The Buyer Consultation--Goal 2 YOU CAN SAY CREATE A PARTNERSHIP-- Set the expectation of a partnership and share the services you provide and how they will help the buyer. You can align your value with the top four things buyers generally want from an agent from the 2023 NAR® Profile of Home Buyers and Sellers to help solidify your partnership. My job is to partner with you to fulfill your real estate goals, this starts with understanding your needs and what is important to you. Let’s confirm we are the right fit for each other – we will focus on what we can do for each other to make sure this process runs as smoothly as possible. HELP FINDING THE RIGHT HOME TO PURCHASE The first thing I will do is to give you all my expertise and service as a real estate professional. This will create a smooth and less stressful search. I will continue to search until we have located a property that’s just right for you. Does that sound helpful? HELP NEGOTIATE THE PRICE AND TERMS OF SALE Great! The second thing I will do is use our technology to prepare a comparable market analysis on your prospective home. That way we will be negotiating with all the latest information. Finding the home is only the first step and is something we will do together. The offer and negotiation are where the right agent makes the biggest difference. Would you agree? HELP WITH PAPERWORK The third thing I will do is orchestrate all the entities necessary, like lenders, title, appraisals and inspections to bring us to a timely close. Is that of value to you? The Buyer Consultation is your opportunity to win the buyer’s commitment. Guide the conversation to build trust, present your value, remove objections, and assumptively close for Buyer Representation Agreement. Next Previous You are free to use the recommended best practices in these materials for your consideration. These scripts are not intended to be used verbatim, and they should always be modified for accuracy. If you choose to make contact by phone or text (i) check phone numbers against the federal DNC registry, any applicable state DNC list and your company DNC list (ii) do NOT use autodialers and (iii) do NOT use artificial voice or pre-recorded messages, this includes those you haven't spoken to in a while. Emails must follow the rules. Emails must be clear it is a solicitation and provide the consumer with an opt-out. Also, before calling or texting referrals, those numbers need to be checked against all applicable DNC lists. Get prior, express, written consent before texting or using artificial or prerecorded messages.

Working With Another Agent YOU CAN SAY If I understand correctly, you are already working with someone who did not require you to sign something because the new rules had not gone into effect. You may feel that the agent you’re currently working with is giving you a deal and that signing an agreement with me is a cost you will not have with that other agent. It’s normal to be cautious of extra costs or contracts during a major purchase. However, that agent doesn’t have your best interests in mind if they are working without a representation agreement. Based on recent industry changes, MLSs in most jurisdictions require a signed agreement before I can show you any homes. This signed agreement doesn’t necessarily require you to pay “extra”– we can review the different ways I can be paid and find the right fit for your needs. Also, that other agent will expect to get paid for their services if they help you close on a transaction – with me, our agreement will spell out exactly what you can expect with no surprises. Can you see why signing an agreement with me could benefit you during this transaction? WWB If buyers were working with an agent before the new rules had gone into effect, they may not have signed a Buyer Agreement with them. Address the need to sign an exclusive Buyer Agreement with your client. Next Previous You are free to use the recommended best practices in these materials for your consideration. These scripts are not intended to be used verbatim, and they should always be modified for accuracy. If you choose to make contact by phone or text (i) check phone numbers against the federal DNC registry, any applicable state DNC list and your company DNC list (ii) do NOT use autodialers and (iii) do NOT use artificial voice or pre-recorded messages, this includes those you haven't spoken to in a while. Emails must follow the rules. Emails must be clear it is a solicitation and provide the consumer with an opt-out. Also, before calling or texting referrals, those numbers need to be checked against all applicable DNC lists. Get prior, express, written consent before texting or using artificial or prerecorded messages.

Educating The Seller YOU CAN SAY I’d like to begin by discussing what we can expect from buyers under differing market conditions. We can always tell whether the market is going up or down, and how buyers will react, by measuring the amount of homes coming on and going off the market. If homes are coming on the market faster than going off – prices go DOWN. This is called a buyers’ market. In a buyers’ market, there is an abundance of housing inventory and low energy or buyer demand. Buyers have their pick of inventory knowing more is coming on, and there is no sense of urgency. To net top dollar in this type of market, sellers need to create energy and urgency by making their home look good compared to the competition and through aggressive pricing. This is what we are currently seeing in our market today. When you educate the seller about the market, you can better prepare them for what to expect when listing their home. You can also show how your extensive knowledge of the market can support them in taking the steps necessary to find the right buyer. Next Previous You are free to use the recommended best practices in these materials for your consideration. These scripts are not intended to be used verbatim, and they should always be modified for accuracy. If you choose to make contact by phone or text (i) check phone numbers against the federal DNC registry, any applicable state DNC list and your company DNC list (ii) do NOT use autodialers and (iii) do NOT use artificial voice or pre-recorded messages, this includes those you haven't spoken to in a while. Emails must follow the rules. Emails must be clear it is a solicitation and provide the consumer with an opt-out. Also, before calling or texting referrals, those numbers need to be checked against all applicable DNC lists. Get prior, express, written consent before texting or using artificial or prerecorded messages.

I Want To Wait To Buy A Home YOU CAN SAY (Make sure to check market watch statistics to reflect the current buyer market) If becoming a homeowner is the right move for you right now, waiting will cost you. Properties are quickly appreciating, and interest rates are rising. What you have your eye on now could easily cost 10% or more in just a few months. Last month we saw a (percent) increase compared to the previous month. Normally we don't see quite that much in an entire year. We've just experienced the (number) month of year –over- year increases with no end in sight. Let's do the right thing and get you into the home you're excited about before you get priced out of it. Incredibly low interest rates are helping to keep payments low, so you may still be able to have significant monthly savings due to low rates. Let's get you preapproved and ready to go! Many buyers want to pause their home search until more homes are available. Your role as a real estate agent is to educate buyers on current market trends and show them how your expertise can guide them to find the home of their dreams. Next Previous You are free to use the recommended best practices in these materials for your consideration. These scripts are not intended to be used verbatim, and they should always be modified for accuracy. If you choose to make contact by phone or text (i) check phone numbers against the federal DNC registry, any applicable state DNC list and your company DNC list (ii) do NOT use autodialers and (iii) do NOT use artificial voice or pre-recorded messages, this includes those you haven't spoken to in a while. Emails must follow the rules. Emails must be clear it is a solicitation and provide the consumer with an opt-out. Also, before calling or texting referrals, those numbers need to be checked against all applicable DNC lists. Get prior, express, written consent before texting or using artificial or prerecorded messages.

Is There Any Way We Can Negotiate This Compensation? YOU CAN SAY If I’m hearing you correctly, you would like to negotiate the compensation I receive for my services in your home buying transaction. I understand that you are concerned about the financial aspect of purchasing a home. This is one of the biggest purchases of your life. And that’s why you need an agent who knows how to negotiate for the best possible price for your home. If an agent is willing to cut their compensation, just like that, how do you think they will perform when it comes to negotiating on your behalf? And because my compensation is directly tied to the services I provide, I could not cut my compensation because I would never offer you less than my best. Don’t you want the best to help you through this transaction? WWB Buyers sometimes will ask to negotiate your compensation before signing a Buyer Agreement. Having a buyer understand the value you bring to the transaction will allow them to see why you are worth your full compensation. Next Previous You are free to use the recommended best practices in these materials for your consideration. These scripts are not intended to be used verbatim, and they should always be modified for accuracy. If you choose to make contact by phone or text (i) check phone numbers against the federal DNC registry, any applicable state DNC list and your company DNC list (ii) do NOT use autodialers and (iii) do NOT use artificial voice or pre-recorded messages, this includes those you haven't spoken to in a while. Emails must follow the rules. Emails must be clear it is a solicitation and provide the consumer with an opt-out. Also, before calling or texting referrals, those numbers need to be checked against all applicable DNC lists. Get prior, express, written consent before texting or using artificial or prerecorded messages.

Having Sellers Providing Solutions to Buyers Upfront YOU CAN SAY Buyers are under a lot of stress trying to figure financing, mortgages, and fees – especially first-time homebuyers, who have not navigated the market before. Our goal is to keep the buyers’ focus on your property, not the payment. Experience has shown that this is the best way to create demand and has the potential for more competitive bidding on your home. WWB Identifying the challenges buyers are facing when applying for a mortgage and compensating their agent and addressing those challenges up front in listing a property, will cast a wider net of potential buyers. Buyers are facing significant hurdles when purchasing a home, and easing the financial burden of separately finding funding for their buyer agent makes the listed property more attractive for buyers to not only bid on the property, but to obtain representation for a smooth transaction. Next Previous You are free to use the recommended best practices in these materials for your consideration. These scripts are not intended to be used verbatim, and they should always be modified for accuracy. If you choose to make contact by phone or text (i) check phone numbers against the federal DNC registry, any applicable state DNC list and your company DNC list (ii) do NOT use autodialers and (iii) do NOT use artificial voice or pre-recorded messages, this includes those you haven't spoken to in a while. Emails must follow the rules. Emails must be clear it is a solicitation and provide the consumer with an opt-out. Also, before calling or texting referrals, those numbers need to be checked against all applicable DNC lists. Get prior, express, written consent before texting or using artificial or prerecorded messages.

How Many Homes Have You Sold? YOU CAN SAY I understand why you would ask that question. Many people have asked me that very same question. I am relatively new. And what we have found is that newer agents like me are up to date on the latest trends in technology. We're super enthusiastic and work very hard to provide a high level of service with the listings that we have. The most significant benefit is that I have an experienced team behind me, combined with a long history of success that (my company) provides in this market. This means that your listing will get more attention. It's frustrating when you're listing doesn't get the attention it deserves, and some agents just don't have the time to give you that much dedication. Can you see why I'm the right agent to help you achieve your real estate goals? A common fear amongst new agents is how to handle answering this question. Utilizing the Feel Felt Found Technique allows you to acknowledge the potential client’s question while also highlighting your knowledge of market trends, your company’s history of success, and your enthusiasm for providing high-level service. Next Previous You are free to use the recommended best practices in these materials for your consideration. These scripts are not intended to be used verbatim, and they should always be modified for accuracy. If you choose to make contact by phone or text (i) check phone numbers against the federal DNC registry, any applicable state DNC list and your company DNC list (ii) do NOT use autodialers and (iii) do NOT use artificial voice or pre-recorded messages, this includes those you haven't spoken to in a while. Emails must follow the rules. Emails must be clear it is a solicitation and provide the consumer with an opt-out. Also, before calling or texting referrals, those numbers need to be checked against all applicable DNC lists. Get prior, express, written consent before texting or using artificial or prerecorded messages.

Communicate, Communicate, Communicate YOU CAN SAY BE PERSONAL Thank you so much for placing your trust in me and my ability to sell your home for the highest price, with the least amount of hassle. I am excited to have the opportunity to service you can market your property. My goal is to provide you with a level of service that exceeds your expectation and earns me your referrals. BE PROACTIVE Once we are on the market, you will get immediate notification about showings from our showing service. Would you like to get showing notifications via phone calls, text, or emails? In additional to immediate showing notifications, on (day) you will receive a report of the number of showings and a recap of your showing feedback. On (day), you will receive a report on the web traffic your listing has received—hits, likes, and shares. BE PROFESSIONAL The market is a moving target! To make sure your property is positioned properly, we monitor activity on an ongoing basis. We’ll send a report on new listings, properties under contract, solds, and Expireds every week. BE PREPARED FOR MARKET REPOSITIONINGS Do you remember after we listed, we had a conversation about pricing being a snapshot in time and if there was ever a time where we needed to revisit the conversation, I would be the first to tell you? I took a look at the feedback and the market, and it looks like some things are shifting. I’d like to meet and show you what I am seeing and make a recommendation. Capitalize on your opportunity to close business—and leverage your service to generate additional leads. Let you sellers know you are working hard for them to build the relationship and provide opportunities for referrals. Next Previous You are free to use the recommended best practices in these materials for your consideration. These scripts are not intended to be used verbatim, and they should always be modified for accuracy. If you choose to make contact by phone or text (i) check phone numbers against the federal DNC registry, any applicable state DNC list and your company DNC list (ii) do NOT use autodialers and (iii) do NOT use artificial voice or pre-recorded messages, this includes those you haven't spoken to in a while. Emails must follow the rules. Emails must be clear it is a solicitation and provide the consumer with an opt-out. Also, before calling or texting referrals, those numbers need to be checked against all applicable DNC lists. Get prior, express, written consent before texting or using artificial or prerecorded messages.

Close The Deal YOU CAN SAY The fact that we have an offer on the property is a great beginning! Let’s discuss some of the factors that will still need to play out (address local practices: title search, financial contingencies, etc.) Until all contingencies have been cleared, the home will appear on the market with a disclosure that the contract is pending. Do you still want to continue to show your home and take back-up offers? It’s exciting for the seller when they first receive an offer. Your job as their agent is to ensure they’re well-informed about contingencies and have a back-up plan in the event the offer does not go through. Next Previous You are free to use the recommended best practices in these materials for your consideration. These scripts are not intended to be used verbatim, and they should always be modified for accuracy. If you choose to make contact by phone or text (i) check phone numbers against the federal DNC registry, any applicable state DNC list and your company DNC list (ii) do NOT use autodialers and (iii) do NOT use artificial voice or pre-recorded messages, this includes those you haven't spoken to in a while. Emails must follow the rules. Emails must be clear it is a solicitation and provide the consumer with an opt-out. Also, before calling or texting referrals, those numbers need to be checked against all applicable DNC lists. Get prior, express, written consent before texting or using artificial or prerecorded messages.

The Power of Storytelling YOU CAN SAY Hi! I just wanted to reach out to see how you are doing. (Send them well wishes if it is the start of a new year or season). IF THE CONVERSATION LEADS TO REAL ESTATE Focus on the benefit for sellers in today’s marketplace OR Tell a story of a recent seller who benefited from the current market conditions. It can be someone who worked with you directly or a success story of another agent in your office. This shows the benefits of selling in the current market. FOR EXAMPLE The market conditions right now are really benefiting sellers to an amazing degree. I just sold a house and the sellers got $10,000 over asking. Sharing real stories of success with your sphere in the current market conditions can be a particularly compelling way to find new clients. Maintaining connections allows you to discover new people who are interested in purchasing or selling a home. Next Previous You are free to use the recommended best practices in these materials for your consideration. These scripts are not intended to be used verbatim, and they should always be modified for accuracy. If you choose to make contact by phone or text (i) check phone numbers against the federal DNC registry, any applicable state DNC list and your company DNC list (ii) do NOT use autodialers and (iii) do NOT use artificial voice or pre-recorded messages, this includes those you haven't spoken to in a while. Emails must follow the rules. Emails must be clear it is a solicitation and provide the consumer with an opt-out. Also, before calling or texting referrals, those numbers need to be checked against all applicable DNC lists. Get prior, express, written consent before texting or using artificial or prerecorded messages.

The Buyer Consultation--Goal 4 YOU CAN SAY EXPLAIN BUYER COMPENSATION-- Be transparent and confident about the options on how you will be compensated. As your representative, I want to be transparent about how Buyer’s Agents are paid for our services. Both the brokerage and I are paid on a commission basis. That means that I only get paid if I help you find a home you want to purchase and the transaction closes. Unless and until that happens, no payment is due. There are several ways in which I can be paid for my services. These include: The seller of the property you are interested in has offered to pay a commission to the buyer’s broker The seller has offered a modest commission towards the buyer’s broker as reflected in the listing, which would require either contribution by you as the buyer or we would include that as part of an offer you make on the property The seller has not offered to pay a commission to the buyer’s broker, but we include that requirement as part of the offer you make on the property The seller will not agree to pay a buyer’s broker commission, in which case you would be responsible for my compensation. Please note that my payment amount is not set by law and is fully negotiable. Buyers are not always aware of how compensation is determined in a real estate transaction. Demonstrate transparency as one of the benefits of working with you by educating and preparing buyers for the various options in which your commission may be paid. Next Previous You are free to use the recommended best practices in these materials for your consideration. These scripts are not intended to be used verbatim, and they should always be modified for accuracy. If you choose to make contact by phone or text (i) check phone numbers against the federal DNC registry, any applicable state DNC list and your company DNC list (ii) do NOT use autodialers and (iii) do NOT use artificial voice or pre-recorded messages, this includes those you haven't spoken to in a while. Emails must follow the rules. Emails must be clear it is a solicitation and provide the consumer with an opt-out. Also, before calling or texting referrals, those numbers need to be checked against all applicable DNC lists. Get prior, express, written consent before texting or using artificial or prerecorded messages.

Introducing Buyer Representation YOU CAN SAY Committing to me as your partner in this home buying experience is not you committing to purchasing a home. By signing a Buyer Representation Agreement, I am committed to professionally representing you and providing the service, time, and attention it takes to find and close on the home of your dreams. I am committed to protecting your best interests while minimizing conflicts, negotiating favorable terms, and ultimately providing the superior service that will make you a client for life. What I’m asking for is that same commitment for you to work with me. Depending on your relationship with the buyer, any substantive conversation within these steps is an opportunity to educate them on the benefits of being your client and the value you bring to the table by signing a Buyer Representation Agreement. Next Previous You are free to use the recommended best practices in these materials for your consideration. These scripts are not intended to be used verbatim, and they should always be modified for accuracy. If you choose to make contact by phone or text (i) check phone numbers against the federal DNC registry, any applicable state DNC list and your company DNC list (ii) do NOT use autodialers and (iii) do NOT use artificial voice or pre-recorded messages, this includes those you haven't spoken to in a while. Emails must follow the rules. Emails must be clear it is a solicitation and provide the consumer with an opt-out. Also, before calling or texting referrals, those numbers need to be checked against all applicable DNC lists. Get prior, express, written consent before texting or using artificial or prerecorded messages.