Buyer Consultation Training
Reg Gupton, MBA
Creative Growth Seminars
gupton@growthseminars.com
http://www.businesssuccess...
© Creative Growth Seminars, gupton@grow
My job is to
reduce your stress
and increase your profits
and your free time!
© Creative Growth Seminars, gupton@grow
How buyers find their agent
NAR Home Buyer
Seller Report
© Creative Growth Seminars, gupton@grow
How buyers find their agent
Source: NAR Home Buyers &
Sellers Report
© Creative Growth Seminars, gupton@grow
Do you treat Buyers and Seller equally?
• Do you:
• Prepare
• Have systems
• Rehea...
© Creative Growth Seminars, gupton@grow
What buyers want
© Creative Growth Seminars, gupton@grow
How to easily make more $
• Compelling research says:
• Not meet buyer at the offi...
© Creative Growth Seminars, gupton@grow
How to sell a house after < 6 house
• Learn how to take control
• Work with only R...
© Creative Growth Seminars, gupton@grow
Buyer Consult Agenda
• At your office (2 HOURS)
• ROI on time spent
• Establish Ra...
© Creative Growth Seminars, gupton@grow
Buyer Consult Agenda
• Who: Who will be living in the home, ages, special
needs?
•...
© Creative Growth Seminars, gupton@grow
Buyer Consult Agenda
• Provide them with a map and
properties in different neighbo...
© Creative Growth Seminars, gupton@grow
Buyer Consult Agenda
• When do they want to move?
• Why now?
• Home to sell?
• Ren...
© Creative Growth Seminars, gupton@grow
My Goals for working with you
1. Our closing will be uneventful
2. Your transactio...
© Creative Growth Seminars, gupton@grow
Pre-approval vs. Pre-qualification
• Equivalent to an all cash offer
• This will s...
© Creative Growth Seminars, gupton@grow
Let me tell you how I work!!
A. I only work with Clients
B. Speak with a lender to...
© Creative Growth Seminars, gupton@grow
How to sell property quickly
• After Buyer Consultation session
• They will pick p...
© Creative Growth Seminars, gupton@grow
First Time Buyer Question
• “If you had and extra $2,000 money and
free weekend; w...
© Creative Growth Seminars, gupton@grow
Buyer Packet Contents
• What is a good agent?
• 38 sources of initial investment
•...
© Creative Growth Seminars, gupton@grow
Buyer Packet Contents – cont.
• Ten commandments when applying for a loan
• How to...
© Creative Growth Seminars, gupton@grow
Buyer Packet Contents – cont.
• Buyer Consultation & Preliminary
Qualification Que...
© Creative Growth Seminars, gupton@grow
The most common reasons people buy homes are:
Life Transition
• Relocation – buyer...
© Creative Growth Seminars, gupton@grow
The most common reasons people buy
homes are:
Positive Life Changes – marriage,
th...
© Creative Growth Seminars, gupton@grow
Benefits of Buyer Agency
• Your interests and only
your interests are professional...
© Creative Growth Seminars, gupton@grow
Benefits of Buyer Agency
• Shorten your home search
• Provide better list of mortg...
© Creative Growth Seminars, gupton@grow
© Creative Growth Seminars, gupton@grow
Have Buyer Agency conversation
• Definition of Working Relationships
• Buyer Advis...
© Creative Growth Seminars, gupton@grow
If they are unsure
• Let them know that you will take them
out once to see if you ...
© Creative Growth Seminars, gupton@grow
My clients typically use:
• One of my 3 lenders
• If they would like to use a lend...
© Creative Growth Seminars, gupton@grow
A good lender: worth their weight in gold
• Processes and dates
adhered to
• Knowl...
© Creative Growth Seminars, gupton@grow
Unique ways to find properties
• You have had a robust
Buyer Consultation
• There ...
© Creative Growth Seminars, gupton@grow
Do you do these?
• Search your personal database
• Search the County assessor reco...
© Creative Growth Seminars, gupton@grow
Points to consider
• Not looking for listings
• Have pre-approved buyer
• Quick cl...
© Creative Growth Seminars, gupton@grow
Search your personal database
• Enter property after closing
• Add reminder to you...
© Creative Growth Seminars, gupton@grow
Search County Assessor Records
• Using property characteristics - Buyer
Consultati...
© Creative Growth Seminars, gupton@grow
Send: I am looking for
• A property
• Card or letter
• Not looking for a listing
•...
© Creative Growth Seminars, gupton@grow
Walk the neighborhood
• Knock doors
• Hire it out?
• Talking points
• Leave flyers...
© Creative Growth Seminars, gupton@grow
Ask agents in your office
• You get leverage from their sphere/P C
• They get a li...
© Creative Growth Seminars, gupton@grow
Check FSBOs
• FSBO sites
• www.owners.com
• www.forsalebyowner.com
• www.fsbo.com/...
© Creative Growth Seminars, gupton@grow
Expireds
• Make sure they are not FSBOs
• Make sure it has not closed – non-MLS
• ...
© Creative Growth Seminars, gupton@grow
Get your offers accepted
• Call Listing agent
• Tell them you are bringing an offe...
© Creative Growth Seminars, gupton@grow
How to get your offers accepted
• Negotiate
• Terms
• Inclusions
• Possession
• Co...
© Creative Growth Seminars, gupton@grow
Take aways from today
•
•
•
•
•
•
© Creative Growth Seminars, gupton@grow
The outcomes from your session
=> Create a crystal clear vision for the sales succ...
© Creative Growth Seminars, gupton@grow
Help is at hand for you
• When you are ready to move forward and
implement proven ...
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Tired of dragging buyers around? Learn how to show six or fewer houses before they buy,n class

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Tired of dragging buyers around? Learn how to show six or fewer houses before they buy,n class

  1. 1.  Buyer Consultation Training Reg Gupton, MBA Creative Growth Seminars gupton@growthseminars.com http://www.businesssuccessvideos. com 303.544.0340 office 303.544.0358 fax How find inventory for your pre-approved buyers & sell a house every 6 showings or less
  2. 2. © Creative Growth Seminars, gupton@grow My job is to reduce your stress and increase your profits and your free time!
  3. 3. © Creative Growth Seminars, gupton@grow How buyers find their agent NAR Home Buyer Seller Report
  4. 4. © Creative Growth Seminars, gupton@grow How buyers find their agent Source: NAR Home Buyers & Sellers Report
  5. 5. © Creative Growth Seminars, gupton@grow Do you treat Buyers and Seller equally? • Do you: • Prepare • Have systems • Rehearse/practice • Have a written presentation • Give them what they want • Get them into your office.
  6. 6. © Creative Growth Seminars, gupton@grow What buyers want
  7. 7. © Creative Growth Seminars, gupton@grow How to easily make more $ • Compelling research says: • Not meet buyer at the office & no EBA = 10% close • Meet buyer at the office & no EBA = 50% close • Meet buyer at the office & EBA = 80% • Increase your odds by 800% • Why do earn your living the hard way??.
  8. 8. © Creative Growth Seminars, gupton@grow How to sell a house after < 6 house • Learn how to take control • Work with only RWA buyers • Get them in the office • Do Buyer Consultation Session • Learn how to show property • Learn how to negotiate • Learn how to present your offer.
  9. 9. © Creative Growth Seminars, gupton@grow Buyer Consult Agenda • At your office (2 HOURS) • ROI on time spent • Establish Rapport by being competent… • Helps your confidence • Their confidence in you • The keys to your success • Buyer Packet before you meet • Buyer Consultation Session • Buyer's Consultation & Preliminary Qualification Questionnaire • Use every question/every page • Only work with; • Ready • Willing • Able.
  10. 10. © Creative Growth Seminars, gupton@grow Buyer Consult Agenda • Who: Who will be living in the home, ages, special needs? • What: What type of home are they looking for? (See questionnaire) • Describe your current home. Tell me things that you like and don’t like about it. • Describe the best home you have seen which you would live in • Describe the home you grew up in • Don’t forget architectural style! • Don’t forget age of property. • Where: City and Neighborhood • Is there anyone else involved in the decision making process?.
  11. 11. © Creative Growth Seminars, gupton@grow Buyer Consult Agenda • Provide them with a map and properties in different neighborhoods, have them visualize living in those neighborhoods. • Where do they work? What is preferred commute time? • If we found the perfect house in a neighborhood you don’t like, would you buy it? • If no, then have them drive around the different neighborhoods and try to picture living there.
  12. 12. © Creative Growth Seminars, gupton@grow Buyer Consult Agenda • When do they want to move? • Why now? • Home to sell? • Renting with a lease?
  13. 13. © Creative Growth Seminars, gupton@grow My Goals for working with you 1. Our closing will be uneventful 2. Your transaction will contain no surprises 3. The service you receive will be good enough for you to refer me to your mother-in-law.
  14. 14. © Creative Growth Seminars, gupton@grow Pre-approval vs. Pre-qualification • Equivalent to an all cash offer • This will save them time • Eliminate potential heartache • Will know what they are qualified for • It would be horrible if they fell in love with a home - not qualified.
  15. 15. © Creative Growth Seminars, gupton@grow Let me tell you how I work!! A. I only work with Clients B. Speak with a lender to get pre-approved – before showing C. We will spend time learning what they want in their home D. We will sit down at the computer and take a look at the homes available that fit their criteria E. If nothing fits: only one question A. What do you want to change? F. If unsure of the neighborhood, print off some listings in different areas, give them a map pinpointing where the homes are G. We will go see the houses they picked…looking at the 3 that best fit their criteria H. Once we find the home, will write the purchase contract. It could be on the first day and the first house.
  16. 16. © Creative Growth Seminars, gupton@grow How to sell property quickly • After Buyer Consultation session • They will pick properties • We will look at no more than three at a time • I will not have previewed them • I bet you can tell the bath from the living room • When we leave, I will ask only one question • Why can’t we buy this one? • If we get to six houses…...
  17. 17. © Creative Growth Seminars, gupton@grow First Time Buyer Question • “If you had and extra $2,000 money and free weekend; what would you do with it?” (this helps to determine whether they should buy a condo or house)
  18. 18. © Creative Growth Seminars, gupton@grow Buyer Packet Contents • What is a good agent? • 38 sources of initial investment • Loan Application Process • A Guide to the Home Buyer Process • My goals when working with you • Why work with a Buyer’s Agent • Pre-qualification vs. pre-approval.
  19. 19. © Creative Growth Seminars, gupton@grow Buyer Packet Contents – cont. • Ten commandments when applying for a loan • How to make an offer • What happens next • Service providers • Home warranty protection • Your home inspection • What is a real estate closing in Colorado.
  20. 20. © Creative Growth Seminars, gupton@grow Buyer Packet Contents – cont. • Buyer Consultation & Preliminary Qualification Questionnaire • Exclusive Buyer Agency Agreement • Definitions of working relationships • Buyer Advisory • Purchase Agreement • Letters of recommendation/testimonials.
  21. 21. © Creative Growth Seminars, gupton@grow The most common reasons people buy homes are: Life Transition • Relocation – buyers must move due to work or other changes in their lives • Dissatisfaction – the neighborhood has changed for the worse, they are living with other family members, or they are too far from school or work
  22. 22. © Creative Growth Seminars, gupton@grow The most common reasons people buy homes are: Positive Life Changes – marriage, the arrival of a baby, promotion, inheritance • Negative Life Changes – death, disease, divorce, loss of income • Second Home – for retirement or vacation • Previous Home Sold • Lease Ending • Investment.
  23. 23. © Creative Growth Seminars, gupton@grow Benefits of Buyer Agency • Your interests and only your interests are professionally represented • Help you understand the buying process • Point our features/faults of the home • Provide better list of service providers.
  24. 24. © Creative Growth Seminars, gupton@grow Benefits of Buyer Agency • Shorten your home search • Provide better list of mortgage lenders • Expand or narrow the search area.
  25. 25. © Creative Growth Seminars, gupton@grow
  26. 26. © Creative Growth Seminars, gupton@grow Have Buyer Agency conversation • Definition of Working Relationships • Buyer Advisory • Buyers Agency Agreement • Blank Contract to Buy and Sell.
  27. 27. © Creative Growth Seminars, gupton@grow If they are unsure • Let them know that you will take them out once to see if you are a good fit • We will sign a buyer agency agreement for one day • After that, they will need to sign a buyer agency agreement • Or part company.
  28. 28. © Creative Growth Seminars, gupton@grow My clients typically use: • One of my 3 lenders • If they would like to use a lender of their choice • I reserve the right to interview them as a lender can make or break the deal.
  29. 29. © Creative Growth Seminars, gupton@grow A good lender: worth their weight in gold • Processes and dates adhered to • Knowledgeable • No garbage fees • Most importantly, will have the funds available at the closing so you can move into your home.
  30. 30. © Creative Growth Seminars, gupton@grow Unique ways to find properties • You have had a robust Buyer Consultation • There is nothing out there which works • Now what?
  31. 31. © Creative Growth Seminars, gupton@grow Do you do these? • Search your personal database • Search the County assessor records • Send I am looking for a property card/letter • Walk neighborhood • Ask agents in your office • Check Craigslist • Check FSBOs • Check Expireds.
  32. 32. © Creative Growth Seminars, gupton@grow Points to consider • Not looking for listings • Have pre-approved buyer • Quick closing • No loan condition.
  33. 33. © Creative Growth Seminars, gupton@grow Search your personal database • Enter property after closing • Add reminder to your Closing Action Plan • Write standard letter for this purpose.
  34. 34. © Creative Growth Seminars, gupton@grow Search County Assessor Records • Using property characteristics - Buyer Consultation • Thru your MLS – search public records • Don’t forget architectural style.
  35. 35. © Creative Growth Seminars, gupton@grow Send: I am looking for • A property • Card or letter • Not looking for a listing • Have pre-approved/cash buyer.
  36. 36. © Creative Growth Seminars, gupton@grow Walk the neighborhood • Knock doors • Hire it out? • Talking points • Leave flyers or ?
  37. 37. © Creative Growth Seminars, gupton@grow Ask agents in your office • You get leverage from their sphere/P C • They get a listing • You get a sale • They will love you – earn more money.
  38. 38. © Creative Growth Seminars, gupton@grow Check FSBOs • FSBO sites • www.owners.com • www.forsalebyowner.com • www.fsbo.com/co • http://www.fsboinco.com/ • www.zillow.com/for-sale-by-owner/ • www.brokerdirectco.com/ • Others?? • Watch for limited listing in MLS.
  39. 39. © Creative Growth Seminars, gupton@grow Expireds • Make sure they are not FSBOs • Make sure it has not closed – non-MLS • Check County Records • > 3 - 6 months • Don’t forget the Do Not Call List.
  40. 40. © Creative Growth Seminars, gupton@grow Get your offers accepted • Call Listing agent • Tell them you are bringing an offer • Deliver face-to-face • Is there anything I need to know that is not in the MLS? • Have you had other offers • Perform a CMA for Buyer • Teach your buyer to negotiate • Have Buyer write letter.
  41. 41. © Creative Growth Seminars, gupton@grow How to get your offers accepted • Negotiate • Terms • Inclusions • Possession • Contingencies • Price.
  42. 42. © Creative Growth Seminars, gupton@grow Take aways from today • • • • • •
  43. 43. © Creative Growth Seminars, gupton@grow The outcomes from your session => Create a crystal clear vision for the sales success you desire (we’ll set targets for prospecting/lead generation activities which will give you the lifestyle you desire) => Uncover hidden challenges that may be sabotaging your success (we’ll pinpoint specific areas that cause breakdowns in your lead/sales process so you can make immediate changes)   => Leave this session renewed, re-energized, and inspired to break your personal sales records and enjoy a great income.
  44. 44. © Creative Growth Seminars, gupton@grow Help is at hand for you • When you are ready to move forward and implement proven marketing strategies that can help you utilize the techniques discussed, • Call 303.544.0340 today your complimentary 1/2 hour coaching session.
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