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The Testimonial Formula That Works · Unstoppable Real Estate Agents

• 0:00
  SPEAKER_00: Hi, everybody, it's Kim Hughes, and today we are going to talk about getting testimonials for you to use in your portfolio.
• 0:11
  SPEAKER_00: Welcome to the Unstoppable Real Estate Agents Podcast.
• 0:14
  SPEAKER_00: I'm your host and real estate productivity expert, Kim Hughes.
• 0:19
  SPEAKER_00: Join me as we focus on real strategies and implement real solutions designed for you to achieve major success in your business and life while getting you organized.
• 0:34
  SPEAKER_00: And when I talk about your portfolio, I'm talking about your website, your listing presentation, your pre-listing presentation, your social media post, you know, wherever you can use a testimonial, that should be in your portfolio.
• 0:53
  SPEAKER_00: Okay.
• 0:53
  SPEAKER_00: This is your branding portfolio.
• 0:56
  SPEAKER_00: And you should have a checklist so that when you do get that testimonial, you can just check off everywhere that it needs to go so that you can make sure that it shows up in the right places at the right time.
• 1:09
  SPEAKER_00: Okay, so a lot of agents will totally forget to do this.
• 1:14
  SPEAKER_00: And I get it.
• 1:16
  SPEAKER_00: It is one of those things that one, you probably don't feel comfortable asking for, even though you know you did a great job.
• 1:24
  SPEAKER_00: It's just something that people don't like to ask.
• 1:28
  SPEAKER_00: You know, you just don't like to.
• 1:30
  SPEAKER_00: But here's where I need you to kind of shift gears with your brain that they want to give you a testimonial.
• 1:37
  SPEAKER_00: If you were that great agent that really helped them, they will be so excited to give you a testimonial that it will probably be one of your best.
• 1:49
  SPEAKER_00: So make sure that when you are getting ready to close on the property, that this is part of the closing process.
• 1:57
  SPEAKER_00: So here's a couple of ways that you can do it that are immediate right after the closing.
• 2:03
  SPEAKER_00: So let's say you have a closing at three o'clock.
• 2:05
  SPEAKER_00: Um, I would say, you know, like four o'clock, you know, maybe 30 minutes after the closing, something like that.
• 2:12
  SPEAKER_00: Um, you send them either a text message and you say something along the lines of, you know, hey Kim and Paul, it was great working with you.
• 2:22
  SPEAKER_00: I'm glad that everything worked out for y'all in this home.
• 2:26
  SPEAKER_00: I am so excited for you, whatever you want to say.
• 2:29
  SPEAKER_00: And then I would say, I would love it if you could give me a testimonial on how I was able to help you.
• 2:38
  SPEAKER_00: You know, be specific.
• 2:40
  SPEAKER_00: So if you are talking about just a traditional, you know, home that they bought, then, you know, I would love for to hear how I was able to help you purchase the home of your dreams.
• 2:52
  SPEAKER_00: And, you know, what are your goals with that home?
• 2:55
  SPEAKER_00: Or, you know, how was I able to make a difference with you?
• 2:59
  SPEAKER_00: You know, so pinpoint, get them to think about that testimonial, okay?
• 3:04
  SPEAKER_00: Because once you get them to thinking, they're gonna think of something that maybe you didn't even think about that you helped them with, that they were like, wow, that was great.
• 3:13
  SPEAKER_00: You know, she did a great job.
• 3:14
  SPEAKER_00: He did a he was, I never expected that.
• 3:18
  SPEAKER_00: So kind of think about how you can get them to think deeper on the testimonial.
• 3:23
  SPEAKER_00: You know, of course, if we get one that says, oh, they represented me, they did a great job, you know, thank you so much, and then they move on.
• 3:30
  SPEAKER_00: But here's where I want you to really focus on those testimonials.
• 3:35
  SPEAKER_00: And this is where you say, you know what, I helped them find that electric company that's gonna save them, you know,$25 a month, or I helped them find a moving company that is going to be able to come in and pack them up and everything.
• 3:52
  SPEAKER_00: So that is something unique.
• 3:54
  SPEAKER_00: And if you can pinpoint something unique that you did for that client, then ask them, say, you know, remember when I helped you, or, you know, hey, if you could say something about when I helped you.
• 4:06
  SPEAKER_00: So then they are prompted, right?
• 4:08
  SPEAKER_00: You're not telling them what to say, you're just giving them the thought because they may have forgotten.
• 4:14
  SPEAKER_00: But while they're thinking about that, they may go, you know what?
• 4:16
  SPEAKER_00: She also helped me buy a new couch.
• 4:19
  SPEAKER_00: She also helped me find a landscaper, she also helped me, and then she can talk about that too.
• 4:26
  SPEAKER_00: So the more the testimonial is in depth, the better the testimonial.
• 4:31
  SPEAKER_00: You know, everybody gets tired of reading the same old testimonials.
• 4:35
  SPEAKER_00: So have them really, you know, share something that meant something to them.
• 4:41
  SPEAKER_00: Okay.
• 4:42
  SPEAKER_00: So now, if you're not comfortable sending them a text message right after that, then send them an email, you know, or send both.
• 4:49
  SPEAKER_00: You might send one on the day of closing, and then maybe a couple of days later, and then maybe three days later, and then maybe a week later, and pick up the phone, text them, you know, be persistent about this because this is your business.
• 5:07
  SPEAKER_00: Really, nobody is going to think about giving you a testimonial unless you asked for it.
• 5:13
  SPEAKER_00: So really make a point to ask, okay?
• 5:18
  SPEAKER_00: Even if you have to drop off a closing gift and go, hey, you know what?
• 5:22
  SPEAKER_00: While I'm here, can I get y'all to give me a little testimonial and then do a video?
• 5:27
  SPEAKER_00: You know, that speaks volumes.
• 5:29
  SPEAKER_00: So now you have a testimonial, and then you can take that testimonial and turn it into a written format and then also use that.
• 5:37
  SPEAKER_00: So you would take the testimonial, whether it's a video or a um, you know, it's content, put it on your website, you know, put it on your social media, you know, have it where people can see it and talk about it.
• 5:52
  SPEAKER_00: You know, like, oh, this was um, I was so excited to help Paul and Kim get into their second home, you know, and then, you know, here's what they had to say about the experience.
• 6:02
  SPEAKER_00: And then you post the video.
• 6:04
  SPEAKER_00: Or you take the content from that video and you post it.
• 6:08
  SPEAKER_00: Um, you can take a picture from that video of them and use it in your social media.
• 6:13
  SPEAKER_00: So there's a lot of ways that a testimonial can work for you.
• 6:18
  SPEAKER_00: So that's where I want you to really focus on adding the testimonial to the closing process.
• 6:25
  SPEAKER_00: And if you have a transaction coordinator, they will know what this process is and they can prompt you or they can even send the email on your behalf.
• 6:35
  SPEAKER_00: They don't, you know, we don't want the buyer or the seller knowing that it came from the TC unless they have a good, you know, relationship with that person.
• 6:44
  SPEAKER_00: But this okay, this is where the TC can do it on your behalf because if you're not going to do it or you forget or don't make it a priority, at least somebody else is doing it for you.
• 6:54
  SPEAKER_00: Okay.
• 6:55
  SPEAKER_00: And then you'll get that back.
• 6:56
  SPEAKER_00: But here's the thing: consistency is what we we thrive for in our business.
• 7:03
  SPEAKER_00: So don't just send a text or an email and then forget about it.
• 7:07
  SPEAKER_00: You stay on top of it.
• 7:09
  SPEAKER_00: Get that testimonial within the first 30 days.
• 7:12
  SPEAKER_00: And you are going to be in communication with that buyer or that seller for 30 days after the closing anyway.
• 7:20
  SPEAKER_00: So why not take advantage of that time with them and ask them for that testimonial?
• 7:25
  SPEAKER_00: Because they'll be thrilled to give it to you.
• 7:27
  SPEAKER_00: Just gotta ask.
• 7:29
  SPEAKER_00: And then you have to know what your system is or your process is on how to use it.
• 7:34
  SPEAKER_00: So make sure that you know, when you create that transaction process or under contract process system, the next system is now they have become a past client, and now you need a testimonial.
• 7:49
  SPEAKER_00: That should be the very first thing on a on a past client system is getting the testimonial from the client.
• 7:56
  SPEAKER_00: Okay?
• 7:57
  SPEAKER_00: So if you have any questions, you let me know, put them in the comments down.
• 8:01
  SPEAKER_00: You can email me.
• 8:03
  SPEAKER_00: Um, but testimonials and and where we are right now in in the the world of real estate where it's slower markets and everything, now is the time to do this.
• 8:14
  SPEAKER_00: So you could go back, say, for the last two years.
• 8:17
  SPEAKER_00: And if you want to go back further, you can.
• 8:20
  SPEAKER_00: You have permission to go back as far as you want, but go backwards and look at who has not given you a testimonial.
• 8:27
  SPEAKER_00: Pick up the phone, call them, check in on them, and then ask them for the testimonial, okay?
• 8:35
  SPEAKER_00: Because that will make a huge thing with your business, especially when you're going backwards.
• 8:40
  SPEAKER_00: You're already calling your past clients, or you should be checking in with them, and this is a great conversation to have.
• 8:47
  SPEAKER_00: And you can say, Hey, can I record you?
• 8:49
  SPEAKER_00: Hey, can I jump on a Zoom with you?
• 8:51
  SPEAKER_00: Hey, can you send that to me in um, you know, an email or a text message, you know, so that they can get that to you as easily as they can.
• 9:02
  SPEAKER_00: Okay.
• 9:03
  SPEAKER_00: So make sure that you do it.
• 9:04
  SPEAKER_00: Tell them, say, hey, even if y'all want to do a video on the testimonial on your back porch, in your living room, you know, whatever, you know, do that, send it to me.
• 9:14
  SPEAKER_00: I really would appreciate it.
• 9:16
  SPEAKER_00: So now it's part of your every closing process.
• 9:19
  SPEAKER_00: You don't even have to think about it because it's on that system and it's a part of the day of what you have to do to close out that file.
• 9:28
  SPEAKER_00: Okay, so I've given you some things that you can think about in this slower market.
• 9:32
  SPEAKER_00: So if you're sitting there twiddling your thumbs thinking, what can I be doing?
• 9:36
  SPEAKER_00: This is something that you can do to not only get, you know, recognition for your business and get those testimonials, but then you're picking up the phone and you're talking to them and you could get a listing, you could get a referral.
• 9:50
  SPEAKER_00: So you just never know.
• 9:51
  SPEAKER_00: So pick up the phone, call your past clients, get the testimonial at least.
• 9:56
  SPEAKER_00: Have a great day.
• 9:58
  SPEAKER_00: We'll talk to you next week.
• 9:59
  SPEAKER_00: Thank you so much for tuning in.
• 10:01
  SPEAKER_00: And if you know someone, and I bet you do, who would appreciate this podcast, please share it with them.
• 10:07
  SPEAKER_00: As a reminder, this podcast can be delivered directly to your favorite device by using the subscribe links you can find in the show notes below or over at unstoppable realestateagents.com.
• 10:22
  SPEAKER_00: Remember, it takes as much energy to wish as it does to plan.
• 10:27
  SPEAKER_00: Have a great day.