Should You Do Buyer Consultations?? - Ep 200
On this Real Estate Fight Club episode, Jennifer and Monica talk about “Should you do a buyer consultation?” Both of them have very different opinions on “When?” but always remember the “Why?”
Tune in and learn more about when you should do a consultation and how you can put your best foot forward during!
Episode Highlights:
- Monica asks Jennifer why she thinks it’s important to do buyer consultation. Jennifer answers that there is no logical reason why not.
- Monica says that Agents have a horrible reputation because they don’t ask questions and deliver just some sort of service.
- One of the reasons that agents have a bad reputation is that they need more professionalism.
- What do they cover in a buyer's presentation? When do they do it?
- Monica argues that it’s realistic when you show a house first before she does a consultation.
- Jennifer disagrees. She says that doing the consultation first will serve as leverage. After the talk, you go to the house right after.
- Always get the buyer agreement. The buyer agreement will be required. Might as well start doing it now.
- Monica says that a buyer’s agreement allows for the conversation to happen. So it allows you to talk about for sale by owners and allows you to talk about new construction and then it's in writing.
- A buyer consultation is also a way to find out what they think is going on in this market.
3 Key Points:
- Professionalism shouldn’t always mean sticking to the script. It should also focus on getting the clients to understand and be understood. Ask proper questions and as an agent, it’s also important to educate the client.
- Take advantage of the consultation, and use that time to have a proper and much-needed conversation with your client. Ask about their expectations, priorities and also about what they think about the market.
- One of the components of a Buyer’s Consultation is a Buyer’s Agreement. The buyer agreement will be required. Might as well start doing it now.
Tweetable Quotes:
- “Why we have a horrible reputation as agents is because we just take a piece of business and we just roll with it. We don't ask questions. “ - Monica Weakley
- “Whether you're doing listing or buying, do not go full bore, put your best foot forward, put your system in place, and demonstrate your process.” - Monica Weakley
- “I think you should set the appointment for the buyer's consultation use the house that they want to see as leverage to set that appointment and you can go right after that.” - Jennifer Murtland
- “You are not their realtor until they agree the only way they agree is by signing a paper agreeing that it's happening and agreeing that you get paid.” - Jennifer Murtland
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