How to Get Buyer's to sign an Exclusive Buyer's Brokerage...

Real Estate Agent with Keller Williams Realty Atlanta Partners

In the past 8 years I have been selling real estate, one of the things I have noticed is that buyers are somewhat apprehensive about signing a Buyer's Brokerage (BB).  Our office has always instructed us to get a BB on every client before we even put them in our car.  As with most important things in this world, easier said than done!  I have found some techniques that work to a certain degree with clients.  However there will always be those clients that will not sign anything.

(a) Our office requires us to have a BB on file so that our agents are protected.
(b) If you feel uncomfortable siging an Exclusive BB would a Non-Exclusive BB be a better fit for you?
(c) Say I show you 10 houses and you end up buying through another Realtor, would you think it's fair that I did the work and now someone else gets paid.
(d) A BB protects your rights because if you see a house and the listing agent talks or presents you the property first, then you are now represented by the listing agent, as well. How would it feel to be represented by the same agent who is representing the seller. Whose best interests do you think they would have?

I will finish my thoughts later, I have to take my son home from work. Please respond to this blog with techniques that have worked for you. I'd love to read them.

Comments (4)

Johnny Huang
Pleasant Hill, CA
Insurance and Real Estate Broker

Great points on getting the BB. These can be used as scripts (if OP doesn't mind) :-)

Mar 18, 2008 09:22 AM
Nancy Brenner
Referral Associates of Georgia, Inc. - Roswell, GA
Roswell Georgia Real Estate Agent
We ask customers that won't sign a Brokerage Agreement to sign a statement saying that they do not want our representation.  That way we're all covered.
Mar 18, 2008 09:36 AM
Tony & Darcy Cannon
Aubrey and Associates Realty - Layton, UT
The C Team
Great post, with very good suggestions to get buyer to sign a buyer broker agreement!
Mar 18, 2008 09:40 AM
Lane Bailey
Century 21 Results Realty - Suwanee, GA
Realtor & Car Guy
One of the things that I provide to clients (listings and buyers) is a way out.  If they don't want to work with me, they can walk away from the contract.  That is by far the biggest objection. 
Mar 18, 2008 10:07 AM