Talking with a Buyer for the First Time - Buyer Process Phone Conversation - Scripts for Buyers
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- Опубліковано 4 лип 2024
- This video shows the process and dialogue I use when talking with a Buyer for the first time over the phone. I outline exactly what they should expect, and the steps we will take in the home buying process. This script/dialogue establishes rapport, shows that there is a proven process behind what we do, establishes expectations and defines next steps. Be sure to watch the whole video, and feel free to share your comments below.
And if you know someone thinking of moving into, or out of the Washington DC Metro area, in Maryland, District of Columbia or Virginia, I'm never too busy for your referrals ;)
Alex Saenger
301.200.1232
Alex@AlexSaenger.com
AlexSaenger.com
Keller Williams Capital Properties
301.251.1221
On the search for your next home? Curious about what's for sale in your neighborhood? Want to find open houses nearby?
Download my app! AlexApp.AlexSaenger.com
Alex left a pretty good impression on me. I called him out of the blue to ask a few questions about the video, particularly the questionnaire he mentioned. He not only picked up my call but stayed on the line for over 15 minutes providing some sound real estate advice for a new agent in this sellers' market of spring 2021. Thanks again Alex for your generosity and the free dissemination of knowledge.
I'm a buyer's specialist on a team with Keller Williams and this was a great example. I really liked this more than the office practice script video. Thank you for providing such useful information!
Thank you as new agent, this helps me drive the conversation while being professional. Using it today when I call Prospects.
That's awesome Yvette! Glad you are getting good use of this.
Me tooooo. Newbie here. Thanks
update?
how did it go?
with script like this, even i am convinced. i feel like have this guy buy me a house...
Tons of GREAT information here! I loved all of it.
Although I wouldn't tell the client/prospect "You don't want to look at the $600,000 houses you can't afford."
Instead, I would tell them "You wouldn't want to look at the $600,000 houses you weren't pre-approved for."
Credit & financial situations could always change. Lender approvals can always change, even across different lenders.
Avoid making your client/customer feel bad about their finances at all costs! Make it sound like it's up to them & their lender to get them better financing, not that they "can't".
I keep this video in my favorites and come back to it occasionally to help me fine tune my script. Thanks for sharing!
Love that!
I love this! I’m still in my training session and this is definitely one of the steps that I have a hard time putting together when talking to the clients. So this helps a lot
This was great! Super helpful for me as a new real estate agent!
Thanks Alex, it's very helpful
This was so useful so great full this was easy to find!
I absolutely loved this!! Ah- mazing!
So proffesionaly done..I absolutely love it #1 video...you are amazing!!
nice ! this is what im looking for !
Cheers Alex, that was very helpful
Great job with the vlog! My husband and I just started ours and it’s a lot of work. Keep up the great content
That is great! Feel free to share it here.
Thank you soo much for your expertise!
Great video!
Thank alex. Love it
Really good video. I learned a lot
Hi Alex! Thanks so much for the video!! Do you think you share a script with a different scenario? This prospect was very open maybe someone more challenging? Thank you :)
the best!
I agree you don't want your script to be a robotic interaction. A script is just a tool like a wrench or a screwdriver. It allows you to address some of the most common questions or allows you to make a prompt. The main reason to use a script is so you don't have to think about what to say, but rather you can focus on LISTENING to what the other person is saying. Then you can get to the root of solving their problem. In this case it is to help a buyer. Be sure to check out more thoughts like these at www.RealAgentAdvice.com, my other UA-cam channel.
Nice one!!!! Very helpful!!!- Philippines
thanks this is very helpful
Nice job Alex this was a great example I appreciate you sharing it.
Thank you
Nice lines
This was very helpful. Thank you!
Glad to be of help. Keep me in mind for any Washington DC Metro & Maryland referrals. Would love to help your friends and family.
I have learned slot from this
Thank you
I like this consultation
Please correct me if I am wrong but when you suggest them a lender and use exact terms doesn't that violate national real estate law? Suggesting the first lender you link them to having the best rates could be construed as a referral given the fluff.
HI dear Alex! Thank you, this video is amazing! am not native English speaker, you opened for me a new world of English!)) Do you have any more buyer scripts? I work with developers and sell almostly apartments, in Dubai!)
this was wonderful. i am a new ageny
Thank you very much. I will test your script out here in Spain with dutch buyers. Is there any chance to read / get access your 70 question questionaire?
thank you :D
Gold !
Thanks Jason. Appreciate the feedback and encouragement.
Great Video.... Where can I get this script??? Last week I had a referral and I started selling on the phone. I know I screwed it up. Knowing your script, I would’ve definitely sounded like a professional....
I wouldn't use this script...don't talk about what they can afford when you first meet them...unless they bring it up- especially with higher price points. You are going to trigger their ego
amen
My price point is between $250,000 and $1.5M. Have never had that experience. Higher than that and I can see your point.
This was great. Do you have one for seller??
Super
Something he said in some parts of the world would not be received very well. Saying "You're looking for x amount home and you can't afford them... can easily be replaced by ... Looking for x amount home and you don't want to spend that amount. Makes the dude at the other end of the line feel like he's a billionaire even if he was to be broke ; ) Sales has to do a lot with people's feelings. Strangely enough as well though sometimes when people are pushed off they want it more. You tell them it's too expensive for you, they'll wanna prove you wrong, tell them it's sold, they'll want it.
I'm new, where can I get the questionnaire?
This is awesome, I will actually start using this.
Thanks Fardeen! Be sure to check out my other videos on Listings as well. Also, share with friends and be sure to check out www.RealAAgentAdvice.com, my other UA-cam channel with daily doses of agent insight and inspiration. We will be releasing a book from this channel later this year!
Would appreciate the questionnaire you use once you meet with the buyer.
Me too!! I'm so excited.
What about the "cash buyers"? How do ask for a proof of funds if they don't know you??
Hi Alex, I thank you so much for this! I was curious what system do you use that allows the client to put a heart, a lightbulb or a trash can. I'm a new agent and I want to organize this more. Thank you so much!
It's the MLS
That was a nice phone presentation - do you have one when you meet with them and go over signing the agency agreement?
What do you Say if they re working with an agent?
it geart it helps to write my clg project....
This is great! Does anyone have a typed out version of this?
Yes, I agree with this. A typed out version would be very helpful.
That would be great. After you transcribe it, can you send it to me? VLOG@AlexSaenger.com. Thanks for your contribution.
@@AlexSaenger Hey is this -----?
Hey this ------, This is ---- from ----- in the-----. I understand that you may be looking for a home to purchase.
Awesome, and now let me ask you first off before we even get started have you already signed on with an agent, are you working with an agent already?
Okay great, Now when you are buying the property that you are interested in are you planning on getting a loan or are you planning on paying cash?
Now had you already talked to a lender to get pre approved?
Okay great, so the first step before we go into the process of buying a home, the first step is to talk to a lender, find out how much home you can afford. The reason that it is important that because lat’s say you qualified for half a million dollars we don’t wanna start searching for home for 600,000 dollars when all you can afford is 500,000 dollars because that will be very frustrating to see all kinda homes that you wanna see but you can’t afford them and the opposite is true too we don't wanna look for a 400,000 dollar home when we can actually buy a 500,000 dollar home and its a very comfortable price point for you because ultimately there is a big difference between 400,000 and a 500,000 dollar home.
Does that make sense, Great
Now do you have a lender that you can trust or prefer to?
I do. When we get off the phone, what I am gonna do, I am gonna send you a text message and it’s gonna have a lst of lenders that you can call to. Now what I like my clients to do is start from the top of the list and go down the list. Quite honestly the guy at the top of the list gives the best of the rates that’s the one most of my clients use. So start from there and follow through and really all we need is one pre approval to get the process started. You don’t need all the lenders right away you can call any lender that you like, you are free to use whomever you like.But ultimately checking rates and things like that is probably we wanna do after we find the property and put a contract on a house. Does that make sense?
Great, so now next process is to have you, are you buying the home alone or are you buying with someone?
Great so what I’ll do is and sorry whats your wife’s name?
Tera, so I’ll have you and Tera come in to the office and I’ll make sure, set aside about an hour an half time. What we are going to do when you come in we are gonna through a 70 points questionaire and in those 70 questions we are gonna find out what the perfect home looks like for the two of you because we are buyingone home not two right? So once we hve that questionnaire filled out, we are gonna take that information along the pre-approval that you get and we are gonna go ahead and take the information into our propriety MLS system. That’s going to allow us to generate a list of homesthat’s specific to your particular needs.
So once we have that the list is gonna be sent to you, your job is to go through that list and to check off all the properties that you are interested in and once you have done that and you have more than 6 to 10 properties, what I am gonna have you do is you and Tera drive around the neighborhoods and you are gonna eliminate the neighborhoods or the look of the properties that you don’t like, no I am not living here oo this is gross or this is way too far from work, whatever it is you are gonna eliminate those properties which are not fit for you.
Now the reason for that is because buying a home is not a process os selection its actually a process of elimination. So what happens is once you eliminated the properties that you don’t like and left with 6 to ten properties we are gonna set up a time during the day to go out and look at the them one after the other a, b, c, d and what we are going to do is to compare the properties which one you like better a or b, b then lets cross off a, did you like b or c better, I still like b better okay great lets cross off c so by the end of the day we are gonna have 2 or 3 properties that you’d really think that are gonna be really fit for you and Tera.
Well its a great process and its really efficient. What most of my clients find when we go through this process they actually find a home a lot faster than they actually thought they would. So its a really good process, the first step is to go ahead and get that pre-approval.
Once you have that pre-approval,
We will get you in the office
We’ll go through the buyer consultations
We’ll setup the MLS search
We’ll go out and look at homes, we eliminate all the homes we don’t like
and whatever is left over that’s what we would have to pick from
When would be a better time to come in (give them two choices)
So I’ll go ahead and put you down at (whatever day and time is agreed upon) before than make sure you get the pre-approval because if you don’t have the pre-approval before you come in we’d have to reschedule the appointment okay.
So after we get off the phone I’m gonna send you the list of lenders along with my contact information and you will be able to get in touch with and let me know if anything comes up in the meantime and if you know anybody else that might be interested in buying or selling remember I’m never too busy for your referrals.
Thanks for your time and we’ll see on (whatever time they are scheduled to come).
Some constructive criticism here, good information throughout the video as a whole. The part about the lender needs work. You shouldn't be sending them a big list of lenders and you shouldn't be stating the lender with the lowest rate is the best. The buyer had a lender already, so you should give him 1 alternate choice depending on his situation. Lenders with the lowest rates are generally the worst for realtors because there is a reason they have the lowest rate and it is generally because they don't invest in the operations to make closings happen on time.
Hi Jacob, thanks for your thoughts. Everyone has a different approach and perspective. I look forward to seeing your video on the subject.
Only 70 questions! interesting. hahahahahahhahaha
Why would they need an agent for this though they can do all this alone online now and can just schedule meetings with the sellers. Im a real estate agent as well and am wondering a solid response to this other than expertise because alot of people disregard that unfortunately
That Real Estate salesperson would be listening to a dial tone if he to pump me for all that information.
What?
The guy asked 3 basic questions...
Have you HIRED someone?
Do you have the capacity to buy?
Is it 1 or 2 ppl, to consider?
3 basic as questions....
What is he SUPPOSED to do....
How can he even BEGIN, to HELP a dumb as client w/o at least BASIC INFORMATION???
1) Is a gig, still open...ok, no agent
2) Buying with Cash or Loan...Capacity
3) 1 or 2 ppl to consider
Other than that the guy GAVE....
Ok, you need a lender, I'll send you a list...here's INFORMATION on how to use it ( client even ASKED for referrala after being told he can use ANYBODY)
The GAVE information on the home buying PROCESS and best practices to get him & his wife to their DESIRED GOAL....
Guy invited them in to his office, as a next step in SERVING their DESIRE TO OWN a home
He talked about pricing examples and why getting pre-approved was in the clients best interest etc....
What information PUMP was SO EGREGIOUS?
Some ppl are just so pin headed to help....
What's next keeping your size SECRET from the freaking tailor?
Don't let the nosy surgical team know your blood type....
How is a person supposed to HELP an IDIOT that thinks name, rank & # is too much info???
The guy didn't ask about income, where he worked, his 🐕 name, where he went to college, his mother's maiden....he asked
Have you hired anybody, do you have a loan/capacity to buy, is it 1 or 2....THAT'S IT....And THAT'S 'pumping'?
The entire rest of the call was INFORMATIONAL and an appointment set....that's it!
I'm no realtor, this is one of the reasons why....ppl are moronic.
Ppl LOOKING for house for AFRAID of BUYING a freaking house = w tf?
The GD agent or boogy 'salesperson' is trying to point the moron in the direction of getting a house, the GOAL of the supposed buyer AND THAT'S a problem too
Please share exactly WHAT should the agent ASK...what today's date? What color is the rainbow? Who's winning the Super Bowl?
I mean w tf is he supposed to ASK...How is he supposed to SERVE a dumb as client if he has NO effing clue what he's dealing with and hiw tf he can help?😣
Nice hair.
This is like a script of a script
Why give a list of lenders? There is no requirement to give more than one and why wouldn't you want to refer only your best LO.
Good script but most of the time you have to show buyers a 2 or 3 houses they get preapproved or even agree to work with an agent exclusively. That time is used to build some rapport and trust
Before I started using this, I thought that too. But this script allows you to build that trust and confidence over the phone. Too many times you get burned by people who are just lookiloos. This script helps you weed out the serious buyers from those who never planned to use you anyway or are even qualified to buy, or maybe they can’t afford the house they want to see. This script helped me and my team increase sales and the quality of the buyers we work with. Feel free to share your own video here of what you do that works, we would love to see.
Bring them in and sign buyers exclusive specially wtih internet leads , they are really weak.
Have you talked to a lender about buying a home?
No.
Ok Great.
Why is that great???
How to respond if they say they have an agent?
Sucks for you. Unless they want you then you ask them to cancel any contracts with their agent
He forgot the most important question, are you looking for a buyer agent to "help" you.
It is true, we don't explicitly ask that, which you could. In this case, we approach the conversation with a presumed interest in the case of the buyer. We know they want to buy, and we ask right up front if they are already working with an agent. Since they are not, the rest of the conversation begins. Thanks for taking the time to review and to care enough to comment.
If I'm answering 70 questions, I'm not going
WHAT IF YOU KNEW THAT A $600K HOME OWNER/BANK MAY BE DESPERATE TO SALE! $600K MY JUST BE THE ASKING PRICE. YOU WITH AN AGENCY THAT HAS SELLER AGENTS THAT HAS THAT INFORMATION
the sound is not good I am quite disappointed
scripts turn off buyers and sellers . things that come to mind , car dealers , scammers . and telemarketers . be real , not another solicitor in their day
I generally agree, but a script in this case is really important because there is a lot of information to convey and you need to be able to systematically repeat that information again and again and again. This takes the guess work out of and allows you to convey the information. Once you're one on one with the client then you can let your personality show through.
First call sounds like way over
Speaking from experience, I wouldn’t share soo much info during the initial phone call. Buyer might get excited about the pre-approval and run to another realtor. This script is the easiest way to get burned.
I would focus more on learning about why they want to purchase and get them into the office and share that wonderful information there. Make it more of a welcome than a sales call.
Shantae Church great advice. Not every script is a good match for every Realtor. You have to do what works for you. In my case, once I started using this script, I started closing more appointments that converted to more sales. I welcome you to post your own video on how you approach the subject so others can learn from you also. Be sure to share the link in this thread.
"Buyer might get excited about pre-approval and run to another realtor."
Why would a pre-approval make someone choose a different realtor??
CovidImages need to be invested more than half19
This script is too long in my opinion as well as an hour and a half and a 70 questionnaire.
Sounds very robotic
Reschedule if no pre-approval?! Ha, ha, ha. Good luck with your 0 sales, with that requirement. Jeez
Uh no. I would have hung up. Too robotic and some dude is talking way too much, asking way too personal questions for our first convos. Super annoying.