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Why
You Should Be Using Testimonials
in Your Commercial Real Estate Business Testimonials
are grossly underutilized by commercial
real estate agents. In this business
it's easy to get focused on doing
everything necessary to close the deal,
then move on and completely leave the
client behind for awhile...until we
think they may be looking to do
something again in the future. But that
could easily be a number of years down
the road. Right
at the time you close a transaction with
someone is a perfect time to get a
testimonial letter from them. "But
why would I want them?" you may be
asking. And I think the best way to
illustrate this for you may be by giving
you an example of what I'm talking
about... Let's
say for the moment you were considering
hiring someone to help you produce
better results and make more money in
your commercial real estate business.
Now with this in mind what would have
more of an impact on you...what the real
estate coach was telling you about what
they could do to have you make a lot
more money in your business? Or what the
real estate coach's clients were telling
you about what the coach had already
done to have them make more money in
their business? I'll
take the example one step further. Let's
say once again you're considering hiring
a commercial real estate coach. Then you
click
here and read the testimonials of
what my clients have had to say about
the successful work I've already done
with them in their businesses. Now what
impact does reading these testimonials
have on your thoughts about what I'll
probably accomplish when working with
other commercial real estate agents on
their businesses? Now
let's take this exact same situation and
apply it to your own real estate
business. You're making a listing
presentation, you're up against 2-3
other companies and are trying to
successfully obtain the listing, and as
part of your listing package you include
25 or more copies of testimonial letters
you've received from your clients. Can
you see how this one addition to your
listing package can make a big
difference in how you're perceived by
the people you're negotiating for the
listing with? Owners
and principals in the business world are
used to hearing a lot of great,
impressive promises from the salespeople
they've worked with. The problem is how
do they know when they're hearing
promises that will go unfulfilled, or
hearing promises from an agent who will
actually fulfill them? And when they're
sitting through several listing
presentations from different companies,
it may be difficult for them to
differentiate one company from another
one. That's
where testimonials can come in, because
they represent what other companies are
willing to say about you after they've
worked with you and have closed
transactions with you. And if you've got
25 or more people who have been willing
to write letters expressing how great
you were to work with, it's easy for
principals you're trying to get signed
listings with to conclude they'll
probably feel the exact same way about
you after they work with you, too. So
make it a point to get signed
testimonial letters from the clients you
work with. Most clients will be happy to
give them to you if you just ask for
them, and oftentimes the best time to
ask the client is immediately after
you've closed a transaction with them. And
when you've obtained these letters,
begin including them in the packages you
give to people when you're negotiating
to represent them exclusively. When you
do this you just never know when it can
make the difference between you being
given the exclusive assignment, or one
of your competitors being given the
assignment instead.
Click
here for downloadable E-books and live audio interviews with
top-producing commercial real estate agents. These interviews
are with industry experts
who show you exactly what they do to
continually make $500,000.00 to more
than a million of dollars a year.
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