I have had the pleasure of helping many people find the right home and I take pride in that accomplishment. One thing that I have learned over time is that it is most important to understand your needs and concerns before we start. So tell me… What concerns do you have about working with an agent to find your new home? (Listen and take notes) Good. We’ll talk about that. Next, what are your expectations of me, specifically? (Listen and take notes.) Yes, I can understand. And lastly, the best compliment I can receive is when one of my clients refers me to a family member or friend. What would it take for you to do that? ( Listen and take notes) Perfect. I’ll be sure to keep that in mind. Thank you for sharing your concerns and expectations. As we talk, I think your concerns will be addressed. And if you have any questions along the way, don’t hesitate to ask. All right? Good.
As I mentioned earlier, home buying is a process that includes many parts and individuals to make a transaction close smoothly. From your needs analysis to mortgage pre-approval and selection, offer negotiation and acceptance, through inspections and closings, my goal is for the process to go as smoothly as possible for you. How does that sound? (wait for their response) Let’s go through them one by one. Note to sales associate: The buyers may have some past experience buying and selling. Do not skip over this section if the buyers are experienced, though you may choose to tailor it.
Mr. & Mrs. ____, what are you looking for in your new home? (take notes and validate ) Have you looked at any homes yet? What did you like about them? What didn’t you like? Thank you. Now what would you consider to be extra special if you could find it in your next home ? (take notes again) Good. Thank you. And lastly, when you look at your current home, what if anything would you take with you if you could? (take notes) Thank you. I’ll be sure to keep these in mind during my property searches.
NOTE TO SALES ASSOCIATE: Tailor your talking points to the buyer’s experience, for example first time buyers vs. repeat buyers. Mr. & Mrs. ____, most people finance an investment of this size and the best way to position yourself as strong buyers with a mortgage preapproval. Are you familiar with the prequalification and preapproval processes? [Listen for their response and ask them to expand on their knowledge so that you can proceed accordingly, acknowledging and clarifying for them.] Great! Now, mortgage programs may vary, but some items remain constant from program to program and lender to lender. I’d be happy to refer you to three lenders in the area so that you can learn more about what they have to offer and get pre-approved. [If the buyer is already working with a lender and you will be representing them, ask for the lender’s contact information] Excellent. That preapproval will really put you in the driver’s seat, especially when it comes to multiple offers.
Now that we have the financing in order, we can start the home search. Mr. & Mrs. ____ , as I mentioned, I helped many people just like you find their dream home. And one of the reasons that I have been so successful is that I search for homes differently than most agents. Most real estate agents use only the Multiple Listing Service to locate homes for buyers. As your representative, I’m going to utilize as many resources as I can to help locate your new home. As you can see from this list, I’ll tap into the for sale by owners as well as listings that were on the market in the past and didn’t sell. I’ll even research areas of interest to you even if there aren’t any available properties on the market at the current time. How does that sound? [wait for response] Excellent. Mr. & Mrs. ____, have you been to many open houses? [wait for their response] If you should decide to visit an open house or a for sale by owner property on your own and you would like to buy it, let me know. Remember, I’m working for you and my ability to negotiate on your behalf will definitely be an asset in the process. Just let me know where the property is and I’ll go to work to learn everything that I can and arrange a time for you to see it. I’m sure that using all these methods of research and discovery, we should find your next home in no time. Don’t you agree? Good. Any questions before we continue ? [wait for response/handle any objections] Okay, let’s go on. Let’s talk about previewing homes. After each home that we view, we’ll evaluate to see where it falls in your likes and dislikes. Most importantly, feel free to stop me when you find the home you love, whether it’s house number 1 or house number 10. First impressions should not be ignored, and sometimes, the home we think about today is gone tomorrow. NOTE TO SALES ASSOCIATE: The remaining slides may be combined and presented as an overview with detail to follow prior to writing an offer.
And speaking of offers, there is sometimes a gap between the average sales price in an area and a seller’s asking price for their property. When you find a home that you want to buy, we’ll be sure to compare it to recent sales in the area so that you can be comfortable with your offering price. We will also work on negotiating strategies to assure that you feel you purchased your home for the best price and terms possible. Sound good? [wait for approval] Good! I would like to stress the importance of written offers at this time. While it may seem time consuming, sellers are more apt to negotiate a written offer than a verbal one. Also, I have seen many a disappointed buyer where their verbal negotiation goes by the wayside when the sellers receive a written offer from another buyer. And I would rather go through the process of presenting a written offer which puts you in the driver’s seat to accept or reject a counter offer. Agree? [wait for approval] Good.
Note to sales associate: Tailor the talking points as needed Have you ever been through a negotiation where you felt like you gave everything and received nothing in return? [wait for their response and let them elaborate] So, you are well aware that the goal in negotiations is for all parties to feel that they have made the best deal and that creating ill-feelings during the negotiation process can make the reset of the transaction stressful for everyone involved. Let me explain how I will work on your behalf to ensure a win-win outcome for you and the sellers. First, we’ll discuss some strategies prior to writing the offer – strategies that will make the counter process go more smoothly – such as paying a lower price for the home for an extended closing date, or visa versa, based on the needs of either party. Or negotiating price for minor structural needs such as hot water heaters, air conditioners, etc. Then, I will personally deliver your offer to the seller’s agent and represent you fully to him/her. If at all possible, I will present your offer directly to the seller and their agent on your behalf. In that way, you can be comfortable knowing that your offer will be presented in it’s most positive light. And as I mentioned earlier, I will never divulge any confidential information to the sellers or their agent . [Questions?] Okay. I will also keep the negotiations moving in a timely manner to avoid multiple offers being submitted during negotiation . And as an unbiased third party, I will keep the transaction at arm’s length without the emotion that you and the seller will expectedly have. That will be nice, won’t it.
The inspection process can be daunting and I’ll be there with you every step of the way. I’ll accompany you on the inspections as an interested third party. During stressful times, small items can sound big. I’ll serve as an extra pair of ears and eyes and assist in repair requests to the seller should there be any. We’ll also look at some ways to make your new home more energy efficient at minimal expense that may save you hundreds of dollars each year.
It is critical to complete and submit paperwork quickly to ensure a mortgage commitment by the due date. Stay in touch with your loan officer regularly to keep ahead of any issues that might arise. I will also be in touch with the loan officer and with the property appraiser to be sure that everything is moving along as it should.
We’ll walk through the property within the last 24 hours before the closing just to be sure everything is as was represented in the contract. And lastly, attend a smooth and pleasant closing. I’ll accompany you to the closing and be available to answer any questions that may arise. And speaking of questions, do you have any at this time? (Wait for their response) The most important thing to remember is that I’m here to make this work for you. Whatever you need all you have to do is ask and if I don’t have the answer, I’ll get it for you just as soon as possible.
And, Mr. & Mrs. ______, my job doesn’t end at the closing table. I want to be your agent for life. Don’t hesitate to call on me if you have any questions. If I can’t answer them, I’ll point you in a direction to find the answer. And I hope that if you are satisfied with my services, that you will tell your friends, family and colleagues about me. Mr. & Mrs. _____, based on what we’ve discussed are you comfortable with having me represent you in the search and purchase of your home? Great, let’s get started!
Joyce & chris hanson buyers consultation
Finding Your New HomeJoyce & Chris Hanson“A Powerful Connection”Better Homes and GardensReal Estate Gary Greene 1
Understanding Your Expectations What concerns do you have about working with an agent to find your new home? What are your expectations of me? What would it take for you to refer me to your family and friends?2
The Seven-Step Home Buying Process 1. Needs analysis 2. Financing application and pre-approval 3. Home preview and selection 4. Offer and Negotiation 5. Property Inspections 6. Final financing approval 7. Closing3
Step One: Home Buyer Needs Analysis Have you looked at any homes yet? What did you like about them? What didn’t you like? What would make your new home a special find? If you could take one thing with you from your present home, what would it be?4
Step Two: Financing Have you worked out the details of how you will pay for your new home?5
Step Three: Home Preview and Selection Internet – www.bhgrealestate.com – www.realtor.com Multiple Listing Service Yard Signs For Sale By Owner Properties Expired Listings Print Advertising6
Step Four: Offer and Negotiation Competitive Market Analysis Recently sold homes Current competition Homes that did not sell Written Offers Leverage your negotiating power7
Offer and Negotiation Your advocate during negotiation Assist you in strategizing and counter offers for the best price and terms Deliver your message clearly and professionally to the seller and their agent Keep the seller and their agent moving in a timely manner Keep the transaction at arm’s length while maintaining a professional attitude and demeanor8
Step Five: Inspections Home Inspection – Home Warranty Wood Boring Insects Radon, Asbestos, Lead, Mold, etc. Suggestions on Greening – Ways to make your home more energy efficient9
Step Six: Final Financing Approval You Submit documentation in a timely manner Provide lender with additional documents as required Stay in touch with the mortgage officer Me Communicate with the appraiser Stay in touch with the mortgage officer10
Step Seven: Closing Accompany you within the last 24 hours prior to closing – Avoids closing table issues Attend the closing and bring all transaction documents Be available to answer any questions regarding the transaction that may arise11
Building Relationships for Life Call on me at any time Tell your friends and colleagues about the service you received12