Client testimonials are powerful and persuasive stories

1. Begin by contacting your most recent…

Begin by contacting your most recent borrowers. Pick up the phone and call your most recent clients. They are usually the most passionate about what you recently did for them. “Hi John, I’m calling to follow-up and make sure you had a positive experience with ABC Lending.” If the feedback is positive, simply ask if they would share their story.

2. Reach out to your wise and insightful…

Reach out to your wise and insightful repeat clients. Your repeat clients might not be as passionate as your newest borrowers because they are use to the excellent service you have provided them, ask them if they would provide valuable insights about what makes your service different from the rest or worth doing business again. It may be a very simple answer and one or two sentences does the job. Again, all you need to do is ask.

3. Make it super easy for them to do

Make it super easy for them to do. A common push back from borrowers is that they tend to say “I’m not a good writer” or something of that nature. The true power of testimonials is that they are authentic and not polished. Just like in the sales process, lead them to a statement. “John, can you finish this sentence for me, I really like (Loan Officer’s name and service you provided) because…” This technique works well because it gets right to point about the emotions borrowers have for you and what you do for them. Also, provide easy access online like BetterLoanOfficers.com does, simply send them your profile link and ask them to write a quick review. When you have a collection of reviews going, its easier for them to write their review after reading other reviews about you.

4. Do unto others

Do unto others. This is not a one way street and to giving is receiving. Write reviews and testimonials for others in your client community and those whose services have impressed you. This sends an important message to everyone about the high standards you have as a professional, and as a buyer. You will find that they return the favor with recommendations and references for you. In creating a community, it becomes a vital asset for your business network.

5. Be kind, press rewind, and thank your…

Be kind, press rewind, and thank your customers regularly. We are battling for our clients’ time and attention. Being sincere and thanking them will go a long way throughout the process. Write them a handwritten thank-you note and be mindful of their time. Asking them to act upon your request while being courteous will aspire your request to become a higher priority, so don’t take advantage of that. The deeper the connection you make with your clients, the longer the relationship will last. “Don’t just take my word for it, look at what my clients have to say about me.”

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