1. Real Estate Marketing and Sales Essentials Steps for Success Dan Hamilton

2. Buyer Listing Procedures Introduction:

3. Buyer Listing Procedures Misconceptions of buyer brokerage: 1.Broker is to get the buyer the best deal 2.Buyers will not pay for brokerage services 3.Buyers will not sign a representation agreement

4. Buyer Listing Procedures Steps during the buyer interview process: 1.Meet at office 2.Go to conference room 3.Discuss agency law 4.Conduct a wants and needs analysis 5.Discuss company’s results 6.Discuss personal results 7.Discuss financial qualifying 8.Close for the agreement

5. Buyer Listing Procedures Viewing properties: Agree with the buyers that they will go inside all appointments. Agree with the buyers that they will stay together. When going to view property you should drive together. Be prepared to accommodate infants and children. Reinforce your accessibility to any listing for showing.

6. Buyer Listing Procedures Verbal buyer signs include: Specific questions Presenting minor concerns Asking about personal property Wanting to show to a friend or relative

7. Buyer Listing Procedures Nonverbal buyer signs include: Lingering Nervousness Imagining furniture in rooms Touching each other Touching things in the house

8. Buyer Listing Procedures Summary: