Your MN Mortgage Mom's Blog

THE POWER OF A TESTIMONIAL 

In my opinion, a testimonial is the strongest marketing tool you can use that provides the biggest returns and guaranteed to increase your business.

Think about it, consumers are attracted to people and places that come highly recommended.  For all of us in a sales career, it's easy to toot our own horns.  We are all great at what we do, right?  To get someone else to believe in that and trust us can be quite another story.

The testimonial allows you to deliver a compelling "story" of yourself through the eyes of others you have served, creating credibility and believability.

How do you get a testimonial?  First, let's identify the 2 types:

• Client testimonial
• Expert/Industry testimonial

Which one do you get?  BOTH!  In my career, I have developed a folder of both client and industry testimonials.  I use them everywhere.  Everytime I meet with a new client, everytime I do a database mailing/emailing and everytime I meet with a new referral partner.  I also put them in with my flyers at open houses.

So, how do you get testimonials? ASK!  It is truly that simple...just ask.  Happy clients and appreciative referral partners are more than willing to help you.

Here are a few ways that I ask for them.  (Let me know yours, too!  I am always looking for new ideas.)

• The first time I meet with a client, I give them 3 business cards and a testimonial sheet (I print them in booklet form from Publisher).  I tell the client that one business card is for him/her.  I then go on to let them know that I am going to provide such wonderful service that they will WANT to give out the other 2 to friends, family or anyone they know who will need home financing in the near future.  I then show them the booklet and let them know that I would truly appreciate it if they would help to contribute to my Book of Fame and provide me a testimonial of their experience with me after the closing.
• Because I send out my testimonial booklet with my mailings, it makes it very easy for me to ask for a testimonial when I am making database calls.  It also give me a reason to call!
• After a closing, I will often ask the listing agent if he/she will just take a moment and email me a quick testimonial on my level of service and experience during the transaction.  No one has ever said No!

Start your 2008 with developing your own Book of Fame, if you haven't already.  Talk to your most recent clients, ask other agents, your broker /manager, your loan officer.  Just start!  It's cheap, it's easy and it is VERY REWARDING!  Makes you feel good, too, when you read all those kind words from people who appreciate what you do! :)

Sherri Sherpy

Minnesota Mortgage Loan Consultant