I believe the last place you want to put the buyer is in your car. The first place is in a meeting for 30 or so minutes to do a buyer consultation. Try saying this: "I do things differently, my procedure is for us to sit down for 30 minutes so I can find out exactly what you are looking for, how fast you want it and if I'm the right one to help you find it."

Now in the 30-minute consultation your goal is to: Qualify, Define, Commit

Qualify First

a. What has been your home buying experience?

b. Do you have your eyes on any properties right now?

c. Are you working with any one else?

d. How quickly or slowly would you like to be in your new home?

e. Is anyone else helping you with the selling process?

f. Would you like to see what interest rates are today or were you planning on paying cash?

g. Do you like to do some of the research yourself?

h. How many hours a week would you like to commit to finding this property?

Buyer Service Arrangement Script

Script:

Mr. Buyer, as we get to know each other today I would like for you to choose how you would like for me to work with you. I can do it in two different ways. I can work with you on a open arrangement basis, which would give you full support and access to MLS properties only. Or I can offer you a full service arrangement, which would include full negotiation and support on all MLS properties and those scary for sale by owners, foreclosures, new construction and investor properties. The benefits of the full service arrangement are, I will work from the entire scope of available properties everywhere, not just Realtor listed properties in finding you the best home at the best price with the least amount of stress. This way you will get to choose from all available properties with full support, not just listed ones. There could only be one little hitch in the giddy-up. That is if we come across a for sale by owner where they are unwilling or unable to pay a commission. That doesn't happen very often, but what if it does we will simply sit down and discuss the best way to compensate me for my time. Fair enough?

Define Second: 

1. Take them to a map and have them place sticky arrows on the areas they are interested in.

2. If they are not paying cash but will need a mortgage, show them a finance chart with the mortgage amounts, interest rates and payment amounts. Ask them to place the sticky arrows on the payment ranges they are "comfortable" with.

3. Draw out on a white board or legal pad their feature list categorized by what they Must Have/Will Consider/Absolutely Reject. This will give you a starting point. I rather start narrow and broaden then go through the Buyer's disappointment of broad to narrow.

4. Now take the list, plug it into the computer and pull a list of matching properties. Do this in front of the Buyer because sometimes nothing comes up on the list and if you don't do this in front of them, they will think you are hiding something. If nothing matches go back in and renegotiate on the feature list, price or area. Looking for DREAM HOMES is considered working for free.

Commit Third:

Script:

Mr. Buyer thanks for going through this process it will be a big help in finding you the best home at the best price with the least amount of stress. I do want you to understand something very important about our market. Many times on desirable properties there will be multiple buyers and I want to make the offer on your behalf within the right timing. So this is where I need your help. I have attached a color code to represent how quickly you would like for me to react in making an offer once we decide the property we have toured is the right one for you.

"Mr. Buyer what color most represents you and how fast you want to react to the defined property?"

Green: Ready to take action when presented with a match.

Yellow: Ready, but might need time to sort "things " out.

Blue: Not quite ready "because"........

Red: No where near ready, just thinking about buying in the future.

 Commitment to Honesty:

Mr. Buyer thanks again for going through this buyer procedure. And I want you to know there is only one thing I ever ask in return for my time and expertise and that is just your honesty. As we go along if something changes for instance you want to move faster or slower, or you have questions or concerns, please make sure I am the first to know. Fair enough?

Finally, if this process has gone well, you can prioritize your efforts, make good business decisions and have more open and committed relationships with your buyers.