The Happiest Agents In the Northwest

 

Working With Buyers

 

There is one group of prospective clients who literally "have $$$ burning a hole in their pockets" ... BUYERS! Buyers will bring you income in the shortest amount of time - but in some cases with the most amount of time invested ... seriously, unless you "pre-frame" your buyers expectations and get them to do the leg work for you, you may spend more time with buyers than any other client or customer.

There are 3 main systems for working with buyers:

  • Buyer Consultation
  • The Search System
  • The Showing & Offer System

In the Buyer Consultation System you will educate your buyers with information that is designed to have them "take control and ownership" of their buying process. The ingredients of the system include:
  • A Home Buyer Workbook:  You will need to create this workbook or find one online or from a lender.  In the office of RE/MAX Connected we provide all of our agents with their own Buyer Workbooks specialized to 7 different market areas in the Greater Seattle area.  Each are 75 page books written for our local market by Eileen and they include our nwmls forms and our office guarantees.
  • The Buyer Questionnaire (in our office this is a written form with the specific questions that track the buyer book to get you to KNOW what your buyers wants & needs are). 
  • Lender Pre-Approval: the buyer must be PRE-APPROVED prior to the buyer consultation and prior to physical showings. 

The Search System: After the buyer consultation, go directly to the computer.  Let the buyers know that they are the ones picking out the homes they want to see, not you the agent making decisions for them.  Help them narrow down their focus by telling them ahead of time what their result will be:  i.e., 'we'll find 10-15 houses and print them out.  Then we'll narrow that down to 6-8 homes.  As we look at these homes, you'll compare each one to the one before and chose the favorite and by the end of the day, you will have found the best house for you".  It's amazing how well this works and how effective it really is. 

You can also use this consultive process for buyers who won't be ready for 3 months to 3 years.  By bringing them in for the consultation you can explain that while they're waiting for the right time, they'll have a focus.  You'll be suprised how quickly they become NOW buyers.  And, once they have the consultation, they're YOURS!

Recommended is a Buyer's Passport, available on the CRS site.  The book likes like a passport, contains your business cards and has pages that the buyer fills in as they vist an open house.  That way it's easy to remember to give the open house agent your business card.

If you can't get a commitment to receive the buyer book and questioanire which you only provide when they've been willing to set an appointment with you, then you can start them out as below:

  • An Automated Email Search system (automated to send the buyers new listings that match their specific search criteria)
  • A Feedback Package (includes instructions and materials for dealing with Open Houses, FSBO's and new construction) The Showing & Offer System includes:
  • A Buyer Agreement (that you will always be able to complete PRIOR to placing the buyer in your car)
  • A Buyer Showing Package (for use during the actual home showings)


When you utilize these 3 systems, you will either have the buyer doing most of the actual home search process and only meet with you when they have narrowed the search to a 4-6 homes in 2-3 neighborhoods and are ready to BUY! OR the buyers will meet with you, have a consultation and then go directly on a buying trip. 

Either way, YOU WIN! 

 

Buyers are "instant" money and can convert to closings within the next 30-60 days. Call me at 425-444-8338 if you have any questions, it will be my pleasure to help in any way that I can.

 

Next: The Killer Listing Presentation


This Market Got You Frustrated?
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in your real estate business RIGHT NOW?

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There are no strings attached to this, it is
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Eileen Tefft
 425-444-8338
 222 Wall Street #100, Seattle
Washington 98121
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Copyright 2008 RE/MAX Connected, Each office independently owned and operated 3125. 222 Wall Street #100 Seattle, Washington 98121
Phone 425-444-8338 :: Email eileen@eileentefft.com
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