet computer with you, take advantage of the built in microphone and let them say it themselves. This can be posted in a wav file to your website or sent in an email!
  • Build your recommendations on LinkedIn! This has LOTS of weight when someone is checking you out!
  • When you are having a bad day, pull out your file or testimonials or watch a few clips to remember some people think you walk on water!!!

You'll find you build trust by using the experiences of real, live people and it will be easier to build relationship with the new prospects, as well. Make it easy for people to know what you do well and why they should work with you! Plus, doesn't it just feel good having people say nice things about you?

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Comments (2)

Lynn Pineda
eXp Realty - Boca Raton, FL
Real Estate Promises delivered in SE Florida

Testimonials are great to use Joeann as I couldn't agree more. I always try to request them (when I remember) as I truly value them. I use them on my blogs knowing that others always like to hear from real people

Jun 11, 2013 04:33 AM
Joeann Fossland
Advantage Solutions Group - Tucson, AZ
Master Certified Coach to Motivated Agents
Lynn it's a smart habit to get into! Good for you!
Jun 12, 2013 10:42 AM