DGS 283: Building Trust and Closing Deals with Video Testimonials

In a world where your potential clients are constantly inundated with marketing content, how do you create trust and ensure your property management business sticks out?

In today’s episode of the #DoorGrowShow, property management expert Jason Hull sits down with Dan Lievens, Founder of Share One, to talk about the benefits of collecting and utilizing client testimonial videos.

You’ll Learn

[01:56] Getting Started as an Entrepreneur

[08:41] The Impact of Social Poof and Positive Reviews

[15:39] How to Ask Your Clients for Video Testimonials

[24:53] Handling Objections and Retaining Clients

Tweetables

“Marketing is always evolving as well. Like it’s not like you learn to do it once and then you’re done forever.”

“If I say it, no one believes it because it’s my business, but if my clients say it, that’s the ultimate social proof.”

“The ability to be able to create human connection in any marketing or any business, I think is absolutely critical today.”

“A lot of people think, “Well I have a skill in doing something. Maybe I could start a business doing that thing,” but the skill is the technician-level work.”

Resources

DoorGrow and Scale Mastermind

DoorGrow Academy

DoorGrow on YouTube

DoorGrowClub

DoorGrowLive

TalkRoute Referral Link

Transcript

[00:00:00] Dan: Even if you have a solid business model, like property management, for example, which is obviously needed you know, how do you communicate that?

[00:00:06] Dan: How do you attract the right people? And so it’s a constant exercise of being able to put yourself in a position of your customers. 

[00:00:15] Jason: Welcome DoorGrow property managers to the #DoorGrowShow. If you are a property management entrepreneur that wants to add doors, make a difference, increase revenue, help others, impact lives, and you are interested in growing in business and life, and you’re open to doing things a bit differently, then you are a DoorGrow property manager DoorGrow property managers love the opportunities, daily variety, unique challenges and freedom that property management brings. Many in real estate think you’re crazy for doing it. You think they’re crazy for not because you realize that property management is the ultimate high trust gateway to real estate deals, relationships, and residual income. At DoorGrow, we are on a mission to transform property management business owners and their businesses. We want to transform the industry, eliminate the BS, build awareness, change perception, expand the market, and help the best property management entrepreneurs win. I’m your host, property management, growth expert, Jason Hull, the founder and CEO of DoorGrow. Now let’s get into the show. All right. My guest today is Dan Lievens. Dan, welcome to the show. 

[00:01:23] Dan: So glad to be here and looking forward to meeting your amazing community here. Thank you. 

[00:01:29] Jason: Awesome. So Dan and I, we met at a local mastermind in the Austin area, which is really cool because I need more friends and I was like, how can I meet some? I’m in all these different masterminds, but I’m like you’re traveling all over the US I’m like, I don’t get to hang out with any of these people that often. So yeah, so I joined a local one and there’s some really cool people in that group, which is really awesome.

[00:01:53] Jason: So Dan’s one of them and Dan, why don’t you give us a little bit of background on yourself as an entrepreneur and then we’ll get into what you do. 

[00:02:02] Dan: Yeah, absolutely. So, this is actually my 12th business and in a variety of different industries from technology to health and wellness.

[00:02:12] Dan: And my last big venture was opening up coworking facilities in the Philadelphia area. So I was one of the first people to open coworking facilities there and basically catering to startups and small businesses. And we very quickly became a business incubator and a business accelerator and supporting, you know, small startups and getting going right?

[00:02:35] Dan: And what I noticed pretty quickly was there is a pretty high rate of failure, and the rate of failure was primarily due to not necessarily the idea of being bad but more the lack of the ability to communicate the value proposition. So that’s when I kind of pivoted and said, “Hey, how can I continue growing my impact and helping these folks?”

[00:02:56] Dan: That’s when I started getting into marketing, really helping them be able to communicate a little bit better in terms of why they do what they do and really meeting the clients where they’re at. And so we started getting into video production and pre pandemic, we had a huge video studio with audience, live audiences and all sorts of recording stuff.

[00:03:18] Dan: And then the pandemic hit and that’s when we kind of realized that, “Hey, at the end of the day, yes, fancy videos are good to have, but what’s really going to help people move the needle is social proof. So how can we create a service for businesses to be able to leverage social proof, in other words, video or testimonials basically, to give consumers exactly what they’re looking for?”

[00:03:42] Dan: So if you’re in a market to, you know, rent an apartment or to buy something somewhere, the first thing you do is you look at reviews and So that’s how Share One began is really being able to help businesses capture legitimate social proof to grow their businesses. 

[00:04:00] Jason: Yeah, awesome. Business can be tough. And like you’re saying, there’s a lot of good ideas out there, or there’s a lot of people that think they have good ideas and you know, I’ve noticed not everybody tests those ideas. They just, they think the idea is so good, they’re like, “everybody else has to love it.” And they’re surprised when nobody else has the same taste as them. You know? Other people don’t love it. Or there’s so many pieces that go into it kind of like the book The E Myth Revisited, a lot of people think, “Well I have a skill in doing something. Maybe I could start a business doing that thing,” but the skill is the technician level work. Usually like “I can bake a cake, so maybe I should start a bakery business,” you know? And then they’re like, “Oh, accounting, marketing, sales, prospecting, like all the details, inventory, all the stuff besides baking a cake is where they get hung up on and they get frustrated.

[00:04:59] Jason: And then there’s just people that are just really bad marketers. They just don’t know how to get the message across. Sometimes you run into the opposite problem though, right? Like I’ve had coaches and people I’ve worked with that were really great marketers, but their stuff wasn’t super great.

[00:05:14] Jason: I’ve had that situation happen as well. But even if they were great marketers and their stuff wasn’t great, they still were making money… unfortunately.

[00:05:25] Dan: Yeah, absolutely. You know, most entrepreneurs, you know, me included, we find a passion, we find a purpose and we come up with some kind of a amazing technology or whatever that may be.

[00:05:35] Dan: And then, you know, our personality is just jump in and do it, you know. And it’s so valuable now to really kind of take a step back and understand, you know, what the consumer wants and it goes beyond that. I think it really goes into, you know, even if you have a solid business model, like property management, for example, which is obviously needed you know, how do you communicate that?

[00:05:58] Dan: How do you attract the right people? And so it’s a constant exercise of being able to put yourself in a position of your customers. Right. And then even as time changes as AI comes in, which hopefully we can talk about a little bit today the landscape changes and consumer behavior patterns changes and what people are looking for changes as well.

[00:06:18] Dan: So to, to have that finger on the pulse of, “Hey, what are my prospects actually thinking? What’s going through their head?” Is a constant exercise that I think every single entrepreneur needs to do. And then from that perspective, it’s like, okay, how do I reverse engineer what’s in their mind?

[00:06:34] Dan: How do I meet them where they are? Create the language and then slowly kind of invite them into the product and service that you’re offering. 

[00:06:41] Jason: Yeah. Marketing is always evolving as well. Like it’s not like you learn to do it once and then you’re done forever. Right? Like what I did to grow DoorGrow in the beginning doesn’t work anymore.

[00:06:53] Jason: Right? Some of the things that we were doing, like I had LinkedIn automation that was able to generate profile views. And then people would look at the profile view and go, “Oh!” And it’s like “somebody viewed your profile.” So they go look at mine, which I had set up like a sales page and then I was getting messages and then I would message them, “Hey…” I was getting friend requests or whatever you call it, connections on LinkedIn.

[00:07:16] Jason: And then I would send them a message. “What prompted you to reach out?” And then they started clamping down on how many views you could generate a day. And like, then the automation, like, and eventually that whole mechanism pretty much died, you know, and then it was Facebook groups for a while. For a while, the Facebook algorithm was heavily aligned towards Facebook groups.

[00:07:34] Jason: So that went crazy for us there was a time where it was like, you know It was just, you know, organic Google was doing its thing. We still get business through that, but you know, it’s always evolving as well, which is a challenge. Now, one thing that has always worked well, always, is testimonials that has always worked well for us.

[00:07:56] Jason: And so we have more testimonials. I realized this early on. If I say it, no one believes it because it’s my business, but if my clients say it, that’s the ultimate social proof. That’s the ultimate evidence. And so gathering testimonials has always been a like a focus of us at DoorGrow and we have more video testimonials than any other coach or consultant in the property management space.

[00:08:24] Jason: I mean, we’ve been doing this a long time, but we’re also really good. But the challenge is how do you show that you’re really good in a way that people believe it? Well, I just capture other people’s results. So we’re always having clients share their wins on our calls and then we’re recording it and stuff like that.

[00:08:41] Jason: So what, what prompted you to start to focus on testimonials as a business idea? 

[00:08:48] Dan: So I do have, you know, pretty strong tech background. So being able to leverage the technology and human resources to be able to give businesses truly what they need. Just as an example we’ll take care of the entire invitation interview process with the real producer and edit everything down for less than 200 a piece, right?

[00:09:09] Dan: So our next competitors to do the same thing. are $3,000 to $5,000. So we’ve really, you know, grown this entire business to be able to scale and give businesses exactly what it is that they need. And as I mentioned before, over the years, it’s like, yes, you can get super fancy with different things. But video testimonials today by far are the strongest piece of marketing content that you can use as you just mentioned. There’s research that says there’s an up to 62 percent increase in conversions. So the conversion could be a schedule, a call or schedule, a visit, or, you know, fill in the form. An increase of 62 percent if you start showing video testimonials on pages.

[00:09:51] Dan: And today, recent research also shows that 82 percent of consumers have some level of suspicion towards written reviews. That includes Google, Yelp. Amazon today employs 12,000 full time employees just to track down fake reviews. So, you know, talking about market change, right? So that is definitely something that’s changing.

[00:10:10] Dan: And so being able to capture somebody in the comfort of their homes or their offices, truly speaking from their heart and sharing where they were before and how they met you and what your lives look like today and sharing that transformation is, you know, ultimately the most powerful thing you can do because it’s believable, right?

[00:10:29] Jason: Yeah, it’s reality. It’s not AI. It’s not you know, even text testimonials, like on Amazon, there’s lots of fake reviews. Like, you can have fake text. Somebody could type out anything. You got to chat GPT. “Type out a fake review that sounds credible,” you know, or something like this.

[00:10:46] Jason: Yeah. 

[00:10:47] Dan: So be super careful with that. If anybody out there is, you know, starting out and you’re looking for some kind of social proof on your website or anything, the FTC had a new bill in October really cracking down on people that are using fake reviews, $27,000 fine, and just some really crazy stuff.

[00:11:05] Dan: That’s, you know, consumer protection. 

[00:11:07] Jason: You have to be able to back it up. So, yeah, you put some text on something with a testimonial, if you have the video original of that, you’re good, right?

[00:11:15] Dan: Yeah, absolutely. So yeah, in my company, we take a lot of care in terms of certifying that every single video that we conduct is a true human transformation.

[00:11:24] Dan: So it’s a critical component, but at the end of the day, it’s like, you know, any listeners today. What’s the first thing that you do when you go on Amazon? You look at the number of reviews, look at the number of stars. Is that like four? Is it four and a half? Or is it five? Right?

[00:11:36] Dan: And then we scroll down and say, does anybody have any videos? And do these things look legitimate? Right? It’s, that’s the first thing that we, that anybody does when purchasing something new. And that’s part of human nature, right? Dr. Robert Cialdini has a really famous bestseller book called Influence.

[00:11:52] Dan: I don’t know if you’ve read that. It’s all about the psychology of persuasion. And in there, he mentions that, you know, out of 95 percent of all consumers are what they call imitators and only 5 percent are initiator. So what that means is only 5 percent of people will be open and willing to go be that first person to try something, right?

[00:12:15] Dan: Yeah. 95 percent of consumers are waiting for some kind of social proof. They’re imitating somebody else’s results. 

[00:12:22] Jason: That’s why the bandwagon approach is so effective. Most people on the planet want safety and security. It’s more important to them than freedom or fulfillment in life.

[00:12:35] Jason: They want safety and security first. Those people are not entrepreneurs They work for entrepreneurs. Entrepreneurs are a small percentage of people and they value freedom and fulfillment over safety and security. We want that too, but our priority is in a different order. 

[00:12:50] Dan: Yeah, absolutely. And I think, you know, even attracting tenants or you know, bigger decisions to there’s especially with the age of AI.

[00:13:01] Dan: So I personally believe that we’re going into next six months to a year. I mean, things are moving so quickly right now is that there is going to be a revolution or direct kind of already is of like humans against bots, right? So the ability to be able to create human connection in any marketing or any business, I think is absolutely critical today.

[00:13:22] Jason: And 

[00:13:22] Dan: most people aren’t doing it. So you can definitely be ahead of your competition if you start leveraging and building that human connection into your marketing. And one of the easiest way of doing that is allowing your happy clients to tell a story. 

[00:13:35] Jason: Yeah, I totally believe that. I think, you know, that all the interactions that AI can do are going to put a premium on humanity. Human connection and human conversation and human relationship is going to be a premium luxury product in some way. And so that’s one way to set yourself apart always is to go deeper and to show care 

[00:14:03] Dan: Yeah.

[00:14:04] Jason: Most companies are going to leverage ai and people are going to leverage ai to go wider but it’s not going to have the same depth AI doesn’t have that soul. Might get there.

[00:14:14] Jason: Yeah, I can see that. And that’ll be important. The other challenge I’ve noticed though, with gathering testimonials is that if I do it, It feels a little awkward and it feels a little forced. Hey, what do you think about my business, you know? And so I think there’s an advantage in what you’re doing. And then like I know what it takes. Like we have somebody on my team that can edit video and can reach out and like do interviews. And like this is a difficult thing for the typical business owner to like go and do. It’s like almost a whole nother thing, a whole nother business or something that we’ve had to incorporate over the years. And our best testimonials are the unprompted things that we randomly captured during our calls, which we do three, one hour calls weekly coaching clients, group calls. And we just. Have the whole thing recorded. So we capture stuff constantly, just unsolicited, unprompted, great things.

[00:15:14] Jason: But when I have to go ask the client, “Hey, how did you like this event?” It just gets awkward and it’s not as effective and they can’t think of what to say. And they’re like, oh yeah, it’s really good. And I’m like, “no, tell me about all the problems you had and tell me about all the success we’ve helped you create.”

[00:15:31] Jason: But in that moment, they’re like, “oh my gosh, I’m taking a test right now in front of a camera. I don’t know what to say.” And then I don’t get something good. So. 

[00:15:39] Dan: Yeah, there’s quite an art to doing that. And the word awkward definitely sticks out like a sore thumb from the invitation, like asking your people, “Hey, would you record a video testimonial?” All the way to interviewing them as well.

[00:15:53] Dan: So we take a slightly different approach. And the invitation, we have a 47 percent success rate in getting your clients to show up for an interview. And that’s all about the way our white glove invitation process works.

[00:16:06] Jason: This is like all of their clients that they give you their information, you reach out and you can get about half to give you a full testimonial.

[00:16:16] Dan: Yeah.

[00:16:17] Jason: It’s an amazing stat that I’m just saying, by the way, everybody, imagine if you got half of all of your clients to give you testimonials, you would look like an amazing business. 

[00:16:27] Dan: So whether you’re doing it yourself or somebody else, let me just give you a couple of pointers. We never use the words “video testimonial.”

[00:16:34] Dan: So it’s always something along the lines of, “Hey, I realized that, you know, you’ve been living here for a month and you seem really happy.” Or, you know, “you’ve recently had a transformation… 

[00:16:44] Jason: We’ve managed your property for a while. 

[00:16:45] Dan: Yep. So think something along those lines and say, “Hey you know, there are a couple of really cool individuals that we’re trying to bring into our community, and they’re on the fence about moving here, if they could hear firsthand what it’s like living here from somebody like you, I think you’d have, you know, great neighbors, right?” Something along those lines. “Would you be open to meeting with one of our producers just for a quick 15 minute chat over video, just to ask you a few questions about your stay here? And you know, your story can be truly inspiring to others. And maybe you’ll meet some new neighbors,” something along those lines, right? So really getting creative and the invitation don’t ask for video testimonials, really about, hey, how can you as the client contribute to somebody else’s wellbeing, right? That’s another human nature thing that’s important. And then being able to pass it off to say, “Hey, when you meet with my producer,” so it becomes less of you know, it’s almost like if I said, “Jason, I’m going to send a news crew to your house tomorrow to interview you.””

[00:17:41] Dan: You’d be like, “Oh my God, great!” Like you feel honored. Right? So that’s the kind of invitation that we’re trying to create here too. 

[00:17:46] Jason: Yeah. 

[00:17:47] Dan: And then honoring their time, honoring their stories and being a super, super easy, you know, real human being kind of conducting the interview and our 15 minute interview, it gets edited down to, you know, sometimes 60 seconds, maybe two minutes tops just for the golden sound bites that you need to help your your free marketing conversions.

[00:18:04] Dan: So yeah, don’t go out and ask for video testimonials. That’s not going to go over very well. Just get creative with the invitation. 

[00:18:10] Jason: Yeah. Good tip. So explain how your service works and what it is and what it’s called. And like, so that people can understand the advantage that this can give them. 

[00:18:21] Dan: Yeah, absolutely.

[00:18:22] Dan: So we’re a membership model. We are currently $189 per month to be a client of Share One. And we take care, as I mentioned before, the invitation. So we’ll invite your clients. We’ll remind them, answer any questions, scheduling and all that. And then basically schedule a call with one of our producers.

[00:18:39] Dan: All of our producers are going to be highly trained on the specifics of what you’re looking for. So your branding you know, what locations you’re trying to fill, whatever that may be our producers already know going into the interview, what the soundbites are you looking for? And we’ll basically coach them into answering questions.

[00:18:55] Dan: So we’ll help them with their cameras a little bit, their lighting. And say, Hey, why don’t you finish this sentence and, you know, make sure it doesn’t ramble on and on. So we’re literally producers looking for these soundbites. So we’ll coach them into basically saying the things that we need them to say.

[00:19:09] Dan: And that 15 minute interview gets edited down. We add captions and then we deliver that back to you. And from inside of our portal, you can easily say, “Hey, this is a cool testimonial. I want to run it as an Instagram Reel or Facebook ad or anything like that. And we’ll recut and reedit everything for you.

[00:19:27] Dan: So we’re basically completely done for you video testimonial service. Yeah, so we’re affordable. We’re white glove and we’re extremely effective at what we do. 

[00:19:38] Jason: Yeah, I mean at 189 a month, it’s an absolute no brainer. Just the cost of getting people to do this stuff, or trying to go out and get cheap places to do it, like to edit some video that you capture yourself, the quality’s just not going to be there.

[00:19:53] Jason: I think the magic is probably in the coaching and in the right questions and in the process and then the editing, putting it together is going to make it all work. 

[00:20:02] Dan: And then once you have the video testimonial, we have a couple of really cool new piece of technology that we can automatically push testimonials to certain parts of your marketing assets.

[00:20:13] Dan: So we have a, like a floating widget that can sit in any corner of your website that says video testimony. As soon as you click on it, it pops up and people can start watching mobile friendly. You know, when consumers are about to take action. So whether it’s a book a tour or schedule a call, there’s this anxiety inside of them when they click that. So we have this really cool inline widget that can sit underneath the buy button or schedule button that basically it’s just a whole bunch of videos that they can watch some quick social proof in terms of that they’re making the right decision.

[00:20:44] Dan: Send them over the edge.

[00:20:45] Dan: Absolutely. So as a member of Share One and we’ll push all those videos automatically as we collect them onto the different parts of your marketing assets. 

[00:20:54] Jason: Yeah, nice. So this can be it like there’s a code snippets that you can embed on your website stuff like that. Very cool Yeah, we found that conversion rates increase… we’ll do on our websites that we do for clients, I call it a testimonial sandwich. So basically we have the main call to action form that’s lower on the page and we’ll put like maybe two testimonials above it could be videos most of the time It’s like a face image and text and then below that we’ll have testimonies that have been gathered from their review websites, but videos would maximize if you just had two or three videos that somebody watched before signing up with you, there’s a scripture in the Bible that says “in the mouth of two or three words shall every word be established.”

[00:21:41] Jason: There’s this thing that happens in people, if they watch two or three videos of testimonies, or even just see that you have two or three, and there’s some sort of headline below them that, like, sums up what it’s about, they’ll just believe it. They think that this is how everything happens at your business.

[00:21:56] Jason: And so the power of just having even two or three videos, now if you have a lot, and you’re able to continually gather these from clients, and then maybe leverage getting them to give you positive reviews on review sites, as well, then maybe after they leave the video, there’s this other thing, I think Cialdini talks about this as well, that once somebody takes a certain action, they’re more likely to believe in that like a positive action towards a business are more likely to want to continue to do that.

[00:22:27] Dan: Validates their decision, right?

[00:22:29] Jason: Right. And so once somebody gives you a positive review like if a tenant gives you a positive review or an owner gives you positive review, what happens is they tend to have a longer lifetime value. They stay longer and then when you have a problem because something inevitably comes up. The tenant gets frustrated, or the owner gets frustrated about something.

[00:22:51] Jason: They’re more likely to give you the benefit of the doubt, because previously they acknowledged they had a good experience with you, and they’re more likely to say, “Oh, they’ll figure it out. And so, it just makes business easier. What we coach our clients on is the best time to get a testimonial or a review is at peak happiness. And for most tenants and owners, that’s usually around tenant placement. That’s once the tenants in place, the tenant’s happiest and the owner is now happy. “Hey, I’ve got a tenant and they’re paying rent,” and that’s when everybody’s happiest. And so during their and owner, new client onboarding processes.

[00:23:29] Jason: They could build in this connection with you guys to give you their info and you reach out and ask about their experience. And our usual script for clients when we’re coaching them to do this directly is that they reach out, point out the good that they’ve done for them so far, and then ask them the loaded question, like how do you feel we’ve done so far?

[00:23:51] Jason: And then they’re like, “Oh, well, you just told me you did all this you took care of that leaky toilet. You did this and property is ready for me And yeah, it’s been great.” ” What’s your experience been like with ABC property management so far?” “Oh, yeah It’s been great.” Because you just pointed out all the good. For the owner, you’re like we got a tenant in place. We got the rent collected should be hitting your bank account in the next couple days. Like how do you feel ABC property management’s done so far?”

[00:24:15] Jason: “Oh, yeah. You guys are great.” “Awesome We love hearing that would you be willing to share that feedback with us online? Or would you be willing to share that feedback with somebody else? That would really help us out.” “Oh, yeah.” So, it’s called the Law of Reciprocity. They want to reciprocate, because you pointed out that you did something for them.

[00:24:35] Jason: Yeah, there’s kind of this debt or this leverage and they’re like, “yeah, sure. I’d be happy to. Awesome. I’m going to have our producers-” you say right? “Our producer reach out and they’ll do a little interview with you and I think you’ll really enjoy it, and we’re really good at making you look good.”

[00:24:51] Dan: Yeah, so great point.

[00:24:53] Dan: I mean, testimonials build trust ultimately, right? And trust lasts a very long time. So even being able to send testimonials to existing tenants or existing owners as a reassurance, like, you know, if an owner has been with you for years, it’s like, “Hey, If they’re ever doubting about leaving us, let’s send them like a case study or something, you know, once every six months or so, just to kind of reaffirm that you guys are really good.

[00:25:15] Dan: So, so we actually have technology. We actually have technology that can build into the CRM process to know exactly when to reach out. So that can be automated. And we also upon completion of the video testimonial, we automate the whole Google or Yelp or any other types of site reviews. Automatically for the people that we interview and then one more thing I want to touch on Jason is objections, right?

[00:25:37] Dan: So video testimonials are super powerful to use to address all objections before they even come up. So if you know right off the bat that nine times out of 10 people are going to say, well, you’re, you know, such and such place is cheaper or other property managers or, you know, only charge 8 percent or whatever.”

[00:25:55] Dan: Then using the video testimonials and you can cue your producers into collecting that as like, “Hey, initially I thought that going with X was going to be a little bit more expensive, but little did I know they took care of X, Y, Z.” Right. So being able to have those little seeds or saying, “Hey, you know, yes, this apartment building is probably not the cheapest around, but I’m so glad I chose this because of XYZ. So being able to take those objections and understanding how to reverse engineer these interviews to be able to get those soundbites that are going to help you with your closing. 

[00:26:24] Jason: So this is something that your producers are trained on. That is in part of your onboarding process with new clients, then it’s probably to identify what actions or challenges do they tend to deal with?

[00:26:36] Jason: And then as you’re gathering testimonials, it becomes a goal to offset those. 

[00:26:41] Dan: Absolutely. So every new client that comes on board, we do a deep dive really understanding. who their audiences are going to be, who they’re trying to attract, where these video testimonials are going to be displayed where these people are coming from, essentially trying to understand like what’s in that prospect’s mind frame, like what are they looking at when they’re watching this? So that we can really kind of, you know, hit a home run for them.

[00:27:03] Jason: Yeah, I love this. I think good testimonials are more important than most companies’ marketing. They’re more important than most companies’ websites. They’re more important than most everything that a company does to try and get new business. They don’t understand the impact. And if you have negative reviews, which is like the opposite, it’s like a clamp on anything that you could potentially do in your entire sales pipeline, any marketing you do, anything else, if you have negative reviews. People will check you out. People want to know, can they trust you? So they’re looking for indicators. Even if they heard about you word of mouth or whatever, they might still go check and they’re like, “well, they have a bunch of bad reviews. Maybe we should do some more research and find another company.” And so the impact of that, I think is often underestimated. You can have the ugliest website. You can have the worst branding. You can have all the other leaks that exist in businesses, but if you have great testimonials and great reviews online, people will still work with you and those will be warm leads.

[00:28:08] Jason: Like they’ll trust you. There’s stats that suggest that people trust online reviews or testimonials as much as word of mouth from a trusted friend or advisor if the reviews are credible, unlike some on Amazon. And then, so like the conversion rate or the close rate then is really high and you don’t have to have as good of a website, you don’t have to be as good at sales. You don’t have to be as good at marketing. Good testimonials and good feedback really solves a myriad of marketing sins. 

[00:28:37] Dan: Yeah, absolutely. And then it’s reputation management too. So if you do have some bad reviews on Google, you can easily upload videos onto your Google business profile and you can upload positive video reviews.

[00:28:49] Dan: And when somebody reads something that’s written that’s negative and they go to your website and there’s what we call wall of love, which is basically a whole bunch of videos saying how great, you know, you are, that’s a game changer. 

[00:29:00] Jason: That’s an outlier. That negative review is now an outlier. You know, owners know that there’s going to be upset and negative tenants.

[00:29:06] Jason: And that’s a given in property management. But they want to know that you know how to deal with those situations and that you’re making changes or improvements or whatever. So having good responses is also can be important on those reviews. So having a whole wall of proof, yeah, that overcomes a lot of challenges.

[00:29:24] Jason: So well cool, Dan. I appreciate you coming on the show. I wanted to announce Dan, you’re coming to DoorGrow Live. You’re going to be talking at our event in May about some of this stuff, but going even deeper into how people can have an impact in a way that I think would help grow and scale their business, which was what we’re all about at DoorGrow.

[00:29:45] Jason: And so everybody, make sure and go and check out the details at doorgrowlive.Com. And we were bringing in some really cool experts that are going to be talking about a variety of different things. And Dan is going to be one of those. So really excited to have you at that, Dan. 

[00:30:02] Jason: Super excited. Can’t wait for it. 

[00:30:05] Jason: Yeah, that’s going to be really cool. And so if you want to take things to the next level and grow your business, this is the place to be. And can you give them a teaser of what you might be sharing at this? 

[00:30:15] Dan: Yeah, absolutely. So, being able to present actual case studies in terms of property management and give solid advice and examples on how you can immediately start using video testimonials and leveraging social proof to be able to increase your conversions and also teaching you how to collect them.

[00:30:33] Dan: And everything to do with social proof. So I’m super excited about that. 

[00:30:37] Jason: This will be really cool. So make sure to get your tickets to DoorGrow Live. Go to doorgrowlive.Com. Dan, I appreciate you coming on the show. How can people learn more about Share One and get connected with what you’re doing?

[00:30:51] Dan: Absolutely. So our website is http://www.share.one O N E. And I think, Jason, we might put something nice together for your listeners and we’ll add that to the show notes. 

[00:31:01] Jason: Awesome. All right, appreciate you coming and hanging out with us here on the DoorGrow show and excited to do more stuff with you in the future.

[00:31:08] Jason: All right. So, if you are a property management entrepreneur and you’re wanting to grow your business, add doors, reach out to us at DoorGrow. We can help you with that. So until next time, everybody to our mutual growth. Bye, everyone.

[00:31:19] Jason: you just listened to the #DoorGrowShow. We are building a community of the savviest property management entrepreneurs on the planet in the DoorGrowClub. Join your fellow DoorGrow Hackers at doorgrowclub.com. Listen, everyone is doing the same stuff. SEO, PPC, pay-per-lead content, social direct mail, and they still struggle to grow! 

[00:31:46] Jason: At DoorGrow, we solve your biggest challenge: getting deals and growing your business. Find out more at doorgrow.com. Find any show notes or links from today’s episode on our blog doorgrow.com, and to get notified of future events and news subscribe to our newsletter at doorgrow.com/subscribe. Until next time, take what you learn and start DoorGrow Hacking your business and your life.