Goal 1: Call to schedule an appointment
· When calling them, stand up and be in an uplifting pleasant mood.
· Mention the referral person’s name, if applicable
· Build rapport and ask if they will be also selling or just completing a lease?
· What are three things you want in your new home in order to buy it?
· When would be a good day and time to get together?
· Ask questions now or in the appointment.
· Schedule an appointment
Goal 2: Your Appointment
· Arrive exactly on time.
· Dress professional wearing your National Realty logo shirt.
· Carry with you your National Realty notebook.
· If they are also selling, ask for a tour.
· Sit down at the dining room table.
· Ask questions and take notes.
· After the meeting, leave. Do not sit around with them.
Goal 3: In the meeting, you need their criteria
· What is your time frame for moving into your new home?
· What area do you want to buy in?
· How many bedrooms and baths do you prefer?
· Do you prefer condo, townhome or single family?
Have you talked to a lender yet?
· If they have a lender, get the price range and the lender’s name and number.
· If they do not have a lender yet, tell them no problem. “I will have our in-house Loan Officer Andy Sikora call you.”
- Afterwards call Andy with the buyer’s name and number to qualify. He will call you back with the price range to search. (Do not tell them to call Andy. They will not call him and will feel intimidated.)
Goal 4: In the office: Go to work
· In the MLS search the area and price range. Do not search for the other 3 things they want in the house because that can change.
· Go see inside some of the top potentials (preview) using your Sentri lock app.
· Write a Buyer Agreement and take it with you to the next meeting.
· If they are also selling, bring a CMA on their house price and a filled out listing agreement.
Goal 5: Schedule another appointment
· Call and schedule a meeting to go over some of the homes you found.
· Try not to not email homes to them prior because you want to build more rapport with them. But you can if they insist.
· Bring buyer agreement with you which states you represent them, but your commission will be paid by the seller.
· Also bring the listing agreement and CMA if they are also selling.