I know we put a big emphasis on our Listing Presentations .  They are slick, high quality graphics, power point presentations and the like.  But do you do a "listing presentation" for your buyer?

I really call it a "Buyer Presentation".  But I treat it like a listing presentation.  This is not a "sit down I will prequalify you and run out the door to look at houses" appointment.  It is an in depth qualifying appointment.  When I get an initial phone call from someone who is interested in purchasing a home, our first appointment is CITO, Come Into The Office.  This is from the old Floyd Wickman Sweathogs, if any of you remember that?  I don't call it CITO to them, I just explain that our first appointment will be at my office to go over the details of their purchase.  Then we will look at houses.  If they are serious, they will come. If they don't come, they weren't serious.  I do not got straight to a house and meet some one for a first appointment at a house.

At the appointment, I give them a buyer presentation packetwith all of kinds of stuff in it.  I have local area information, you can call your state capital office and they probably have endless books, booklets, calendars of events - the list goes on and on- and it is free.  You may have to pay some sort of postage.  I include  maps, copies of contracts, high quality color brochures about buying a home, insurance, etc.  I put a personal  brochure , magnet, notepad, calculator, you know the stuff in as well.  It is something you are giving to them with your name all over it.

Now, I use part of that packet as my presentation. 

I explain agency to them and why they need an agent to navigate through the transaction.  At this point, I explain how I get paid.  I have many buyers ask me how that works?  I go through disclosures with them in regard to their rights when buying real estate.  This lets you touch on inspection issues, zoning type things.

I go through closing costs, and an overview of financing.  I tell them they will need to confirm the information with a lender.  I explain a lot of lender terms.

I explain the process from start to finish.  When I have first time home buyers I show them what a HUD-1 looks like.  Everyone talks about the infamous HUD-1.  If they have never bought a house do you think they are going to know what the heck that is?  I tell them it is a lot of information, but as we go through the transaction, they will remember from out initial meeting. 

When I started doing this years ago, I started having almost a 98% turn around of people I meet with that used me as their agent.  My buyers are the most informed, educated, know what to expect buyers out there.  I think it makes my job easier.  I think too many agents just run out the door to the house to show it.  It is also an interview process, just like the seller presentation.

When I have finished the appointment with a potential client, I can tell - especially if they are a first time buyer- they looked so relieved because I have taken the fear of the unknown out of the process.  I think they see it is  as an easier transaction then they thought, therefore making it easier to take the plunge!

I hope this helps!