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  • Fundamentals in Real Estate Series Part 5 Working With Buyers

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    Prima Chemicals
    27 vues28 pages
    When you first begin your career in real estate, you will more than likely start working with buyers. There are many reasons for this which is centered on your prospecting and trust issues. Typically sellers pay the commission and look for more experience which is why a Sales Associates will usually start out working as buyer Sales Associate. Regardless, you are a Sales Associate who wants to build a business and the buyers you work with will be your future sellers. It is important to build a good relationship with them so they will trust you with the sale of their home in the future. Being friendly, helpful, understanding, listening to their needs and maintaining constant communication and service are the keys to success. You want to become the buyer’s Sales Associate for life.

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    When you first begin your career in real estate, you will more than likely start working with buyers. There are many reasons for this which is centered on your prospecting and trust issues. Typically sellers pay the commission and look for more experience which is why a Sales Associates will usually start out working as buyer Sales Associate. Regardless, you are a Sales Associate who wants to build a business and the buyers you work with will be your future sellers. It is important to build a good relationship with them so they will trust you with the sale of their home in the future. Being friendly, helpful, understanding, listening to their needs and maintaining constant communication and service are the keys to success. You want to become the buyer’s Sales Associate for life.

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    © All Rights Reserved
    Téléchargez comme PDF, TXT ou lisez en ligne sur Scribd
    Signaler comme contenu inapproprié
    27 vues28 pages

    Fundamentals in Real Estate Series Part 5 Working With Buyers

    Transféré par

    Prima Chemicals
    When you first begin your career in real estate, you will more than likely start working with buyers. There are many reasons for this which is centered on your prospecting and trust issues. Typically sellers pay the commission and look for more experience which is why a Sales Associates will usually start out working as buyer Sales Associate. Regardless, you are a Sales Associate who wants to build a business and the buyers you work with will be your future sellers. It is important to build a good relationship with them so they will trust you with the sale of their home in the future. Being friendly, helpful, understanding, listening to their needs and maintaining constant communication and service are the keys to success. You want to become the buyer’s Sales Associate for life.

    Droits d'auteur :

    © All Rights Reserved
    Téléchargez comme PDF, TXT ou lisez en ligne sur Scribd
    Signaler comme contenu inapproprié
    sur 28

    Fundamentals In Real Estate Series

    Part 5 Working with Buyers



    Pranav Pandya
    Franchise Development Manager
    RE/MAX Mumbai Gujarat Maharashtra

    RE/MAX Mumbai Gujarat Maharashtra
    RECAP
    Part 1 - Getting Started
    Part 2 - Marketing
    Part 3 - Prospecting
    Part 4 Working with Sellers



    RE/MAX Mumbai Gujarat Maharashtra
    Todays Agenda
    Where do you find buyers?
    What can be done to attract buyers?
    Qualifying buyers
    The buyer interview
    Property selection
    Showing property
    Sample due diligence checklist
    Overcoming objections
    Safety considerations
    The lowball offer
    Seminar selling
    Six mistakes buyers make

    WHERE DO YOU FIND THEM?
    RE/MAX Mumbai Gujarat Maharashtra
    Ways to find buyers
    Calls on property ads
    newspaper/magazine
    Former clients, friends, center of
    influence, etc
    Open houses
    Door knocking and cold calling
    Clients with homes currently listed

    RE/MAX Mumbai Gujarat Maharashtra
    Website inquiries
    Social media
    Generic promotion ads - bus benches,
    billboards, etc
    Referrals
    Flyers, Just Sold/Just Listed inquiries
    Office call duty inquiries
    Office leads
    Relocation referrals
    Referrals from veteran Sales Associates

    WHAT CAN BE DONE TO
    ATTRACT THEM?

    RE/MAX Mumbai Gujarat Maharashtra
    Sources of Obtaining Buyers
    Home matching service
    Market evaluation
    Market updates
    Buyer information booklet
    Home search plan
    Pre-qualify
    Buyer seminars

    RE/MAX Mumbai Gujarat Maharashtra
    Specific type of buyer
    First time buyer
    Apartment buyer
    Buyers looking in a specific neighborhood
    area
    Buyers who sign representation
    agreements
    New construction home buyer
    Executive homes
    QUALIFYING BUYERS

    RE/MAX Mumbai Gujarat Maharashtra
    Ask Questions

    Financial Qualifying

    Needs and Priorities

    THE BUYER INTERVIEW

    RE/MAX Mumbai Gujarat Maharashtra
    A Buyer Presentation include
    Offer of purchase and sale agreement
    Loan rate/financing information, if needed
    Articles on market conditions and statistics
    Your newsletter
    Testimonials
    Area information
    Relocation information, Utilities info.,
    moving with kids info., property tax info.


    RE/MAX Mumbai Gujarat Maharashtra
    Schools, Utilities, Amenities information
    Home Buyer Plan of your city
    Buyer representation Agreement
    Want / needs form
    Buyer Guide
    Closing cost information
    Agency brochure
    Your resume, personal brochure with contact
    information
    Company brochure / Profile

    RE/MAX Mumbai Gujarat Maharashtra
    Obtain all the relevant buyer information
    Names
    All phone numbers incl. business, emergency
    E-mail addresses
    Employment details, where, for how long
    Family members names and ages, education
    requirements
    If out of town, where family and friends are
    located

    RE/MAX Mumbai Gujarat Maharashtra
    Discuss Finances
    Employment history /Down payment /Loan
    Discuss Buyers Needs and Wants
    Discuss and Sign Buyer Representation
    Agreement
    Review Purchase Agreement
    Discuss Procedure Followed for Viewing
    Homes
    Keep in Constant Contact

    PROPERTY SELECTION
    SHOWING PROPERTY

    DUE DILIGENCE CHECKLIST
    RE/MAX Mumbai Gujarat Maharashtra
    Professional Property Inspections

    Protect Yourself and Your Client

    Presenting an Offer

    Negotiation

    OVERCOMING OBJECTIONS

    RE/MAX Mumbai Gujarat Maharashtra
    Typical Objections

    Handling Objections

    Other Buyer Objections

    Commission Cutting
    SAFETY CONSIDERATIONS
    THE LOWBALL OFFER

    SEMINAR SELLING
    6 MISTAKES BUYERS MAKE

    RE/MAX Mumbai Gujarat Maharashtra
    1. Not Pre-qualified
    2. Dont shop for a mortgage
    3. Dont get professional inspections
    4. Dont use a professional Sales
    Associate
    5. Buy first
    6. Dont know the cost of buying

    RE/MAX Mumbai Gujarat Maharashtra
    Thank You

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