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Testimonials are Meaningless

By
Real Estate Agent with M Realty

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:

  1. Consistently good customer service and consistent results.
  2. A strong rapport built with past clients that make them more than willing to talk with potential clients.
  3. Confidence in their business and the service they are providing.

 

 

Comments (14)

Tara Stone
eXp Realty - Alexandria Township, NJ
NJ Estates and Stables

That's a great idea and shows a strong relationship with your clients..Thank you for the tip 

Jul 31, 2008 11:59 AM
Anonymous
Anonymous

Testamonials might be "meaningless" but not worthlees with AR -- at least we can get some points for them!!  linsey, it was a good post with good thoughts.  Thanks.

Jul 31, 2008 12:01 PM
#2
Charles Buell
Charles Buell Inspections Inc. - Seattle, WA
Seattle Home Inspector

Linsey, just the fact that you would give a prospective client your last three clients as references would be enough to convince most people of your confidence-----without them actually calling anyone.  Excellent strategy for the sincere!

Jul 31, 2008 12:11 PM
Chuck Carstensen
RE/MAX Results - Elk River, MN
Minnesota/Wisconsin Real Estate Expert

I never have anyone ask for testimonials which is sort of strange to me.

Jul 31, 2008 12:13 PM
Ken Tracy
Coldwell Banker Residential - Naperville, IL
Helping clients buy and sell since 2005

Great Idea.  I have wanted to offer before, but never have...

Ken

Jul 31, 2008 12:20 PM
.... ...
.... - Mauldin, SC

They would be called references. I have used them through out my sales career and will provide them to any potential client who requests them. However, I would suggest that you do not use the same ones all of the time. You do not want it to become an annoyance for your previous clients.

Jul 31, 2008 12:30 PM
Richard Thewissen
ERA Realty Pros - Stonington, CT

Linsey, thanks for the post. I could not agree more! MY partner and I continuall request feedback with out clients to see where we can improve our services.

There is a business management tool called Six Sigma. Its been around for a long time. Everyone should look into it ( another less intense version is called: Lean Six Sigma)

 

Rich T.

Jul 31, 2008 12:35 PM
Linsey Ehle
M Realty - Rancho Santa Margarita, CA

Jim - no question it's important not to reuse the same 'references'.  Hence I offer the last 3 people I worked with, which thankfully changes with varying degrees of frequency.

Ken - Offer it to your clients.  They will appreciate the offer and like Charles said, lots of times the fact that I'm confident enough to offer satisfies them.  But you have to be ready.  I have had people take me up on it and I've never lost when people have actually taken the time to make the calls.

Thanks everyone for reading.  Another tip:  If it's an expired listing, I offer them past clients that were also expired listings that I took and sold.  Or FSBO's prospects, I offer other P/C's that were FSBO's previously....

Jul 31, 2008 12:40 PM
Linsey Ehle
M Realty - Rancho Santa Margarita, CA

Thanks Rich.  Love the tip and will definitely check it out.  Anyone use the sites that email clients for online testimonials?

Jul 31, 2008 12:41 PM
Harvey Rosenberg
Realty Professionals of Florida, LLC - Clermont, FL

I agree that testimonials are meaningless, I have seen agents use comments from family and friends as well as other co-working agents as proof of the job they did.  it is obvious that those folks will not always be honest.  I tell people to feel free to call my most recent clients as well as any agent in my office and ask them about me!!!

Jul 31, 2008 12:43 PM
Jim Gainer
Howard Hanna Real Estate Services - Hershey, PA

This is a great practice Linsey.  I would imagine, by doing this you are always on your game to provide exceptional customer focused service.  I bet that could work for me as I coach and recruit.

Jul 31, 2008 12:58 PM
Deb Jobin
RE / MAX River's Edge - Bristol, RI
Award-Winning Realtor

Thsi is a great idea.  I plan on utilizing this with the next customer I meet.  I often get first time homebuyers who are interviewing an agent by visiting an open house.  Instead of telling to look at my website and reading my testimonials I will offer them the names of my last 3 clients.  Thanks for the idea

Jul 31, 2008 01:25 PM
Pam Jank
Coldwell Banker Schneidmiller Realty - Coeur d'Alene, ID
Your Coeur d'Alene & North Idaho Real Estate Pro

If a client gives me permission to use them as a referral I put them on a running list  of client names and phone numbers. The most recent on the top.  I attach that list to all my presentations. I encourage my potential new client to call any of them.  

The list now has about 200 client names on it.  After seeing the list... very few even bother to call.  The list is a testimonial in itself. 

Jul 31, 2008 01:26 PM
Greg Knowles Santa Barbara Ca.
Fidelity National Title Group-Santa Barbara - Santa Barbara, CA

Thanks Linsey for the idea. I will share it with agents I run in to. I'm curious have you ever had something negative come from it? I would hope not, but I'm just curious about the experiences you have had. Maybe that could be a follow up post. :o)

Aug 01, 2008 04:36 AM