Welcome back to America’s #1 Daily Podcast, featuring America’s #1 Real Estate Coaches and Top EXP Realty Sponsors in the World, Tim and Julie Harris. Ready to become an EXP Realty Agent and join Tim and Julie Harris? Visit: https://whylibertas.com/harris or text Tim directly at 512-758-0206.
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Are you finding it challenging to determine which of your buyer leads will actually buy? Will they buy with YOU? Will they SIGN with you?
Facts:
- There are more buyers in today’s market than there are listings to sell them.
- Even when your buyers are motivated and qualified, you have no guarantee that you’ll find them the right house or win a potential bidding war. In addition, you have to worry about how you’ll get paid for your hard work and whether your buyer prospects will sign your buyer representation agreement!
- Prequalification and having an actual Buyer Presentation matter more than ever!
How do you determine which of your buyers will actually turn into a closed transaction? How do you set appointments to use your Prequalification Script and deliver your Buyer Presentation? If this all seems weird to you, you’re like most agents who have yet to do any of this formally.
The Buyer Prequalification Script is simply a conversational outline. It uses questions to learn about your buyer’s time frame, motivation, and needs. After using the Script, you’ll meet your buyer prospects and use your Buyer Presentation to solidify your relationship, how you work, and how commissions work. Ultimately, that will result in their signature being on your Buyer Agency Contract.
Today, we are showing you a few questions from the Buyer Prequalification Script. To access the full script and the Buyer Presentation, simply join Premier Coaching for free today.
- “I assume because you’re calling/emailing/texting me directly, you’re not already working with another agent?”This question happens early in the script, so you can skip the rest of the script if they’re already committed to another Realtor.
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- “What price has your lender told you NOT to go above?” This question covers all of the bases with regard to finding out about their financing. When you ask this question, they’ll tell you if they’re all cash. They’ll tell you that they still need to get a lender, they’ll tell you if they’re pre-approved, and what price not to go over. Instead of asking all those individual questions, the script “What price has your lender told you not to go above?” gets straight to the answer.
- “Which home in the neighborhood do you plan on selling?” This helps you determine if they are also listing leads! Note: many agents never ask this question when they get buyer leads. Don’t make this mistake! Many buyer leads are listing leads in disguise.
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- “Paint me a picture. Ideally, what are you looking for in your next home?”The more you can drill down on the prospect’s needs, the faster you can find what they want. This is critical since you may have to proactively find off-market homes for the prospect if what they desire isn’t in the MLS.
- “When I find you a home that has a, b, c, and d (their stated needs and price range), the home you’re looking for that checks all the boxes, on a scale of 1-10, where would you rate your desire to write up an offer on it? Ten means you absolutely are 110% ready, and one means you’re just kicking tires”. If they are anything less than a 10, your follow-up question is, “What would it take to make you a 10?”
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These are just 5 questions from our Buyer Prequalification Script. The answers you get from your buyer prospects will help you determine whom to spend your time with and who may be a prospect in the future—or possibly not even a ‘lead’ at all!
Text BUYER to 47372 to be invited to become an Ethical Real Estate Professional, which includes the EREP Designation, the Buyer Presentation, Buyer Prequalification scripts, showing, open house and objection handling scripts, and countless other valuable tools.
