8 Items For a Great Pre-Buyer Package

December 6, 2009
Buyer Balance

Get More Yesses

  1. Personal Bio/Team Bio
  2. Testimonials
  3. Brokerage Information
  4. Neighborhood Information
  5. General Buyer Information and Tips
  6. Steps in the Buying Process (critical path)
  7. Your Vendor Partners
  8. Basic Buyer Questionnaire

Deliver formats range from Tri-fold handouts and binders for printed versions, to pdf and slide-shows for electronic formats.

What’s in YOUR Pre-Buyer Package??


8 Steps from Buyer Lead to Contract

December 6, 2009

IN GO F.A.R. Session 17, we discussed the 8 Steps in your Critical Path for Working With Buyers.  If  a possible Buyer lead asked you “what’s next?” . . . would you have a quick, concise answer for them?

Writing The Offer

  1. Set the appointment for Needs Anlysis
  2.  Set appointment with your preferred Mortgage partner
  3. Send Pre-Buyer Package
  4. Consultation Appointment – Needs Analysis
  5. Set up “Auto-Search” online
  6. Discuss currrent market dynamics for their preferred property types
  7. Tour homes – only homes that meet their Needs Anlysis
  8. Write an offer

Some clients will require extra steps, such as neighborhood review for out-of-area buyers, or costs of home-ownership for first-time buyers, etcetera.

Are there any critical steps you would add to this??


Master The Buyer Process

December 6, 2009

Through the years, I have heard the unfortunate phrase, “buyers are liars.”  It makes me cringe, for several reasons.  Besides the obvious (if you don’t like people, perhaps another career would be a better fit for you?), this phrase often only serves as an advertisement that the Agent didn’t do a good job uncovering the Buyer’s needs and motivation.

Understanding Buyers

Understanding Buyers

Buyer Systems

Guiding and serving the Buyer starts with the first contact and requires systems and scripts to work toward a successful conclusion.  An overview of the process can be found HERE.   As with the Listing System, the Buyer System begins with an information sheet  – view a sample HERE.

Finding Great Lender Partners

Once you have captured the Buyer’s information, the next step is to ensure that they are pre-qualified by a Lender that you can trust.  Any person you refer your customers to should be scrutinized carefully, because their services directly reflect on your own – and they may cost you business, relationships and your reputation.  I recommend that you carefully interview your potential mortgage partners, making sure your businesses are compatible.  Set clear expectations and understand their expectations of you.  Visit their office, if clients may be meeting them there.  Check out their website, loan application packet and get to know their processors.  Don’t hand over your business to “a nice guy” just because he (or she) is willing to pay for your marketing costs or buy lunch once in a while.

Lead (Information) Sheet, Pre-Qualification . . . then Buyer Agency!  If you get the Agency paperwork signed earlier, that’s okay – just not any later than this point!  Any more work you do should have some guarantees attached to it that you will get paid for your services if they result in a purchase.

Needs Analysis

All of this leads up to the key action step – the needs analysis.  My favorite version, created by Keller Williams University, is found HERE.

This process is the most important piece of a successful Buyer’s Agent.  One of my favorite sayings is, “You can spend the time on the front end, or you can spend the time on the back end; either way, you’re going to spend the time.”

The simple question is: would you rather spend two hours up front, really digging into the Buyer’s needs and how they will live in the home, what is their lifestyle, what are their family needs, what are their hobbies and activities . . . or would you rather spend umpteen weekend driving around,visiting homes that they will never buy?

Dig deep, keep asking questions and you will be amazed at how they lead you right to their perfect home.

What methods do YOU use to help shorten the buying cycle??