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BUYERS

Your buyers are asking for a commitment of your professional time and effort. Asking for a commitment from them should be the natural conclusion of sharing with them the value of working with you.

Get down to business: get the buyers’ commitment by sharing your value.

Right now, you do not have any representation. If you sign a buyer representation agreement with me as your agent, you can be assured of someone looking out for your interests. My responsibility would be to protect your best interests without any conflicts. Can you see how it would benefit you to have a professional working for you to find the best house and negotiate on your behalf to get the best possible terms? Great! This form says I will represent you in your home purchase! Comply with the National Do Not Call Registry rules and your broker’s Do Not Contact list and policies. Follow Telephone Consumer Protection Act, state, and local laws on telemarketing, auto-dialers, and prerecorded messages. Review your local MLS rules and regulations regarding the proper use of listing data.

Buyers

Knowing when to adjust your buyers’ search criteria. Once your buyers are clear about what they are looking for, you should set the expectation about how many homes you will tour and ask them to prioritize properties.

Get down to business: maybe the next one? During our tour Saturday from ______ to ______time, we will visit _______ homes.

I’ve found that trying to see more than that in any one time out on tour can make it hard to remember crucial details. Also, if we’re spending time in homes that don’t truly fit your criteria, it could mean that some other buyer is writing an offer on your dream home, and we don’t want to risk that! As you find homes, I’ll ask you to prioritize them in order of preference to see which ______ homes make the cut, and which ones we may want to potentially visit later. Comply with the National Do Not Call Registry rules and your broker’s Do Not Contact list and policies. Follow Telephone Consumer Protection Act, state, and local laws on telemarketing, auto-dialers, and prerecorded messages. Review your local MLS rules and regulations regarding the proper use of listing data.

BUYERS

Today’s buyer wants to be more involved in the home search than ever. Before you get in the car with them, give your buyers the tools and freedom to narrow down the search, so you only tour the homes that have been thoroughly researched. The last thing you want to do is take your buyers to dozens of homes that don’t meet their criteria.

Get down to business: save yourself unnecessary visits to homes that the buyers may rule out after seeing them in person.

When you see a property that interests you online, it’s a process of elimination to determine if it’s something we should invest your time in. First, take the virtual tour—If you like it, great! Go on to Google street tour and do a 360 on the street. Does it reveal any issues…power lines or freeways across the street? No? Awesome! Next, if you can, do a drive-by on your lunch break or on your way to and from work to confirm it’s a great looking house on a street you like. If it is, great! Call me and we’ll go see it. Our goal is to only see the right homes together so that when we find ‘the ONE’ we can act quickly. Comply with the National Do Not Call Registry rules and your broker’s Do Not Contact list and policies. Follow Telephone Consumer Protection Act, state, and local laws on telemarketing, auto-dialers, and prerecorded messages. Review your local MLS rules and regulations regarding the proper use of listing data.

BUYERS

Top agents have also learned to resist the temptation of doing the Buyer Consultation over the phone: They leverage any questions from the buyer to reiterate their value and professionalism and confirm the appointment.

Get down to business: try the rapport ratio; two ears, one mouth.

Buyer: We just got notified that a property we like has just come on the market and want to see it right away. Can we meet you there? Agent: Great! I’d be happy to look that up on the MLS for you! [while looking] What was it that attracted to you to this home and location? Can I get your name and number in case we get disconnected? Thank you! [Share any relevant info from the MLS to confirm their interest.] We can definitely visit this home, and I’d also like to learn some more about what you are looking for and determine if there are any even better properties that meet your needs, so that we can see all your best matches before any other buyers do! Let’s meet in my office first so I can uncover all your wants and needs. Then I will be able to pinpoint the best properties for you. Can we meet _______ [location] at _______ [day/time]? Comply with the National Do Not Call Registry rules and your broker’s Do Not Contact list and policies. Follow Telephone Consumer Protection Act, state, and local laws on telemarketing, auto-dialers, and prerecorded messages. Review your local MLS rules and regulations regarding the proper use of listing data.

Objection Handling

Buyers may object to signing the Buyer Representation Agreement (where applicable) when they do not understand the value and protections it offers. To overcome their objections, keep your focus on the benefits.

Handling Objections: I want to work with several agents to get the best deal.

I completely understand. I represent my buyers exclusively in order to provide the service, time, and attention it takes to find and close on the home of their dreams. And I can show you any home on the market, no matter who has the listing. So, doesn’t it make more sense to work with a professional who is committed to giving you the time and attention that you need? Comply with the National Do Not Call Registry rules and your broker’s Do Not Contact list and policies. Follow Telephone Consumer Protection Act, state, and local laws on telemarketing, auto-dialers, and prerecorded messages. Review your local MLS rules and regulations regarding the proper use of listing data.

REFERRAL

With the Buyer Agreement signed, it’s time to establish next steps. The last of which should be taking the opportunity to ask for a referral.

Get down to business: thanks for letting me help you find your home, do you know anyone else who’s looking?

My business is based on the word-of-mouth of my clients and as you talk about the sale of your home, I’m betting friends, family, and coworkers will share with you that they are considering buying or selling, too. When I do a good job helping you find your new home, navigating the process, and following through on the things I’ve said I would do, could I ask that at some point before we leave the closing table, you will share with me the information of at least one person you know who is considering selling or buying? Comply with the National Do Not Call Registry rules and your broker’s Do Not Contact list and policies. Follow Telephone Consumer Protection Act, state, and local laws on telemarketing, auto-dialers, and prerecorded messages. Review your local MLS rules and regulations regarding the proper use of listing data.

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