Why Get Client Testimonials? (It's not why you think)

Reblogger Lise Howe
Real Estate Agent with Long and Foster DC AB15253

I am working really hard to improve the number of testimonials we have for new clients to read before they decide to hire us.  Yelp is our most successful source so far and it is providing consistent leads of a high quality.   I know that it is worth the time and effort to generate those testimonials but this blog provides an entirely different discussion of value - that I hadn't thought of before.  I hope you enjoy this blog as much as I did.

Original content by John Meussner NMLS #138061 MMCD #1141

Why Get Client Testimonials? (It's not why you think)

 

 

     Whether or not testimonials and reviews are important isn't up for debate.  It's clear that they are super important, and as the internet becomes the go-to resource for consumers shopping for real estate and lending services, testimonials will become even more important.  If you're NOT getting testimonials published in a place consumers are actively using, you need to get started.  Mortgage testimonials

 

 

     When looking around for a Realtor or lender, consumers go online and search for various things.  Yelp! is a resource they use, maybe searching for a "mortgage broker in Orange County" or "Realtor in Boca Raton".  Google is another.  Each of these platforms have reviews, suggestions for people searching, and even the people advertising on these sites don't catch a consumers eye like a business that's got hundreds of great reviews and testimonials.

 

 

     5-star reviews, catching a shopping consumers eye, and getting phone calls from people who already know you & trust you is great, and I'm not down-playing that at all, but there is an even greater benefit from testimonials.  They can help you take your business to the next level.

 

 

     In a simple 1-5 star survey, 1 means poor, 5 means excellent.  That's basic.  The words of a previous client, though, are beyond basic.  They get down to the micro level of your business, and show you exactly what people love, like, and perhaps what they don't, about the way you're doing things.  In a recent review, I saw a client write my "response time is beyond immediate, and he would call each week with an update even if we had no questions", and another stated "he even returns emails in the wee hours of the morning & returns all phone calls and emails in a timely manner".  While those reviews were incredibly flattering, what I took from them is that communication is something that people shopping for a loan find invaluable, and good communication is perhaps a pleasant surprise to them.  This is something people want.  

 

 

     Both were 5-star reviews, and both included mentions of how important communication was - so this is something I need to remember and focus on in each and every loan.  While I know communication is huge, there's also always room for improvement.  I often wonder if people care that I provide an update every Monday (even if there's really no update or any outstanding questions), so reading that testimonial confirmed that the "Monday update" practice is one that is serving a purpose and keeping people comfortable.

 

 

     2 recent reviews mentioned something along the lines of "even though John is on the west coast, he never let the distance get in the way".  Again, flattering, and something I know is very important because I work both coasts, but it also points out that this is something people are worried about.  If they hadn't at some point thought "I wonder if doing business with someone so far away is a good idea?", they wouldn't have included that in a testimonial.  Now I know it's something I need to address in my marketing, and a concern I should address with prospective clients right away, before the question even arises.

 

 

     Testimonials are a great way to get exposure, attract new business, and close more deals.  In the internet age (especially with mobile), they'll become only more important as the old-school ways of finding Realtors & lenders become irrelevant.  More importantly though, testimonials can help us improve our business and continue to grow in the right direction, by showing us what people care about, and whether or not we're meeting the needs of the people we serve.  The exposure of a good testimonial and 5-star review is great, but it's the advice of our clients, and the learning opportunity a testimonial presents that is the true value.

John Meussner

NMLS# 138061

Visit My Website!

 

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Rainmaker
1,213,780
Sandy Padula and Norm Padula, JD, GRI NMLS#1483386
Realty One - Carlsbad, CA
Presence, Persistence & Perseverance

Thanks Lise Howe for re-blogging John's origianl blog. I might have missed it otherwise, much to my loss!

May 17, 2016 10:59 PM #1
Rainmaker
592,939
Bill Roberts
Brooks and Dunphy Real Estate - Oceanside, CA
"Baby Boomer" Retirement Planner

Hi Lise Howe Since I absolutely detest Yelp, I don't thnk I'll be going there.

But good luck with this project. Now I gotta go see John Meussner .

Bill Roberts

May 17, 2016 11:14 PM #2
Rainmaker
1,353,702
Gary L. Waters, Broker Owner, Waters Realty of Brevard, LLC
Waters Realty of Brevard, LLC - Rockledge, FL
... a small office, delivering big service!

I was reviewing some client reviews yesterday to move to my website.  I can see the value of real reviews.

May 17, 2016 11:38 PM #3
Rainer
6,613
Chyna Smith
@ Homes Realty Group - Huntsville, AL

This is a great article. Whenever I am thinking about choosing someone for a service, I too, check the ratings and read the details of the reviews to get a better idea of who I'm dealing with. This is often the deciding factor of who I choose.

May 18, 2016 12:58 AM #4
Rainmaker
1,168,989
Grant Schneider
Performance Development Strategies - Armonk, NY
Your Coach Helping You Create Successful Outcomes

Hi Lise -  John is right about referrals.  People should try to follow up on lower ones or, at least, post a response.

May 18, 2016 04:08 AM #5
Ambassador
3,037,006
George Souto
George Souto NMLS #65149 FHA, CHFA, VA Mortgages - Middletown, CT
Your Connecticut Mortgage Expert

Lise you picked a good blog to re-blog and share with your readers, John did an excellent job on it.

May 18, 2016 12:21 PM #6
Rainmaker
749,845
Joanna Cohlan
Fresh Eyes For Your Home - Chappaqua, NY
Designing, Decorating & Staging Westchester Homes

Good evening Lise Howe -this really is a great post to re-blog.  John Meussner really gets down to the core of the matter.

May 18, 2016 01:17 PM #7
Ambassador
2,963,055
Debbie Reynolds
Berkshire Hathaway HomeServices PenFed Realty, Your Clarksville Real Estate Professional - Clarksville, TN
Your Dedicated Clarksville TN Real Estate Agent

Referrals are the heart of our business and getting good reviews is a great place to start.

May 18, 2016 01:19 PM #8
Rainmaker
3,387,786
Gita Bantwal
RE/MAX Centre Realtors - Warwick, PA
REALTOR,ABR,CRS,SRES,GRI - Bucks County & Philadel

Thank you for reblogging the post. I missed reading the original one.

May 18, 2016 11:16 PM #9
Rainmaker
3,532,182
Gabe Sanders
Real Estate of Florida specializing in Martin County Residential Homes, Condos and Land Sales - Stuart, FL
Stuart Florida Real Estate

Thanks for the re-blog, Lise.  John has some excellent points about testimonials.

May 19, 2016 08:44 PM #10
Rainmaker
2,235,032
Endre Barath, Jr.
Berkshire Hathaway HomeServices - Beverly Hills, CA
Realtor - Los Angeles Home Sales 310.486.1002

Lise I guess I am old school and Z & T is where I want them to post recommendations or LinkedIn... I look at Yelp more for other businesses am I wrong? Endre

May 20, 2016 04:33 PM #11
Rainmaker
3,833,405
Roy Kelley
Realty Group Referrals - Gaithersburg, MD
Roy and Dolores Kelley Photographs

This is an excellent selection for a reblog and good information to share.

May 21, 2016 10:28 PM #12
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Lise Howe

Assoc. Broker and Attorney Licensed in DC, MD, VA,
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