In a highly competitive world, getting the Buyer’s attention is only the beginning of winning them over. There is an art to convincing the buyer that you’re the best REALTOR® for them! …and it’s important for you to know if they are the right client for you! This program is a 1 hour review of the steps necessary to interview the buyer, share your skills and resources with them and then get them to sign the Buyer Agency Agreement. We’ll explore the agency agreement as a tool in the process. Objection handling, agreement clauses and execution of the agreement will all be addressed in this session!

1. Demystifying The
Mystery
of Buyer Agency
Agreements
Matthew Rathbun, REALTOR®
ABR, ABRM, AHWD,, CRB, CDPE, CSP, e-PRO, GREEN, GRI, SFR, SRS, SRES
EarthCraft and Eco-Broker Certified
Copyright© 2005-2012

2. Four Act Play
1 2
Treasures
3 The Interview
4
The Agreement
OVercome Objections

3. Act 1
The Treasures
Reviewing The Benefits

4. Confidentiality of Offers
1:9 - Maintain Confidentiality
1:13 - Must Must Advise
•Company Policy
•Compensation Paid
•Possibility of Dual Agency
•Buyer’s Offer is not Confidential
1:15 - Realtors® must disclose the other offers and their
authors with permission of the Seller

5. Yep,
Its In there!

6. Benefits Of The Agreement
Outlines Limits
Mutual Role
Responsibility Defines
Loyalty
Required
Ensures You’ve
Disclosed All That You By Law
Must
Shows
Evidence of
Agreement and
Disclosures

7. Act 2
The Interview
Getting To Know One Another

8. Trust and Transparency First
Signatures Come Second

9. You Have 2
Ears

10. What
Makes You
Different ?
• Military Family
• Golfer
• Waterfront Specialist
• Second Home Specialist
• Use of Technology
• ABR Designee
• ________________________

11. Presentations Keep You
ON TRACK

12. What Do They Do When They See
That Perfect Home?

13. Before We Take Off...
• Have you worked with
another agent?
• What are you looking for?
• Why are you moving?
• Are you qualified?
• When did you last buy?
• How did you find me?

14. How
Texting
Shall Working
We
Hours
Communicate?
Digital
Signatures
eMail
Showing
Times

15. Identify All The
Decision Makers

16. Feedback Confidentiality

17. Coldwell Banker Elite
5444 Jefferson Davis Highway, Suite 100
Fredericksburg, Virginia 22407
Buyer Name: Property Address: Date Viewed:
Showing Feedback Form
Home Features Poor Satisfactory Good Excellent Appealing Features:
Curb Appeal
Neighborhood’s Desirability
Interior Layout
Interior Condition
Commute to Work
Purchasing Considerations
Likelihood of making an Offer Undesirable Features:
Asking Price
Notes: __________________________________________________________________________________________________
________________________________________________________________________________________________________
________________________________________________________________________________________________________
________________________________________________________________________________________________________
If request by the Seller, may we share your feedback with the Listing Agent of this property? Yes No
www.VAHomePlace.com
17

18. Act 3
The Agreement
Putting It In Writing

19. Each Paragraph Is
A Talking Point

28. Act 4
Overcoming Objections
Drawing Conclusions

29. No Scripts, Just Understanding
• “I Don’t Want To Commit To Anything”
• “I Can’t Pay A Commission”
• “I’m Working With Another Agent”
• “The Other Agent Didn’t Make Me Sign”
• “I’ve Never Singed Before”

30. My Objection Is:
Their Objections Maybe:

31. www.TheAgentTrainer.com
matthew@realtor.com
Facebook.com/mattrathbun
@mattrathbun CE - 64432
PLE - 64433
YouTube.com/MattRathbun1