Buyer Agency Script, getting paid for what you do. Part 1

Real Estate Agent with Exit Realty DTC 003887

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.


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Thank you very much for reading my blog and I look forward to working with you.

Tatyana Sturm, EXIT Realty DTC, Realtor GRI CDPE, Denver Colorado REALTOR


Aurora CO Relocation specialist

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Proud Greenfield, Aurora, Colorado Resident and Realtor



Comments (2)

ama hender
Lone Tree, CO

Oliver had another class today.  He had some great ideas. I would recommend his classes to Denver agents catching up on continuing ed this year! 

Aug 19, 2008 04:39 PM
Keller Williams Select Realtors-Buy a home in Washington DC. Sell a home in Washington DC - Bowie, MD
I don't make promises.I deliver results.SOLD HOMES

Great script. It shows your clients that just like them that you have a life after Real Estate. Some people just don't think so. Great post Tatyana.

Aug 21, 2008 06:41 AM

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