If you’re having trouble converting your buyer leads into commissionable sales, then you need help getting them to be focused, on track, and ready to make buying decisions. Some common buyer challenges are things like, buyers are driving me crazy, how do I find inventory? On our essentials and our premier coaching website which of course you log onto with your username and passcode, we have an entire section called working with buyers. Go back and listen to the calls in this section and that's going to solve a lot of your buyer challenges. There are buyer scripts and I've pulled out a lot of that for you here on this instant coaching on demand call. You will also want to check out the rest of what we do for you with regard to buyers, and we are not a coaching organization that will say, “buyers are liars.” Even though we are very heavy on the listing agent coaching, we believe that you have to list to last and it's a better lifestyle to be a listing agent. Remember that we all need buyers to make the world go round. Yes, we do believe in buyers, but we also believe in working with buyers in some very specific ways so that you can mitigate some of the time wasting and some of the stress that can come along with that.
Notice here you that you can click on Sixteen Ways To Create Inventory. This is one of our most commonly requested coaching calls. How do I create inventory where it seems like there isn't any? Many of you are in changing markets and that's starting to work itself out. It will totally depend on the price range. Your first time buyer stuff seems to still have multiple offers, but as you go up market it's on the market for more days. Some of you work several different zip codes and some of them are hot and some of them are not. We recognize that, but for those of you that are starving for inventory, you want to be absolutely certain that you listen to this call, Sixteen Ways To Create Inventory. That's posted below and you can click on the link. One of the common buyer challenges that we address with our coaching, based not just on our own experience, but also on many coaching call-ins and emails are typical things like wasting time. For example, the buyers aren't motivated, how can I get them to take action? Or the buyers seem to have a lack of focus or you seem to have lack of focus working with buyers. Many of you say that your buyers are not qualified. But that's up to us to pre-qualify them. They may not even know what the difference between pre-approval and prequalified means. It's possible to have somebody highly motivated but not remotely qualified. It's possible to have high qualifications but low motivation, and that's why we have given you the buyer pre-qualification script. A common complaint is that buyers are taking too long to do anything, or they're indecisive and you can't seem to get them to move.
Another common complaint is that buyers are writing lowball offers or they write an acceptable offers. Again, refer to the Sixteen Ways To Create Inventory. You also have the seven-step buyer process. If you're skipping any of those seven steps, don’t be surprised that you have problems with buyers. You are the one who is supposed to lead the buyers so follow the seven-step buyer process.
We have specifics on effective buyer lead follow up. That's a dedicated coaching call for you and by popular request, the buyer prequalification script is right here and you can click on that and start using it. We recommend that you print many copies of them. You might want to modify them for yourself and your market and your style of speech. Those of you that are working in luxury or resort markets, second home markets, or maybe you do a lot of new construction, you can kind make a few changes to the scripts for your own use. Don't cut out the major questions about motivation, timeframe, and what's going on with them financially. This will help you with buyer prequalification. This script addresses your concern about working with non-qualified buyers. It is up to us to know who's who.
Next you have a lead conversion script you can use to convert sign calls or to call in other types of leads. What does it mean to convert a buyer? It means to convert them from a suspect, into a prospect, into a lead, into your client. There is a great three times out script that will help prevent you from having to show too many properties. (This is assuming you have that much to show, and again it depends on your market.) Some of your buyers will want to see everything and the three times out script will help you make sure that that's not happening to you. The floor model script addresses not having to show too many properties while helping your buyers focus on what it is they're going to buy today.
There is also information about lead generation and that is how to run a Buyer Seminar. Many of you are embracing this once you become skilled, you can do it over and over every other month or every month. That is for your lead generation, although most of you are chock full of buyers, some of you have asked about buyer seminars so we have that for you.
We have addressed the issues of time wasting, lack of motivation, lack of focus, lack of qualification, taking too long, indecisiveness, unacceptable offers, etc. in the working with buyers section. The buyer presentation uses things like the prequalification script and talking about agency. You need to be letting buyers know how the transaction is supposed to go, what your responsibilities are, and what their responsibilities are. If you're not using a buyer presentation (even if nobody in your office does) you should start using it. The buyer presentation is why our agents are better by and large than the rest of the population of agents out there. It doesn't matter if you're the only one in your office using it. It's a professional thing to do. Think about about how you want to be treated as a professional. One of the most common complaints is that buyers are time abusers. They don't respect your time or your schedule. They don't sign buy or agency or they don't sign with you. You show a bunch of properties and then they buy with somebody else. All of these issues are addressed in the buyer presentation. Dive into that section on working with buyers even if you are a team leader or an experienced veteran and you have buyer's agents on your team and they're not using a presentation. They're not selling what they should be selling and they're probably not working with the people they should be working with. Get started using the presentation and your life will change. It also gives you a level of control, knowing what they're actually presenting and that is essentially done for you. You can use it turnkey or you can take it off the website and modify it by putting your logo on it.
Listen to the coaching calls and download the scripts. Use the scripts! Print that buyer prequal script. Make fifty of them and stick them on your desk and every time you're converting a buyer, fill out the blanks. This way it's really simple. You can all implement this immediately once you've gotten through all of this instant coaching on demand. You can get into the buyer presentation and the other resources that are in that buyer section.
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