3. 1)Meet with the buyer 1 st 2)Establish an agency relationship 3)Establish rapport and evaluate buying motivation 4)Evaluate the buyer’s mortgage qualification 5)Contact a lender to verify the buyer’s qualification 6)Get the buyer to confirm mortgage qualification 7)Go over the buyer’s requirements in a home 8)Write down the buyer’s “must have’s” on a buyer’s form I just want to see the house I’m in front of the house I understand, however in the interest of time; we typically like to meet with you to determine that this property is within the price range that you can afford. There’s no point in looking at a property that may be too expensive

4. PUT IT IN WRITING 1)Sit down with the buyer for “must have’s” 2)Go over house types (single, town, etc.) 3)Narrow the house design (colonial, rambler, etc.) 4)Interior features such 2 story foyer & family room, gourmet kitchen, study, etc. 5)Go over # of bedrooms and baths 6)Lot size and type (in-ground, walkout, etc.) 7)Price range for the property 8)Narrow the location (town, area, subdivisions, etc,) 9)Finished basement or not 10)Amenities wanted such as (pool, sauna, deck, etc.) This will enable you to stay and keep your buyer focused on what is actually wanted. If the buyer fails to purchase based on his/her selection; go over the list to get the selection re-aligned.

5. 1)Review the buyer’s selected home specifications 2)Narrow the field as much as possible, the more buyer flexibility, the better the selection of homes 3)Review Real Estate America’s listing to see if any qualify 4)Check the MLS system for listings that would qualify for the buyer 5)Review all selected listings with the buyer 6)Narrow the list of homes to about 5 by going over the specifics wanted versus what’s in the listing You will have a higher degree of success by being meticulous in the selection process. BE THOROUGH

6. Make an appointment with the seller of each listing 1)Try to be on time for each of the appointments 2)Call the seller if you are going to be late 3)Walk and stay with the buyer at all times 4)Do not make any comments, let the buyer decide if the house is right 5)Take notes on each listing for reviewing 6)Don’t ask any real estate related questions to the seller; call the listing agent 7)Don’t ask anything that could be construed to be an agency violation; you don’t need a lawsuit 8)Make sure that you are responding to the seller’s questions, not initiating questions 9)Remember, you are a buyer agent; say nothing about your buyer 10)Always thank the seller when you leave their house

7. Sit down with the buyer after showing properties 1)If the buyer doesn’t have a clear decision, go down the list and review each listing 2)Eliminate one listing at a time and make a note of the decision maker (reason) 3)Get down to one property if possible to begin a contract 4)If all are eliminated, make notes of all the reasons and begin a new search removing those factor from future properties to be viewed 5)Stay in control, don’t let the buyer wonder off into another direction; stay focused Always ask the buyer which property they prefer

8. 1)If the buyer elects to purchase one of listings; WRITE THE CONTRACT 2)Make sure that you have all the documents related to the property 3)Include your buyer’s lender qualification letter 4)Include all disclosures 5)Include a deposit check or note 6)Review all material for accuracy and knowledge of details 7)Get the contract offer signed before presenting the contract 8)Call the listing agent for a contract presentation