Come Into The Office!

Make an appointment with the prospective buyers at your office. This sends signals to the buyer:

You are a professional.
You care about them.
This is a serious undertaking.
They mean enough to you to set aside time for them.

How to conduct a buyer counseling session:

Tell them how the appointment will progress.
Establish rapport
Present Consumer Guide
Ask questions
Tell them how you work
Discuss financing
Perform an MLS search
(Show homes)

Explain agency & present Consumer Guide

Present for signature:
Affiliated Business Arrangement Disclosure
Buyer agency
Buyer acknowledgement

Other documents:
Lead paint booklet
Understanding short sales

Others?

What does it mean to have an agency relationship?

How will you explain agency to a buyer?

How do you get their commitment to work with you exclusively?

How soon do you want/need to move?

How long have you been looking?

If you found a home that meets your needs today, what would you do?

Educate buyers about their rights:

Explain the benefits of an open housing market.
Expand choices.

Gain their commitment to cooperate.

Explains what happens when they visit an open house without you:
Business cards
Call you if interested

Explain how to handle FSBO inquiries:
Contact you with the information
You will set up the appointment to show, if buyer is interested.

Connect with loan originator early in the process.

What does "pre-approved" really mean?

Map the homes you wish to show.

Determine the order of showing.

Schedule according to distance from one another. Overlap appointments.

Contact listing office or the showing number listed in the MLS.

Get confirmation of your appointment before entering the property.

Exception: HUD properties.

Carry only your car keys, phone, and (if necessary) key pad or keys for house.
Don't walk in front of buyers.
Listen to their comments.
Ask open questions (what do you like, how do you feel about . . .)
Ask buyers to rank houses.
Ask if they would buy it. They might say yes!

Watch for buying signals:

Measuring or placing furniture.
Spending time investigating the house
Questions about the seller's situation
Excitement