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Revitalize Your Buyer Consultation and Win More Clients!

Revitalize Your Buyer Consultation and Win More Clients!. Aaron Simons. Aaron Simons. San Diego, CA COO / Listing Specialist Heller the Home Seller. Please complete an evaluation form found in the back of your program guide . About this Session.

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Revitalize Your Buyer Consultation and Win More Clients!

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  1. Revitalize Your Buyer Consultation and Win More Clients! Aaron Simons

  2. Aaron Simons San Diego, CA COO/ Listing Specialist Heller the Home Seller Revitalize Your Buyer Consultation and Win More Clients

  3. Please complete an evaluation formfound in the back of your program guide. Revitalize Your Buyer Consultation and Win More Clients

  4. About this Session • Learn the importance of the buyer consultation. • Tips for your buyer consultation. • Learn the scripts for getting the buyer into the office. • Learn the importance of a buyer broker agreement. Revitalize Your Buyer Consultation and Win More Clients

  5. Why is the Buyer Consultation so important? Revitalize Your Buyer Consultation and Win More Clients

  6. You have a 75% conversion rate when the buyer meets you in your office first! Revitalize Your Buyer Consultation and Win More Clients

  7. Why is the Buyer Consultation so important? • It gives you the opportunity to show the buyer your value. • Our philosophy is that you treat every buyer lead the same as a seller lead. Revitalize Your Buyer Consultation and Win More Clients

  8. What is average buyer’s perception of a buyers agent? Revitalize Your Buyer Consultation and Win More Clients

  9. What is average buyer’s perception of a buyers agent? • We are the person with the magic key to open the doors. • We are the tour guide. • We are not needed since Zillow and Trulia have all the same info as we do. Revitalize Your Buyer Consultation and Win More Clients

  10. What is average buyer’s perception of us an agent? (cont’d) • We are just going to add to the cost of the sale, they will getting a better value if they go directly to the listing agent. • We don’t do much so we should rebate or commission. • We are overpaid. Revitalize Your Buyer Consultation and Win More Clients

  11. What are the most common sources of buyers? Revitalize Your Buyer Consultation and Win More Clients

  12. Most common sources of buyers • Sphere of influence (SOI) • Past client • Seller who is buying • Sign call • Open house • Referral • Internet lead Revitalize Your Buyer Consultation and Win More Clients

  13. Do you “jump and run”? Revitalize Your Buyer Consultation and Win More Clients

  14. Why it is important to conduct a thorough consultation before showing a buyer any properties? Revitalize Your Buyer Consultation and Win More Clients

  15. It sets the expectation for the buying process and is your opportunity to: • Lay the groundwork for the road ahead so that the buyer is not upset or frustrated with the process or the current market conditions. Revitalize Your Buyer Consultation and Win More Clients

  16. It sets the expectation for the buying process and is your opportunity to: • Share with the buyers how the new construction sales process works. Revitalize Your Buyer Consultation and Win More Clients

  17. It sets the expectation for the buying process and is your opportunity to: • Share with the buyer how you as an agent work to successfully help them purchase a home. • Explain how financing and lending work. Revitalize Your Buyer Consultation and Win More Clients

  18. It sets the expectation for the buying process and is your opportunity to: • Show the buyer your are professional when they come to your office • Show you are committed to offering them the best service Revitalize Your Buyer Consultation and Win More Clients

  19. What is our value as real estate agents? Revitalize Your Buyer Consultation and Win More Clients

  20. The reason why buyers choose to work with us is because of our proactive marketing techniques we use to help them find a home not yet in the MLS or on the market. Revitalize Your Buyer Consultation and Win More Clients

  21. Did you know that in every market there is a large percentage ofhomes that sell privately and never show up online?

  22. Listings that sell privately • For Sale By Owners • Probates • Pitch Session • Sales within your office • Courthouse Revitalize Your Buyer Consultation and Win More Clients

  23. Script “If I could share with what we can do to help you find a home not yet on the market, would it make sense for you to come in and meet with me?” Revitalize Your Buyer Consultation and Win More Clients

  24. The Buyer Plan of Action Share your results every step of the way. • Door Knocking • Telemarketing • Expired, Cancelled, Withdrawn • Database Revitalize Your Buyer Consultation and Win More Clients

  25. The Buyer Consultation Revitalize Your Buyer Consultation and Win More Clients

  26. This is the perfect opportunity to close and sign the buyer to an exclusiveagreement. Revitalize Your Buyer Consultation and Win More Clients

  27. Script: Introduce the Exclusive Buyer Agency Agreement <Buyer> as you can see we put a lot of time and effort into finding that perfect home for you. Would you agree that the proactive and systematic approach I take is what you’re looking for in the agent you want representing you? Revitalize Your Buyer Consultation and Win More Clients

  28. Script: Introduce the Exclusive Buyer Agency Agreement Great! In exchange for all the time and effort, I will put into finding you the best home at the best price. All I ask is that you commit to working exclusively with me as your agent. Do you feel comfortable and confident hiring me to go to work for you? Revitalize Your Buyer Consultation and Win More Clients

  29. Script: Introduce the Exclusive Buyer Agency Agreement Excellent, here is the buyer agency agreement we use that authorizes me to represent you in the purchase of your home. What it is says is that I will work hard on your behalf doing all the things I outlined. As a result when you buy a home I will get paid a commission. The commission in our market is paid by the seller so as long as I representyou there is no cost to you...isn’t that great! Revitalize Your Buyer Consultation and Win More Clients

  30. Script: Introduce the Exclusive Buyer Agency Agreement I do all my buyer agreements in thirty day increments. After thirty days, either you will be in escrow or still on the hunt for the perfect home. If you feel I am doing a great job then we will extend it for another 30 days. Does that sound fair?...Great, sign here! Revitalize Your Buyer Consultation and Win More Clients

  31. For more information on the Buyer Consultation: Visit the KWU booth to preview a copy of the revised and updated Buyer Mastery course! Buyer Mastery High-Level Skills that Maximize the Best Buyer Business Revitalize Your Buyer Consultation and Win More Clients

  32. Thank You! Please complete an evaluation form found in the back of your program guide. To download a free copy of this presentation, GO TO: www.familyreunion.kw.com/downloads

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