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Have you ever had that valuation where everything just clicked?
Great rapport. Clear advice. The seller nodding along. You leave thinking, “Yep, that one’s in the bag.”
And then nothing, literal tumbleweed.
If you’ve felt it lately, you’re not alone.
Because the truth is, most people decide who they’re going to instruct before they ever meet us. They’ve Googled your name. Scrolled your socials. Checked out your reviews. Maybe even asked around in a local Facebook group. And by the time they book that valuation, there’s already a favourite in their mind, you’re just there to confirm their choice.
So here’s the real question: if your next instruction is won or lost before the appointment, what are potential clients actually seeing?
If it’s just a few nice reviews and a decent logo… you’re probably blending in with the rest. Google reviews are useful, and yes, every agent should be collecting them, but let’s be honest. If you’re anything like me, you don’t even read the five-star ones. You just sort by the lowest rated to see where the cracks are.
That’s where most people’s eyes go. They’re not looking for perfection. They’re looking for proof.
This is exactly where video comes in.
Because a real client, talking on camera, unscripted, unpolished, about what it was like to work with you? That carries way more weight than anything you could write yourself. You can see the emotion. Hear the story. Feel the relief in their voice or the energy in their smile. That kind of proof doesn’t just tell people you’re good at your job. It shows them.
Now I know what you’re thinking, and it doesn’t need to be a polished video. In fact, it’s better if it’s not.
Some of the strongest testimonial videos I’ve seen were recorded in one take, in someone’s kitchen, with the dog barking in the background. No fancy lighting. No editing. Just a real person, saying something about their experience.
“This is what happened. This is how they helped. This is why I’d recommend them.”
That hits harder than any pitch. Because when future sellers see someone like them, saying those things about you, it doesn’t just build trust, it builds confidence that you’re the right agent for the job.
And in a world where everyone’s saying they go above and beyond, this is how you show what that actually looks like.
So if you want to give yourself the edge, not at the valuation, but before it, get into the habit of asking for short, honest videos from your happiest clients. Nothing scripted. Nothing fancy. Just the truth, on camera.
Because your next client is probably watching you already.
The question is… what are they seeing?
Chris Webb is the founder of The Estate Agent Consultancy.
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