Okay - maybe meaningless is an exaggeration, but still - testimonials only can take an agent only so far. I think there is something much better for buyers and sellers to request of their potential agents.
Several years ago, I read something from a real estate coach, Danielle Kennedy, that I have utilized in my own business ever since. I encourage people that are considering working with me, to speak to the last 3 people I have done business with. Why?
- It represents a truer image of how one consistently runs their business.
- It's a more random sampling.
- The person providing the reference has the experience fresh in their mind and can provide excellent feedback.
- Letters only provide comments from the people that took the time to write and that the agents elects to share. What if an agent has a 50% approval rating? You only see those 'happy client' letters - but do you really know if this is the best agent to hire?
After 5+ years of sharing this message with my clients, having them call my last 3 clients if they so desire, I have never regretted the making the offer. An agent has to have three things to pull this off:
- Consistently good customer service and consistent results.
- A strong rapport built with past clients that make them more than willing to talk with potential clients.
- Confidence in their business and the service they are providing.
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