Full Buyer Presentation: Get the Contract Signed
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- เผยแพร่เมื่อ 26 เม.ย. 2016
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How is your Buyers Presentation? Are you presenting in the office or at a house your showing? Having a contract in place before you show buyers houses is the key to success when dealing with buyers. If your like me then you've made this mistake way too many times. Whats worse is that it costs you family time and money!
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I know many sales people don't like to give a client an out, but when wrapping up, just before I ask them to sign, I always explain about the right to "fire me" if they feel at any time I am not looking out for their best interest. If they were uncomfortable about anything, that statement gives them peace. Nice job Garrett.
The comments here are describing the difference between “clarifying vs probing” questions... surface level vs digging deeper... to build rapport and a better understanding we call it going “3 deep”.
Quick example: I want 2 beds, a yard, etc. great.
Digging deeper: I want 2 beds plus a yard... great. What’s important to you about a yard? Well it’s for entertaining and my kids and dog? Great... and what’s important about entertaining, and having a yard for your kids and pets? Well we want them to play together, so grass would be great and at the same time enough space for maybe a bbq patio, etc.
See... now it’s not just a YARD. It’s turned into an actual PICTURE in your mind about exactly what they want because you could show them homes with exactly what their looking for, “a yard” but yet after you show them 10 homes they still haven’t bought. This is why.
Matt Barry quality input!
Hey Garrett! Great demo! I think an area of improvement for you would be to connect a little deeper with your client. We know buyers will get to a point where its about an emotional attachment to the new home. Great questions would be: Who else is going to live in the home? Any pets? what's the commute like to and from places of interest? and my favorite "tell me more" or "why is that important to you?" this will allow you to tie back their own buying interest when issues about budget or cold feet/hesitation become an obstacle. Just my advice since you asked for feedback at the end. Keep it up Bud!!! Oh and the suit looks great!
Winston Peterson bud... did you not hear. 9.5 times out of 10 closing. Needs no improving. What’s your closing rate bud?
Human Sponge chill out dude, clearly found someone who can’t handle criticism. Take a minute to understand that he’s only trying to provide feedback. Think before you bark a stupid statement
001001 001001 a FUUUUUQ u
Human Sponge wow what a pathetic human being, liked his own comment lol!
001001 001001 what u don’t like yourself? Dumb fuq
This works!!! I used it today and got my first agreement signed. Thank you!!!
congratulations
Use more POWERFUL words....example : 1) anything else? Vs TELL me more! (Bring excitement). 2) What features ur looking for? Vs what AMENITIES you need me to include in the search for ur home? 3) What's ur schedule? When /what days are you most flexible /time in ur schedule? 4) At the end of the showings I will ask for ur feedback 5) OK Mrs.client once we find ur perfect home I will start the process and that looks like...6). Then you will sign a stack of papers 😱 vs at closing the lender will need ur signature on many different legal forms for them and for the county etc to make the house official yours 💪👍😋
thanks for the video. I definitely got a few things from it. keep up the hustle brother
Loved it! Thanks for sharing
Thank you for the video. Took a few things from it and got a buyer signed!
Great demonstration! I’m gonna practice it over and over... I haven’t had my 1st transaction yet, you just built my confidence. Thanks
Thank you for the video Garrett. Great energy!
This was really good. Thank you!
I love how quick and and to the point. Most presentations I have seen are long and hard to memorize in order to make the presentation flow.
Loved it! Great job!!
GREAT training. I definitely picked up a few gems to guide them smoothly to contract... like asking them if they are confident that you can help them. Thank you, Garret!
This was dope bro I absolutely loved it!
This is so awesome!
Amazing! Great example. Light and breezy. Thank you.
Very good!!! This was a very valuable video and I plan on using this when I get my first client
super solid! great!!
Thank you so much. This is good training!
Hi Garret it was perfect.Thanks for sharing
You did amazing
Great info. Thanks for the video.
Great job! I like it. Definitely going to tweak it for my personality👌
great job! i am a realtor too, I got some routine scrip , thank you buddy!
Awesome video! Very thorough as she said in the beginning.
Killed it !!! ❤️
killing it brotha!
Thank you!
Short and simple !!! Thanks for great relevant info.
no problem!
Great video!! you kick ass!
Loved this! Using this as a new agent thanks
great job
Good Stuff
this is a very great informed video!
Great Demo! Very Thorough.
Thank you!
Perfect brother..thanks alot this will help me alot respect from India
Hey Garrett, great video!
Curious though, what is the transaction fee you charge? What does it cover?
Thanks!
Good presentation, I'm not very comfortable with the idea of signing a contract before inspection, I just prefer an interview with the buyer, as signing a contract looks like you're committing a buyer, though it's OK to ensure you're not wasting your time, but connecting with the buyer through interviews I think works.
Garrett, awesome videos man! Curious if you have one demoing your listing presentation or if you'd be willing to do one? Thanks again, great content man!
I am a new agent and found this helpful as to what questions I should ask the buyer. However, I felt that you could have attempted to connect more with the buyer on a personal level before asking them to sign with you.
I liked the video and you touched on all the points well, however in my opinion you should go over expectations with the TRR a little more. Stating that no house is perfect and there will be some things to change also that the TRR isnt supposed to look like the inspection report its for the big items like safety hazards and big things that dont work not that the door squeaks or the door knob wont lock. These are easy things to change and shouldn't be included on the TRR I find it pays off to inform them now instead of after the inspection report and they want to nit pick.
Love it
Very nice. Thanks for sharing! :-)
Can you share the 12-point plan of action with us?
I love that I found this video. More so because I am a new realtor that lives in Davis county. I don’t want to live anywhere but here. Haha
Nice video
LOOOOL so much NLP
Great 👌
Mr. Garett, would YOU sign a contract after just meeting someone? No. So why would you push others to do so? As a rule of thumb I go out and show houses one time with potential buyers. After that, if they want to see more it means they obviously want to work with me. That’s when I present the exclusive buyer agency contract. You fail to realize when working with people it has to be a good fit.
Absolutely! I do the same. It really does have to be a good fit--on both sides!
I never sign buyers agreements 🤣
Jackie Farkas,
Why would you not sign a contract in the first meeting ? In my real estate board, as soon as you start asking questions and advising a prospective buyer the agency relationship starts right there and then. At the end of my presentation I will have the contact signed. The buyer is looking for a professional who can do the best job for him/her, not a friend. Would you check your surgeon out before you go for a surgery ? Common !!! Great job Garrett.
You did a great job on that. That is exactly how I like to present my buyer consultations but yours was a little bit extra (in a good way).
Thanks Jerry your very kind.
Awesome
Hey Gettet awesome brother. I will follow the same👍
I didn’t hear one “um”. I look up to you sir
Thanks fir showing buyers how manipulative agents are.
You sign this contract that says you have to work with me... regardless if I suck, that first lines of questioning tho you came off as hey “ I’m entitled to your money...
I like when you send them to drive around the areas and one think, did you ask about letter of approval?
This guy wears a suit. I show up to listing or buyer appointments in jeans and a tshirt, or a flannel if it's fall or winter time
Always read the contract before you sign! If that's a problem? Walk!
I loved how direct and fully engaged listening to your buyer you were! Is the guide to this in KW connect?
It is not!
I just realized you work with Colton. Nice.
I do!
Nice video, thanks for taking the time to make it.What do u offer for your processing fee vs lower rates?
What do I offer for my processing fee vs. lower rates?
usually realtors in my area charge $395 for a processing fee. I believe you said in the video that you charge $900+ . What do you offer for the premium compared to the standard $395. I would like to learn how you go about selling that to your clients.
thanks ,
presentation was great your download site is down.
Where do you get your suits from
Great video only thing is the payment question I think you could have done away since that's a lending question that may set up wrong expectation
Must have been in the car business prior to real estate.
Did she sign a buyer's agreement form at the end?
do we have statistics on this 9.5/10
You could have taken the pen at the end when she handed it to you. Solid approach.
No transaction fees?
Utahhhhhh!!
Hey, do you have the questions template available for download?
Watch the video and write the questions down yourself. He did a lot of preparation. To demonstrate that level of skill you have to your own homework.
@@loisharper695 LOl
@@loisharper695 Yep. One time I gave out Facebook Ad copy. A FREE cheatsheet lead magnet and ofc the Ad copy wasn't enough they wanted the cheatsheet I wrote from scratch too cos they're too lazy to do it themselves.
I have a question, if I have a buyer who asks a lot of questions about houses but doesn't want to get prequalified (they're too "busy"), should I respond to their questions? Ive asked several times for them to get a prequal and they say they're interested in homes but then keep making excuses.
Nicely done 👌🏽🤑
Thanks :)
Is there an template Of the questions
Yeah, it's called; writing them down for yourself and adding your "flare". Come on man, don't be lazy right off the get go.
Feels sleezy
how do you get the seller to pay for your $695 transaction fee?? (@10 minutes)
Great Question. We just put it int he contract and net sheet. Most people don't hesitate. we just recently upped it to 995
Garrett: I have been in real estate since 1984 and have been training real estate agents since 1987. I have managed branches, owned companies, owned real estate schools. and more. I am teaching post-licensing classes this week and was looking for a great role-play video on how to do an initial buyer presentation and discovered yours. It is outstanding! It is refreshing to see the principles I have been teaching for decades are still being utilized in 2019. I noted you made excellent use of the "Patterned Interview" and of the "Safe Island" technique. I'm curious to know if you know these strategies by these names. As I get older, you guys look younger, and I am impressed someone of your age (as I guess your age) is so skilled with these strategies. My students will be seeing this video as of tomorrow and for many months to come. Thank you!
Check out saria finkelstein and nikki ubaldini. Popular with KW agents.
Thank you! Your very kind
9.5 ?
Nice job man. Couple questions. In this scenario, can't she set her ceiling at 320k? If she's looking to upgrade significantly I would definitely make sure she understands that's an option. Also, is there a working link to this schedule of questions? Thanks again for making this dude!
Yeah, it's called; writing them down for yourself and adding your "flare". Come on man, don't be lazy right off the get go.
If the lender going to require 20% down that's $60,000, how is she going to be looking at a $320,000 house with only $20,000 down if going conventional.
GOOD info. thanks for sharing! What did she exactly signed?
+Rosie O. Garcia Hey Rosie Im not sure I know exactly what your question
Rosiers % O . Garcia qui est en
Rosie O. Garcia She signed the Exclusive Right to Buy Listing Contract.
can you share a copy of the Exclusive Right to buy listing contract?
What happens if they are not 100 that they want to buy?
I'd have them sign a 1 year contract. If they don't do anything in one year, forget them.
I liked the video, and I appreciate the approach, but I think you could up your game if you stopped using "fair enough" for lack of a better response. And it actually conveys a minor sense of a smug attitude, because it doesn't actually make sense to respond that way the three or so times you say it, which may imply to some clients that you do not really care about them or what they have to say. Food for thought, create more rapport by deliberately creating accurate responses within your dialogues.
I liked this video until he made her do the leg work. Imagine hiring a realtor and he tells you to go do the work.
Kinda the first thing i thought, I was waiting for her to say, thats what i got you for lol. But the rest was pretty good in my opinion.
Yeah that was the first time I heard that. BUT, I was thinking should I do that. I am on the fence with this part. I have shown one client over 30 homes. It seems like the client is getting used of looking at houses but forgot he is supposed to pick one he loves. Having him going to the site and doing some leg work on his own might encourage him to make a decision.
or gain their trust where they want to work with you, not force them to work with you
Agreed. I know time is money--but so is relationships.
That’s not how real estate contracts work.
where do you get your scripts from?
www.FearlessAgent.com and www.WinningTheInnerGAME.com. Use the Code SAVE30 For discount.
That fearlessagent site looks pretty promising, indeed. Thanks for sharing, Garrett
she signed for 3%. if the listing agent only offers 2.5, do you make the buyer pay you the .5% of the commission?
No. We will send over seller to pay 3% in the offer. Thats a great Question.
Garrett Allred What if the seller don't agree?
I guess you just use a good script to try to convince the seller and if the seller still wont agree than you negotiate.
When you write the offers ,it has to get attorney's approval firstly, then you move on. That was missing.
Start: 1:00
Will not show a property without a signed buyer agent agreement? Not a problem. As a buyer, I have never had a problem with the listing agent showing a house.
except that agent has a contract and an obligation to the SELLER, not you to get the best deal. You ALWAYS want someone working for you (it is free as the seller pays the commission). As a buyer agent I can be the go between and advise you...the seller agent CAN'T even do that without a dual agency agreement (if allowed in your state) and agreed by both parties (and really how I can get the best price for the seller AND the best deal for you??/ I can't).
I don't necessarily require 3%, BUT if we do look at FSBO's, then yeah if the seller won't pay it, you are responsible....I have to get paid somehow for my knowledge, effort and expertise.
Just keep that in mind the next time you call the agent on the listing sign....they do NOT work for you, so it is up to you to know the market, if it is a good price, how all the paperwork works etc.
charles jones Why would a commissioned Real Estate salesperson try to get the lowest possible price for the buyer?
For sure you need to put some advantage (plus value) for the buyer if you want him to sign your buyer contract. If he dont feel any advantage he will go directly to the listing agent😉
Jvolstad If you work as a buyer agent, you have to get your buyer the best conditions including the best price. Its your job. Honesty and good buyer experience can bring nice reference and more business. It is the best way to do it. The realtors Who dont work that way just feed bad Word of mouth about Realtors. Its a capitalist jungle out there and sadly some realtor just think about the Max money they can do now at any cost.
for referrals down the road.
The only thing I would add to the presentation is a pocket square, a big watch and some gold jewelry. Lol jk great job
Man nice job, but something aint' right. You have a slick salesman vibe... not all great realtors have that. I woulda bailed. Just sayin... nice job tho, serious.
King Trawal It’s because he’s acting for this video. That puts out a different vibe than if it were a natural interaction.
I usually remind them to never wire the money to anyone. I've heard stories of people receiving emails to wire money and nearly do it cause the emails are so convincing and the buyer isn't aware of it
I would like better clarification of your fee structure.You are going to ask the sellers for 3% + $995.00 (now) processing and handling fee,correct? What if the MLS clearly stated that the buyers agent commission was 2 to 2.5%? Are you saying that the buyer is potentially legally responsible for any shortage of commissions and fees the seller is unwilling to pay? Are you telling the buyer that you are reserving the legal right to withdraw the written purchase offer due to lack of full payment of your desired commission and fees? What exactly is being processed and handled and by whom? Does the agent get a penny of that $995.00?Not trying to start an argument,just want to know what exactly happens when the answer from the sellers are "no" and forget it.
MrFlyboy1313 that's a great question. If for some reason they offered 2 or 2.5% I would send them an escrow agreement with at least 3%. As apart of our offer. If they didn't pay that then the buyers would be responsible. However I've never had one rejected. And also we have a full time transaction coordinator and 2 marketing directors to process everything from contract to close. That goes in to pay their salary.
New to real estate. Can you clarify an escrow agreement and what you mean by the shortage difference, etc?
Escrow Agreement is an agreement of commissions to be paid to a buyer and a seller based on a differing agreement through an ERS or MLS BAC.
It's overall a good presentation however,
I do not like the part where you tell the client to get your job done for you. Even with a customer, you shouldn't do that. if you see what I mean.
I think this "customer" is not real. We do not get that luck. Lot of questions and objection to earn the contract. Not that easy.I think you should tape real case and that we can learn new things, not script. I pick up a few good sentences. Thank you.
you can buy lots of shirts that have sleeves way to long for your short arms. lol
Hahhhhhahaha dude lucky buffet or what hahahaha
+jose hernandez Lets do it haha
Your presentation seems very methodical or like you are following a script they teach you. You don't seem natural or engaging or really connecting. If I was the client I would feel no connection with you. No jokes or no fun time. You just go right at it you need to be more yourself. Your smiles seem fake.
Thanks for the comment
it is a staged interview lol. of course the smiles are fake
Jokes are dangerous with a new relationship. If you say something they don’t care for you could be risking a $9,000 commission. Best to stay on point with business in the beginning. Make your commission and send them two tickets to the comedy club!
Caution on jokes if you can't handle it, it's OK but not necessary.
This doesn’t work in this market. Corona killed this.
What's up with saying you are going to this, you going to do that, you are going to send me this then I'll be a door opener and then let you do more work. Do your job. That's embarrassing to me as a buyers agent. And you sound so scripted it's ridiculous.
I was not feeling this presentation at all. No questions asked after being bombarded with questions from a dry agent who didn't act like he wants to build rapport. And you want us to believe 9.5/10 will sign a contract? Yeah right.
Thanks for the feedback Julian. Can you please post your buyer presentation?
Garrett Allred 😂😂😂 True