1. Buyer Consultation Training
Reg Gupton, MBA
Creative Growth Seminars
gupton@growthseminars.com
http://www.businesssuccessvideos.
com
303.544.0340 office
303.544.0358 fax
How find inventory for
your pre-approved
buyers & sell a house
every 6 showings
or less

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My job is to
reduce your stress
and increase your profits
and your free time!

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How buyers find their agent
NAR Home Buyer
Seller Report

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How buyers find their agent
Source: NAR Home Buyers &
Sellers Report

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Do you treat Buyers and Seller equally?
• Do you:
• Prepare
• Have systems
• Rehearse/practice
• Have a written presentation
• Give them what they want
• Get them into your office.

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What buyers want

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How to easily make more $
• Compelling research says:
• Not meet buyer at the office & no EBA = 10% close
• Meet buyer at the office & no EBA = 50% close
• Meet buyer at the office & EBA = 80%
• Increase your odds by 800%
• Why do earn your living the hard way??.

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How to sell a house after < 6 house
• Learn how to take control
• Work with only RWA buyers
• Get them in the office
• Do Buyer Consultation Session
• Learn how to show property
• Learn how to negotiate
• Learn how to present your offer.

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Buyer Consult Agenda
• At your office (2 HOURS)
• ROI on time spent
• Establish Rapport by being competent…
• Helps your confidence
• Their confidence in you
• The keys to your success
• Buyer Packet before you meet
• Buyer Consultation Session
• Buyer's Consultation & Preliminary Qualification Questionnaire
• Use every question/every page
• Only work with;
• Ready
• Willing
• Able.

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Buyer Consult Agenda
• Who: Who will be living in the home, ages, special
needs?
• What: What type of home are they looking for? (See
questionnaire)
• Describe your current home. Tell me things that you like and don’t
like about it.
• Describe the best home you have seen which you would live in
• Describe the home you grew up in
• Don’t forget architectural style!
• Don’t forget age of property.
• Where: City and Neighborhood
• Is there anyone else involved in the decision making
process?.

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Buyer Consult Agenda
• Provide them with a map and
properties in different neighborhoods,
have them visualize living in those
neighborhoods.
• Where do they work? What is
preferred commute time?
• If we found the perfect house in a neighborhood
you don’t like, would you buy it?
• If no, then have them drive around the different
neighborhoods and try to picture living there.

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Buyer Consult Agenda
• When do they want to move?
• Why now?
• Home to sell?
• Renting with a lease?

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My Goals for working with you
1. Our closing will be uneventful
2. Your transaction will contain no
surprises
3. The service you receive will be good
enough for you to refer me to your
mother-in-law.

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Pre-approval vs. Pre-qualification
• Equivalent to an all cash offer
• This will save them time
• Eliminate potential heartache
• Will know what they are qualified for
• It would be horrible if they fell in love with
a home - not qualified.

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Let me tell you how I work!!
A. I only work with Clients
B. Speak with a lender to get pre-approved – before showing
C. We will spend time learning what they want in their home
D. We will sit down at the computer and take a look at the homes
available that fit their criteria
E. If nothing fits: only one question
A. What do you want to change?
F. If unsure of the neighborhood, print off some listings in different
areas, give them a map pinpointing where the homes are
G. We will go see the houses they picked…looking at the 3 that best fit
their criteria
H. Once we find the home, will write the purchase contract. It could be
on the first day and the first house.

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How to sell property quickly
• After Buyer Consultation session
• They will pick properties
• We will look at no more than three at a time
• I will not have previewed them
• I bet you can tell the bath from the living room
• When we leave, I will ask only one question
• Why can’t we buy this one?
• If we get to six houses…...

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First Time Buyer Question
• “If you had and extra $2,000 money and
free weekend; what would you do with it?”
(this helps to determine whether they should
buy a condo or house)

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Buyer Packet Contents
• What is a good agent?
• 38 sources of initial investment
• Loan Application Process
• A Guide to the Home Buyer Process
• My goals when working with you
• Why work with a Buyer’s Agent
• Pre-qualification vs. pre-approval.

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Buyer Packet Contents – cont.
• Ten commandments when applying for a loan
• How to make an offer
• What happens next
• Service providers
• Home warranty protection
• Your home inspection
• What is a real estate closing in Colorado.

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Buyer Packet Contents – cont.
• Buyer Consultation & Preliminary
Qualification Questionnaire
• Exclusive Buyer Agency Agreement
• Definitions of working relationships
• Buyer Advisory
• Purchase Agreement
• Letters of recommendation/testimonials.

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The most common reasons people buy homes are:
Life Transition
• Relocation – buyers must move
due to work or other changes
in their lives
• Dissatisfaction – the neighborhood has
changed for the worse, they are living
with other family members,
or they are too far from school or work

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The most common reasons people buy
homes are:
Positive Life Changes – marriage,
the arrival of a baby, promotion,
inheritance
• Negative Life Changes – death,
disease, divorce, loss of income
• Second Home – for retirement
or vacation
• Previous Home Sold
• Lease Ending
• Investment.

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Benefits of Buyer Agency
• Your interests and only
your interests are professionally
represented
• Help you understand the
buying process
• Point our features/faults of the home
• Provide better list of service providers.

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Benefits of Buyer Agency
• Shorten your home search
• Provide better list of mortgage lenders
• Expand or narrow the search area.

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Have Buyer Agency conversation
• Definition of Working Relationships
• Buyer Advisory
• Buyers Agency Agreement
• Blank Contract to Buy and Sell.

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If they are unsure
• Let them know that you will take them
out once to see if you are a good fit
• We will sign a buyer agency agreement
for one day
• After that, they will need
to sign a buyer agency
agreement
• Or part company.

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My clients typically use:
• One of my 3 lenders
• If they would like to use a lender of their
choice
• I reserve the right to interview them as a
lender can make or break the deal.

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A good lender: worth their weight in gold
• Processes and dates
adhered to
• Knowledgeable
• No garbage fees
• Most importantly, will have the funds
available at the closing so you can move
into your home.

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Unique ways to find properties
• You have had a robust
Buyer Consultation
• There is nothing out there which works
• Now what?

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Do you do these?
• Search your personal database
• Search the County assessor records
• Send I am looking for a property card/letter
• Walk neighborhood
• Ask agents in your office
• Check Craigslist
• Check FSBOs
• Check Expireds.

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Points to consider
• Not looking for listings
• Have pre-approved buyer
• Quick closing
• No loan condition.

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Search your personal database
• Enter property after closing
• Add reminder to your Closing Action Plan
• Write standard letter for this purpose.

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Search County Assessor Records
• Using property characteristics - Buyer
Consultation
• Thru your MLS – search public records
• Don’t forget architectural style.

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Send: I am looking for
• A property
• Card or letter
• Not looking for a listing
• Have pre-approved/cash buyer.

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Walk the neighborhood
• Knock doors
• Hire it out?
• Talking points
• Leave flyers or ?

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Ask agents in your office
• You get leverage from their sphere/P C
• They get a listing
• You get a sale
• They will love you – earn more money.

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Check FSBOs
• FSBO sites
• www.owners.com
• www.forsalebyowner.com
• www.fsbo.com/co
• http://www.fsboinco.com/
• www.zillow.com/for-sale-by-owner/
• www.brokerdirectco.com/
• Others??
• Watch for limited listing in MLS.

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Expireds
• Make sure they are not FSBOs
• Make sure it has not closed – non-MLS
• Check County Records
• > 3 - 6 months
• Don’t forget the
Do Not Call List.

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Get your offers accepted
• Call Listing agent
• Tell them you are bringing an offer
• Deliver face-to-face
• Is there anything I need to know that is not in the
MLS?
• Have you had other offers
• Perform a CMA for Buyer
• Teach your buyer to negotiate
• Have Buyer write letter.

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How to get your offers accepted
• Negotiate
• Terms
• Inclusions
• Possession
• Contingencies
• Price.

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Take aways from today
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The outcomes from your session
=> Create a crystal clear vision for the sales success you
desire (we’ll set targets for prospecting/lead generation
activities which will give you the lifestyle you desire)
=> Uncover hidden challenges that may be sabotaging
your success (we’ll pinpoint specific areas that cause
breakdowns in your lead/sales process so you can make
immediate changes)
=> Leave this session renewed, re-energized, and inspired
to break your personal sales records and enjoy a great
income.

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Help is at hand for you
• When you are ready to move forward and
implement proven marketing strategies
that can help you utilize the techniques
discussed,
• Call 303.544.0340 today your
complimentary 1/2 hour coaching session.