“I AM A BUYER’S AGENT AND PROUD OF IT!” BY PATTI SAMPSON – TEAM LEADER AZ EXCELLENCE TEAM WEST USA REALTY 602-818-1667 PATTI @WESTUSA.COM
TODAY’S SCHEDULE • “Leads” or not to “ Leads” ? That is the question. • Setting Buyer Expectations • Qualifying your Prospect • Searching & Efficient and Effective Home Showings • Hot (or not) Buying Signs • Writing and Negotiating Contract to Get Accepted • Tips for Getting it Done
TO LEAD OR NOT TO LEAD? Where to find Buyers • Friends and Referrals – Tell EVERYONE you know what you do • Previous Clients – The Best! • Your Vendor Partnerships – work as a team • West USA Lead Program • A Team that Provides Leads • Buy/Purchase Online Leads – Boomtown, Zurple, Commissions Inc.,Realtor.com, Zillow, Trulia, Homes.com and many more! • Marketing Own Website - Make sure it’s lead producing and name capturing! • Social Media – Google Advertising – Craigslist • Content Marketing – Give the consumer what they want – Lead by Education!
SETTING BUYER EXPECTATIONS
BUYING A HOME IS FUN… I PROMISE! IN FIRST CALL AND MEETINGS BEFORE SHOWINGS • Explain the Steps to Purchasing in AZ – Title company not lawyers • Clarify time Frames to get loan approval, finding a home, escrow and closing • Explain how YOU Work – Best way to contact you, days/times you work, your daily schedule, whether you drive/they drive • Discuss the contract and negotiation process in detail – Get Agency signed Immediately! • Then… tell them about you! It’s okay to tell them personal things! • Explain to them how and when you get paid!!!! • Educate, Educate, Educate… Builds repoire and Trust
QUALIFYING THE BUYER
MOST IMPORTANT QUESTIONS TO ASK! • What is your time-frame to purchase? • Are you currently in a lease that is expiring? When? If yes, are they open to moving before lease ends? • Or… do you have a home to sell? Cha -Ching! $$$$ • If so…Ask… Do you need to sell the home in order to buy the next home? • Are you in need of a trustworthy lender referral? (Not… “Do you have a loan?”) • If spoken to lender… “What type of Loan will you be using?” Why is this important? • And… Has your lender explained to you the funds and fees required to close your loan? (and do they have the money or need seller contributions?) • Have you seen homes with any other agents? (don’t ask “are you currently working with an agent?”)
NEXT IMPORTANT… WHAT ARE THEY LOOKING FOR? • Where are you looking (give me N/S/E/W boundaries by streets if they know)? • If they are new to area… ascertain their work location, desired drive times, what they like to do, HOA okay, need lots size, views, or need to be near something of interest and of course PRICE RANGE! • SFR vs. Condo/Townhome/Patio Home – (Do you know difference? Will their loan work for their purchase?) • What if they say… “Where do you like?” “What do you think of that area?” “I want to be near good schools” • What if they say “I want to be in Scottsdale SFR and I have $150,000.” Now what? • Of course.. Ascertain home specifics – beds/baths, 1 or 2 story, garage or carport, pool, fireplace, lot size, yard size, age, HOA okay, of so… how much willing to spend?
SEARCHING & SCHEDULING SHOWINGS
LET’S GO TO FLEX MLS http://armls.flexmls.com/ TAKE FREE TRAINING – Live or Recorded www.armls.com
SCHEDULING SHOWINGS • ALWAYS CHECK STATUS! Ask listing agents… • Recommend sending Email/Text to Agent - NEW! Showing Tim e – within 24 hours of showing time
EXAMPLE OF LETTER TO LISTING AGENT SUBJECT LINE: 123 Main Street – LISTING QUESTIONS Hello, I have a client inquiring about the above-referenced property. Can you please take a few seconds to respond to a few questions? 1. Do you currently have any offers you are negotiating? 2. Are there any issues with the condition of home that you are aware of that may prevent my client from obtaining loan approval? I would like to show the home if available between 1-2:00 on Wednesday. I look forward to your prompt response. Thanks so much for your time.
SCHEDULING SHOWINGS • ALWAYS CHECK STATUS! Ask listing agents… • Recommend sending Email/Text to Agent - NEW! Showing Tim e – within 24 hours of showing time • 48 Hours Notice for homes with Tenants (in most cases) – Per Landlord/Tenant Law • Never show up to occupied home without confirming with seller first – ALARMS & PET ALERTS!!! • Schedule showing 20 minutes apart – (assuming all in same immediate area/city) • Give owner a one hour window of arrival - “2:00 to 3:00” Why? • What if client hates front of home when you pull up? Do you show it? • Always keep Lockbox Key (or phone) on your person. DON’T LEAVE IN HOME – HA, HA!
HOW MANY HOMES SHOULD YOU SHOW IN ONE DAY? HOW MANY TOTAL HOMES SHOULD YOU SHOW?
YOUR LOCKBOX KEY WORKED… NOW WHAT?
OBSERVE AND LISTEN • Always stay close to your clients to listen to comments – watch children! • Listen to what they like most – point out those things in subsequent homes • Point out issues –YES… it’s okay and your obligation if you see something wrong or of importance to your client • Biggest thing to watch for – Water Damage – Mold- Foundation Issues • Do you know what Termites Look Like?
OBSERVE AND LISTEN • Take notes – example – “Purple Carpet” “Smells like smoke” “Wife said she loves the size of the kitchen” NOTE: make of washer/dryer/fridge if they are liking home • Have your clients (both husband and wife separately) rate the home and write it down!!! THIS IS VERY IMPORTANT FOR YOU! • Print out Client Property Showing Report for client (optional but recommended)
PATTI’S SHOWING TIPS TO GET CLIENT’S TRUST IN YOU – MAKE IT FUN – SMILE! When possible – Take Clients in Car with You Makes Buddies with the kids Warn clients ahead – you may make a few U-Turns Advise them that you are there for them They don’t need to view home if they really don’t like it – MOVE ON! (exception: unless you have an appt.) Keep to your schedule and advise listing agents/owners if you are running late Simple Courtesy! Tell them you will be asking for their home ratings after you view a few homes Client’s love this!!!! ALWAYS be sure home is available and if there are any offers before you show! Active in MLS is not sufficient! Okay to use toilet (not shower)…. BE SURE WATER IS ON! KEEP TOILET PAPER, HAND SANITIZER AND TAPE MEASURE IN CAR
HOT OR NOT BUYING SIGNS Placing Furniture Lingering around and going back into rooms more than once Asking you questions about home or how much do you think owner would take? Taking pictures of the home They ask kids which room they like Wanting to revisit home at a later date or show it to parents Both give home an 8 or 9 rating on a scale of 1-10 They want you to run comparables
MUST HAVES WANTS 1 Story Pool No HOA Near Gym 3 Car garage Fireplace 4+ bedrooms KEEP CLIENTS FOCUSED ON THE “MUST HAVES” WHEN FLOUNDERING
Run comps on FAVS Rated 8+ Let Clients GOAL! Talk it over in Prevent Private on Fall-Out Way Home During WE LOVE Escrow 100% Buy In IT… LET’S WRITE AN GO THROUGH OFFER ALL Call Client to DOCUMENTS Discuss WITH YOUR Comps & CLIENT BY Offer PHONE OR IN PERSON Write Offer in Note Days on Quiet of Market and Office – USE How Much ZIP FORMS! Seller’s Owe
HOW MUCH TO START OFFER? BASE DISCUSSION ON: How well is it priced? Run Comps for Sub Division First. Depending On Price Range - ie : don’t come in 50k under list on a home priced at 200k Days on Market – Over 30 days - probably more apt to move more Check List Price vs. Actual Sale Price rations for area (Flex report) Don’t Count Actives as part of your comps for Buyers Pending – is not the sale price – but indicative of sale price based on DOM What have you been able to determine about seller motivation? From conversations with listings agents or even owners if they were in the home From MLS listing verbiage
MORE TIPS FOR SUCCESS CLOSING Try to use your Preferred Make Attend Lender Friends Inspection with Communica EVERY Listing te TIME! Agent Communica te Set Control Communica Expectation the te s with Client Transactio If Client all the way n Doesn’t Thru Use Buyer Trust you Advisory! from start RUN!!!
Patti Sampson Team Leader AZ Excellence Team 602-818-1667 Patti@westusa.com
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