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Testimonials: The Ultimate Blueprint to Getting Better Quotes From Your Clients

Posted by Cindy Davis on January 4, 2017 at 1:38 PM

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client-testimonials.jpgAny real estate agent is only as good as their next lead, and one of the best ways to increase the number of leads in your pipeline is to spend some time working on your online presence. However, videos and quotes of you promoting yourself aren’t the kinds of things that will convince prospective clients that you have what it takes. Anyone can put together a website to promote their services, but only a truly great real estate agent will have a long line of previous clients who are willing to recommend them.

Today’s internet users are savvy enough to know a good sales pitch when they see one, which is exactly why client testimonials have become the most important aspect of any good real estate agent website. People want to feel confident in their decision to work with an agent, and the fact that satisfied customers are willing to go to bat for a particular agent is one of the strongest selling points out there.

So how do you get your satisfied clients to offer up the types of quotes that will convince prospective clients to work with you? We’ve got the complete blueprint that you will want to weave throughout your process with each and every client you work with.

Step One: Prep Them For the Ask

The first step in getting better quotes for you to use as testimonials is to make your clients aware that you are going to be asking for a short testimonial once they are satisfied with the results of your work. This should be mentioned when you start working together so that they are not blindsided by the actual request when you ask them for a testimonial later.

It is important to stress that the testimonial won’t take much of the client’s time, but that it can have a huge impact on your business down the road and would be greatly appreciated.

Step Two: Remind Them About the Ask

Many agents will make the mistake of asking for a testimonial before the clients even get up from the closing table. While it may seem like a good idea to get the testimonial at the height of your client’s excitement, this can often backfire because those clients are going to be way too excited about the house that they just bought or sold to give any serious thought to the best things about their experience working with you.

Instead of asking for a testimonial at the closing table, simply remind the clients that you would appreciate one down the road but don’t want to take up any more of their time today. This will remind them how considerate and accommodating you have been to work with.

Step Three: Make the Request

Once you have given the clients some time to either settle into the home they purchased or collect themselves after selling their home, then you can approach them with a request for a testimonial. Based on your experience working with them, you will know exactly how they prefer to be contacted, so make a point to use that method.

One of the easiest ways to collect testimonials is by using an online service like Boast or Survey Monkey. Using these tools, you can simply text or email the clients a link to a form where they can quickly enter some of their thoughts about working with you.

An even more direct option is to simply send the client a link to your review page on Zillow or one of the other big portals.

Step Four: Ask Better Questions

Another common mistake that many real estate agents make is to simply ask for a testimonial and offer the clients a blank box, which forces them to wonder what on earth a good testimonial is supposed to look like. A much better approach is to offer some questions to help get them thinking in the right direction. Here are some of our favorites:

  • What led to your decision to work with me?
  • What were you most impressed with in working with me?
  • Describe a challenge that I helped you overcome.
  • How well did I meet your needs and accommodate your situation?
  • Is there anything I could have improved or done differently?
  • What would you tell your friends and family about working with me?

Step Five: Thank Clients for Their Help

Everyone likes to feel like their effort is appreciated. And make no mistake about it, no matter how easy you make it using tools like Boast or Survey Monkey and asking the right questions, it still takes some effort for even satisfied clients to take the time to provide you with a quality testimonial. So you should always make a point to thank them for their effort with either a simple card or a small gift.

No client is ever obligated to give you a testimonial, but if you do your job well and make the process of submitting the testimonial as easy as possible for the client, they are going to be much more likely to help you out. This will lead to a dramatic improvement in the quality of your testimonials, which in turn will create more leads for you to work with and eventually ask for testimonials, growing your real estate business in perpetuity.

Topics: Agent Resources

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