Here Barbara, this is for you!
This script comes from a buyers agency class I took with Oliver Frescona, a well known Real Estate Attorney out of Boulder. I think most of you will find this Interesting. I will split it up into the 5 segments over 5 blogs. Keep in mind in the first meeting of the buyer (client) there are 2 main concerns that need to be addressed: payment and term. The buyer typically does not want to pay the broker and doesn't want to feel committed long term. These steps will help you explain to the buyer why it is important for you to be paid and to be done in a nonthreatening manner.
Payment- Getting them to be happy with the concept of paying you.
1. Real estate brokerage is my job.
Broker: "So, tell me what you do for a living?"
Client: "We are retired" (or whatever) The purpose of the question was to open up the field, so that it is ok to say......
Broker: " I am a professional real estate broker, my goal is to help 3 or 4 families by or sell a home each month . If I can do that, I can make a living ( or feed my family, or be able to send my kid to school, or take a vacation or buy a new car, etc.)
Now you have established that real estate is your profession. You work in real estate for a living, and your time is limited and valuable. Part of what you need to do is make the money you are paid personal and not just a number. Refer to your family or kids or school-to put that personal face on the monies that you get paid.