Download to read offline
Uploaded byRick Tankersley - 210.788.9690
Buyer process
This document provides guidance and instructions for real estate agents on various aspects of the buyer and seller process. It discusses setting up a daily schedule, creating a list of sphere of influence (SOI) contacts to call using a script, organizing files and binders. It also provides tips on finding buyer leads through SOI, renters, Facebook, Craigslist, and open houses. Further sections outline quick phone call scripts, follow up scripts, strategies for Craiglist and Facebook posts, focusing on open houses, follow up techniques, interviewing buyers, showing homes, and closing techniques. The overall document aims to equip real estate agents with best practices and templates to effectively manage contacts and guide buyers and sellers through the full real estate process
More Related Content
More from Rick Tankersley - 210.788.9690
Buyer process
- 1.
- 2. Homework Review Create aSchedule List Your SOI and divide By 20 Call SOI using script Get a Binder and Dividers labeled 1-31
- 3. Where to FindBuyers • SOI - Database • RENTERS • Facebook • Craigslist • Open Houses
- 4. SALES IS ACONTACT SPORT. With that being the case, why is it so many salespeople want to fight the premise that sales is a contact sport and leave all of their selling completely to something as cold as email or social media postings? two types of salespeople 1. Salespeople who spend all of their time gathering information and “preparing” to prospect, but never actually engage with the prospect. 2. Salespeople who believe if they just pepper prospects with unsolicited emails, they will get the business they need. ▪Sales is about engaging the customer — making the call, whether it be by telephone or in-person. ▪It’s time we quit using excuses. I’ve heard all of them! It’s time we embrace that sales is a contact sport and it’s our job to make the contact ---- The Sales Hunter "I am Totally Committed to my Success"
- 5. DAILY SCHEDULE The MostImportant thing you can do in business is create a daily, productivity- centered schedule. "I am Totally Committed to my Success" (c) Tankersley Training Inc
- 6. Quick Phone Call ▪Hi! How are you? ▪ I am calling because I am in the middle of a real estate course and I won’t be able finish and get my certification until I get 10 names and numbers of people who may want to buy or sell a home? ▪ Who do you know that is moving or looking for a home? ▪ (anyone in your church, job, pta, network, neighbors, family members, etc?) ▪ Thank you so much! How about you? When do plan on moving??
- 7. Standard Follow Up •Hi John! This is ___ with Exp Realty. Are you still planning to buy a new home?(yes) How soon do you think that will be? (-?-) Let’s get together and talk about it. • Carrots for follow up CLICK HERE
- 8. Lease with Rightto Purchase homepartners.com Qualifications • 550 Credit Score or Above • Minimum $50,000 household income • No Broken leases Who needs this program: • First Time Home Buyers with little credit • New in town buyers wanting to “try out” the area • Bruised Credit • Over-extended DTI • Not quite ready to buy • Anyone who is going to rent a home Tip to find prospects: Search MLS for neighborhood with lots of rentals ->Print RENTED status 12 months back ->Knock on the renter’s door and offer a “lease with right to purchase” program ->Ask for Referrals
- 9. HUDHOMESTORE.COM Fill in Stateand County and hit search
- 10. HOW AND WHATTO POST ON CRAIGSLIST What to post – Other Agents Listings, Hudstore.com listings, Your own listings When to post – Everyday (at least 5-10 ads) How to Post - You can post manually or use KVCore for automated posts (make sure to edit the posts for effectiveness) What the ad should look like: ▪ Eye-catching Headline with a good hook, ie School District, Area, Subdivision, Unique Feature, Bargain, HUD, foreclosure, low payment, Open House, etc ▪ A few good pictures (no more than 4) ▪ Short Description ▪ Call to action and phone # ▪ Use a reference code (street address number and first letter of street. Example: 1234S
- 11. HOW AND WHATTO POST ON FACEBOOK MARKETPLACE What to post – Other Agents Listings, Hudstore.com listings, Your own listings When to post – Everyday (at least 5-10 ads) How to Post - Log in to Facebook, Click Market Place, Click “Selling Something” – Choose “Item For Sale” , Select a Category – Choose “Property for Sale”, Fill in form and paste pictures
- 12. Focus on OpenHouses (detailed instructions click here ) • Success Elements • LOTS of directional signs • Be on time • Be “present” • Have a give away entry form • Ask the right questions/Say the right things • Entering – • a. ARE YOU LOOKING FOR A NEW HOME FOR YOURSELF?? • b. DO YOU HAVE A PROPERTY YOU NEED TO SELL BEFORE YOU CAN BUY? • c. CAN YOU TELL ME A LITTLE BIT ABOUT WHAT YOU ARE LOOKING FOR IN A HOME? • d. WOULD YOU MIND GIVING ME A LITTLE FEEDBACK ON THE HOME BEFORE YOU LEAVE • Exiting – • a. CAN YOU GIVE ME A LITTLE FEEDBACK I CAN SHARE WITH THE SELLER? • b. IS THIS A HOME YOU WOULD BUY? • c. I HAVE 5 MORE OF THE “HOTTEST BUYS” IN THE AREA • d. WOULD YOU LIKE TO SEE THEM TODAY AROUND 4PM? • Set appointment • Follow Up
- 13. #1 Key toWorking with More Buyers FOLLOW UP
- 14. Follow Up Fallacies •Buyers always tell the truth • They are not moving until the summer, end of year, etc • They will call you when ready • Your connection is strong. They will only use you • They are just not ready yet
- 15. Relentless Follow Up •Add every email address to MLS search • Add every lead to Kvcore Campaign • Add every lead “Deal of the Week” Email distribution list • Friend or Follow every lead on social media • Create a LEAD SHEET and Add EVERY LEAD to 1-31 File • Prioritize Leads • A = Have met, will buy – Call Every day • B = Haven’t met but still open – Call 2-3 times per week • C = Still Answer Your Call – non-committal– Once a week • D = Never answers – Once every 2 weeks
- 16. Standard Follow upScript • Hi John! This is ___ with Exp Realty. Are you still planning to buy a new home?(yes) How soon do you think that will be? (-?-) Let’s get together and talk about it. • Carrots for follow up CLICK HERE
- 17. 1-31 File • EVERYLEAD HAS A LEAD SHEET • EVERY LEAD IS ASSIGNED A NUMBER (1-31) FOR THE DAY OF THE MONTH YOU WILL FOLLOW UP • WHEN YOU FOLLOW UP, ASSIGN A NEW DAY AND MOVE TO THAT DIVIDER • CARRY BINDER EVERYWHERE
- 18. Buyer Process • SetAppointment • Interview • Re-set Expectations • Scour the MLS for the PERFECT Home • Find 3 that fit and 1 Ugly house • Show the Ugly First • Show the Next House • Close in every house!
- 19. Nothing happens untilyou…. SET APPOINTMENT
- 20. First Appointment • Meetat an office or neutral location ( be safety-minded) • Alternative … meet at the house (My personal preference) • Buyers NEVER buy the house they called about • Do a THOROUGH interview (Use the Dream Maker script) • Sign the Buyer Rep • Agree on time to look at houses (now or later)
- 21. Successful Process Dependson…. THE INTERVIEWhttps://drive.google.com/file/d/1GMrs6HApbOcuWNa3blYG4Xy3yKtErKgC/view
- 22. My goal isto help you find the home of your dreams. I want to make sure that I only show you homes that meet your specific criteria. I call these the “DREAM MAKERS.” Of Course, I also want to make that I DO NOT show you anything you don’t want to see. So if there is anything that you want to specifically avoid, (DEAL BREAKERS) please let me know about these and I will avoid them at all costs. So let’s start with the basics: (DIG DEEP! Find the Pain!!) 1. Tell me about why you are moving and what you want in a home. 2. Any problems with your current place? 3. Remind me, do you rent or are you buying your house? 4. What is your current monthly payment? 5. How soon would you like to be in a new home? 6. How many people will live in the home? (Kids? Ages? Names, Etc) 7. Do you have any pets? What kind? 8. What size of home do you want? # beds_____ # baths_____ square footage_____ 9. Is the yard important? Why? 10. What room do spend the most time in when you are home? Why? 11. Do you guys mostly cook at home or do you eat out a lot? 12. Who does the cooking? 13. What features are important in the kitchen? 14. Do you entertain a lot? 15. What would you say are the features in a home that you MUST HAVE?
- 23. 16. What areaof town is a MUST? 17. Is the school district important to you? Which one? Why? 18. Have you ever thought of looking at brand new homes? 19. Where do you work? Where does your spouse work? 20. How long have you been working there? 21. What are your hours like? 22. Just to be clear, you want to be in ___ School district (or specific area)? 23. Tell me about your dream home! What is MOST important to you in a home? 24. What would you like to avoid when looking at homes? What features do you not like? 25. You say you are paying $1500 for your current house with ______ issues. What would you feel comfortable paying for your dream house each month? 26. OK. So if we found everything you are looking for (summarize), do you have any leeway? What is the maximum you would pay? 27. I will NEVER show you home that is more than you wish you wish to pay. (even if you beg me LOL) 28. This is a tall order but I believe we can find you what you are looking for! It may be tough, but I am sure there are, at least, a few homes in the area you want with the features you like 29. I am going to get to work and I wont rest until we come up with a home that fits your wants, needs and budget 30. All I need you to do is to sign this Representation agreement so I can go to work for you!
- 24.
- 25. Compliance Note BEFORE PLACINGAN OFFER ON A HOME, MAKE SURE TO PROVIDE YOUR CLIENT WITH A CMA/BPO TO ASSIST IN HELP MAKING THEIR DECISION. BUYERS MUST HAVE A CLEAR UNDERSTANDING OF THE MARKET VALUE OF THE HOMES THEY ARE CONSIDERING. IT IS THE RESPONSIBILITY OF THE REAL ESTATE TO PROVIDE CURRENT AND ACCURATE HOME VALUES BEFORE AN OFFER IS MADE.
- 26. Searching for Homesto Show Use the Criteria to find 3 houses that are a match Also determine if there are new home builders in the appropriate area within budget Find a foreclosure, estate sale or fixer upper in the same area
- 27. Order to showhomes 1. Fixer Upper 2. The homes that meet criteria 3. New Construction if applicable ALWAYS BE CLOSING THE BEST HOUSE TO SELL IS THE ONE YOU’RE STANDING IN
- 28. Close • GET 5– 7 Yes’s • I can tell you really like this house! We better make offer before it is gone! • Wow! I can’t believe this has almost everything on your list! I should start the offer paperwork right away! • Let’s get the offer ready! • I am so excited for you guys. Let’s go I at full price and ask for closing costs.
- 29. Objections We want tosee more homes! Why? You agreed that this one has everything you wanted. Do you want to risk losing it? We have only seen 3 homes! I can understand that you feel a little apprehensive because we found a great home so quickly. I hope you realize, though, in scouring through the area homes, I used your idea of the perfect home to narrow the search. Rather than show you every home available, I decided to show you only the homes that meet your wants, needs and budget. In watching you view this property, I could see you were envisioning your family living here. This is why I suggest placing an offer on this particular property rather than wasting your time searching and maybe lose a home you really like.
- 30. More Objections • Whatabout the other homes on the list? So we don’t take a chance on losing this one, let’s put an offer in and I will reschedule those for tomorrow. I really want to think about it. (Summary questions then…) what is there to think about? I want to think it over. There was a family who saw this home yesterday that said they wanted to think about it until today. Do you want to take the chance of losing it?
- 31. Where to FindBuyers • SOI - Database • Facebook/Instagram • Craigslist • Online Ads • Open Houses
- 32. Focus on OpenHouses (detailed instructions click here ) • Success Elements • LOTS of directional signs • Be on time • Be “present” • Have a give away entry form • Ask the right questions/Say the right things • Entering – • a. ARE YOU LOOKING FOR A NEW HOME FOR YOURSELF?? • b. DO YOU HAVE A PROPERTY YOU NEED TO SELL BEFORE YOU CAN BUY? • c. CAN YOU TELL ME A LITTLE BIT ABOUT WHAT YOU ARE LOOKING FOR IN A HOME? • d. WOULD YOU MIND GIVING ME A LITTLE FEEDBACK ON THE HOME BEFORE YOU LEAVE • Exiting – • a. CAN YOU GIVE ME A LITTLE FEEDBACK I CAN SHARE WITH THE SELLER? • b. IS THIS A HOME YOU WOULD BUY? • c. I HAVE 5 MORE OF THE “HOTTEST BUYS” IN THE AREA • d. WOULD YOU LIKE TO SEE THEM TODAY AROUND 4PM? • Set appointment • Follow Up
- 33. #1 Key toWorking with More Buyers FOLLOW UP
- 34. Follow Up Fallacies •Buyers always tell the truth • They are not moving until the summer, end of year, etc • They will call you when ready • Your connection is strong. They will only use you • They are just not ready yet
- 35. Relentless Follow Up •Add every email address to MLS search • Add every lead to Kvcore Campaign • Add every lead “Deal of the Week” Email distribution list • Friend or Follow every lead on social media • Create a LEAD SHEET and Add EVERY LEAD to 1-31 File • Prioritize Leads • A = Have met, will buy – Call Every day • B = Haven’t met but still open – Call 2-3 times per week • C = Still Answer Your Call – non-committal– Once a week • D = Never answers – Once every 2 weeks
- 36. Standard Follow upScript • Hi John! This is ___ with Exp Realty. Are you still planning to buy a new home?(yes) How soon do you think that will be? (-?-) Let’s get together and talk about it. • Carrots for follow up CLICK HERE
- 37. 1-31 File • EVERYLEAD HAS A LEAD SHEET • EVERY LEAD IS ASSIGNED A NUMBER (1-31) FOR THE DAY OF THE MONTH YOU WILL FOLLOW UP • WHEN YOU FOLLOW UP, ASSIGN A NEW DAY AND MOVE TO THAT DIVIDER • CARRY BINDER EVERYWHERE
- 38. Buyer Process • SetAppointment • Interview • Re-set Expectations • Scour the MLS for the PERFECT Home • Find 3 that fit and 1 Ugly house • Show the Ugly First • Show the Next House • Close in every house!
- 39. Nothing happens untilyou…. SET APPOINTMENT
- 40. First Appointment • Meetat an office or neutral location ( be safety-minded) • Alternative … meet at the house (My personal preference) • Buyers NEVER buy the house they called about • Do a THOROUGH interview (Use the Dream Maker script) • Sign the Buyer Rep • Agree on time to look at houses (now or later)
- 41. Successful Process Dependson…. THE INTERVIEWhttps://drive.google.com/file/d/1GMrs6HApbOcuWNa3blYG4Xy3yKtErKgC/view
- 42. My goal isto help you find the home of your dreams. I want to make sure that I only show you homes that meet your specific criteria. I call these the “DREAM MAKERS.” Of Course, I also want to make that I DO NOT show you anything you don’t want to see. So if there is anything that you want to specifically avoid, (DEAL BREAKERS) please let me know about these and I will avoid them at all costs. So let’s start with the basics: (DIG DEEP! Find the Pain!!) 1. Tell me about why you are moving and what you want in a home. 2. Any problems with your current place? 3. Remind me, do you rent or are you buying your house? 4. What is your current monthly payment? 5. How soon would you like to be in a new home? 6. How many people will live in the home? (Kids? Ages? Names, Etc) 7. Do you have any pets? What kind? 8. What size of home do you want? # beds_____ # baths_____ square footage_____ 9. Is the yard important? Why? 10. What room do spend the most time in when you are home? Why? 11. Do you guys mostly cook at home or do you eat out a lot? 12. Who does the cooking? 13. What features are important in the kitchen? 14. Do you entertain a lot? 15. What would you say are the features in a home that you MUST HAVE?
- 43. 16. What areaof town is a MUST? 17. Is the school district important to you? Which one? Why? 18. Have you ever thought of looking at brand new homes? 19. Where do you work? Where does your spouse work? 20. How long have you been working there? 21. What are your hours like? 22. Just to be clear, you want to be in ___ School district (or specific area)? 23. Tell me about your dream home! What is MOST important to you in a home? 24. What would you like to avoid when looking at homes? What features do you not like? 25. You say you are paying $1500 for your current house with ______ issues. What would you feel comfortable paying for your dream house each month? 26. OK. So if we found everything you are looking for (summarize), do you have any leeway? What is the maximum you would pay? 27. I will NEVER show you home that is more than you wish you wish to pay. (even if you beg me LOL) 28. This is a tall order but I believe we can find you what you are looking for! It may be tough, but I am sure there are, at least, a few homes in the area you want with the features you like . 29. I am going to get to work and I wont rest until we come up with a home that fits your wants, needs and budget 30. All I need you to do is to sign this Representation agreement so I can go to work for you!
- 44.
- 45. Close • GET 5– 7 Yes’s • I can tell you really like this house! We better make offer before it is gone! • Wow! I can’t believe this has almost everything on your list! I should start the offer paperwork right away! • Let’s get the offer ready! • I am so excited for you guys. Let’s go I at full price and ask for closing costs.
- 46. Objections We want tosee more homes! Why? You agreed that this one has everything you wanted. Do you want to risk losing it? We have only seen 3 homes! I can understand that you feel a little apprehensive because we found a great home so quickly. I hope you realize, though, in scouring through the area homes, I used your idea of the perfect home to narrow the search. Rather than show you every home available, I decided to show you only the homes that meet your wants, needs and budget. In watching you view this property, I could see you were envisioning your family living here. This is why I suggest placing an offer on this particular property rather than wasting your time searching and maybe lose a home you really like.
- 47. More Objections • Whatabout the other homes on the list? So we don’t take a chance on losing this one, let’s put an offer in and I will reschedule those for tomorrow. I really want to think about it. (Summary questions then…) what is there to think about? I want to think it over. There was a family who saw this home yesterday that said they wanted to think about it until today. Do you want to take the chance of losing it?