Powered by MOMENTUM MEDIA
realestatebusiness logo
Powered by MOMENTUM MEDIA
Subscribe to our newsletter SIGN UP
intro image

News

06 April 2020 Cameron Micallef

REA launches new feature

CONTINUE READING

Website Notifications

Get notifications in real-time for staying up to date with content that matters to you.

news image

How to save commercial property during COVID-19 outbreak

April 06, 2020Cameron Micallef

The state government is being urged to save the commercial sector by allowing landlords a 12-month hiatus from paying land taxes. ...

REB_top100agents
top 10 agents

1

ALEXANDER PHILIPS

Year of Experience: 17

Support Staff: 5

Residential Properties Sold: 208

Total Value of Residential Properties Sold:

$614,864,500

VIEW COMPLETE REPORT

Have you experienced sexual harassment or bullying in the workplace?

Yes, I've been the victim of sexual harassment
Yes, I've been the victim of workplace bullying
No
TECH MARKETING SALES BETTER BUSINESS PROPERTY MANAGEMENT
agent using smartphone 2 reb Agents after more tech solutions amid COVID-19

New research has highlighted the growing need real estate agents have for innovative technology solutions. ...

Agents after more tech solutions amid COVID-19

New research has highlighted the growing need real estate agents have for innovative technology solutions. ...

computer 850x400 How agents can best utilise proptech

With digital disruption showing no signs of slowing down, agents are being encouraged to utilise technology, rather than ...

searching the internet reb Real estate boss shares marketing tactics

The owner and CEO of an elite Queensland agency has revealed how being conscious of both print and digital marketing has ...

Louis Christopher WEB How to analyse property data

Property data is undeniably a critical tool, but how does one navigate the abundance of information available without p ...

Graeme Hyde WEB What makes a high-performing office?

With 25 years of industry experience under his belt, Graeme Hyde understands the formula for a successful real estate of ...

Tara Bradbury WEB A completely paperless approach to property manage ...

Tara Bradbury launched Active Agents last year as a means of presenting an entirely paperless property management operat ...

James Lampropolous WEB A project marketer’s take on being a successful ...

As REB’s top-ranked project marketing agent with over 20 years of industry experience, James Lampropoulos advocates fo ...

Louis Christopher WEB How to analyse property data

Property data is undeniably a critical tool, but how does one navigate the abundance of information available without p ...

Graeme Hyde WEB What makes a high-performing office?

With 25 years of industry experience under his belt, Graeme Hyde understands the formula for a successful real estate of ...

Tara Bradbury WEB A completely paperless approach to property manage ...

Tara Bradbury launched Active Agents last year as a means of presenting an entirely paperless property management operat ...

James Lampropolous WEB A project marketer’s take on being a successful ...

As REB’s top-ranked project marketing agent with over 20 years of industry experience, James Lampropoulos advocates fo ...

Positive Mindset in Business reb The impact of a positive mindset in the business o ...

Let’s be real: running a business or an office is stressful. Here’s a quick rundown of some insights on keeping yo ...

Cameron Black reb Lies and statistics: Has the property market actua ...

It seems like there has been a huge change of sentiment in the last month as a confluence of factors has come together t ...

short 850x400 june2019 How to get that big win

Getting a big win is more than just sales. It involves strategic planning and setting goals, according to real estate bu ...

MeganSmith 050719 cropped Ray White’s Megan Smith sells $14m property in B ...

Ray White Balmain sales dynamo Megan Smith has sold one of the most expensive houses in Australia this year, with the pr ...

real estate agent reb Moratorium does not mean rent-free

Landlords have received welcome news, with the Minister for Housing confirming there is no rental freeze during the mora ...

Calls to class real estate as ‘essential’

In the event of further restrictions in response to the coronavirus, an industry group is calling for real estate servic ...

forrent house reb 1 Eviction freeze only fixes one side of rental equa ...

The government is being urged to implement immediate rental subsidies for tenants bearing the brunt of COVID-19. ...

Peter Koulizos reb Wage subsidy to ‘relieve financial pressure’ f ...

The federal government’s recent JobKeeper wage subsidy is set to significantly help relieve rental and mortgage stress ...

EVENTS
REB Awards 2018 logo 01 1
Real Estate Business Awards 2020

The REB Awards is the benchmark of success in the Australian real estate industry. It reflects not only the business astuteness of the country’s leading real estate operators and networks..

Learn more >
FROM THE WEB
Recommended by Spike Native Network

Why we’ll keep delivering for our communities in the face of COVID-19

alex

As Australia tries to keep pace with a rapidly changing business and social landscape in the wake of COVID-19, Momentum Media is leading the way delivering essential content to our communities, writes Alex Whitlock, director of REB.

Read more
Do you have an industry update?

Why video testimonials are so important to profitability

22 April 2015 Marcus Seeger
Marcus Seeger

While written testimonials have worked well in the past, there is now much scepticism surrounding them.

By stepping up to video testimonials you are able to bring a new level of authenticity and trust to your business, which in turn brings new opportunities and additional sales.

Video testimonials are a powerful affirmation of your business. When a potential customer watches a video of someone “just like them” who is endorsing your product or service, they are far more likely to buy from your company rather than the competition.

You might initially think a testimonial is simply one of your customers saying how fantastic your business is. However, you can be far more strategic than this. The most effective approach is to tackle your potential customer’s barriers of sale. What is a barrier of sale, you may ask? It is simply an objection that, if not overcome, will prevent a sale from proceeding. Here are the three most common barriers of sale.

Advertisement
Advertisement
  1. Price: “It’s too expensive.”
  2. Time: “It’s going to take too long.”
  3. Trust: “Does it work and live up to its claims?”

Your potential customer usually has some or all of these reasons why not to buy from you. Once these issues have been resolved and there aren’t any further objections, your customer is clear to proceed with their purchase.

The good news is that video testimonials are ideal for dissolving these barriers of sale. Imagine that you can share a video featuring a customer who initially had doubts but, with the benefit of hindsight, is now positively reviewing your business. This is gold. A customer testimonial is far more effective than you talking about your business.

To get the best outcomes from your video testimonials, you need to marry together one of the barriers of sale to a customer and focus their testimonial around that one objection. When you have built a library of video testimonials, where each one is addressing a specific objection, you then have a very powerful sales and marketing tool at your disposal.

It is possible that all three of the above barriers could get in the way of a new sale. Let’s explore how you can tailor a video testimonial to each objection.

The first is price. The initial step is to find one of your customers who was concerned about costs, but now that they are benefiting from living in their completed home have changed their opinion about the price.

The essence of this testimonial would be around value for money. A short version would sound like this:

When I first heard how much it would cost for the home we wanted, I initially was very reluctant to commit. However, now that I have seen the attention to detail and the quality of the design and materials, I can honestly say that the value I see in my new home is phenomenal and far surpasses the price.

So, you see how simple it is to negate a barrier of sale with a video testimonial? In this case, if any potential customers who are price sensitive watch this testimonial, they will think that maybe the property isn’t so expensive after all.

The second objection is time. It is very powerful to create a testimonial with a customer who initially had this thought. Now they have seen how quickly you actually delivered on your promises to complete the sale, they have a completely different perspective to share.

The third barrier is trust. “Can I be sure that XYZ agent is going to do what they say they will do?” Simply find a buyer who had these initial thoughts and focus the testimonial on reliability and honesty in order to counter this objection.

Keep in mind that you can’t tell your customers exactly what to say. It is very important to maintain authenticity, otherwise the video will come across as fake and do more harm than good. By being strategic with this simple formula, you will achieve a far better ROI than simply asking customers to say a few words about your business. 

When used correctly, video testimonials have a positive impact on attracting customers and generating sales. They are still a relatively untapped strategy and have significant potential to grow your business, no matter how big or small.

Why video testimonials are so important to profitability
marcus seegar
lawyersweekly logo
Marcus Seeger

Marcus Seeger

Marcus Seeger is the #1 Amazon bestselling author of Video Marketing for Profit; 14 Proven Strategies for Accelerated Business Growth. Marcus is managing director of video marketing and production agency Video Experts. Information about Marcus's book and video marketing podcast can be found at www.videomarketingforprofit.com.au. The book is available online and in all good book stores. For free video marketing training that will help you grow your business to the next level, visit www.videoexperts.com.au/blog.

FROM THE WEB
Recommended by Spike Native Network

Why we’ll keep delivering for our communities in the face of COVID-19

alex

As Australia tries to keep pace with a rapidly changing business and social landscape in the wake of COVID-19, Momentum Media is leading the way delivering essential content to our communities, writes Alex Whitlock, director of REB.

Read more
Do you have an industry update?
REAL ESTATE BUSINESS NEWSLETTER
Ensure you never miss an issue of the Real Estate Business Bulletin. Enter your email to receive the latest real estate advice and tools to help you sell.