Okay, now that you know when to get a compelling testimonial video, here's how to get it. Most people are not professional speakers. Even if you script their comments in advance, I don't mean to sound harsh or rude to anybody. You know, most people aren't good speakers. So, to get a compelling testimonial, you will have to ask your customer questions. Ask them. "How long have you had your house for sale with the other agent when it was previously listed?" They might answer, "I had my house for sale for three months." Okay, cool. Then, you ask them, "Were you frustrated during the process of three months when it wouldn't sell?" They might answer, "Yes, I was very frustrated when the other agent could not sell my house." So far, so good. You can script those two things together and get the customer's answer so they speak smoothly and convincingly. They can say good things about you or talk about the job you've done, but you'll have to ask them questions and pull the testimonial out of them. Don't expect them to walk in the door and have an amazing testimonial ready for you.
Here are some questions you might consider asking:
• How did you feel? • What were some of the low points? • What were some of the high points? • What do you think I did better? • What do you think I did differently? • Would you recommend me to any of your friends or family? • Would you recommend other people work with me? 18
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