Referrals and testimonials are powerful ways to grow your real estate business and showcase your value to potential clients. But how can you ask for them without sounding pushy, needy, or desperate? In this article, you'll learn some customer service best practices to request referrals and testimonials that are authentic, effective, and respectful.
The first step to asking for referrals and testimonials is to build a strong relationship with your clients throughout the buying or selling process. Show them that you care about their needs, goals, and preferences, and that you are responsive, reliable, and professional. Communicate regularly, provide updates, and offer guidance and support. By doing this, you'll create rapport and trust, which are essential for getting positive feedback and recommendations.
I had a client that I had helped navigate through a modification 14 years ago when the market was in shambles. He called me last year, to ask me to sell their home that was teetering on the brink of foreclosure. We sold the home in less than desirable condition, at top dollar. I negotiated a 30 day seller in possession at no extra cost to the sellers. They were happy with my effort's to help them secure and a loan modification over a decade ago. They called me when they needed to sell. Staying in contact and assisting clients even if you may not get a sale at the time is crucial for your future real estate business. Always make yourself available to a customer in need of other services, even though you may not profit from it.
Timing is everything when it comes to asking for referrals and testimonials. You don't want to ask too early, when your clients are still unsure or overwhelmed, or too late, when they have moved on or forgotten about you. The best time to ask is when your clients are happy, satisfied, and grateful for your service. This could be right after a successful offer, a smooth closing, or a positive inspection. You can also ask during or after a follow-up call, email, or visit, when you check in on how they are doing and remind them of your value.
I have a client that we have been working on helping them purchase a home. They are renters as of now. The client wife called in tears and said that I was their last hope to call. She said that because I don't typically work in the rental arena of real estate. She explained that they were being pushed out of their apartment of 15 years. They had 30 days to move out, in order to received compensation from the landlord to leave so that the owner can remodel. I jumped into action and started calling on the local MLS lease listings. We secured a rental in record time. She then called me a few weeks later, with a referral for a family that is looking to buy right away.
Another key to asking for referrals and testimonials is to make it easy and convenient for your clients to provide them. Don't expect them to write a long essay or fill out a complicated form. Instead, give them options and tools that suit their preferences and lifestyles. For example, you can ask them to record a video testimonial on their phone, write a short review on a social media platform or website, or send you a quick text or email with their feedback. You can also provide them with templates, prompts, or questions to help them craft their message.
One way to motivate and encourage your clients to give you referrals and testimonials is to offer them incentives and appreciation. You don't have to bribe them or pay them, but you can show them that you value their time and effort, and that you want to reward them for their loyalty and support. For example, you can offer them a gift card, a discount, a free consultation, or a referral fee for each new client they bring you. You can also send them a thank-you note, a card, or a gift basket to express your gratitude and appreciation.
The last step to asking for referrals and testimonials is to showcase and share them with your audience and network. Don't let them sit in your inbox or folder, but use them to promote your brand, reputation, and expertise. You can post them on your website, blog, social media pages, newsletters, flyers, or brochures. You can also ask your clients for permission to tag them, mention them, or share their stories with others. By doing this, you'll not only boost your credibility and visibility, but also inspire and attract more referrals and testimonials.