CAMP 4:4:3

Power Session 7: Buyer Consultation – Final Steps

Power Session 7

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Buyer Consultation—Final Steps

Introduction

Failure is nothing to be feared. The very best of us have used

failures as stepping stones on the path to ultimate success.

- Millionaire Real Estate Agent

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Power Session 7

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Buyer Consultation—Final Steps

Introduction

Objectives…1) Identify the steps to obtain an

agreement to work with you exclusively2) Discuss agency with buyers3) Set the buyer’s expectations for the

buying process4) Identify the steps to close for the next

appointment5) Practice the final steps of the buyer

consultation

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Power Session 7

Slide 4

Buyer Consultation—Final Steps

CAMP Map

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Slide 5

Buyer Consultation—Final Steps

The Basics

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Buyer Consultation—Final Steps

6. Obtain an Exclusivity Agreement

The 10+ Customer Service CommitmentWhen working with buyers, use the mutual expectations conversation to assist you in asking for the order. In addition to your personal UVP, there are a number of standard services you provide. This is referred to as your 10+ Customer Service Commitment.

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Slide 7

Buyer Consultation—Final Steps

6. Obtain an Exclusivity Agreement

Define the Buyer’s 10+ Customer Service ExperienceOnce you have explained your standard ten promises, ask the buyer to define what additional customer service promises you need to add for a 10+ buying experience.

Ask for the BusinessNow that you have consulted the buyers and presented your benefits, you must ask for the buyer’s business.

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Buyer Consultation—Final Steps

6. Obtain an Exclusivity Agreement

Handling Objections to ExclusivitySome buyers will object to working exclusively with one agent. If a buyer objects to signing, use the script provided.

Know When to Let a Buyer GoKeep in mind, sometimes you have to say no. If a buyer refuses to work exclusively with you, you may choose to let them go.

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Buyer Consultation—Final Steps

7. Explain Agency

Explaining agency is critical because it is required by the majority of state laws. Be sure that you explain agency at the appropriate time and use the correct script.

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Buyer Consultation—Final Steps

8. Set the Expectation for the Buying Process

Explain Closing CostsYou will want to give the buyers an estimate of closing costs so they aren’t surprised when they come to the closing table.

Explain the Showing ProcessTo provide for a smooth showing process, set the expectation with the buyer before looking for homes.

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Buyer Consultation—Final Steps

9. Close for the Next Appointment

It is a golden rule in real estate that you never close one appointment without scheduling another one. Whether you view homes directly following the consultation or you need to begin another day, make sure you end the meeting with another appointment.

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Buyer Consultation—Final Steps

Practice

Role-ModelWatch as your instructor role-models the final steps of the buyer consultation.

Discussion QuestionWhat did the instructor do that built trust with the customer and inspired confidence in the instructor’s abilities?

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Buyer Consultation—Final Steps

Practice

ExerciseDirections:1. With a partner, practice the final steps to the

buyer consultation. 2. In the space provided, write down any

challenges you have while practicing so that you can address them with the instructor.

Time: 30 minutes

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Buyer Consultation—Final Steps

AssignmentsPower Session Assignments1. Memorize and internalize your complete

buyer consultation.2. Shadow your mentor or an experienced agent

on a buyer consultation.

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Buyer Consultation—Final Steps

Assignments

Ongoing Assignments1. Complete 10:5:15:5

a) Collect 10 business cards.b) Make 5 phone calls.c) Send 15 notes or letters.d) Preview 5 homes.

Record your progress on the Success Grid.2. Schedule a one-hour role-play session with your

CAMP Buddy. Practice your buyer consultation.3. Review the job aid Support Team Worksheet in

your Tool Kit. Fill in any additional team members you have identified.

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Buyer Consultation—Final Steps

Assignments

Something to Think About…

What else can you personally add to your services to give your buyers 10+ customer service?

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Buyer Consultation—Final Steps

We have talked about…1) The steps to obtain an agreement to

work with you exclusively2) How to discuss agency with buyers3) How to set the buyer’s expectations for

the buying process4) How to close for the next appointment5) How to conduct the final steps of the

buyer consultation

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