See if this makes sense to you:
An agent works night and day to give the highest level of service to their client. The client recognizes and appreciates all of the effort the agent has made and compliments the agent multiple times. The agent appreciates the compliments and moves on to the next project. In fact, all of the agent’s buyers and sellers have expressed their appreciation to the agent and would be more than happy to refer more business to the agent, or otherwise let everyone know how well they’ve been treated by the agent. When you give this kind of service there’s always a lot of “to-do’s” to finish. Like most successful professionals, the agent immediately focuses on satisfying the needs of other clients, never thinking to take the time to ask for a testimonial, which would be gladly given.
How often has this happened to you? How often have you been “too busy” to get referrals from your clients? They like you. They trust you. And, they would be more than happy to help you grow your business. But, you’re “too busy” to ask for a testimonial. Does that make any sense???
Now consider that one of the most powerful forms of advertising is third-party stories, or testimonials, from people that have done business with you. How can testimonials be used?
- An agent can create a testimonial brochure with each testimonial emphasizing a different strength the agent has.
- Individual testimonials can be mailed separately.
- Testimonials can be included as a confirmation of key points an agent makes in a presentation.
- Testimonials can be added to every advertisement or promotional piece and agent sends.
- They should be added to web pages to reinforce an agent’s brand.
- They can even be posted on social media pages like Facebook and LinkedIn, or even posted on blog sites like Twitter.
- They can be compiled in a testimonial book and be used to secure listings and overcome objections during appointments.
8. Most importantly, you should be sending a testimonial flyer to everyone.
The next time you talk to anyone that appreciates the effort that you’ve made, ask them to write a testimonial. If a buyer or seller asks you to write it and they’ll sign it, identify a key strength you’d like to discuss with your prospects and ask your satisfied client how they feel about that key point. It won’t take long to have dozens of testimonials that you can put to use as described above. There’s no better way to grow your business. Testimonials are one of the first things that a prospect will notice.