CAMP 4:4:3 Power Session 8: Finding a Home

Power Session 8 Slide 2 Finding a Home Introduction Ask yourself this question: “When presented with a challenge, do you first think of the ways you could succeed or the ways you could fail?” This is a test. To get to your highest level possible, you will always have to be answering the question “If I want it, what must happen for me to get it?” - Millionaire Real Estate Agent 46

Power Session 8 Slide 3 Finding a Home Introduction Objectives… 1)Discover how to recognize your client’s buying style 2)Define how to show homes 3)Review tips for successful home tours 4)Discover how to help buyers make decisions 5)Practice the home tour and decision making process 46

Power Session 8 Slide 4 Finding a Home CAMP Map 47

Power Session 8 Slide 5 Finding a Home Recognize Your Client’s Buying Style Visual, Auditory, Kinesthetic An important element in connecting with your client is recognizing whether their communication style is visual, auditory, or kinesthetic. Psychologists have demonstrated we use all three modalities (sight, hearing, touch) when we process information

Power Session 8 Slide 6 Finding a Home How to Show Homes 50 How to Show Homes 1.Schedule a tour to show the buyer the properties that meet their criteria. 2.Print out a detailed MLS information sheet for each property you plan to tour with your buyer and determine the most efficient route to take. 3.Place the MLS information sheets in the order you will tour the properties and include a Home Tour sheet for each one so that the buyer can record their own comments. 4.Make a copy of the Five Must-Haves sheet that was filled out during the Buyer’s Consultation and give it to your buyer at the beginning of the tour. 5.Take the buyer on a tour of the properties. (Cont’d)

Power Session 8 Slide 7 Finding a Home How to Show Homes How to Show Homes (continued) 6. Each time you show a new property, ask your buyer to rank that property on a scale of At the end of the day ask, “If you were to write an offer today, which house would you write it on?” 8. Refine your search on the MLS to find properties that more closely match your buyer’s preferences based on the results of your first property tour. 9. Continue searching and touring until the buyer finds a property they wish to make an offer on.

Power Session 8 Slide 8 Finding a Home Tips for Successful Home Tours 1.Record your own comments on your copy of the MLS sheet for each property as you show it. 2.Ring the doorbell even if the house has a lockbox. 3.While touring properties, be quiet! 4.Avoid touring homes with the buyer for more than three hours at a time. 5.Have your buyers give descriptive names to the top- ranked properties to help them visualize them individually. 6.If your buyer was not pre-qualified at the time of the consultation, have a lender contact them. 52

Power Session 8 Slide 9 Finding a Home Tips for Successful Home Tours 7.Be aware that FSBOs and properties with tenants tend to be more difficult to show. 8.On properties your buyer was absolutely not interested in, you can explain why the buyer was not interested. On properties that your buyer is interested in, DO NOT discuss any comments that your buyer made regarding the property that could compromise negotiations. 52

Power Session 8 Slide 10 Finding a Home Tips for Successful Home Tours Exercise Benefits, Not Features. Directions: 1.With a partner, use the chart on the next page to list one common home feature that you might want a buyer to notice (for example: garden tub, fireplace). 2.List the benefits of that feature. 3.Stand up and read off the benefits of the feature you listed. The class will guess what feature you are talking about. Use the extra spaces provided to write down what the other groups say. Time: 10 minutes

Power Session 8 Slide 11 Finding a Home Making the Decision The Process of Elimination 55 How to Help Buyers Make Decisions 1.After you tour each home, ask the buyer if they want to make an offer. If not, ask why not. This will allow you to re-evaluate their needs, wants, and/or values. 2.If they are not ready to make an offer, ask the buyer to rank the home on a scale of 1 to 10 with 10 being the best. 3.When you have finished touring homes, pick out the homes that score 8 or better. 4.Have the buyer rank the top three prospects from 1 to 3. 5.Ask the buyer if they would like to place an offer on number 1.

Power Session 8 Slide 12 Finding a Home Making the Decision Recognizing Buying Signals Pay attention to your client’s buying signals as you are touring properties. This will give you the leverage you need to help the buyer make a decision. 56

Power Session 8 Slide 13 Finding a Home Making the Decision Handling Objections 57 How to Handle Objections 1.Remind the buyers of what their Five Must-Haves are, and if they feel something else is really important, they’ll need to remove something from their existing Five Must-Haves or change their price point. 2.Remember that objections to features are buying signs. Use the objection to offer the buyers alternative choices for handling the situation. 3.Always stress that the choice is up to them. This avoids making the buyer feel “pushed.”

Power Session 8 Slide 14 Finding a Home Making the Decision Objection: We haven’t seen enough properties. Objection: We don’t like the carpet. Objection: We don’t like the paint color. Objection: We don’t like the ugly landscaping. Objection: We really wanted a formal dining room. Objection: We want to wait for the price to drop. Objection: We want to sleep on it before making an offer

Power Session 8 Slide 15 Finding a Home Practice Role-Model Watch as your instructor handles objections thrown at him or her from the class. Discussion Question What other objections are you concerned about receiving? How can you handle them? 61

Power Session 8 Slide 16 Finding a Home Practice Exercise Firing Squad! Directions: 1.Divide the class into two and form equal, parallel lines. 2.Line A will present Line B with an objection, and Line B will have 45 seconds to resolve it. 3.After each 45-second period, students will switch partners by Line A taking one step down to the next person. Time: 30 minutes 62

Power Session 8 Slide 17 Finding a Home Assignments Power Session Assignments 1.Create a showing kit using the Showing Kit Checklist provided in your Tool Kit. 2.Practice conducting an MLS search. 3.Walk through your own home and practice pointing out benefits, rather than features. 63

Power Session 8 Slide 18 Finding a Home Assignments Ongoing Assignments 1.Complete 10:5:15:5 a)Collect 10 business cards. b)Make 5 phone calls. c)Send 15 notes or letters. d)Preview 5 homes. Record your progress on the Success Grid. 2.Schedule a one-hour role-play session with your CAMP Buddy. Practice the buyer objection scripts. 3.Review the job aid Support Team Worksheet in your Tool Kit. Fill in any additional team members you have identified. 63

Power Session 8 Slide 19 Finding a Home Assignments Something to Think About… How can you provide SUPER Service during the home tour? 63

Power Session 8 Slide 20 Finding a Home We have talked about… 1)How to recognize your client’s buying style 2)How to show homes 3)Tips for successful home tours 4)How to help buyers make decisions sum