What Is THE Most Important Lead Generation Secret?

How do you ask for client testimonials and actually get them?  Once you have them, where do you post them?  Utilizing testimonials will show your integrity, effectiveness, honesty, and expertise.  Having easy-to-find ‘social proof’ online can also be a tie-breaker when clients are deciding which agent to hire to represent them.

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Everyone’s favorite leads come from past client referrals, repeat clients, and centers of influence.  These are folks who already know, love, and trust you.  They’re your biggest fans, so they should be happy to promote you through providing powerful testimonials, yet agents can feel awkward asking.  Today we’ll help you overcome this challenge and unlock the power of ‘social proof’.

After all, according to the National Association of Realtors, 89% of buyers would recommend the agent they worked with to friends.  NAR’s report also showed that 36% of sellers found their listing agent through a friend or family referral.  Ultimately, having powerful and specific reviews are a form of lead generation.

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How to Ask For Reviews

  1. Should the testimonial be in written form or video? Whichever is more comfortable for your client, but you should work to have both.
  1. When should you ask? The best time to ask is right after a successful closing, winning in a bidding war, negotiating a successful inspection resolution or any other time you’re feeling well-earned client love.

One technique we used was to take a simple survey after closing, asking what they liked best about working with us, what we could perhaps improve upon and thanking them for their business.  Be specific with your gratitude, mentioning how much you loved working with them and why.

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At the end of the survey, it asked who they knew who could use our help buying or selling, and asked permission to use their words of praise as a testimonial.

If you missed them at the closing table, or you’re in a state that doesn’t close that way, email or text them the same survey, or pop by after they’ve moved into their new place.  It’s a great excuse to follow up and solidify your relationship going forward.  

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  1. When you’re asking for a written testimonial, include a link to your profile on the website where you’d like them to share their review.  If the instructions to post on an individual site are too complicated or time-consuming, have your client send their review directly to you instead.

Include a sample testimonial, and ask them to be specific about why they chose to work with you.  Start with your own website and your Facebook business page.

  1. Work to procure testimonials that represent the type of business you specialize in, or are working to specialize in.  

If you’re great with first-time buyers, have your past clients mention that this was their first home purchase and how you helped them successfully navigate that process.

If you are building your expired spoke, make sure your newly-closed expired client mentions that you were able to revive the listing and get them to the finish line.

  1.   Help your client to write a great review by prompting them with a few questions.  Some people don’t do reviews because they just don’t know what to say.
  • How did you choose to work with me?
  • What did you like best about working with me?
  • What do you feel was the most important thing that happened during our time working together?
  1. Where Should You Post Testimonials?

Your Website

Your Facebook Business Page



Google Business




Specific Facebook Pages for neighborhoods or areas you’re working.  (If you’ve sold 3 condos in a specific building or homes in a subdivision, see if there are private pages for those neighborhoods).

  1. Once you’ve procured your testimonials, share them everywhere, not just online but on your testimonial page in your pre-listing package.  You can post the shorter ones at the end of your email template.  You can add them to any form of follow-up, text, email, or print.  Even on the back side of a home brochure in your brochure box, or inside your open house. 
  2. Set a goal of obtaining 10 written testimonials and 10 video testimonials over the next 30 days and form the habit of asking for them.  Soon you’ll have many more and see the results in more repeat and referral business.


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