You should go over these 10 things in buyer consultations.

You need to work harder in this market right now. One of the biggest mistakes I see agents making is not having that buyer consultation. They just immediately jump in a car and start showing properties with very little discussion; then a problem comes up that could have been avoided. Here are 10 things that you should cover in your buyer consultation appointment:

1. Make sure that the buyer is ready, willing, and able.

2. Listen to the buyer and understand their goals. Understand their specific needs, desires, and their preferences for their home. We have a home seller questionnaire that can help with that, but you need to listen and ask a lot of questions.

3. The buyer needs to understand why you’re valuable. You need to go into a lot of detail explaining your job to them; otherwise, they won’t think that you’re a valuable part of the whole process.

4. Go over the entire home-buying process. From getting pre-approved to closing, explain all the things that happen in between.

“You and the buyer need to make a solid game plan and be on the same page.”

5. Go over common mistakes and pitfalls. We want to make sure those things don’t happen on this transaction.

6. Take time to discuss market conditions. If they don’t understand the market conditions, mistakes will be made. You and the buyer need to make a solid game plan and be on the same page. Spend some time on sales-to-list price ratios and days on the market.

7. Make sure the buyer understands that you’re a team. You need to discuss what their responsibilities are and what your responsibilities are.

8. Let the buyer know how you get paid. Make sure they know that some properties don’t have a commission tied to them. A lot of properties have a pre-established commission. 90% of properties have the commissions already built into them.

9. Present the buyer’s agency agreement and close for a signature.

10. Cover the miscellaneous items.

I hope you now understand what takes place in a buyer consultation and are ready for one. If you have any questions, please feel free to contact me. Have a great day.