In this market to be successful working with home buyers real estate agents must take a far more formal and business-like approach. For example, do you have a Buyer’s Presentation? Are you following an actual process when working with buyers or are just winging it? (be honest).
Today we’ll discuss why this changing market demands you to update your approach and expectations when working with buyers. Traditionally working with buyers was mostly physical labor that didn’t require a formal business-like approach. All of that is changing. Now, like a real estate listing you must have a honed-in proven process. Let’s start by clearing the air and removing long-held misperceptions about home buyers…
Fact: Buyers aren’t liars, they just have no idea what to expect. They don’t know what the correct process is, what to expect from you, or what you will expect from them.
Fact: It’s not the buyer’s fault. It’s the agent’s fault for not educating them on what is supposed to happen throughout the process. This is also why agents don’t typically get the Buyer’s Agency form signed. Remember that the definition of ‘close’ is ‘the logical ending to a great presentation’.
If you try to close for a signature on the Buyer Representation Agreement without a presentation of WHY they’d want to do that, of course, you’ll face rejection and never want to ask again. Sound familiar?
Solution: Use a proven Buyer Presentation! You’d never expect a seller to sign a Listing Agreement without a presentation, would you? Do you have a presentation for your buyers?
Our Proven Buyer’s Presentation specifically addresses several key challenges that agents and brokers have with buyers.
1). What is the actual process to correctly purchase a home? In what order will they need to execute those action steps? First-time buyers are especially in the dark about what to do and how to act, but other buyers from different markets or countries can also be confused.
It’s not their job to know what to do; it’s your job to set expectations and educate them. You’ve also noticed that folks who haven’t bought for several years may have different expectations than what today’s market requires.
Start with the buying process. Educate your buyer prospects about what is supposed to happen and in what order!
–They must become pre-approved, ideally get an actual loan commitment from a mortgage lender. You can supply your buyer with a standard list of documents required to apply for the mortgage and the specific lender can add anything particular to them. Your buyer should also be aware of their own credit scores at this point in the process.
–If your buyer is all cash, they need to secure a proof of funds letter from the entity where their cash is parked. Bank accounts, investment accounts, etc. Caution: is it coming from the sale of something that hasn’t sold yet?
–Sit down with you for your Buyer Presentation. We’ll drill down on that in a moment.
–Discuss their expectations. What are their ‘must haves’ and their ‘would be nice to have’ items? Help spouses or partners have a meeting of the minds. What can they reasonably get for their price range and geographic requirements? Create a strategy if they’re buying and selling at the same time. Which should happen first? (We have coaching on how to handle this).
–Discuss what will be expected when they find the right home. Appraisal gaps? Going over the list price? Flexibility with closing dates and possession?
–Sign the Buyer Representation Agreement with you.
Keep listening…
WARNING: 2023 Housing Market
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