REALTOR'S GUIDE

Working with buyers, making the close, presenting your offer, and other realtor tips.

• sell yourself, let the buyer know you are market-wise
• financially qualify the client, and determine their "comfort zone" (how much they would like to spend)
• determine the motivation level of the client
• gain insight into the wants, needs, and lifestyle of the client
• alleviate doubts and concerns, and answer questions
• obtain a pledge of loyalty

The initial buyer interview sets the tone for your working relationship. Make a good impression by listening intently on the wants, needs, and concerns of the buyer. Have the buyer discuss in detail what they like and dislike about their current home, and what features are important for them.  Explain the home-buying process in detail, and discuss "offers to purchase", "conditions", "counter-offers", "closing costs", and mortgage options.
  

The buyer presentation binder should include:

• photo business card, personal brochure, and personal profile (give URL if you have one)
• pictures of you in front of homes you've sold
• a qualifying questionnaire, and a "most important features" checklist
• offer-to-purchase form
• mutual commitment or pledge of loyalty form

Buying a new home can be an overwhelming experience for a buyer.  Many have inhibitions and concerns about how to choose the right home. Make the buyer feel comfortable with the process in your initial interview and develop a relationship of trust.

One way to ease the buyer into a close is to ask closing questions from the first time you meet: "How soon do you have to be in your new home?", or "How many bedrooms do you need?". Some may classify these as "qualifying questions" but they are forms of closings. They make the buyer envision themselves in the new home.  

When you ask questions, buyers know that you are interested in their needs. When showing a property, highlight the features of the home: the size of the rooms, how close to amenities, built-ins, et cetera. Closely observe the buyer's responses and comments, as they will assist in determining their priorities.  Asking questions during a show, like "Would your furniture fit into this room?" or "Would you like the swing set included?" gives you knowledge of whether the buyer is considering the home you are showing. If they show signs that "this is the one", indicate that you can write an offer to purchase and present it.

 PRESENTING YOUR OFFER (back to top)

Working with Other Agents
The agent representing the seller knows them best. Call the agent while your buyer is present. This shows the agent that your buyer is motivated and anxious to proceed, and also lets the agent know you are looking forward to working with them. The seller's agent may wish to make your presentation for you. In this case, meet with the agent and review the offer. Take a picture of the family you are representing and a brief write-up of their background.  You want the other agent to "know" the people presenting the offer.

If you will present the offer to the seller, let the other agent make the appointment, and be prepared to answer any questions the seller has. This builds a trust relationship between yourself and the seller.

Involve the Seller
Involving the seller in your presentation can seal the deal if done right.  Try to control the situation by sitting directly across from the seller. Give them you undivided attention, and maintain eye contact. Being distracted or focusing your attentions on other people or objects may give the impression of "shiftiness", and negatively affect your offer.

Thank the seller for putting their home on the market. Briefly compliment the seller on some feature of their home or property. Briefly tell the seller about the buyers. Not too much detail, but make your clients into "people". Don't provide copies of the offer while you are presenting. Let the seller and agent know copies will be provided after you have highlighted the main points.

Start with the price. It's what everyone is there to hear. Highlight other important points and conditions, and ask questions of the seller during the presentation. Write down any responses. This will assist in assessing a counter-offer as well as let the seller know you are interested in their perspective.

Present briefly, then sit back and listen. After you present, give a copy of the offer to the agent and seller, then sit back and observe. Let them talk. Make notes of issues raised. Answer questions briefly and don't argue or make excuses for the buyer. Let them wind down, then go over the good points again. Once you conclude the presentation, let the buyer know immediately how it went. 

 WORKING WITH SELLERS (back to top)