The Secret Power Of Testimonials

Let me share with you my latest client testimonial:

What were the circumstances that caused you to initially look for an adviser?

Moving house.

How has Lloyd Richards helped you?

Lloyd found us a fantastic mortgage deal during uncertain times which meant we could move house when we didn't think we were able to.

Have you seen the outcome you were hoping for?

Yes - and Lloyd achieved better rates for us than we thought we would be able to!

What could they have done better?

Nothing - honestly, Lloyd has been fantastic from start to finish. Lloyd was recommended by a family friend and that recommendation was well worth it.

In what circumstances would you recommend Lloyd to a family member, friend or colleague?

I would be a passionate advocate for them

Pretty good yes? It certainly cheered me up on a rather challenging day. It made me feel better about myself. It reminded me that I am pretty good at what I do. It's just a nice feeling to have, that someone out there appreciates me.

I am absolutely certain that you also receive these types of testimonials all the time. I am also pretty sure that you don't utilise them enough. I am pretty sure that you do not tap into the secret power of the testimonial.

Let's look at this testimonial again with a degree of surgical precision and ask a few questions.

Does the client articulate the value they received from working with me?

I would say yes. They specifically mention that they received a better rate than they thought possible. They state that they were able to move house when they didn't think they would be able to. The client recognises the value brought to them by my services. Value recognition is key.

Does the client mention how they were introduced to me?

Yes. They bring up the very important point that they themselves were introduced by a family friend. They themselves are the outcome of a referral process. Being a referred client is key.

Does the client suggest any improvements in the service?

In this instance , no. They seem 100% happy with the service and the outcome. However it's fine if they make some suggestions. Maybe they would have preferred more updates? Maybe they would have preferred a face to face meeting rather than a zoom call? Any suggested improvements can only benefit your business. Improvements are key.

Does the client state that they would recommend me to others?

Now this is huge. My client has said that they would be a "passionate advocate" for me. I bet you have clients that say this as well. It's what we do with this information that makes the difference. This is where we need to switch on our referral brain.

The vast majority of mortgage advisers will lay back and bathe in the glory of this testimonial. They will feel good for a minute and then it will be back to work. Chasing down the next client. Working hard, not smart.

The mortgage adviser who has switched on their referral brain will use all the information in this one testimonial to obtain even more referred clients. Remember, they were introduced by a family friend, so the concept of referred business will not be alien to them.

You need to thank the client for their kind words in the first place.

You need to get them to remind you of the value they found in your service. ( Better than expected rates, ability to buy a new home in a challenging market )

You need to repeat their own words concerning referrals back to them ( passionate advocate )

You need to come prepared with some suggestions of your own of those that you would like to be introduced to ( family, neighbour, work colleague ) These will have been people your client will have name checked during your time together. If there are no specific names, then look to categories. People your client plays snooker with. People your clients work with. People your client chat with on social media etc...

Switch On Your Referral Brain and tap into the hidden power of the testimonial.