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Win the Buyer Every

Time

Nikki Ubaldini

Nikki Ubaldini

2

• Crystal Beach, Florida

• Cofounder of The Gary & Nikki Team

• Regional Operating Principal: Florida–South

• Operating Principal in three Market Centers

• MC Broker

Win the Buyer Every Time

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3 Win the Buyer Every Time

• Setting the Stage for Success

• Explaining the Home-Buying Process

• Conducting a Needs Analysis

• Defining Expectations

• Getting an Exclusivity Agreement Signed

• Delivering Stellar Buyer Consulations

Win the Buyer Every Time

Win the Buyer Every Time4

• Discuss lender prequalification.

• Set the consultation appointment: “CITO”.

• Review the housing inventory and market

conditions.

Setting the Stage for Success


• Prepare a Home-Buying Packet or Buyer’s Book.



Use a script to set the stage for success:

“Before we get started, I would like to share my/our team

mission with you. Our mission is to help you achieve your

goals and exceed your expectations. By doing this we

hope you would never hesitate to refer us to your friends,

family, or coworkers. Therefore, at the end of our meeting

today, one of three things will happen …”



“One: You will understand all the benefits I/my team can provide to you and you will choose to hire me and that would be great!”

“Two: You may not understand all the benefits I/my team can provide to you and you may choose not to hire me and, to be quite honest, that wouldn’t be so great.”

“Three: I may choose not to represent you in the purchase of your new home.”

“Would that be a fair assessment?” (Pause for reaction)



“Let me explain why I would say that. Remember, our mission is to help you achieve your goals and exceed your expectations. Well, if at any time during our meeting today I feel I cannot achieve your goals or exceed your expectations, I would rather turn you down now than let you down later, and we can part as friends. Does that sound fair to you?”

“Great, let’s get started!”



Explain Buyer Agency

“Let me share something with you—did you know

that you have rights? The same rights that a seller

does?”



• Walk through state disclosures.

• Don’t ask them to sign any documents … yet.



Explaining the Home-Buying Process1. Overview2. Research Process3. Properties4. Market Conditions/Inventory5. The Offer6. The Contract7. Negotiation Process8. Contract-to-Close Process


• Ask permission.

• Adjust your script.

• Explain the steps.

• Help buyers understand the value an agent brings

to the process.

1. Overview


• Explain the research process.

• Research sources:

• Multiple Listing Service (MLS)

• For sale by owner (FSBO) houses

• New construction houses

2. Research Process


• Set up for success.

• Determine average number of homes a buyer

typically tours before making a decision.

• What would the buyer

do if the first house

meets all of their

criteria?

3. Properties


• Share local market conditions.

• Explain buyer’s market vs. seller’s market.

• Educate.

4. Market Conditions/Inventory


• Discuss how much they are willing to pay.

• Explain the process of determining/making an offer.

• Comparative Market Analysis (CMA)

• Types of contractual contingencies

• Prepare for multiple offer situations.

5. The Offer


• Highlight key points in contract documents.• Walk through sample

documents. • Ask buyers to review

documents.• Encourage questions.

Explain which standard contingencies will be included.

6. The Contract


• Explain your role.

• Reiterate responsibilities of a buyer’s agent.

7. Negotiation Process


• Explain the importance of this phase of the home-

buying process (“Our job really starts now.”).

• Provide:

• Statistics on real estate closings.

• A brief overview of the activities and interactions you

will manage during this process.

8. Contract-to-Close Process


• Use a script to ask about the transaction:

“On a scale of 1 to 10, with 1 being ‘not very good’

and 10 being ‘it’s awesome, it’s a great experience,’

what one thing has to happen for this transaction or

process to be a 10 for you?”

Conducting a Needs Analysis

The Tens Exercise


Always go three-deep!

1. What is important to you?

2. Why is _____ important to

you?

3. What does that look like for

you?

Conducting a Needs Analysis

FAMILY


• How does somebody win with you?

• How does somebody lose with you?

Defining Expectations


• What do you feel I have the right to expect from you as my client?

• What do you feel you have the right to expect from me as your agent?

• Listen to how their commitment to you is developing and strengthening.

Defining Expectations


Use a script and move straight to the buyer’s agent

exclusivity (representation) document:

I feel good about this process. How do you feel? ...

Great. Then let’s move forward with this relationship.

Getting an Exclusivity Agreement Signed


• Complete the document with their participation.

• Put exclusivity language into layman’s terms.

• Present document for their signature.

Getting an Exclusivity Agreement Signed


• Elements that make this approach “stellar”

• Key points to remember

• Common obstacles or objections

• Ways to customize the approach

Delivering Stellar Buyer Consultations


• Develop powerful scripts to help set the stage for success.

• Create a Home-Buying Packet to help you explain the steps in the process.

• Practice probing to identify needs, wants, and values.

• Clarify expectations!• Learn how to get an exclusivity agreement signed.

Ideas into Action!


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win the buyer every time - amazon s3 · pdf file7 win the buyer every time ... to download a...

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