As REALTORS®, we all do Comparative Market Analyses (CMA's) or Listing Presentations on a regular basis. I even have a section on my web site that's dedicated to sellers. But how many REALTORS® have a Buyer's Presentation? It doesn't have to be anything extravagant. I just mean something that portrays a professional image, beginning with the initial meeting.
Are you a REALTOR® who doesn't have one? Well allow me to share mine with you. It's really pretty easy to set the tone of your future business relationship, with just a few simple steps.
- When I'm first meeting with real estate buyers who are interested in buying a house or condo in the Daytona Beach area, I have little tent cards that welcome them to my office. I set the card on a conference room table before the buyers arrive. The card just says "WELCOME" on the front and it has a line beneath the word "welcome", where I write their names. The inside of the card has my personal logo, name, phone number and web site. You can create these in just about any program on your computer. The paper can be purchased in any office supply store.
- My buyers also get a folder that contains.
- A letter thanking them for allowing me to assist them with this important decision.
- A 2-page list with 3 of each service provider they'll need during the process. This list is also great for handing out to friends and neighbors, every time they need a specific service. That way, you become known as someone who can help with any type of housing need.
- Color copies of all the Daytona Beach area MLS listings we'll be viewing that day. I don't believe in giving black & white copies, just to save a few pennies. Don't sell yourself short and look cheap. Many times, as buyers discuss what they've seen, they remember the houses by their color. If the listing sheet is in black & white, how can they refresh their memories?
- A personalized note pad with my contact information on it. This way they can take notes as they go along, and have a note pad to take home with them.
- My personal brochure.
That's pretty much it. I do have a few other items that I rotate as I deem necessary for certain buyers. When I put this together years ago, it took some time to compile what I wanted in my buyer's presentation folder. Now is the perfect time to get prepared for your future business. That's what you should be doing during a slow market. You prepare for when things improve. If you wait until you're busy, it's too late and you may lose that buyer to another agent who is better prepared. And yes, I have a section of my web site that's dedicated to buyers too.
If you're a REALTOR who does have a buyer presentation, I'd love to hear about it. How do you present yourself to your real estate buyers when you first meet them?