🎧 Audio Podcast Overview
Let’s talk about trust. In real estate, it’s the only currency that matters. Anyone can run a Facebook ad or put up a billboard. But you can’t buy trust. You have to earn it.
And the single most powerful way to showcase that trust is through client testimonials. But not the boring, written ones that everyone has on their website. I’m talking about real, authentic video testimonials from happy clients.
Why video? Because you can’t fake emotion. When a potential client sees a real person—not an actor—talking about how you helped them find their dream home or sell their property for a great price, it creates an instant connection that a block of text never can. According to Wyzowl, 9 out of 10 people trust what a customer says about a business more than what that business says about itself [1].
But I know what you’re thinking: “My clients would never agree to be on camera.” Or, “I don’t want to be pushy and ask them.”
This is the mental block that stops 99% of agents from even trying. In this guide, I’m going to give you a simple, no-pressure framework for getting powerful video testimonials, and I’ll even show you how to use AI to create them when your clients are camera-shy.
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The Problem with “Asking for a Testimonial”
The reason you feel awkward asking for a video testimonial is that you’re making it a big deal. You’re asking for a favor. You’re making them feel like they need to perform.
Stop doing that. Instead, you’re going to reframe the entire process. You’re not “asking for a testimonial.” You’re “capturing their story.”
Here’s the mindset shift: your clients are excited. They just bought or sold a home. It’s a huge life moment. Your job is to simply give them an easy way to share that excitement. You’re not asking them to do work; you’re helping them celebrate.
The 4-Step Framework for Capturing Client Stories
This framework is designed to be as low-pressure and natural as possible.
Step 1: The Post-Closing Call (The Moment of Maximum Excitement)
Don’t wait a week. Within 48 hours of closing, get your client on the phone. This is not an email or a text. It has to be a call. Your goal is to check in, congratulate them, and ask them how they’re feeling.
They will be happy and excited. As they’re talking, listen for those golden soundbites. Things like, “We couldn’t have done it without you,” or “You made the process so easy.”
At the end of the call, you say this:
“I’m so glad to hear that. The way you just described the process was perfect. Would you be open to sharing that story in a short video? It would mean the world to me and would really help other families who are in the same position you were a few months ago.”
See the difference? You’re not asking for a generic “testimonial.” You’re asking them to share the story they just told you. It’s a much smaller, more specific ask.
Step 2: Make It Insanely Easy for Them
If they agree, your next sentence is critical. You need to remove all friction.
“It’s super easy. You don’t need any special equipment. Just pull out your phone, find a spot with good light, and talk for 60 seconds. I’ll even send you a couple of questions to guide you so you’re not staring at a blank camera.”
This is key. You’re giving them a clear process and removing the fear of the unknown.
Step 3: The 3 Magic Questions
Don’t just tell them to “talk about their experience.” That’s too vague. Send them these three specific questions:
- What was your biggest fear or challenge before you started working with me? (This sets up the problem.)
- How did I help you overcome that challenge? (This highlights your value.)
- What’s one piece of advice you’d give to someone who is in the same position you were? (This provides value to the viewer and often results in a natural recommendation.)
These questions guide them to tell a compelling story with a beginning, a middle, and an end. It’s a story about transformation, not just a transaction.
Step 4: The Camera-Shy Solution (The AI Backup Plan)
What if they say, “I’d love to help, but I’m just not comfortable on camera”?
No problem. You say this:
“I completely understand. Would you be willing to write down what you just told me in an email or a Google review instead? That would be just as helpful.”
Once you have that written testimonial, you can use AI to turn it into a video. Here’s how:
- Use an AI Voice Tool: Paste their written testimonial into an AI voice generator to create a professional, human-sounding voiceover.
- Gather Visuals: Use photos of the client (with their permission), photos of their new home, and relevant stock footage.
- Combine in an AI Editor: Use an AI video editor to combine the voiceover and visuals into a compelling video. Add text overlays to highlight the most powerful quotes.
Is it as powerful as a real video of the client? No. But it’s 10x more powerful than a static block of text on your website. For a full guide on the tools, check out our post on the Best AI Voiceover Tools for Professional Property Narration.
Ready to Start Collecting Testimonials?
This framework takes the pressure off you and your clients. It makes the process a natural part of your post-closing workflow, not an awkward sales pitch.
But I know that even with a framework, it can be tough to know exactly what to say. That’s why I’ve put together the Client Testimonial Request Kit.
It’s a €19 toolkit designed to make this process foolproof. It includes:
- Plug-and-Play Email & SMS Templates: The exact scripts I use to request testimonials, so you know exactly what to say.
- A Simple Guide for Your Clients: A beautifully designed, one-page PDF you can send to your clients, showing them exactly how to record a great video on their phone (with tips on lighting, sound, and what to say).
- A Video Testimonial Consent Form Template: A simple, editable form to ensure you have the legal rights to use their video in your marketing.
Stop letting your best success stories go untold. Start capturing them on video and building the trust that will fuel your business for years to come.
[Click here to get the Client Testimonial Request Kit for €19] (Your Stripe Payment Link Goes Here)
References
[1] Wyzowl, "The State of Video Marketing 2024"
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