Here’s Ethan Frelly, Lead Buyer’s Agent with Beltran Properties Group, where I’m also the Director of Sales. I wanted to get his take on the Buyer’s consultation as he has done hundreds of these.
It’s easy to skip sitting down with the new buyers and not go over the process of buying. You might feel that it’s a waste of time or you want to jump to showing homes because you want to show your value.
I submit to you that opening doors is not your value but unfortunately that’s all the public thinks they need you for in general. This is a byproduct of the old days when agents held all of the information and they hung their value on it. As that went away, they struggled to find their value because it was about the information.
The goals of a Buyer’s Consultation:
Understand their needs – Make it about them but don’t turn it into an interrogation. Where do they want to be? When do they need to be there? Why do they want to be there? How will they afford it? Who is going to be involved in the purchase? If you are nervous about this or read that they aren’t into it, understand that if you ask them 200 questions (exaggerating) you won’t have to show them 200 homes and tell them that.
Convey your value – They think they know what we do but they rarely understand. Let them know how you’ve helped people in a similar situation like theirs and how well you the process and market.
Set expectations – You explain how you work. Explain the sale process, the offer and timelines. Explain the upfront costs. Explain how you get paid. Many people don’t understand that it causes problems.
Myths – By the end of this hopefully, you have uncovered any myths and dispelled that. Bring up any that you think should be covered.
The Ultimate Goal – For them to understand that you are the person that understands them and will be the best person to help them through this process that is larger than they realized.
Exercise: Find a friend or script partner and practice running through a buyer’s consult three times but on different days.
Do the work, get the results.
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