2. WORKING WITH BUYERS
THE 7 STEPS OF WORKING WITH BUYERS
1. CONVERT THE LEAD
2. PRE-QUALIFY THE LEAD
3. MAKE AN APPOINTMENT AT YOUR OFFICE
4. CONDUCT A BUYER’S PRESENTATION
5. GET THE BUYER REPRESENTATION AGREEMENT SIGNED
6. SELL THEM A HOUSE IN 3 APPOINTMENTS OF LESS
7. SET UP THE NEXT APPOINTMENT BEFORE SAYING GOODBYE
3. THE 7 STEPS OF WORKING WITH BUYERS
CONVERT THE LEAD
• ASK THE RIGHT QUESTIONS (WHO, WHAT, WHEN,
WHERE & WHY)
• CALL BACK ALL LEADS WITHIN 5 MINUTES FROM INITIAL
CONTACT, OR LESS!
• GET INTO THE RIGHT MINDSET
• AVOID FRUSTRATION
4. THE 7 STEPS OF WORKING WITH BUYERS - CONVERT THE LEAD
TYPE OF LEADS
• 30 DAYS OR LESS
• SIGN BUYER AGREEMENT
• PRE-APPROVED
• DON’T NEED TO SELL
• WILL DROP EVERYTHING IF
YOU CALL
• UN-MOTIVATED
• TIME SUCKERS
• WEEKEND RUINERS
• ENERGY WAISTING
• PRE-QUALIFIED
• MAYBE WILL WORK WITH YOU
“A” LEAD “B” LEAD
FOR BUSHARI
AGENTS ONLY
5. THE 7 STEPS OF WORKING WITH BUYERS - PRE-QUALIFY THE LEAD
LEAD CONVERSION SCRIPT MUST HAVE
1. KEEP THE BUYER ON THE PHONE LONG ENOUGH TO ANSWER THEIR
QUESTIONS, BUILD RAPPORT & SET UP AN APPOINTMENT
2. FIND OUT IF THEY ALREADY HAVE AN AGENT
3. FIND OUT IF THEY HAVE A HOUSE THEY NEED TO SELL FIRST
4. FIND OUT WHAT IS THEIR FINANCING SITUATION IS
5. FIND OUT WHAT THEY ARE LOOKING FOR
6. FIND OUT WHAT IS THEIR TIME FRAME
7. FIND OUT THEIR MOTIVATION
8. CLOSE FOR THE APPOINTMENT
6. THE 7 STEPS OF WORKING WITH BUYERS - PRE-QUALIFY THE LEAD
BUYER PRE-QUALIFICATION SCRIPT
“IN CASE WE GET DISCONNECTED, WHAT IS THE BEST
NUMBER TO CALL YOU BACK?”
• GET THE LEAD’S CONTACT INFORMATION
FOR BUSHARI
AGENTS ONLY
7. THE 7 STEPS OF WORKING WITH BUYERS - PRE-QUALIFY THE LEAD
BUYER PRE-QUALIFICATION SCRIPT
“I ASSUME BECAUSE YOU ARE CALLING ME DIRECTLY,
THAT YOU’RE NOT WORKING EXCLUSIVELY WITH
ANOTHER REALTOR. IS THAT CORRECT?”
• PATTERN INTERRUPTION
• CODE OF ETHICS
FOR BUSHARI
AGENTS ONLY
8. THE 7 STEPS OF WORKING WITH BUYERS - PRE-QUALIFY THE LEAD
BUYER PRE-QUALIFICATION SCRIPT
“IDEALLY, HOW SOON DO YOU WANT TO BE IN YOUR
NEXT HOME?”
• TIME MOTIVATION
• REALISTIC EXPECTATIONSFOR BUSHARI
AGENTS ONLY
9. THE 7 STEPS OF WORKING WITH BUYERS - PRE-QUALIFY THE LEAD
BUYER PRE-QUALIFICATION SCRIPT
“HAVE YOU SEEN ANY HOMES THAT YOU HAVE LIKED?”
• WHAT DID THEY LIKE / DISLIKE?
• DID THEY SUBMIT AN OFFER?
• DO THEY WANT TO SUBMIT AN OFFER?
• WHY DIDN’T THE OFFER GO THROUGH?
FOR BUSHARI
AGENTS ONLY
10. THE 7 STEPS OF WORKING WITH BUYERS - PRE-QUALIFY THE LEAD
BUYER PRE-QUALIFICATION SCRIPT
“IF I WERE TO SHOW YOU A HOME THAT WOULD FIT ALL
OF YOUR NEEDS AND THIS IS THE HOME YOU’VE BEEN
LOOKING FOR, ON A SCALE OF 1-10, WITH TEN MEANING
THAT YOU WOULD IMMEDIATELY BUY THE HOME, WHERE
WOULD YOU RATE YOURSELF?”
“WHAT WOULD IT TAKE TO GET YOU TO A TEN?”
• ARE THEY REALISTIC?
• ARE THEY DEAL HUNTERS?
FOR BUSHARI
AGENTS ONLY
11. THE 7 STEPS OF WORKING WITH BUYERS - PRE-QUALIFY THE LEAD
BUYER PRE-QUALIFICATION SCRIPT
“WHAT IS THE NAME OF THE LENDER THAT PRE-
APPROVED YOU?”
“WHAT PRICE RANGE HAS THE LENDER PRE-APPROVED
YOU FOR?”FOR BUSHARI
AGENTS ONLY
12. THE 7 STEPS OF WORKING WITH BUYERS - PRE-QUALIFY THE LEAD
BUYER PRE-QUALIFICATION SCRIPT
“HAVE YOU PURCHASED A HOME IN MASSACHUSETTS
BEFORE?”
“I’D LOVE TO REVIEW THE PURCHASE PROCESS WITH
YOU”
• GET THE APPOINTMENT
• MEET THE LEVEL OF COMMITMENT
• POINT OF DIFFERENTIATION
FOR BUSHARI
AGENTS ONLY
13. THE 7 STEPS OF WORKING WITH BUYERS - THE BUYER PRESENTATION
THE BUYER PRESENTATION
OBJECTIVES
• SET YOUR EXPECTATIONS FROM THE BUYER
• GET ON THE SAME PAGE
• GET THE BUYER’S COMMITMENT
FOR BUSHARI
AGENTS ONLY
14. THE 7 STEPS OF WORKING WITH BUYERS - THE BUYER PRESENTATION
THE BUYER PRESENTATION - TIPS
• GET A NEED AND WANT LIST
• IF YOU’RE WORKING WITH A COUPLE, HAVE THEM
WRITE THEIR LIST SEPARATELY, AND THEN COME UP
WITH A LIST TOGETHER
• TAKE THE LIST WITH YOU TO THE SHOWINGS
15. THE 7 STEPS OF WORKING WITH BUYERS - THE BUYER PRESENTATION
THE BUYER PRESENTATION - SCRIPTS
“BEFORE WE GET STARTED, THERE ARE A FEW
DISCLOSURES I MUST PRESENT TO YOU”
• EXPLAIN AGENCY RELATIONSHIPS
• EXPLAIN THAT THE SELLER’S AGENT IS NOT ON THEIR
SIDE, BUT YOU ARE.
• YOU MAY BE THE ONLY AGENT WHO PRESENTED THE
MANDATORY DISCLOSURE TO THE BUYER - ACT ON IT.
FOR BUSHARI
AGENTS ONLY
16. THE 7 STEPS OF WORKING WITH BUYERS - THE BUYER PRESENTATION
THE BUYER PRESENTATION - SCRIPTS
“LET’S TAKE A MOMENT TO REVIEW THE BUYING
PROCESS. YOU ARE HERE (INITIAL INTERVIEW). AS YOU
CAN SEE, THE NEXT STEP IS SIMPLY SIGNING THE BUYER’S
AGREEMENT AND I’LL EXPLAIN THAT FURTHER IN A
MOMENT”
• OFFICE POLICY
• EVERYBODY IS SIGNING IT
FOR BUSHARI
AGENTS ONLY
17. THE 7 STEPS OF WORKING WITH BUYERS - THE BUYER PRESENTATION
THE BUYER PRESENTATION - SCRIPTS
“I’M GETTING PAID BY THE SELLER’S AGENT, EVEN
THOUGH MY FIDUCIARY OBLIGATIONS ARE TO YOU.
ALTHOUGH MY COMMISSION IS A PERCENTAGE OF THE
SALE’S PRICE, MY OBJECTIVE IS TO GET YOU THE LOWEST
PRICE POSSIBLE, THIS IS WHY…”
• “I BUILD MY BUSINESS ON REFERRALS…”
• “WHEN YOU CALL ME 3-5 YEARS FROM NOW AND ASK
ME TO LIST YOU HOME FOR SALE, I WANT TO KNOW
THAT YOU WILL MAKE A GREAT PROFIT…”
FOR BUSHARI
AGENTS ONLY
18. THE 7 STEPS OF WORKING WITH BUYERS - THE BUYER PRESENTATION
THE BUYER PRESENTATION - SCRIPTS
“WHILE THE AVERAGE AGENT IS RELYING ON THE MLS TO
FIND HOMES, I ALSO USE OTHER METHODS”
• DIRECT MAIL
• FOR SALE BY OWNERS
• PRE-MARKET OPPROTUNITIES
• EXPIRED / CANCELED LISTINGS
• COLD CALLING
FOR BUSHARI
AGENTS ONLY
19. THE 7 STEPS OF WORKING WITH BUYERS - THE BUYER PRESENTATION
THE BUYER’S AGREEMENT - SCRIPT
“THIS IS OUR BUYER’S AGREEMENT, IN ORDER FOR ME TO
BETTER SERVE YOU AND TO GIVE YOU ALL THE TIME THAT
YOU NEED, I NEED TO ASK YOU TO WORK WITH ME
EXCLUSIVELY”
FOR BUSHARI
AGENTS ONLY
20. THE 7 STEPS OF WORKING WITH BUYERS - THE BUYER PRESENTATION
THE BUYER’S AGREEMENT - OBJECTIONS
• THEY DON’T TRUST YOU
• THEY DON’T FEEL COMFORTABLE
• THEY DON’T WANT TO PAY YOU
21. THE 7 STEPS OF WORKING WITH BUYERS - THE BUYER PRESENTATION
THE BUYER’S AGREEMENT - OVERCOMING OBJECTIONS
THEY DON’T TRUST YOU / THEY DON’T FEEL COMFORTABLE
“I UNDERSTAND YOUR CONCERNS. LET’S ADDRESS THIS
FOR ONLY ONE MONTH FROM TODAY. YOU GIVE ME ONE
MONTH TO PROVE TO YOU WHAT TYPE OF AGENT I AM
GOING TO BE FOR YOU AND HOW HARD I AM GOING TO
WORK FOR YOU. IF AFTER A MONTH, YOU ARE NOT HAPPY
WITH MY SERVICES, OR IF I’M NOT HAPPY WITH OUR
RELATIONSHIP, WE PART WAYS AND THIS AGREEMENT WILL
BE NULL AND VOID”
FOR BUSHARI
AGENTS ONLY
22. THE 7 STEPS OF WORKING WITH BUYERS - THE BUYER PRESENTATION
THE BUYER’S AGREEMENT - OVERCOMING OBJECTIONS
THEY DON’T WANT TO COMMIT TO THE COMMISSION
“I UNDERSTAND YOUR CONCERNS. IN MOST EVENTS, I WILL BE
PAID BY THE SELLER OR THE SELLER’S AGENT, AS DISCUSSED
BEFORE. YOU WILL KNOW, BEFORE PRESENTING AN OFFER, IF
MY COMMISSION OR A PORTION OF MY COMMISSION IS DUE
FROM YOU, AND WE CAN ALWAYS NEGOTIATE IT IN THE
OFFER”
“LET’S WRITE THAT IN ANY EVENT, MY COMMISSION WILL BE
WHATEVER IS OFFERED THROUGH THE MLS, SO NOTHING WILL
BE DUE FROM YOU”
FOR BUSHARI
AGENTS ONLY
23. THE 7 STEPS OF WORKING WITH BUYERS - THE BUYER PRESENTATION
THREE TIMES OUT - SCRIPT
“I FOUND THAT 70% OF MY BUYER CLIENTS FIND THEIR
HOME AT THE FIRST TIME OUT WITH ME, AND ALMOST
100% FIND THEIR HOME WITHIN THREE TIMES OUT. DOES
THAT SURPRISE YOU?”
FOR BUSHARI
AGENTS ONLY
24. THE 7 STEPS OF WORKING WITH BUYERS - THE BUYER PRESENTATION
THREE TIMES OUT - SCRIPT
“THIS IS THE REASON WHY: I’M VERY CAREFUL SINCE I
DON’T WANT TO WAIST ANY OF YOUR TIME. THIS IS HOW
IT WORKS, EVERY DAY I’M PROACTIVELY IN THE MARKET, I
KNOW THE MARKET LIKE THE BACK OF MY HAND AND IN
FACT I’VE ALREADY SEEN MOST OF THE PROPERTIES I’LL
BE SHOWING YOU.”
FOR BUSHARI
AGENTS ONLY
25. THE 7 STEPS OF WORKING WITH BUYERS - SHOWING PROPERTIES
THREE TIMES OUT - TIPS
• “KEEP IN MIND, WHILE YOU’RE THINKING ABOUT IT TONIGHT, SOMEONE
ELSE WAS THINKING ABOUT IT LAST NIGHT AND IS MAKING A DECISION ON
IT TODAY”
• ALWAYS COMPARE 2 PROPERTIES
• ALWAYS SHOW THE BEST HOME FIRST
• KEEP THE BUYER ENGAGED WHILE YOU’RE DRIVING AROUND
• LET THE BUYER MARK THEIR POINTS OF INTEREST ON A MAP
• POINT OUT SOLD PROPERTIES
• PRINT UNDER AGREEMENT AND SOLD PROPERTIES TO ENHANCE URGENCY
FOR BUSHARI
AGENTS ONLY
26. THE 7 STEPS OF WORKING WITH BUYERS - SHOWING PROPERTIES
THE NEXT APPOINTMENT
ALWAYS SET UP THE NEXT APPOINTMENT WHILE YOU’RE
WITH THE BUYERS!
• AVOID PAINFUL FOLLOW UPS
• INCLUDE THE BEST PROPERTY ON THE SECOND TOUR
• INCLUDE THE BEST TWO PROPERTIES ON THE THIRD
TOUR
FOR BUSHARI
AGENTS ONLY
