the buyer needs a hundred eyes, the seller not one.” · “the buyer needs a hundred eyes, the...
TRANSCRIPT
“The buyer needs a hundred eyes, the seller not one.”
George Herbert
Real Estate Become a SuperStar Agent by Mastering the Essentials
SECTION 13 Working with Buyers
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Real Estate Become a SuperStar Agent by Mastering the Essentials
SECTION 13 Working with Buyers
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Real Estate Become a SuperStar Agent by Mastering the Essentials
SECTION 13 Working with Buyers
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Real Estate Become a SuperStar Agent by Mastering the Essentials
SECTION 13 Working with Buyers
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Real Estate Become a SuperStar Agent by Mastering the Essentials
SECTION 13 Working with Buyers
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The Buyer Process
Create minimum standards for the buyers you will work with
Buyers must be pre qualified by a lender before you begin working with them
You must understand their motivation to buy before you show them property
Determine if they are realistic about the market or they are trying to “find a steal”
Ask lots of questions about the areas they are interested in and the type of homethat they would like to buy
Explain to the buyers how the Real Estate Business works and how you get paid
Tell the buyers that you will select a few homes for them to see…explain that youwill eliminate the overpriced homes that are on the market
The more homes you show a buyer the less confidence that they will have in you
Ask them to buy one of the homes that you have showed them
Help them write an offer at fair market value
If accepted work with your affiliates to get the transaction closed
Be willing to walk away or refer out buyers that don’t meet your minimumstandards or are not comfortable with how you work
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Setting Buyer Appointments
How long have you been looking or a home?
Do you own your own home now?
Do you need to sell this home before you buy?
What is your time frame to be in your new home?
Are you currently working with an Agent?
Have you seen any homes that are of interest?
What price range are you looking in?
Have you been pre approved by a lender yet?
What area are you looking in?
Is there a particular type or style of home that you’re interested in?
I would like to help you find your new home…when can we get together todiscuss the process?
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BUYER SCRIPTS For incoming calls:
1. Hi my name is _____________ who am I speaking with? (Name), how are you doing today? 2. (Name), just in case we get disconnected, what’s your telephone number? 3. How did you find this property? Wonderful! OR Do you live in the area? What city? 4. By the way…which home in the area do you own? (X). If none: Do you rent? OR Do you own a home or rent?
1. (If yes) Do you need to sell your existing home before you buy? (X) Wonderful! OR Do you need to sell your home before buying?
2. How soon are you planning on moving? OR How soon are you looking to buy?
3. How long have you been looking at homes? Excellent! 4. Are you working with any agents? (If yes) Are you obligated to
work with them, contract, maybe friend or family)
(Name), may I make a suggestion that you may find helpful? We have many properties that you may be interested in that aren’t on the market yet. Would you like me to let you know of these as well? Give the information on the property they called about. (Get a little, give a little) 5. What areas or cities are you most interested in?
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6. What price range are you looking in? Great! 7. I want to help you get the best financing possible. Have you spoken to a mortgage lender? (If yes) What company? How much of a down payment? (If no) Well, I have a great lender who always offers the best rates. I’m going to have him give you a call before we meet.
8. (Name), tell me…If I showed you the perfect home…at the right price, are you in the position to…make an offer and buy now? (X) Perfect! 9. What are the best times for you to look for properties? 10. Does the day work out or what time is better? Closing Question: 11. When would be a good time for you to meet with me so I can help you find the home you’re looking for? What about today at 5:00 or tomorrow at 6:00?
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For outbound calls:
Hi, I’m looking for ___________...Hi___________ this is _____________...I’m calling to confirm our appointment on ___________...does that time still work for you? Great! Before we meet…there are a couple of questions I’d like to ask…okay? Terrific! 1. Tell me again, how long have you been seriously looking for a property? Excellent! 2. And what’s your motivation for a buying? Terrific! 3. How soon would you like to be moved in? Good! 4. And … what price range are you in? Okay. 5. Have you spoken with a mortgage broker/lender? Great!
6. (Only if yes) Can I have their contact information? How much were you qualified to spend? How much of a down payment are we working with? Excellent! 7. (Either way) I work with a great mortgage broker… if (he/she) can save you some money, offer a better rate, etc… would you be interested in speaking with them? Terrific! 8. Is there anyone else involved in the financing of the property? Perfect! 9. (Name)… here’s the fun part… take a minute and describe the property you would like to buy? Excellent! 10. Do you prefer single family, condo or townhouse? Great!
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