The Buyer's Consultation Session is very much like a Listing Presentation. The goal of both is to culminate in obtaining a client as a result of a signed employment contract. Just like attempting to obtain a listing you should have a planned and organized presentation to obtain Buyer Agency contracts. So exactly what items should be housed in this presentation ?
It is important that your presentation be not only informative but also visual . Your visual exhibits should solidify the belief that as a buyer, you need representation! It should include a brief resume, examples of closing costs, agency disclosures and an explanation of how to obtain a mortgage. Additionally a sample copy of the Agreement of Sale should be displayed so you can show your professionalism by reviewing key sections of it . You should show the buyer client a sample Seller's Disclosure Statement and explain the home Warranty options . You should provide a brief description of every available test and inspection along with their cost. You should explain how to read an MLS printout and provide a key to understand any real estate jargon. Finally you should have a list of benefits and specific services a buyer receives when creating an agency relationship(with an agent).
After this extensive review the buyer has been shown they are meeting with a knowledgeable and caring professional ! They see now that they almost raced into the buying process unprepared ! They now need and WANT representation! It's time to mutually ACTIVATE a Buyer's Agency Agreement! Where do I sign ?
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