Real Estate Blog - Do you use Buyer Packets?

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Do you use Buyer Packets?

full portfolio When starting my real estate career, I was fortunate enough to briefly share an office with an excellent agent. She had a non-stop stream of clients and always seemed organized and well prepared. A technique that she absolutley espoused was the use of buyer packets. Hers were stuffed full with brochures and information about the area, along with some basics about real estate.

I've since developed my own version of a Buyer Packet and try to present it to every new client before we go out to view the first house. Inevitably, the time I forget to start out with a packet, the Buyer walks away to another agent as I was recently painfully reminded.

So ... here's a few of the things I include in my packet. I'd love to hear about yours!

List and definitions of commonly used real estate terms
A blank Purchase & Sale Form
Agency booklet
Buyer Agent Contract
Map of area (I get these from the local Chamber of Commerce for free)
List of area "departments" -- parks, schools, city hall, police department, Chamber of Commerce
Home Warranty Plans
Flow chart of a typical transaction
Printout of a sample listing (so that we can talk about how to read it!)
Where to go to find more information about a house
What to expect from me (i.e., how I work)
Stack of business cards!

I also include a Client Information Form that I ask them to complete so that I can start my file out right. They always fill it out without hesitation.

Your Dedicated Realtor & Active Rain Blogger, working the Auburn, Kent, Renton, Maple Valley, Federal Way, Covington, Puyallup, Sumner, Bonney Lake, Lake Tapps, and north/northeast Tacoma areas.

Posted by Gabrielle Nemes, GRI, SRS, Auburn, WA on 07/01/2009 06:09 AM

Comments (56)

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56 Comments on Do you use Buyer Packets?

JUL

Wow! I do use a buyer packet, but mine is very different from yours. I got some ideas from your list. Thanks for sharing.

We to use a buyers and sellers packet. We use many other items in the packet. The packets depend on the buyer, and where and how we give out the packets. Meaning it's different for a relocation especially if we send out the packet versus one that we hand out at an open house. We go very light on the forms and documents as we have found this sometimes scares the buyers away. We include things like notepads, football schedule, our pen or two, a buyers disc, a couple of articles, testimonials page, and bunch of other stuff. We may even hand this out in one of our bags we give out. If we give this out when we are meeting a buyer to view homes we insert the sheet for the homes we are going to view. ~Rita

Vickie: I'd really LOVE to hear what you have in your packet! Mine gets a little unwieldy and I'm always looking for ways to improve!

We are working implementing one. .a buyer packet is crucial for retention

We use some of the same items, but you gave me a few ideas to include! Professionalism and organization are a winning combination! Thanks and Have A Great Day!
Dick and Dixie Sells

Gabrielle, I used to use them all the time at a previous company. They are great and you are spurring me to put them together

I absolutely use a buyer packet. Always have. I treasure my buyers.

Too many agents treat good buyers like a "second hand Rose".

They'd rather be listing, but. . . .

Good for you.

I like it and use something similar to give all my clients with contact information and such. I need to do a "what to expect from me" page.

I use something similar too but with less items than what is on your list. That is closer to our relo package. However, what I can add from your list is a what to expect from me statement. I have a letter that has the common questions buyers ask, but adding more in this market about how I work or what I expect too, may be wise. I would be interested to know more details. Thanks I will check back.

How about a page giving 3-4 sentences explaining each available test/inspection and a price range for them. A sample highlited(in different colors) MLS printout showing how to read one.

I have a packet that I think after reading your list could use some more. . . like the real estate terms definitions idea. Thanks Gabrielle

Gabrielle, we do! We also have a buyers book that we bind with all all that info. It's what we use when we meet for our buyers orientation/consultation. We have a couple good magazines also about the various areas - Cary puts one out as does Midtown that we also include. Congrats on your

Great idea - The more information you provide to a client the more they are going to stick with you!

We use them too - we include a few worksheets that they can do on their own to hone in on what they really are looking for in the purchase.

Great idea to share I like your list... I also have a Buyers book and a First Time Homebuyers bible!

Hi Gay,

I do use a buyer's packet, but I also got a few ideas from your list and others comments. These packets need to be refreshed regularly if only to make them more interesting. Thanks for the post!

by the way, I really like your idea of a flow chart of the process. We have a large number of scientific/engineering types in our community and they connect with flow charts. Thanks for the idea!

I'm redoing my packet since heading to RE/MAX - good timing for me! This is an excellent list - I've never used these items all at once!

Wow, a featured post! Thanks so much!!!

Rita: Handing something like this out at an open house is a good idea! Probably wouldn't include much in the way of forms and documents in that packet though - you're right, it'd probably scare them away. But what a great idea to get a few more memorable items in a potential buyer's hands!

Fernando: Yes, it sure does seem to help with retention. Seems like everytime I come unprepared to a new buyer without one, I end up eventually losing the buyer. This gives me the reason to have the "talk" about calling listing agents and open houses and such ... and a great start on getting a buyer agreement signed. Don't get me wrong ... I love to "grab" potential clients at open houses, etc. too ... but if I've gone to the work to get a new buyer client, I wanna keep 'em!

Dick & Dixie: What do you include in your packet that's different?

Janice: I understand about "used to use them" and then stopping. I did the same thing until I realized that I was missing this critical first "meeting" and the buyers walked. Once I started this again, it sure seemed to help!

Lenn: You know ... I like listing too ... but working with buyers is so gratifying! There's just nothing like their smiles when they finally find the right house and their excitement when it finally closes. Working with buyers forces me to get out there and preview houses in areas I might not always see too! Thanks for stopping in, Lenn!

Laura: I think the "what to expect from me" page is one of the most important! Mine gives them all of my contact info in an easy location, along with information such as spam filters and e-mail listings, etc. It also lets them know that they should be driving by any listing that looks interesting and then calling me immediately, etc. Sort of the "what I expect from you!"

Mary: I like the "common questions buyers ask!" Good idea! Interesting that others use these with relo clients, but not local buyers.

Michael: Oh! Good idea. More on inspections. ... I"m on it ....

Sara: You're very welcome, of course. What's in your packet?

Lee & Pamela: Raleigh NC! Years ago I was in Raleigh teaching a computer seminar ... what a beautiful city!!!!!! I hadn't thought about the idea of binding this. Some of the information in my packet, anyway, is provided by various vendors with whom I've worked ... such as the home warranty info, etc. and is in flyer or brochure format. But I wonder if binding the pages I personally provide might not be a good idea. I haven't looked into magazines much for a while either. Good ideas!Thanks!!!

Dan: I agree. Although I find introducing the buyer packet for me, is possibly all the more valuable in that it gives me a chance to get to know the buyers early and to talk a bit about buyer loyalty (hence the buyer agreement).

Shaun: Oh, what a great idea! I ask the questions, but don't actually have them develop the information themselves. That definitely might help them target a bit better ...

I do, but only after we have taked. I found that they are most effective with First time buyers. I won't give a bland sample contract out though, it tends to scare people. It contains words and phrases that are scary. I've had several buyers delay the home search because the contract scared them. The packet of info is also scary and makes people question, "What in the heck are we getting into".

I love the flow chart idea !

Teresa: What's in your First Time Homebuyers bible??? Did you develop it yourself? Thanks!!

Marcy: The flow chart, for me, was for exactly the same reasons. I tend to be a bit "techy" sometimes and work well with the computer and engineering types. They like it!

Dawn: Sometimes the packet gets a bit "thick," that's for sure. But, again, it gives an opportunity to go through it with them. More upfront conversation and bonding!

I use Buyer Binders. I make up 3 ring binders for all of my buyers. The are given the binder at the first meeting to use to keep everything together along with information I provide. I have an escrow divider, title, p/s and other divided sections. They love it. I have had a buyer travel with hers on two house hunting trips. Buyers deserve this type of work - after all they really are paying for our commission too.

Chad: A sample contract is scary? I only give them our five-page P&Sale Agreement and a Financing Agreement. And then say something like,

"I'm giving these to you now because your offer will include them. Sometimes we find the perfect house for you on a Sunday afternoon when you're in a hurry. So ... this is your bedtime reading assignment. You'll have lots of questions and I'm here to answer every single one of them. But I want you to be prepared and not frightened by it. We'll go through it together when you make the offer, but this way you'll understand what's going on a bit better. I'm giving you a copy of the Financing Addendum so that you can see the type of information we have to disclose in an offer. This is just one reason why you need to be approved for purchase and why I need to be in contact with your lending officer."

With an experienced buyer I hand them off with "Things may have changed since you last made a purchase. This will bring you up-to-date."

If this is scaring buyers, maybe you need to educate them a bit more?

Jo: Oh! I like this!! What a great idea. Thanks!!

Great list today, thanks for posting. I sometimes use them and sometimes I don't.

Patricia Aulson/portsmouth nh real estate

Gay, I used to use them, no I create something custom for each buyer depending on their individual needs.

I dont' use a buyers packet...what a great idea... I work for a very small firm..so ideas really don't get passed around like this..and I am sure I have a lot to learn.

Gay - an educated, informed buyer is a happy-er buyer! I love giving lots of info. Great post! I'm bookmarking for new agents.

I use a buyer packet and have done so for years. But, I'm going 'GREEN' and it's all on PDF now or links! I just bring my laptop, call up the documents as talking points, then zap them into the email of the potential client.

AND/OR . . . I provide the websites which are available for all the "above" brochures, pamphlets, etc. The Chamber of Commerce, warranty companies . . . you name it . . . it's all in an email, links and all. One click . . . sent out!

I do give them the option of the hard copy . . . but they seem to like the going green approach -- me too. I do have some handouts to give them . . . local restaurant guides, coupon books, maps, etc.

Fernando said it best--it's about RETENTION!

I also love Carla's idea to PDF and go green!

At the end of a Buyer Consultation, AFTER they have signed a Buyer Broker agreement, I give them a 3-ring binder that has a lot of that stuff in it. If they don't sign the BBA, they don't get a binder, and I send them on their way (that doesn't happen very often). During my Buyer Consultation, I review the purchase agreement with them in detail, so they know what to expect, and are ready, when the time comes to make an offer. Their binder also includes copies of blank purchase agreements for them to read at home.

Gabrielle, great information. I use a buyer's packet but you had some great ideas.

Gabrielle, what a fantastic list. My buyer packets vary depending on the type and location of property, but four things I always include are:

List of properties that meet their search criteria
Rather than a flow chart, a "10-steps to buying a home" outline
A sheet that provides in detail the due diligence and services that I provide for buyers
Buyer agency and disclosure forms

And of course, business cards!

Thanks for sharing.

Lenn told me what to put in a buyer packet when I was a brand new agent (I think 02? I don't expect her to remember) and I have always used them since. :)

Your list is awesome, Gabrielle.

I've worked with buyers for a number of years now but have never used a buyer packet. I give them information, point them in a direction that gets them the info they need but never thought of providing one. I like what you do and I'll be looking at putting one together.

JUL

Gay,

That's an awesome reminder of how a simple packet (tool) can help buyers out and I love your list!

This will help me to produce a Homepath Buyer Packet, when we conduct our Homepath Homebuyer Buyer Bus Tour later this month.
Basically, we put people on a bus to visit all the Homepath homes (you know, where you don't need an appraisal to buy these Fannie Mae homes, up to 97% LTV, no MI, up to 6% seller concessions) and tour about 9-12 Homepathe homes for sale, here in Vancouver, Washington.

And I like the idea of the first time homebuyer "bible." Everyone on AR always has great marketing ideas to borrow from and adapt for use.

Looking forward to a great 4th of July. Have a great one! :-)

Ed Bisquera, Mortgage Consultant & Social Media Instructor
Vancouver, Washington
Just posted on my blog "What's the ONE element people underutilize in Social Media?"

Follow me on Twitter @edbisquera

Patricia: I always kick myself when I don't include one or two in my briefcase!

Gary: It is best when they can be customized, that's true. But sometimes there just isn't time and I like to try to get the thing into their hands asap. I've found that even the most seasoned of buyers seems to appreciate them, no matter what.

Konnie: Well, ActiveRain is a tremendous resource of ideas! I just visited your blog and you're a pretty good resource of ideas and information yourself! I've added you as an associate too. Thanks for visiting!

Kim: Wow, thanks, Kim!

Carla: I really appreciate going green ... I really do. But for some reason the paper copy of this seems to work the best for me. Something about having physical forms and pages in their hands so that we can go over them seems to cement the relationship and learning. But I'm trying -- waaaay more communications is done by e-mail now rather than by fax, etc.!

Erica: So true ... it's so much easier to try to hang on to them rather than constantly starting over with a new campaign to find new buyer clients!

Bob: That sounds good too! I tend to give it no matter what, but I can certainly see holding it back until an agreement is signed. How long are you Buyer consultation meetings?

Kay: Isn't it interesting to see how we differ at doing the very same things? Seems like I'm always tweaking something because of a tip from another agent ... err ... or just because!

Kathryn: We're pretty close! I like the outline idea too. I just did the daggone flow chart years ago and it's stuck!

Candice: You know, I appreciate so much the mentoring I received as a new agent. The tips so generously provided by seasoned agents have proven right on target time after time. (I love your picture with your dog, btw!! -- I"m a doggy person too!!)

Ken: Oh absolutely -- I think they're an invaluable tool! Just one more step in being their trusted advisor!

Ed: So ... do you do these Homepath tours monthly? I would think all of the info you can provide buyers in a situation like yours would be gold!

Gay,

My Buyer Consultations run about an hour and a half, on average. I have had some take only 45 minutes; and I had one couple that had so many questions that it took over three hours. But, I answered all of their questions, and now they are enjoying living in their first home.

Gay - You have some great items that you include in your buyer package that I am going to start including in mine. Thanks!!!

Bob: Good for you!! I know that your buyers really appreciate your willingness to answer all of their questions! I'm sure you have clients for life with them now!

Marc: So ... how do our packages differ? I'd love to hear what you include in yours that I don't include in mine!

I have lots of informational brochures in my office and prepare packets for open houses, but aside from collecting information from the buyer on a registration sheet, I don't really hand out a buyers' packet. You have given me some good ideas and I intend to start using a packet. I DO however have a sellers' packet that I hand out on listing appointments.

JUL

How is it that I can be to buxy to put this package together? I think I will slow down and do it! It sounds like such a helpful and great thing to have! Thank you so much for the post!

How is it that I can be to busy to put this package together? I think I will slow down and do it! It sounds like such a helpful and great thing to have! Thank you so much for the post!

JUL

Hello Gay, thanks for sharing your Buyers Packet ingredients. We've been updating our BP and have found that we should ad a page for "how to read the MLS printout" like you have. John

JUL

Evelyn: I think so, too! My biggest challenge is always having a few of them ready to go!

John: My page is really nothing more than an annotated printout. It's pretty simple.

Hi Gay:

I use probably thTe same set up, but I have mine in a binder with their name on front of them (Unibind) somethings cannot go in the unibind so, I have their own folder and also enclosed is a complete tour of homes that includes a follow up sheet about each homes:

EXAMPLE: HOUSE located at 122 jane doe street (I have a place to list bad and good about the home) by the end of the week they exclude and keep the top 3 or maybe for and we take it from there. Great source especially when they are seeing so many homes at a time... they do forget.

Maria

JUL

I love the idea. I plan on making up one tomorrow when I get to the office.

Thank you.

Gay,

Do you use different Flow Charts for short-sales, foreclosures and traditional sales?

Maria: This sounds great! Using a Unibind folder is a really good idea. It probably makes it feel more important and is more likely to be saved long term.

Kim: Excellent! I hope they work well for you! And, no, I just have one flow chart. And it's VERY simple -- a summary more than anything else.

JUL

Thanks for sharing your ideas, I'm just starting to put togther my packets now and there are some excellent materials in the REMAX design center.

JUL

Rich: Yes, there really are, aren't there! I often forget to go up to the site and look around. Thanks for the reminder!

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