Working with Buyers, Day 1
Weekly Objective: Become an expert Buyer’s Consultant!
Are you a Consultant or a Salesperson?
Watch: What is the Difference between Consultative Selling and Normal Selling?
Action Item:
Take notes as you watch this video and be able to explain to a prospect in 30 seconds how your role as a consultant differs from that of a salesperson.
This week’s plan will be as follows:
Monday: How to conduct an initial phone interview
Tuesday: Putting together your Buyer Presentation
Wednesday: Practice your Buyer Presentation
Thursday: How to set up your Buyers with an MLS search
Friday: Effectively Showing Properties
DAY 1
Monday’s Objective: As you diligently continue to prospect you will begin to see your phone ring from prospective Buyers. Today we are going to focus on the initial phone call from a prospective Buyer. You will use this same process on floor time and when sitting open houses for prospecting. The goal of this initial conversation is to schedule a face to face appointment and get them pre-approved! Use the following questions to conduct this initial conversation. You can find additional options in the buyer questionnaire.
13 Steps to the Initial Phone Interview:
- Ask if they are already working with an agent
- Ask if they are pre-approved for a loan
- Tell them why it’s good to get approved
- Ask if they already have a lender
- Schedule a meeting where all parties can attend
- Explain the buyer questionnaire
- Explain how the MLS works
- Tell them they will sort through the list of potential homes
- Explain that buying is a process of elimination
- Explain that they will be comparing properties when you show them homes
- Explain that they may have 2-3 homes to write offers on
- Summarize the process and get the initial appointment
- Remind them to get the pre-approval
This approach may seem a little aggressive but getting your Buyers into action immediately commits them to you and your process. If they are not willing to get pre-approved or set a time to meet, then they are probably not real Buyers.
Action Item:
- Watch Talking with a Buyer for the First Time- Phone Conversations
- Do a mock phone call with a fellow agent or friend. Keep in mind that practice is the key to success. A professional golfer wouldn’t think of changing his or her swing during a tournament. They would spend hours honing their skills on the practice range. Take this same approach!
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