This transcript is from a YouTube session teaching real-estate agents how to lead buyer clients efficiently toward purchase decisions. Key advice: get crystal clear on buyers' needs vs wants and re-confirm if showings extend beyond a few appointments; prepare buyer preview packets (cover page, map, MLS printouts) and hand them out; after each showing ask clients what they liked and disliked; always schedule the next appointment at the end of an outing to maintain momentum; give buyers permission to make offers early when appropriate and communicate that the agent has previously filtered thousands of MLS listings to the top candidates.
Foreign. The intent of this session is to really get clear on helping, and I want to say leading buyers, but it sounds negative, but helping your buyers come to a conclusion as quickly as possible on a home to purchase. So, you know, I've had agents on my team, you know, show more than 50 homes, and it's taken me, you know, a good amount of work to get them through this process. So just make sure that you or your agents have a thoughtful process to lead their clients to, to get the right home and be able to step up and to tell their clients when they're looking at homes that they don't need to be looking at. So you want to thoroughly understand your buyer's clients, your buyer, clients, needs and wants. And this is sort of a cute thing to say because it's kind of obvious and it should go without saying. But if you're crystal clear on exactly what they need, you're able to go back to that at the time where they want to look at the 36th home, or if they start asking to look at homes that don't match what they told you they 100% need versus want. So you need to be crystal clear and be able to draw back to that time where they told you anytime you go out more than two or three times and they don't buy a property, you need to sit back down with them and make sure that you're on the right track because you really want to do a good job for them. I always prepared for all showing appointments. You know, rather than haphazardly going out, I would print out buyer showing packets. I have a simple cover page that said, you know, buyer preview tour the date and my contact information below. And I asked for referrals. And I simply printed that to a map of the properties that we were going to go look at and an MLS printout of each property. So it had a map and printout of each property and a cover page. And if it was a husband and wife, I would print out two of them. If it was a husband, wife and a mother, I would print out three of them. So we showed up at the first house, I handed out the preview packets, and it made a big difference in terms of my level of professionalism. I highly recommend you do that. At the end of each showing, ask your client what they liked, what they didn't like, and if this is the right home for them. So even if you know it's not the right home for them, you want to condition them to get used to outside every home. What did you like what you didn't. Like what didn't you like? It's going to help, you know, if you're on track or not. And they're going to know after every home if this is the right one or not. So you want them to realize that we're out to buy a home, not just to look at homes at the end of each outing. So say you look at five properties at the last property at the end of it, make sure you get the next showing appointment time and date set. You want to keep the pressure on, not in a negative way, but you just want to keep momentum in the process. So it's just like a listing if you envision it that way. Even buyers time on market is not a good thing. You want to be able to sign them as a client and get them under contract as quickly as possible so you can capitalize on just the natural momentum that's built up in the process. You really want to give your buyer permission to make an offer on the home that they like. So a lot of times, you know, I've even heard agents say this to their buyer clients that, you know, they may like the third home that they see. And an agent will tell them, you know, well, you haven't looked at as many homes as you need to yet because they have their own perception that you have to look at 15 or 20 homes to buy one. But you want to tell your clients that you scoured through hundreds, if not thousands of homes. I mean, because you, you open your MLS up, ours has 23,000 actives, you know, so I've scoured through thousands of homes to pick the ones that, that we're looking at today. You know, we went from 22,000 to 500 to 100 to, you know, 20 to 12. And you may give that list of 12, you know, every time you add a different criteria, you're calling down the list. You may give them those 12 to drive by before you even let them into properties as well. But you want to use this language, you know, talk about it out loud. Say, many of my clients find their home in the first couple of times out, you know, so don't, don't be surprised if you find the perfect home today and just say it conversationally. I mean, you're out there to sell a property, and they've told you what they want and what they need, and you know the market so you can help guide them into the right property.
