1. Counseling the Buyer “We’ve got to start meeting like this !”

2. Steps in the Home Buying Process…
Start
Preview
Initial Interview
Show Property
Offer
Contract
Inspections
Negotiate
Pre-qualify
EM Dep.
Remove Cont.
Title Company
Mortgage Company
Credit Report
Appraisal
Title Search
Verifications
Underwriting
Assemble papers
Loan Approval
Closing
Possession

3. Purpose of First Meeting
Establish rapport
Discover their needs / concerns

4. How do we build rapport? Create similarity Visually--- Mirror
Verbally?
Ask questions
Their ‘story’
Probe motivation; wants; needs; ‘vision’ of . .
Seen a lender?
Vocally--- Pace; energy (enthusiasm)

5. Purpose of First Meeting
Establish rapport
Discover their needs / concerns
Qualify
Financing
Selection criteria

6. Qualifying (cutting through the maze)
Rules of thumb
28% of gross
36% of gross
Benefits of pre-qualification / pre-approval
Leverage down payment
The ‘stretch’, or it’s a 5 year decision

7. Purpose of First Meeting
Establish rapport
Discover their needs / concerns
Qualify
Financing
Selection criteria
Define a working relationship

8. Benefits of Buyer Agency
Confidentiality
Accounting in dealings
Reasonable skills & care
Loyalty
Obedience
Disclosure of all material facts

9. Rules to get paid by . . . Benefits of loyalty “What’s in it for me”
Downside of shotgun approach
Access to everything
Builder registration
F.S.B.O. cooperation
Signs
Ads
Strength of conviction---
Process works!
Referrals (one thing leads to another)
Set it up from the beginning (10 min.)

10. Words to Remember . . .
If I sell you a home I have a sale, but if I serve you I build a career
How?
By determining & meeting both the “transactional” needs AND the emotional needs of your clients
Buyers have a ‘picture’ in their heads--- a home; lifestyle; etc.

11. Understanding Buyer Needs / Motivations
Life style issues
Rent v.s. buy
Tax Advantages
% deductions means?
Capital gain exclusion
Investment Potential
Appreciation
Equity (principal reduction)
Sweat equity

12. Finding the perfect home . . .
The process:
‘Qualification’ criteria---
Tradeoffs
MLS search
Preview
turn over every rock
Show the best
Feedback
Revise, if necessary
The ‘best’ one will be ‘revealed’
Other Mindsets:
Believe in ‘the now’
Creating urgency!
Enthusiasm sells
Genuine empathy
We’re different
Company resources
Your dedication