Real Estate Buyer Agency Agreements Presentation


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In a highly competitive world, getting the Buyer’s attention is only the beginning of winning them over. There is an art to convincing the buyer that you’re the best REALTOR® for them! …and it’s important for you to know if they are the right client for you! This program is a 1 hour review of the steps necessary to interview the buyer, share your skills and resources with them and then get them to sign the Buyer Agency Agreement. We’ll explore the agency agreement as a tool in the process. Objection handling, agreement clauses and execution of the agreement will all be addressed in this session!

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Real Estate Buyer Agency Agreements Presentation

  1. 1. Demystifying The Mystery of Buyer Agency Agreements Matthew Rathbun, REALTOR® ABR, ABRM, AHWD,, CRB, CDPE, CSP, e-PRO, GREEN, GRI, SFR, SRS, SRES EarthCraft and Eco-Broker Certified Copyright© 2005-2012
  2. 2. Four Act Play1 2 Treasures3 The Interview 4The Agreement OVercome Objections
  3. 3. Act 1 The TreasuresReviewing The Benefits
  4. 4. Confidentiality of Offers1:9 - Maintain Confidentiality1:13 - Must Must Advise •Company Policy •Compensation Paid •Possibility of Dual Agency •Buyer’s Offer is not Confidential1:15 - Realtors® must disclose the other offers and theirauthors with permission of the Seller
  5. 5. Yep,Its In there!
  6. 6. Benefits Of The Agreement Outlines Limits Mutual Role Responsibility Defines Loyalty Required Ensures You’veDisclosed All That You By Law Must Shows Evidence of Agreement and Disclosures
  7. 7. Act 2 The InterviewGetting To Know One Another
  8. 8. Trust and Transparency First Signatures Come Second
  9. 9. You Have 2 Ears
  10. 10. What Makes You Different ?• Military Family• Golfer• Waterfront Specialist• Second Home Specialist• Use of Technology• ABR Designee• ________________________
  11. 11. Presentations Keep You ON TRACK
  12. 12. What Do They Do When They See That Perfect Home?
  13. 13. Before We Take Off... • Have you worked with another agent? • What are you looking for? • Why are you moving? • Are you qualified? • When did you last buy? • How did you find me?
  14. 14. How Texting Shall Working We Hours Communicate? DigitalSignatures eMail Showing Times
  15. 15. Identify All The Decision Makers
  16. 16. Feedback Confidentiality
  17. 17. Coldwell Banker Elite 5444 Jefferson Davis Highway, Suite 100 Fredericksburg, Virginia 22407Buyer Name: Property Address: Date Viewed:Showing Feedback FormHome Features Poor Satisfactory Good Excellent Appealing Features:Curb AppealNeighborhood’s DesirabilityInterior LayoutInterior ConditionCommute to WorkPurchasing ConsiderationsLikelihood of making an Offer Undesirable Features:Asking PriceNotes: __________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________If request by the Seller, may we share your feedback with the Listing Agent of this property? Yes No 17
  18. 18. Act 3 The AgreementPutting It In Writing
  19. 19. Each Paragraph Is A Talking Point
  20. 20. Act 4Overcoming Objections Drawing Conclusions
  21. 21. No Scripts, Just Understanding• “I Don’t Want To Commit To Anything”• “I Can’t Pay A Commission”• “I’m Working With Another Agent”• “The Other Agent Didn’t Make Me Sign”• “I’ve Never Singed Before”
  22. 22. My Objection Is:Their Objections Maybe:
  23. 23. @mattrathbun CE - 64432 PLE - 64433