Shobert Vartan Profile Building trust and credibility with new clients starts with that first impression. From the moment you answer a call, the seller begins to form an opinion about you and your quality of work. Knowing this, you need to be one step ahead of the game. An effective way to build trust and credibility is through testimonials.First, create a list of people you have done business with - clients, business associates, customers, etc. Make sure they are people that you know have a positive impression of you. These are the people you will want to contact first. Consider sending out a testimonial letter to people that you deal with that you can sincerely compliment and endorse. When they call to thank you for the letter, ask them if they would like to write a similar letter for you.Next, compile these letters into a testimonial packet. Include a variety of letters - letters from clients and/or co-workers and letters targeting different aspects of your business, quality of work and/or character. The letters do not necessarily need to be specifically about your real estate business; you want your seller to be confident that you will address their questions/concerns in a timely manner and get the job done while maintaining a professional relationship with them.Once you have the finished product, keep a reasonable amount of testimonial packets printed and ready to go. Immediately after an initial call with a seller, you should mail them a testimonial packet. You can also bring a copy of your testimonial packet when you meet with the seller at their house - even though you have already sent them one after the initial call. You want to be positive they have a copy and that they actually read it.Another effective way to use a testimonial is to insert it into your voicemail. When sellers call, even before they speak with you, they will have the chance to hear about your sound work ethic and exceptional quality of work. This makes it much easier to jump start a positive and promising relationship between you and the seller.