The Buyer’s Interview

  Audio file of this conference call.

1. Work very hard to bring your client into the office

• Shows they are truly serious
• Places you in control  — you are on your turf
• You have all your tools at your disposal

2. Impress upon them you are focused on their goals

• You will work hard to find them the home that comes closet to fitting their needs
• You will work to save them as much money as possible and look for the best value possible
• Listen for their DBM (Dominant Buying Motive) – This is the top reason and need regarding their purchase. 

3. Explain the process

• Have them sign the agency disclosure
• Explain that you can sell anything –
  All re-sales marketed with and without your company  
  New homes – let them know that you cannot get compensated if they cross the threshold of a development without you
  Vacant lots 
  Commercial — if not in your expertise you will locate someone who can assist them 
  Out of state sales – You will locate a top professional for them to work with when buying or selling anywhere. 
• Find out if they need to sell a present property prior to purchasing their new home 
• Request their loyalty – When a client works with more then one agent /broker it can be problematic for all parties. 
  • All agents utilize the same database
  • You are always available – give them all your numbers so you are very accessible
  • You preview real estate opportunities for your clients constantly. This is one of the reasons you are able to meet so many of your clients needs and goals
  • Begin talking about actual real estate. Get them exited about product and they will love you!!  
• The 5 in 1 Rule – For every 1 home they see you have already previewed at least 5
  • This lets them know you are picking the best of the best to show them based on their needs.
  • Every 2 homes you show them have them choose their favorite. You will keep their favorite home clear in their mind.
  • You ultimately will show less homes overall
•  Have them meet with your lender- face to face is always best
  • I would recommend that you not be in this meeting as they may have sensitive areas to talk about and you want them comfortable to share
  • Make sure you have a great lender that knows the right questions to ask. We are no longer in a order taking marketplace 

Start the process correctly and you will WIN many more times!!!