1. Turning Buyers into Dollars

2. What are we going to cover: Break the lead-toclose process into 3 easily digestible parts. Go over common mistakes. Tips and Tricks on how to bind buyers to YOUR will. Making your offer the prettiest girl at the dance. Disclaimer: I am training on best practices. There are always extenuating circumstances, and I don’t want to talk about them. Buyers Are the Key redefy.com

3. What we are not going to cover: Process – save that for your GM. Contracts. Setting showings. Anything after the contract is ratified. Buyers Are the Key redefy.com

4. Break The Task Into Three Parts: Appointment – Get in front of the client as soon as possible. Sell – Sell yourself, then sell a house. Lock It Up – Now that they have committed, get the offer locked up. Make More Money redefy.com

5. Stage one - get in front of the customer: KISS -Keep It Simple Stupid Provide value immediately. -Confidence is Key Use any action to contact them. -Were they online? Did they open an email? Were they looking online? Do not let them give you an excuse. -Excuses are like… Get them talking. -Think of it like a date Use what they want and need to push a meeting. -Ask the “How do you know that?” question Appointment redefy.com

6. Questions to ask on the phone: Assumptions – I am assuming that you are already asking the basic questions. How many homes have you walked through? Have you been driving around neighborhoods yet? How do you know you want if you haven’t seen it yet? What’s the one thing that is a deal breaker. -Only ask for one (this come in handy later) When was the last time you bought a car? When you started looking did you think you were going to buy the first day you started looking? NO - Good, It’s the same with houses, lets go walk through some and figure out what exactly you want. Appointment redefy.com

7. Setting up a DRIP is not work Appointment redefy.com How many drips do you have set up? How many deals did you close this month?

8. You Are Nothing To A Client Unless They Meet You Appointment redefy.com

9. Here’s the fun part: Confidence. -Number one thing you need Set Expectations. -Don’t Sugar coat it. Fail Fast and move on, or hook them. -Expectations I like to set: If you don’t like the home at first glance, we don’t need to go into it. First time out without a prequalification letter is ok. If you want to go out again, you’d better have one in hand. -First home they like: 3-way call your lender. I will not show you only one home. You have to tell me if your needs and wants are changing. We probably will not find a home our first time out. If they are in a competitive price point or area, they need to make it a priority and its going to be hard - BLACK FRIDAY HARD! -Answer my calls and email. -Use my lender. I only want to show you homes if you are going to buy. Sell redefy.com

10. Still the fun part: Remember to Sell not Service. -Create a since of urgency. -Don’t let the buyer boss you around. -Think about their want and needs and don’t let them talk themselves out of a house. If they’re hung up on something small, tell them to shut up. -Off-white plugs and white switches. -Does a $1,000-dollar cosmetic fix affect a $400,000 transaction? -If it ticks 85% of the boxes, make an offer. No home is perfect, most can be fixed. -Don’t show the homes that can’t be fixed. -Plant trees. Sandwich the best listing. -Show the middle condition home 1 st the best 2 nd and worst home 3 rd Sell redefy.com

11. The Client is ready to offer: Call the listing agent. -Don’t waste your time on a home that is already sold. -This is where you start to pretty up your offer. Go over the offer in the home!!! -Your client is the most excited when they are in the home they want to buy. Use it! Make a reasonable offer. -Its ok to tell them: “If I offer that, we won’t get the house. Are you ok with letting it go?” -“I don’t want to spend the time writing an offer that is pointless. Let me call the broker and do it verbally.” Call with the people on speaker so they can experience the other broker’s reaction. Get a good Prequalification letter. Sell redefy.com

12. So you wrote the offer: The first time you talk to the agent: -Be cool. -Every agent sells the buyers, you sell yourself. -No agent cares that your buyers are nice. -Tell the other agent that you are the best bet for them to get paid. -Ask what's the most important thing to the seller. -Ask what's the most important thing to the agent. Send a synopsis email along with the contract. -See example on the next slide. Have the lender reach out ASAP. -Make sure they have a custom letter. -Have your lender sell themselves along with the buyer. Follow Up. -Don’t wait for the call back. Lock It Up redefy.com

13. Synopsis Email Hi “Listing Agent”, Attached is a purchase offer for your listing on ______. I have also attached a copy of the buyers` lender letter for your review. These buyers are very well qualified to purchase this home and have made a very strong, non-contingent offer. Should your seller need additional time to find his next property and/or move, we have included a Post Closing Occupancy Agreement to allow the seller to stay in the property on or before 6/30 at the buyers expense. In summary, our offer is as follows: Purchase Price: $365,000 Earnest Deposit: $3,500 Escalation Clause: Will beat any offer by $2000 Financing: Conv with 20% down Contingency: None Seller Concessions: None Closing Date: 6/6 Response Deadline: 4/26 In addition to beating the highest offer by $2,000, and letting the sellers stay rent free until 6/30, my buyers are willing to take the property in “As Is” condition. Please confirm receipt of this email and let me know if there are any questions I can address prior to presenting the offer to your seller. I can be reached at (720)…….. I look forward to working with you! Lock It Up redefy.com

14. Back-up offer: Its ok to be in back-up -If you miss out the first time, back-up keeps your buyers engaged -Ask the agent when the inspection is on the primary offer -Call them back 2 days before the inspection is due -If the primary offers asks for anything, see if your buyers are comfortable not doing it Tell your buyers if inspection passes on the primary offer, they need to keep looking Lock It Up redefy.com