Winning with Buyers – SIR Agent Workbook

Winning with Buyers

Leveraging the Buyer Representati on Agree ment

Notices

Sotheby’s International Realty ®

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Scripts - Any sample dialogue or script contains suggestions and is not intended to be used verbatim. The sample dialogue is designed to offer you suggestions for what you might say in some of the most common situations you may encounter as a real estate agent. These words are only a guide, however. The most effective dialogue will be the one that is authentically your own.

GENERAL GUIDELINES AND REMINDERS

Each affiliated sales representative and broker is responsible for complying with any consumer disclosure laws or regulations.

Wire Fraud - Wire fraud scams continue to affect the real estate industry. Given the ongoing risks of wire fraud previously shared by the Federal Trade Commission and the National Association of REALTORS®, it is imperative that brokers and agents continue to be vigilant to this very real threat.

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General Guidance - The information herein is intended for informational purposes only and is not intended, nor shall it be deemed, to provide or offer legal or financial advice or guidance. We recommend you consult with your own advisor when dealing with any of the issues visited herein.

Do Not Call Registry - The FTC’s Telemarketing Sales Rule helps protect US-based consumers from fraudulent telemarketing calls and gives them certain protections under the National Do Not Call Registry. Companies also need to be familiar with rules banning most forms of robocalling. If you or someone working on your behalf is telemarketing, know the dos and don’ts before you plan your strategy, including but not limited to the following:

1. Before making a sales call, you or a third-party vendor you hire should determine whether the consumer’s phone number has been included on the National Do Not Call Registry and your company specific Do Not Contact list. We recommend that you speak to your broker about compliance with these rules.

2. Any sales calls or communications to consumers must follow the requirements of the Telephone Consumer Protection Act (“TCPA”), state and local telemarketing laws, including but not limited to requirements that messages or calls may not be sent using an automatic telephone dialing system or an artificial or prerecorded voice unless you have express written consent from the consumer

We recommend that you review your local MLS rules and regulations regarding the proper use of listing data for other commercial purposes such as soliciting new clients, contacting expired listings, or recruiting.

Similar laws may apply outside of the United States, including, but not limited to the CAN-SPAM Act, by way of example.

Avoid Fines from Violating the Telephone Consumer Protection Act (TCPA)

Why the TCPA matters to you:

You will be personally liable for any violations of the TCPA.

Before making your next call or text:

DO NOT

DO NOT use an automated platform vendor to call or text potential customers.

DO NOT leave pre-recorded messages.

Check phone numbers against Do Not Call Lists prior to making any calls or texting. Fines can be as much as $500 per call or text, and add up quickly.

Get prior written consent before calling or texting a number on the Do Not Call Lists.

TCPA Myths Dispelled

Myth 2: Myth 3: Myth 1:

"The TCPA applies to calls, not texts."

NOT TRUE. The TCPA covers both calls and texts.

"I checked the Do Not Call (DNC) Lists when I got the number; I’m covered."

NOT TRUE. Numbers are added to the DNC Lists all the time. If you haven’t recently checked the number against the DNC Lists, you must do so before calling or texting.

"A friend gave me this person’s number, so I don’t need to check the DNC Lists."

NOT TRUE. If the person you are going to call or text did not give you the number, you must check the DNC Lists.

Your Opportunity

Working with buyers is an important component of a successful real estate business. Through those relationships, you have the opportunity to generate referral leads and repeat clients for future buying and selling. For so long, however, many agents have been treating buyers and sellers differently when trying to win their business.

Consider Agent A’s experience of working with a buyer:

Buyer indicates interest in a property and is connected with Agent A Agent A rearranges calendar to schedule three other showings

Agent A immediately schedules a showing and meets Buyer at the property

Buyer wants to think over a decision to make an offer

Upon arrival, Buyer decides they want something completely different

Agent A follows up with Buyer only to learn that they are working with another agent

How did Agent A leave themselves vulnerable in this situation?

NOTES:

What would it look like to run your buyer business the same way you run your listing business?

Without a system for working with buyers similar to the one we have for sellers, Buyer’s Agents may be putting the buyer, the transaction, and their compensation at risk.

TAKE A PULSE

How often do you ask the buyer to sign a Buyer Representation Agreement? Never Sometimes Always

Buyer Representation

The real estate industry is shining a light on the importance of transparency around buyer representation and buyer agent compensation. The rules for buyer representation vary by state, but the best practice remains the same:

Obtain a Buyer Representation Agreement that explains the value of your services as their agent, what they can expect during the process, and contractually protects both you and the buyer throughout the transaction.

As Buyer Agents and professionals, so much of our value is tied to the services we provide to protect the buyer’s best interests—we should be transparent about the many ways that we do that and the way we are compensated for those services!

NOTES:

Buyer agency varies from state to state. Check your local rules to determine which elements apply to you.

TAKE A PULSE

When working with buyers, do you currently have a conversation about how you will be compensated for your work on the transaction? Why or why not?

From Keeper of the Keys to Advocate

While the best practice of getting a signed Buyer Representation Agreement isn’t new, the risk of working without representation may require a mindset shift for both the agent and the buyer.

AGENT RISK

Working with buyers can require a significant amount of your time and energy. In a competitive environment, you may be putting in that effort without the assurance that you will be compensated if you perform your services.

AGENT MINDSET

SHIFT IT

Making buyers sign a Buyer Representation Agreement up front is unnecessary and could push them away.

A Buyer Representation Agreement not only protects the time you spend working with buyers, but contractually ensures that you are compensated for the work you do on a transaction. It also helps you to better measure whether this is a serious buyer or not.

After speaking to a potential buyer over the phone, asking them a lot of questions, and building a great rapport, I didn't think I needed to get a signed Buyer Representation Agreement up front—they knew what they were looking for, and I knew I could find it for them. After I drove them all over town and found them a perfect house, however, they had their sister (a licensed real estate professional) write the offer, cutting me out of the whole deal!

BUYER RISK

Buyers are often unaware of the agent's role in the transaction and expect you to show them properties at their request.

BUYER MINDSET

SHIFT IT

I just want someone to show me the house. I don’t need official representation for that.

You have the opportunity to educate the buyer on the time, services, and immense value you can provide to your clients as their contractual representative.

Sharing this information with buyers can help ensure they fully understand the risks and potential pitfalls of not having your representation.

What are some other potential risks of not having a signed Buyer Representation Agreement?

NOTES:

Set Up Systems for Success

Successful real estate businesses rely on systems that optimize their standard operations. Instead of treating buyers and sellers differently, top agents mitigate risk and prove their value to the transaction by using their listing process to create a three-step process for working with buyers.

NOTES:

Now, consider how Agent A’s initial experience transforms when they set up the system to present themselves as a professional Buyer’s Agent:

Buyer indicates interest in a property and is connected with Agent A

Agent A asks questions to see if the Buyer is a viable client

Buyer is able and motivated, so Agent A sets time to meet

Agent A builds a rapport with Buyer and explains the value of their representation

Buyer asks questions about the home-buying process and Agent A explains the options for compensation

Buyer signs Buyer Representation Agreement to have Agent A guide them through the process

In the Tactics & Tools, we will power up skills to provide value and strengthen your buyer business using this three-step process.

To dig deeper into the rest of the buyer path, consider taking Buyers.

Winning with Buyers

Gear up your buyer business with this three-step process:

1. PRE-CONSULTATION CONVERSATION: Initial, sometimes brief, discussion with the buyer to understand their desires, motivations, and needs in a new home.

2. PROVIDE BUYER CONSULTATION PACKET: A resource and opportunity to articulate the value of your representation to the buyer in preparation for the Buyer Consultation.

3. BUYER CONSULTATION: In-depth discussion and presentation of the Buyer Consultation Packet, which provides a thorough explanation of the value you bring to the home-buying process and the importance of executing a Buyer Representation Agreement.

Depending on your relationship with the buyer, any substantive conversation within these steps is an opportunity to educate them on the benefits of being your client and the value you bring to the table after they sign a Buyer Representation Agreement.

You can use this sample dialogue to get the conversation started:

NOTES:

Committing to me as your partner in this home-buying experience is not you committing to purchasing a home.

By signing a Buyer Representation Agreement, I am committed to professionally representing you and providing the service, time, and attention it takes to find and close on the home of your dreams.

I am committed to protecting your best interests while minimizing conflicts, negotiating favorable terms, and ultimately providing the superior service that will make you a client for life.

What I’m asking for is that same commitment for you to work with me.

Buyer Representation Agreements and rules vary from state to state.

1. Pre-Consultation

We asked top agents why the Pre-Consultation matters, and the research pointed to two simple reasons:

1. Ensuring the buyer lead is a viable opportunity

2. Building rapport for a safe and successful Buyer Consultation that leads to a signed Buyer Representation Agreement

Many Pre-Consultation Conversations are initiated by the buyer reaching out to view a property. Resist the urge to jump in the car! Maximize your time by educating the buyer on your process first.

Approximately how long do you spend prequalifying buyer leads?

I don’t prequalify buyer leads

1-5 minutes

6-10 minutes

10-15 minutes

15+ minutes

What do you risk if you don’t prequalify buyer leads?

Whether someone in my Sphere reaches out or I get a buyer lead, I get some information before proceeding—because not everyone who reaches out is ready to buy. To determine their readiness, I ask them if they are pre-approved or cash buyers, why they are looking, and how long they have been looking.

NOTES:

Preparing for the Buyer Consultation

Set up for success by gathering information to help you tailor your presentation to the buyer’s wants and needs and positioning yourself as a professional.

I learned early on to focus my time on the “eggs that will hatch,” and eliminated time spent with buyers who may or may not get to the “commission check finish line.”

Direct the conversation with questions, allowing the buyer to do most of the talking.

SAMPLE QUESTIONS

• Why are you looking to move?

MOTIVATION

Understand the buyer’s reasoning for buying.

FINANCIAL ABILITY

Understand the buyer’s financial ability to purchase a home.

EXPERIENCE

Learn what has or hasn’t worked for the buyer in the past to avoid repeating any negative experiences.

PROPERTY INTEL

Determine where the buyer is in their search process to gain insight into how to best work with them.

• Do you own or rent?

• What is most important to you—finding the right home, the right price, timing, or an easy transaction?

• Have you been prequalified or preapproved?

• Is it just you making the decision?

• Is this the first home you have purchased?

• What did you like least and most about any prior experience and the other agents you have worked with?

• Do you have a signed agreement with any other agents?

• What is your target area?

• Do you have specific towns in mind? Why would those meet your needs?

• What are the specifics you’re looking for in a home (how many bedrooms, bathrooms, etc.)?

• What are your dealbreakers in a home?

When competing with three other agents for a buyer’s exclusivity, I took the time to really dig into the buyer’s wants and needs and I discovered that they wanted 3 bedrooms, but they wanted them all on the same floor because they had a newborn. I realized this was a dealbreaker for them and took the time to research homes that met this exact criterion, while the other brokers were flooding their inboxes with 3 bedrooms on 2 different floors. Because I delivered on their needs, the buyer chose to sign a Buyer Representation Agreement and work exclusively with me.

NOTES:

Set Expectations

After you have the initial questions answered, outline the details of what happens next in the process. Depending on your relationship with the buyer, the logistics of your next steps may vary.

Meeting the buyer at the property and walking through the consultation there.

Meeting the buyer virtually or by phone to start the consultation and get the signed representation agreement at the property.

Meeting the buyer at your office, conducting the consultation there and getting a signed representation agreement before scheduling the showing.

INFORMAL FORMAL

What is the best location to do the Buyer Consultation? Why?

INTENT

Demonstrate your professionalism by setting expectations for how you work and exchange contact information to ensure easy follow-up communication.

Let them know you’ll send your PreConsultation Packet that provides more information about you and the process.

SAMPLE DIALOGUE

Our next steps are to get together to complete a consultation and sign a Buyer Representation Agreement. I will send you a packet of information that goes into the details of the home-buying process and gives you a preview of the Buyer Representation Agreement that we can discuss to start the search for your dream home.

I will send you a text with my contact information, so you have my number and name.

Do you have any questions for me?

NOTES:

Confirm the Appointment

Shift from open-ended questions to asking closed “yes-only” questions to close for a Buyer Consultation appointment. Ask specific questions to learn their availability, who the decision-makers are, and the best way to contact them.

Would this evening at 5:00 be a good time to get together, or is tomorrow morning at 10:00 better?

Are there any other decision-makers who will be there, or should be there?

What is your preferred method of contact?

TWO: TACTICS & TOOLS

2. Provide Buyer Consultation

Packet

Save time at your Buyer Consultation by sharing your Buyer Consultation Packet right after the Pre-Consultation Conversation. Your Buyer Consultation Packet is an opportunity to provide value, explain the process, and overcome objections with potential clients before they even arise.

You can deliver a hard copy or a digital copy, depending on your buyer’s preference. Use the Buyer Consultation checklist to ensure the packet is complete:

INCLUDE?

Y N

Y N

Y N

CHECKLIST – DEMONSTRATE YOUR VALUE

ABOUT YOU

Color Cover Page with Logo

Brief Bio with Background, Your Services, and Experience

Designations

Achievements/Awards

Community Positions

Your Website

Testimonials from Happy Buyers

Your Success Metrics (Average Sales Price, Days on Market, List-to-Sale Ratio)

ABOUT THE BRAND AND YOUR BROKERAGE

The Value of Your Affiliated Company

Your Affiliated Company’s History and Reputation

Your Affiliated Company’s Current Success Metrics (Office Market Share)

Agency Definition (varies by state)

ABOUT THE HOME-BUYING PROCESS

Transaction Review

Home-Finding Needs Assessment

Buyer Questionnaire

Finance and Home Loan Information

Home-Buying Process

Safety Considerations

Expectations

Time Frame

Buyer & Seller Approximate Closing Costs

Home Protection Plan

Title Insurance Rates

What to Expect at Closing

After Closing

What else could you share with buyers in the Buyer Consultation Packet?

NOTES:

TWO: TACTICS &

3. Buyer Consultation

According to the 2023 National Association of REALTORS® Profile of Home Buyers & Sellers report, 71% of buyers only interviewed one agent.

How can a great Buyer Consultation increase your odds of winning the buyer’s business?

Updating my Buyer Consultation was easier than expected. I simply modeled my Buyer Consultation after my Listing Presentation. My buyers who had been sellers in the past were already used to it… they even expected it.

Buyer Consultation Goals

GOAL #1 – BUILD TRUST

• Confirm and Clarify Information from the Pre-Consultation.

• Demonstrate Your Mastery of the Market.

GOAL #2 – ARTICULATE YOUR VALUE

• Create a Partnership.

• Illustrate the Process.

GOAL #3 – EXPLAIN THE VALUE OF REPRESENTATION

• Explain Buyer Agency Representation.

• Ask Buyer to Keep You Informed.

GOAL #4 – BE TRANSPARENT

• Explain Buyer Compensation.

• Review the Buyer Representation Agreement.

GOAL #5 – EARN THE BUSINESS

• Close with a Signed Buyer Representation Agreement!

• Own Objections.

NOTES:

GOAL #1—BUILD TRUST

CONFIRM AND CLARIFY

Reference the information gathered during the Pre-Consultation to dive deeper into the buyer’s wants, needs, and financial ability.

INTENT

Demonstrate your professionalism by setting expectations for how you work.

SAMPLE DIALOGUE

(Buyer Name), thank you for trusting me to help you through this process. My goal is to provide you with superior service. To do that, I’d like to truly understand what you are looking for by exploring exactly what you want and need in your dream home.

By taking the time to work through these questions, we won’t waste any of your time looking at homes that will not meet your needs. Let’s jump in!

NOTES:

Summarize and confirm what you learned from your Pre-Consultation questions. Ask follow-up questions to clarify and/or dig a little deeper.

You said the location you are interested in is _______, yes?

And your time frame is _____, correct?

Have you been prequalified or preapproved by your lender yet?

And your price range is ______? You are looking for a three bed/two bath with a study, right? Why is that important to you?

Your preference is a _______. Why is that important to you?

Any existing home to sell or any other contingencies we need to be mindful of?

What happens if... it’s a seller’s market with low inventory in their preferred area. How do you determine their willingness to compromise on what’s important to them?

TWO: TACTICS & TOOLS

DEMONSTRATE YOUR MASTERY OF THE MARKET

Share your value proposition and demonstrate your mastery of the market as proof of why the buyer should commit to a partnership with you.

INTENT

Say “confident” to indicate you have a clear picture of what they are looking for and are positive you can help them.

Share your proof of success metrics and impact statements to demonstrate your success working with buyers.

Share the impact market conditions will have on the homes your buyers are interested in.

• Days on Market

• Months of inventory

• List-to-Sale ratio

• Top factors influencing supply and demand

• Market stratification at different price bands

SAMPLE DIALOGUE

Thank you for sharing! I am confident I can find you your dream home. My experience and skill can give you an advantage over other buyers when putting in and negotiating an offer. It is one of the reasons three of my buyers this month got their offers accepted.

In this price range, homes priced right are only taking about (number) days to sell, and sellers are getting about (percentage) of asking price on average. The demand at (their price point) is high, so it’s typically the overpriced homes that are sitting on the market for long periods of time.

In the price ranges (insert a range), the homes you are looking at are selling (slower or faster), so don’t be surprised if it takes (less time or more time) to find the one.

What are your proof of success metrics? What tools or services do you tie them to?

NOTES:

GOAL #2—ARTICULATE YOUR VALUE

CREATE A PARTNERSHIP

INTENT

Set the expectation of a partnership and share how the services you provide can help the buyer.

SAMPLE DIALOGUE

My job is to partner with you to fulfill your real estate goals. This starts with understanding your needs and what is important to you. Let’s confirm we are the right fit for each other—we will focus on what we can do for each other to make sure this process runs as smoothly as possible.

What might happen if you skip this step?

To help solidify your partnership, you can align your value with the top four things buyers generally want in an agent, according to the 2023 NAR® Profile of Home Buyers and Sellers.

INTENT

1. Help finding the right home to purchase

SAMPLE DIALOGUE

The first thing I will do for you is to provide my expertise and service to you as a real estate professional. This expertise and service will create a smooth and less stressful search. I will continue to search until we have located a property just right for you.

Does that sound helpful?

2a. Help negotiating the terms of the sale

2b. Help with the price negotiations

3. Help with paperwork

Great! The second thing I will do for you is to use all the technology available to do a comparable market analysis on your prospective home. We will be able to determine the market position as well as the condition to negotiate with all the information available.

Finding a home is only the first step and is something we will do together. The offer and negotiation are where the right agent makes the biggest difference. Would you agree?

The third thing I will do is help to coordinate and follow up with all the entities necessary, like lenders, title, appraisals, and inspections, to bring us to a timely close. Is that of value to you?

Source: *The National Association of REALTORS® 2023 Profile of Home Buyer and Sellers. What are some other services you can share?

ILLUSTRATE THE PROCESS

Point out the advantages of having a dedicated and experienced agent by their side throughout the home-buying process using one or both of the following flowcharts.

Buyer agency varies from state to state.

Check your local rules to determine which elements apply to you.

Orchestrate the Buyer Process: Straightforward

•

•

•

•

•

•

•

•

•

•

•

•

•

•

SAMPLE DIALOGUE:

• Professional inspects the property

• Discovers issues that may need to be worked into the purchase agreement

• Negotiate repairs

• Professional ensures the property is worth the loan and purchase price you agreed to pay

NOTES:

• The title company will send you a title insurance policy for the property after closing

• Make sure all requested docs are sent to your lender prior to closing

•

•

• Final walk-through

“ “

This graphic breaks down the 10 steps of the home-buying process. As your agent, I’m here to make it simple.

Orchestrate the Buyer Process: Complex

“This graphic illustrates the complexity and roadblocks to getting a property from contract to close and why my representation is so critical for you. While I’m representing you, I will be communicating and working with multiple parties, so you don’t have to.

If anyone throughout the process doesn’t do what they’re supposed to, you risk not closing on your dream home or encountering meaningful delays. This is where I come in–I am here to ensure we are proactive, everyone does their job, and your home goes from contract to close.

“

NOTES:

SAMPLE DIALOGUE:

TWO: TACTICS

GOAL #3—EXPLAIN THE VALUE OF REPRESENTATION

EXPLAIN BUYER AGENCY REPRESENTATION

Provide a clear and concise explanation of the representation you can provide when the buyer signs a Buyer Representation Agreement.

INTENT SAMPLE DIALOGUE

Say “you do not have representation” to signal they need representation.

Illustrate the need for professional representation.

Articulate how you can simplify the home-buying process for them.

Right now, you do not have any representation. If you sign a Buyer Representation Agreement with me as your agent, my contractual responsibility would be to protect your best interests.

Buying a house is one of the most significant purchases of your life. I tell my buyers that I am the pilot of their home-buying experience. Like on most flights, there might be some turbulence. Wouldn’t you want the best professionals representing you during that time of uncertainty?

Signing a Buyer Representation Agreement doesn't obligate you to purchase a home, it's just choosing me as your representative to help you find and negotiate the purchase of a home. With this commitment, I can dedicate time and energy to working with lenders, inspectors, and everyone in between so you don’t have to!

I helped one of my buyers finally go under contract on a home after months of disappointment. And while they were grateful for my support during the search period, they truly understood the value of having representation when the inspector found issues that the seller didn’t disclose. As their representative, I was able to negotiate all repairs to be fixed by the seller at the agreed-upon offer price. This saved the buyer both money and headaches in this major purchase!

NOTES:

ASK BUYER TO KEEP YOU INFORMED

Share the additional value you provide during the home search when they sign a Buyer Representation Agreement.

INTENT

Ask the buyer to inform you if they decide to push out their time frame or decide to stop their search.

SAMPLE DIALOGUE

You will likely continue to search for homes online and will find more driving around. As you do, I ask that you keep me in the loop. I can immediately look up the information to provide you with the details you’re looking for. And I will do the same–if I learn of anything new that may be coming soon that fits your criteria, I will keep you informed. I can ensure you have proper representation throughout the process so that you are safe and your best interests are protected. If your situation changes, let me know as soon as possible so we can adjust our plan accordingly. Also, if you ever feel dissatisfied with my service, please let me know immediately so that I can resolve any concerns.

NOTES:

FSBOs—

Ask the buyer to give you the information so you can contact.

Open Houses—

Ask the buyer to present your card.

New Home Developments—

Ask the buyer to present your card.

Ask the buyer to move forward together.

If you see a FSBO, call me and I will request a showing to protect your time and potential safety by allowing me to assess the home and credibility of the owner. Moreover, if the seller has no agent on their side, it is even more critical that your agent help guide the transaction.

If you go to an Open House without me, present my card to the Open House agent so they know you are represented. You don’t want to deal with all the follow-up calls—I’ll protect you from the hassle.

If you visit a new home development—present my card so they know you are represented. Don’t sign anything unless I am present. Those agents represent the developer and cannot protect your interests like I can or negotiate on your behalf.

If you believe I’m giving you the best professional help and working in your best interest, we will work together until I find the right home for you.

GOAL #4—BE TRANSPARENT

EXPLAIN BUYER COMPENSATION

Buyers are not always aware of how compensation is determined in a real estate transaction. Demonstrate transparency as one of the benefits of working with you by educating and preparing buyers for the various options in which your commission may be paid

INTENT

Be up front about how you are compensated and connect your commission to the value you provide to get the transaction to the closing table.

Understand that all listings are not handled the same in terms of compensation.

Explain the situations that may come up during the home search process and demonstrate how you can help buyers avoid any financial surprises.

How

SAMPLE DIALOGUE

As your representative, I want to be transparent about how Buyer’s Agents are paid for our services.

Both the brokerage and I are paid on a commission basis. That means that I only get paid if I help you find a home you want to purchase and the transaction closes. Unless and until that happens, no payment is due.

There are several ways in which I can be paid for my services. These include:

a) The seller of the property you are interested in has offered to pay a commission to the buyer’s broker, which is typically disclosed in the MLS as part of the listing.

b) The seller has offered a modest commission towards the buyer’s broker as reflected in the listing, which would require either contribution by you as the buyer or we would include that as part of an offer you make on the property.

c) The seller has not offered to pay a commission to the buyer’s broker, but we include that requirement as part of the offer you make on the property.

d) The seller will not agree to pay a buyer’s broker commission, in which case you would be responsible for my compensation. Please note that my payment amount is not set by law and is fully negotiable.

does setting compensation expectations avoid problems in the future?

REVIEW THE BUYER REPRESENTATION AGREEMENT

Be prepared to explain the applicable elements to your buyer so they can fully understand the terms and feel comfortable with the agreement before they sign.

Buyer Representation Agreements and rules vary from state to state. Check your local agreement to determine which elements apply to you.

NOTES:

GOAL #5—EARN THE BUSINESS

CLOSE FOR A SIGNED AGREEMENT

After demonstrating your value, explaining your services, and preparing them for the buying process, ask the buyer to sign a Buyer Representation Agreement to work exclusively with you.

INTENT

SAMPLE DIALOGUE

Get the buyer’s commitment. Can you see how it would benefit you to have a professional working for you to find the best home and negotiate on your behalf to get the best possible terms?

Hand over the Buyer Representation Agreement and a pen for the buyer to sign.

OWN OBJECTONS

Your signature makes this official! Now let’s work together to find your dream home.

The main reason buyers object to signing the Buyer Representation Agreement is because they do not understand the value and the protections working with a Buyer’s Agent offers.

Let’s Do This! Own Objections

In your groups, consider these common objections. What key points would you use to own them? Be prepared to share your insights with the class.

OBJECTION

Why do I have to commit?

Why do I have to sign a Buyer Representation Agreement?

Why do I have to pay you to represent me?

OWN IT

Mark Your Accomplishments

Throughout this session, you’ve taken steps to improve your process of working with buyers. Mark off your accomplishments, and if you are not fully confident yet, jot down your next steps to get there.

ATTITUDE YES

My Pre-Consultation helps me determine which buyer leads are the most valid and the highest priority.

I learn the specifics of each buyer’s individual situation before I meet with them to tailor my Buyer Consultation to their wants and needs.

I plan a structured Buyer Consultation that dives into my value and services that can help overcome objections before they come up.

My Buyer Consultation gives buyers the information to make informed decisions about the value of Buyer Representation.

My buyer and I understand the benefits of signing a Buyer Representation Agreement.

What are your biggest takeaways from today’s session?

NEXT STEPS

PLEASE COMPLETE THE EVALUATION Winning with Buyers Leveraging the Buyer Representation Agreement

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