SHOWING PROPERTIES

1. SHOWING PROPERTIES Preparation Selection Process Appointment Eliminating Buying

2. PREPARATION Prior to showing I just want to see the house Meet with the buyer 1st Establish an agency relationship Establish rapport and evaluate buying motivation Evaluate the buyer’s mortgage qualification Contact a lender to verify the buyer’s qualification Get the buyer to confirm mortgage qualification Go over the buyer’s requirements in a home Write down the buyer’s “must have’s” on a buyer’s form I’m in front of the house I understand, however in the interest of time; we typically like to meet with you to determine that this property is within the price range that you can afford. There’s no point in looking at a property that may be too expensive

3. BUYER SELECTION PUT IT IN WRITING Sit down with the buyer for “must have’s” Go over house types (single, town, etc.) Narrow the house design (colonial, rambler, etc.) Interior features such 2 story foyer & family room, gourmet kitchen, study, etc. Go over # of bedrooms and baths Lot size and type (in-ground, walkout, etc.) Price range for the property Narrow the location (town, area, subdivisions, etc,) Finished basement or not Amenities wanted such as (pool, sauna, deck, etc.) This will enable you to stay and keep your buyer focused on what is actually wanted. If the buyer fails to purchase based on his/her selection; go over the list to get the selection re-aligned.

4. THE PROCESS TAKE THESE STEPS Review the buyer’s selected home specifications Narrow the field as much as possible, the more buyer flexibility, the better the selection of homes Review Real Estate America’s listing to see if any qualify Check the MLS system for listings that would qualify for the buyer Review all selected listings with the buyer Narrow the list of homes to about 5 by going over the specifics wanted versus what’s in the listing BE THOROUGH You will have a higher degree of success by being meticulous in the selection process.

5. SHOWING APPOINTMENT BEFORE YOU SHOW A FEW SIMPLE RULES Try to be on time for each of the appointments Call the seller if you are going to be late Walk and stay with the buyer at all times Do not make any comments, let the buyer decide if the house is right Take notes on each listing for reviewing Don’t ask any real estate related questions to the seller; call the listing agent Don’t ask anything that could be construed to be an agency violation; you don’t need a lawsuit Make sure that you are responding to the seller’s questions, not initiating questions Remember, you are a buyer agent; say nothing about your buyer Always thank the seller when you leave their house Make an appointment with the seller of each listing

6. ELIMINATING PROPERTIES Always ask the buyer which property they prefer REVIEW LISTING NOTES If the buyer doesn’t have a clear decision, go down the list and review each listing Eliminate one listing at a time and make a note of the decision maker (reason) Get down to one property if possible to begin a contract If all are eliminated, make notes of all the reasons and begin a new search removing those factor from future properties to be viewed Stay in control, don’t let the buyer wonder off into another direction; stay focused Sit down with the buyer after showing properties

7. BUYING WRITING THE CONTRACT CONGRADULATIONS If the buyer elects to purchase one of listings; WRITE THE CONTRACT Make sure that you have all the documents related to the property Include your buyer’s lender qualification letter Include all disclosures Include a deposit check or note Review all material for accuracy and knowledge of details Get the contract offer signed before presenting the contract Call the listing agent for a contract presentation