10. BUYER CONSULTATION
Buyers Packet
Good Qualifying Questions
… A,B,C
Lending Pre-Approval
Current Market Climate
Websites
Review Properties
Follow-Up every day
11. Showing Property
1. Organized & Prepared
2. Relaxed & Fun
3. Good Dialogue, talk about Process:
4. Reminders about Zillow, CMAs, changes in
wants/needs. Expectations about market.
13. LOW Offers
• Write their first offer onto the contract
• Explain legally binding contract if accepted
• Ask if unsuccessful would they pay more
• Explain risks; the sellers could. . .
– Take offense and reject the offer and the people outright
– Dismiss them as not serious and become difficult to negotiate with
14. STAYING IMPARTIAL
1 . OPINION is not FACT- it is not your decision nor
risk to run
2 . CREDIBILITY– you risk being wrong
3 . PRESENT THE FACTS – does the offer allow them
to move on?
4 . EXPLAIN OPTIONS – accept, reject, counter
5 . ASK FOR INSTRUCTION – being aware of any
risks taken
15. IT’S WHAT WE DO
Negotiation is part of what we do every day at every
stage of our life
Negotiation is the alternative to conflict
Negotiation needs knowledge to be effective
16. UNDERSTAND WHAT IS HAPPENING
Two people are in a kitchen. There is only one orange left and both of
them want it.
What should they do?
17. OFFER PRESENTATION
1 . P O S I T I V E AT T I T U D E - G o o d n e ws we h a v e a n o ff e r a n d
I ’ m g r e a t t o wo r k wi t h !
2 . H U M A N I Z E – T h e b u y e r a n d wh y t h e y wa n t t h e h o m e
3 . A G E N T C O V E R L E T T E R , H I G H L I G H T S O F O F F E R
5 . B U Y E R L O V E L E T T E R
6 . P R E A P P R O VA L L E T T E R ( D U ) , F I C O & P R O O F O F F U N D S
7 . O F F E R PA C K A G E w/ s e v e r a l c o p i e s
8 . T H A N K Y O U N O T E w/ S t a r b u c k s C a r d
9 . C O M P L E T E R PA , D I S C L O S U R E S , E T C .
19. WORKING FOR SELLERS
CONSULTATIVE – Determining Needs
Written Guarantee of Service
Marketing Timeline
Planned Communication
Showing Feedback
Weekly Written Reports
Review Meetings
All Offers in Writing
Daily Phone Calls
20. GETTING BACK TO BASICS
Hi-Touch
Hi - Tech
Handwritten Notes – 5 per day
Phone Calls – 5 per day
Systems- Buyer, Seller
Communication Plan
FAQ Sheets
Homebuyer/Seller Resources
26. FACE-TO-FACE | New Listing
Campaign
JUST LISTED
CAMPAIGN:
Broker Caravan
Distribute Flyers &
Exclusive Open
Door-Knock 50+
Homes
Twilight Open
House
Open House
Notas del editor
Tam at desk – NAR Video Bio
Read in buyers Manual Getting an Offer from recognizing buying signals through to closing. Trainer refer students to this slide as they complete in their workbook ‘CREATE’ Activity Move students into groups of 3 or pairs for activity. Allocate roles – buyers and consultant. T. Hand out “Frequently asked questions buyers ask when making an offer“ cards to buyers and “ Best practice responses to buyer questions” to consultants. Students role play.
Trainer Demonstration Students read in buyer manual ‘When a buyer wishes to make a lower offer’. T. Demonstrate getting buyer up on price. ( Write the low offer on the contract. Check all signatures. Stand up / so will the buyers. Explain that if their offer is accepted they will have entered into a legally binding agreement to purchase the property. Ask them “Do you want me to come back to you if your offer is declined?” Yes? “Would you consider raising your offer?” “Take a seat for a moment” Sit down. “I think both you and I know that this offer is not going to buy the home and I understand you wanting to have a go but I would not be doing my job if I did not explain to you the risks you are taking in doing so.” Explain the dangers of offering too low as per the manual. ) Alter initial offer and get signatures. Ask the class why is this offer more likely to succeed now? It is higher More respectful Shows serious intent It shows how hard you the agent have already worked to get the buyer up on their initial offer so less likely to be countered or dismissed as a “first offer having a go” Activity Students have a go at the role play to increase the offer.
Students read in Buyers manual “Negotiating between parties” Draw their attention to section on staying impartial T. White board The sellers have 3 Options – Accept – Reject – Counter Trainer explain that just as a buyer risks offending a seller with a low offer so too does a seller risk offending the buyer if they reject their offer or counter back at full price. We can explain the risk but it is the seller’s decision
HANDOUT – Negotiating Style Self Assessment Ask if all have completed their Negotiating Style Self Assessment. (Allow a few minutes for those who have not while others begin task below. ACTIVITY - PAIRS Interpret each others results. Allow a few people to share with class Mini Lecture Trainer read points on slide then ask who are the best negotiators in everyday life? Comments may include; Children or teenagers
Uncover Read aloud this slide and ask the class for the solution “ Cut the orange in half and share” It is tempting to assume compromise is the best solution i.e. half an orange each. However what if one wanted the juice of the orange and the other needed the grated rind of the orange to bake a cake. It would have been better if they first found out each other’s needs before they decided upon a solution. In this case their needs were complimentary and they could have both gotten what they wanted.
T. mini lecture on memorising the details of the contract. Using this slide Trainer demonstrate how to present the contract correctly .