Tired of dragging buyers around? Learn how to show six or fewer houses before they buy,n class
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Transcript of Tired of dragging buyers around? Learn how to show six or fewer houses before they buy,n class
Buyer Consultation Training
Reg Gupton, MBACreative Growth [email protected] http://
www.businesssuccessvideos.com
303.544.0340 office303.544.0358 fax
How find inventory for your pre-approved buyers & sell a houseevery 6 showingsor less
© Creative Growth Seminars, [email protected], 303.544.0340
My job is to reduce your stress and increase your profits and your free time!
© Creative Growth Seminars, [email protected], 303.544.0340
How buyers find their agent
NAR Home Buyer Seller Report
© Creative Growth Seminars, [email protected], 303.544.0340
How buyers find their agent
Source: NAR Home Buyers & Sellers Report
© Creative Growth Seminars, [email protected], 303.544.0340
Do you treat Buyers and Seller equally?
• Do you:• Prepare• Have systems• Rehearse/practice• Have a written presentation• Give them what they want• Get them into your office.
© Creative Growth Seminars, [email protected], 303.544.0340
What buyers want
© Creative Growth Seminars, [email protected], 303.544.0340
How to easily make more $
• Compelling research says:
• Not meet buyer at the office & no EBA = 10% close
• Meet buyer at the office & no EBA = 50% close
• Meet buyer at the office & EBA = 80%
• Increase your odds by 800%
• Why do earn your living the hard way??.
© Creative Growth Seminars, [email protected], 303.544.0340
How to sell a house after < 6 house
• Learn how to take control• Work with only RWA buyers• Get them in the office• Do Buyer Consultation Session• Learn how to show property• Learn how to negotiate• Learn how to present your offer.
© Creative Growth Seminars, [email protected], 303.544.0340
Buyer Consult Agenda
• At your office (2 HOURS) • ROI on time spent
• Establish Rapport by being competent…• Helps your confidence • Their confidence in you
• The keys to your success• Buyer Packet before you meet• Buyer Consultation Session• Buyer's Consultation & Preliminary Qualification Questionnaire• Use every question/every page
• Only work with;• Ready• Willing• Able.
© Creative Growth Seminars, [email protected], 303.544.0340
Buyer Consult Agenda• Who: Who will be living in the home, ages,
special needs?• What: What type of home are they looking
for? (See questionnaire)• Describe your current home. Tell me things that you like
and don’t like about it.• Describe the best home you have seen which you would
live in• Describe the home you grew up in• Don’t forget architectural style!• Don’t forget age of property.
• Where: City and Neighborhood• Is there anyone else involved in the decision
making process?.
© Creative Growth Seminars, [email protected], 303.544.0340
Buyer Consult Agenda
• Provide them with a map and properties in different neighborhoods, have them visualize living in those neighborhoods.• Where do they work? What is preferred commute time?• If we found the perfect house in a neighborhood you don’t like, would you buy it?• If no, then have them drive around the different neighborhoods and try to picture living there.
© Creative Growth Seminars, [email protected], 303.544.0340
Buyer Consult Agenda
• When do they want to move?• Why now? • Home to sell?• Renting with a lease?
© Creative Growth Seminars, [email protected], 303.544.0340
My Goals for working with you
1. Our closing will be uneventful
2. Your transaction will contain no surprises
3. The service you receive will be good enough for you to refer me to your mother-in-law.
© Creative Growth Seminars, [email protected], 303.544.0340
Pre-approval vs. Pre-qualification
• Equivalent to an all cash offer• This will save them time • Eliminate potential heartache • Will know what they are qualified for• It would be horrible if they fell in love with
a home - not qualified.
© Creative Growth Seminars, [email protected], 303.544.0340
Let me tell you how I work!!
A. I only work with ClientsB. Speak with a lender to get pre-approved – before showingC. We will spend time learning what they want in their homeD. We will sit down at the computer and take a look at the homes
available that fit their criteriaE. If nothing fits: only one question
A. What do you want to change?F. If unsure of the neighborhood, print off some listings in different
areas, give them a map pinpointing where the homes are G. We will go see the houses they picked…looking at the 3 that best fit
their criteria H. Once we find the home, will write the purchase contract. It could be
on the first day and the first house.
© Creative Growth Seminars, [email protected], 303.544.0340
How to sell property quickly
• After Buyer Consultation session• They will pick properties• We will look at no more than three at a time• I will not have previewed them• I bet you can tell the bath from the living
room• When we leave, I will ask only one question
• Why can’t we buy this one?
• If we get to six houses…...
© Creative Growth Seminars, [email protected], 303.544.0340
First Time Buyer Question
• “If you had and extra $2,000 money and free weekend; what would you do with it?”(this helps to determine whether they should
buy a condo or house)
© Creative Growth Seminars, [email protected], 303.544.0340
Buyer Packet Contents
• What is a good agent?• 38 sources of initial investment• Loan Application Process• A Guide to the Home Buyer Process• My goals when working with you• Why work with a Buyer’s Agent
• Pre-qualification vs. pre-approval.
© Creative Growth Seminars, [email protected], 303.544.0340
Buyer Packet Contents – cont.
• Ten commandments when applying for a loan
• How to make an offer• What happens next• Service providers• Home warranty protection• Your home inspection• What is a real estate closing in Colorado.
© Creative Growth Seminars, [email protected], 303.544.0340
Buyer Packet Contents – cont.
• Buyer Consultation & Preliminary Qualification Questionnaire
• Exclusive Buyer Agency Agreement• Definitions of working relationships• Buyer Advisory• Purchase Agreement• Letters of recommendation/testimonials.
© Creative Growth Seminars, [email protected], 303.544.0340
The most common reasons people buy homes are:
Life Transition • Relocation – buyers must move due to work or other changes in their lives• Dissatisfaction – the neighborhood has changed for the worse, they are living with other family members,or they are too far from school or work
© Creative Growth Seminars, [email protected], 303.544.0340
The most common reasons people buy homes are:
Positive Life Changes – marriage, the arrival of a baby, promotion, inheritance• Negative Life Changes – death, disease, divorce, loss of income• Second Home – for retirement or vacation• Previous Home Sold• Lease Ending• Investment.
© Creative Growth Seminars, [email protected], 303.544.0340
Benefits of Buyer Agency
• Your interests and only
your interests are professionally
represented• Help you understand the
buying process• Point our features/faults of the home• Provide better list of service providers.
© Creative Growth Seminars, [email protected], 303.544.0340
Benefits of Buyer Agency
• Shorten your home search
• Provide better list of mortgage lenders
• Expand or narrow the search area.
© Creative Growth Seminars, [email protected], 303.544.0340
© Creative Growth Seminars, [email protected], 303.544.0340
Have Buyer Agency conversation
• Definition of Working Relationships
• Buyer Advisory
• Buyers Agency Agreement
• Blank Contract to Buy and Sell.
© Creative Growth Seminars, [email protected], 303.544.0340
If they are unsure
• Let them know that you will take them out once to see if you are a good fit
• We will sign a buyer agency agreement for one day
• After that, they will need to sign a buyer agencyagreement• Or part company.
© Creative Growth Seminars, [email protected], 303.544.0340
My clients typically use:
• One of my 3 lenders• If they would like to use a lender of
their choice• I reserve the right to interview
them as a lender can make or break the deal.
© Creative Growth Seminars, [email protected], 303.544.0340
A good lender: worth their weight in gold
• Processes and dates adhered to• Knowledgeable• No garbage fees• Most importantly, will have the
funds available at the closing so you can move into your home.
© Creative Growth Seminars, [email protected], 303.544.0340
Unique ways to find properties
• You have had a robust Buyer Consultation• There is nothing out there which
works• Now what?
© Creative Growth Seminars, [email protected], 303.544.0340
Do you do these?
• Search your personal database• Search the County assessor records• Send I am looking for a property card/letter• Walk neighborhood• Ask agents in your office• Check Craigslist• Check FSBOs • Check Expireds.
© Creative Growth Seminars, [email protected], 303.544.0340
Points to consider
• Not looking for listings• Have pre-approved buyer• Quick closing• No loan condition.
© Creative Growth Seminars, [email protected], 303.544.0340
Search your personal database
• Enter property after closing• Add reminder to your Closing Action
Plan• Write standard letter for this
purpose.
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Search County Assessor Records
• Using property characteristics - Buyer Consultation
• Thru your MLS – search public records
• Don’t forget architectural style.
© Creative Growth Seminars, [email protected], 303.544.0340
Send: I am looking for
• A property• Card or letter• Not looking for a listing• Have pre-approved/cash buyer.
© Creative Growth Seminars, [email protected], 303.544.0340
Walk the neighborhood
• Knock doors• Hire it out?• Talking points• Leave flyers or ?
© Creative Growth Seminars, [email protected], 303.544.0340
Ask agents in your office
• You get leverage from their sphere/P C
• They get a listing• You get a sale• They will love you – earn more
money.
© Creative Growth Seminars, [email protected], 303.544.0340
Check FSBOs
• FSBO sites• www.owners.com• www.forsalebyowner.com• www.fsbo.com/co• http://www.fsboinco.com/• www.zillow.com/for-sale-by-owner/• www.brokerdirectco.com/• Others??
• Watch for limited listing in MLS.
© Creative Growth Seminars, [email protected], 303.544.0340
Expireds
• Make sure they are not FSBOs• Make sure it has not closed – non-
MLS• Check County Records• > 3 - 6 months• Don’t forget theDo Not Call List.
© Creative Growth Seminars, [email protected], 303.544.0340
Get your offers accepted
• Call Listing agent• Tell them you are bringing an offer• Deliver face-to-face• Is there anything I need to know that is not in
the MLS?• Have you had other offers• Perform a CMA for Buyer• Teach your buyer to negotiate• Have Buyer write letter.
© Creative Growth Seminars, [email protected], 303.544.0340
How to get your offers accepted
• Negotiate• Terms• Inclusions• Possession• Contingencies• Price.
© Creative Growth Seminars, [email protected], 303.544.0340
The outcomes from your session
=> Create a crystal clear vision for the sales success you desire (we’ll set targets for prospecting/lead generation activities which will give you the lifestyle you desire)
=> Uncover hidden challenges that may be sabotaging your success (we’ll pinpoint specific areas that cause breakdowns in your lead/sales process so you can make immediate changes)
=> Leave this session renewed, re-energized, and
inspired to break your personal sales records and enjoy a great income.
© Creative Growth Seminars, [email protected], 303.544.0340
Help is at hand for you
• When you are ready to move forward and implement proven marketing strategies that can help you utilize the techniques discussed,
• Call 303.544.0340 today your complimentary 1/2 hour coaching session.