Preparing the Customer to Buy

The successful sales associate will prepare the customer for signing the contract long before the right property is found.
After qualifying the buyer's, the sales associate should give the buyer a copy of the contract for purchase and sale and explain the more important paragraphs to the buyer.
The explanation of the contract serves two important functions:

1. If the buyer receives important information from the sales associate at their first meeting, this works to cement the buyer’s loyalty to the associate.
2. When the buyer becomes interested in a particular property, they are not startled when the sales associate pulls out a contract form.

A licensee may give the customer valuable information on the market and other ideas on purchasing a home but may end up working for nothing.
Many licensees request that buyers enter into a written buyer brokerage agreement for representation by the licensee, as a single agent or as a transaction broker.