All the Right Answers Real Estate Sales Mastery Workbook Week #2 Converting Buyers Faster and Easier
Week #2 Workbook 1. To build a smooth running Real Estate practice, your goal should be to have come from buyers. This will. 2. For Peak Efficiency, there are only four main types of Buyers you should work with: A. B. C. who are motivated and prequalified D. who are motivated and prequalified 3. Be cautious of buyers. Make sure that they. 4. To really know your market. 5. For Peak Efficiency do not work with a buyer unless they meet your minimum standards: 2
A. They are in writing B. They are C. They sign a D. They come into your office E. They have F. They are serious.. 6. At first contact use the Prequalification Script to see. (See All the Right Words, Buyers, Book II, Script #1). 7. When Prequalifying follow this formula: A. Ask all the questions B. Write out their answers C. Put the completed copy for future reference 8. When they come into the office be sure to tell them exactly and. 3
9. The best way to do that is to give them your. 10. Your Buyers Package sets you. Keep it short, here s what to include: A. Your Buyers Marketing Plan (details included in Point #17 at the end of this training session) B. Buyers Agency Agreement C. Blank copy of Agreement of Purchase and Sale D. One page of Testimonials E. Your Resume/Credentials F. Your track record or your company s track record G. Your One-Stop Shopping List (a shortlist of your service providers home inspectors, attorneys, handymen, lenders, etc.) H. Typical closing costs 11. Some general rules to follow for showings: 4
A. Do not show property unless. B. in the house while showing. C. No more than to be shown at one time. D., if possible. E. Don t before you show it. 12. Ask them to. Prepare them for this before you go out. 13. Control the you show. You are a professional Salesperson, you are not a. Use this line: Mr. and Mrs. Buyer it is my job as a professional Real Estate Salesperson to eliminate the homes that do not meet your criteria. I am not going to waste your time. That way you can decide on your dream home from the ones that do meet your needs. Make sense? 5
14. The best closing technique you can use is to ask them lots of to understand where they are in the buying process. Here are some examples: A. How would you place your furniture in this room if you owned this home? B. What changes would you make to this house to call it your home? C. How do you feel about this kitchen? D. Well, what do you think? E. If you were to write an offer what price would you start out at? 15. Ensure that all your offers are supported by. You should to the Seller for your offer. Do not waste time with lowball offers. 16. Be prepared to confront those Buyers who are either in their expectations. 6
17. CRITICAL POINT: To set yourself apart from the competition, create a powerful Here s some suggestions that you can choose from: MY SECRET SAUCE What s different about me? -- Buyers 1. Do an initial search of existing homes for sale that meet your needs. 2. Create a Computerized Automatic Buyer Search Program customized specifically for your needs. E- mails are sent immediately. 3. Research all For Sale by Owners, expireds, and cancelled listings for additional potential matches. 4. Prospect two hours every day looking for new listings that are not yet on the market. 5. Contact the Top 25 Listing Agents locally to discuss potential pocket listings. 7
6. Broadcast your needs and wants at our office meetings to identify any new inventory first. We have a total of Salespeople. 7. Preview properties regularly to help you save time. 8. Negotiation Skills: my Buyer transactions typically are 2.5% below the average prices negotiated in our area. This means $ in your favour in your price range! 9. Eliminate any properties that do not meet your needs. 10. Personally DOOR KNOCK the neighborhoods you are focusing on to identify any possible Sellers not on the market. 11. Advise you as to the most advantageous offer strategy prior to preparing your offer. (E.g.: unique terms and conditions.) 12. Provide a list of qualified tradespeople to assist you in the buying process when necessary. 13. Support you through our extensive Lender contacts to secure the best possible mortgage rates in the area. 8
14. If you have not purchased within two weeks, conduct a full Consultation Interview with you to re-evaluate your strategy. Recommend any changes necessary to our search criteria. 18. A Final Reminder be sure to go over your with them early in the process. This too will from the competition. Your attention to detail is very powerful! 9
Week #2 Homework 1. Go through all your buyer leads and eliminate all the Time Vampires. 2. Make up your list of Buyer Minimum Standards. Use this to decide who you will work with (and not work with) from now on (see Points #2 & #5). 3. Create your own Buyer Marketing Plan to be used as a handout for all future buyers. 4. Print out the Prequalifying the Buyer Script 10 times and have it ready for all future opportunities. Use it! 10
Week #2 Answers 1. 35% of your total transactions, take time 2. A. Your sellers who become buyers B. 30 day buyers who are approved for financing C. Past clients D. Referrals 3. Relocate, have to buy in your area 4. Preview property every week 5. A. Preapproved by a lender B. Highly motivated C. Buyers Agency Agreement E. Realistic expectations, F. No lowball offers 6. If you want to work with them 7. B. On a copy of the script C. In their file 8. What you do and why you are different 9. Buyers Package 10. Apart from the Competition 11. A. All decision-makers are present B. Keep them together 11
C. 5 houses D. One vehicle E. Oversell a house 12. Buy every house you show 13. Total #of homes, tour guide 14. Open ended questions 15. A reasonable price, never have to apologize 16. On the fence or unrealistic 17. Buyers Marketing Plan 18. Buyer Package, set you apart 12
About Bruce Keith Bruce Keith helps you become a dramatically more effective salesperson by focusing on three main aspects of the business of sales Time Mastery, Real- Life Sales Skills, and Repeatable Business Systems. The result is you become more efficient, you know what to say and how to say it, and you perform your tasks consistently in a highly efficient fashion. His proven strategies and techniques have helped 1000 s of salespeople take their careers to a whole new level in a surprisingly short period of time. The books Bruce has written, the products his company has produced, and the highly successful effective Coaching programs provide an amazing combination to support salespeople all over North America. If you want better results in a short period of time then this is for you. As Bruce says, The better you starts here! Contact Bruce and his team today. 13