The Interview Consultation

Learning how to conduct a high quality Interview Consultation is critical to your success as a buyer's agent. Mastering Buyer Agency teaches a comprehensive and systematic approach to working with buyers and earns you The Buyer's Broker Certified Agent™ designation. 

1. The Interview Consultation is your clients first impression of your business. It’s important that you have a professional appearance and that you meet in a neat and professional environment. Turn off your cell phone and your land line so you won’t be interrupted. Focus your attention completely on the client. Have all your tools ready when the client arrives. Put a welcome sign out with their names on it. Offer them a beverage when they sit down. They are more likely to accept the invitation for a beverage if you have it printed on a small card and a comfortable setting will help you obtain an emotional connection with the client sooner. Present an organized vision of your businesses model and explain why you have developed the consultants approach to working with buyers. Develop a formal presentation that covers all the subjects you need discuss with the client to be compliant with license law and your company policy, but be flexible in the order you present it. Talk about what your client wants to talk about, but make sure you cover all the subjects in your presentation. You can accomplish more in this meeting than at any other time during the relationship.
   
   
2. Every Interview Consultation provides you with a unique opportunity to convey to your client your business philosophy and your approach to the real estate transaction. This opportunity only occurs once during the relationship. You must take advantage of it and make it the foundation of your entire relationship with the client. Most of the time this opportunity takes place early in the consultation after you’ve made an emotional connection with the client. Sometimes it will occur a deeper into the consultation, when ever it occurs it’s very important that you recognize it and seize it. Explain your goal of developing a 100% Referral based Personal Business Unit. How you rely on satisfied clients for your new business and how you will earn the privilege of asking for referrals.
   
   
3. Developing a true Referral Based Personal Business Unit requires that you make the commitment to become a professional consultant and that you develop systems that deliver world class service. When you explain your philosophy to the client do it with enthusiasm and commitment. It can’t be a sales pitch, you have to believe in your vision, and then you have to deliver. Everything you say and do must have the ultimate goal of generating a referral from your client. Everyone knows the importance of generating referrals but very few agents integrate referral generating strategies into their everyday business. If you don’t teach the client to refer new business to you it doesn’t matter how good of a job you do you won’t receive the number of referrals you deserve.

The Buyer's Broker Certified Agent designation and service mark is licensed to Network members who enroll in Mastering Buyer Agency, complete The Buyer's Broker Certification Course, and remain a member in good standing. When you display The Buyer's Broker Certified Agent logo in your marketing materials, consumers will immediately recognize you have specialized training in buyer agency. Other designations only display a group of initials, The Buyer's Broker Certified Agent designation is easily recognized by the public and will make you stand out in the crowd of agents.

The Buyer's Broker Network LLC * 3501 Pelham Road * STE 202 * Greenville, SC 29615

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