1. Finding and Working with Buyers
Fast Track Facilitator Notes
Session 5: Finding and Working With Buyers
Finding and Working with Buyers

2. Let’s Get Started Success Stories Announcements/Updates Today’s Agenda
Fast Track Facilitator Notes
Session 5: Finding and Working With Buyers
Let’s Get Started
Success Stories
Activities Board
Success Story Board
Call Session Results
Announcements/Updates
Today’s Agenda

3. Objectives Identify ways to prospect for buyers
Fast Track Facilitator Notes
Session 5: Finding and Working With Buyers
Objectives
Identify ways to prospect for buyers
Identify the Internet Buyer Profile
Highlight your value as a Buyer’s Agent
Practice the steps of a buyer consultation

4. Why prospect for buyers?
Fast Track Facilitator Notes
Session 5: Finding and Working With Buyers
Why prospect for buyers?
Build your business
Buyers need assistance
Referral business
Life-long customers

5. What are ways to find buyers?
Fast Track Facilitator Notes
Session 5: Finding and Working With Buyers
What are ways to find buyers?

6. Sources of Buyers Sphere of Influence Open Houses Neighborhood Calls
Fast Track Facilitator Notes
Session 5: Finding and Working With Buyers
Sources of Buyers
Sphere of Influence
Open Houses
Neighborhood Calls
Current renters
Referrals
Community
Internet
Networking
Local News
Farming
Personal Marketing
Relocation
Lead Network

7. Top Five Way Buyers Find Their Home
Fast Track Facilitator Notes
Session 5: Finding and Working With Buyers
Top Five Way Buyers Find Their Home
Newspaper 17%
Agent 87%
* Internet %
*Yard Sign 51%
Open Houses 48%
*2015 NAR Survey

8. Better Informed Customers
Because of the Internet they think they Know Everything. They perceive our Value as the Key to Get Into the Listing.

9. What’s the Value to the Customer? (in the home buying process)
What can the customer get on the computer?
Let’s flip chart your responses.

10. What’s Your Value to the Customer? (in the home buying process)
What does the customer get ONLY from you?
Let’s flip chart your responses. Compare it to previous flip chart.

11. Working with Buyers Who here has purchased a home?
Fast Track Facilitator Notes
Session 5: Finding and Working With Buyers
Working with Buyers
Who here has purchased a home?
What did you expect from your sales associate?
How did your sales associate determine your needs?

12. How do you know… When you have a LOYAL buyer?
Fast Track Facilitator Notes
Session 5: Finding and Working With Buyers
How do you know…
When you have a LOYAL buyer?
The buyer who meets you in the office will be a Loyal Buyer.

13. The Buyer Consultation
Fast Track Facilitator Notes
Session 5: Finding and Working With Buyers
The Buyer Consultation
A meeting between a buyer and a sales associate to discuss real estate needs and provide solutions
You uncover buyer wishes & needs
Buyer learns about the process
Weichert can provide solutions
Current market condition

14. Advantages of Buyer Consultation
Fast Track Facilitator Notes
Session 5: Finding and Working With Buyers
Advantages of Buyer Consultation
Increases Buyer loyalty
Differentiates Weichert associates and reinforces our value
Educates Buyers about current market
Motivates Buyers to buy now, rather than wait
Allows you to control the Buyer rather than letting Buyer control you
Gives us the opportunity to cross-sell our “one-stop shopping” services

15. Fast Track Facilitator Notes
Session 5: Finding and Working With Buyers
Demonstration
Follow the Sales Associate checklist while you observe a demonstration of the Buyer Consultation.
Take notes and check-off when you see the Associate complete the actions under each step.
Write down any statements or engaging questions that you would like to add to your dialogue book.

16. Debrief – Buyer Consultation
Fast Track Facilitator Notes
Session 5: Finding and Working With Buyers
Debrief – Buyer Consultation
What, specifically, did the Regional Trainer do that would:
Build buyers’ loyalty
Motivate buyers to buy now rather than wait
Enable them to take control and be in the driver’s seat

17. 4 Steps of the Buyer Consultation
Fast Track Facilitator Notes
Session 5: Finding and Working With Buyers
4 Steps of the Buyer Consultation
Establish Rapport and Build the Relationship
Preparation Leads to Success
Conduct the Buyer Consultation
Close the Meeting
Important Note: Use the “Buyer Consultation Associate Presentation” for Steps 2 through 5

18. Step 1: Establish Rapport and Build the Relationship
Fast Track Facilitator Notes
Session 5: Finding and Working With Buyers
Step 1: Establish Rapport
and Build the Relationship
Make eye contact, use the Buyer’s name, be approachable, friendly, thank customers for the opportunity to work with them, etc.
Relate to the Buyer (ask about the children, dogs, something of interest to them).
Emotionally connect with Buyers and their priorities or motivations.

19. Step 2: Preparation Leads to Success
Fast Track Facilitator Notes
Session 5: Finding and Working With Buyers
Step 2: Preparation Leads to Success
Preview what will be covered in the meeting:
Wants and needs
What’s happening in this market
The home buying process
Additional helpful Weichert services
Select homes to buy and start looking

20. Step 3: Conduct the Buyer Consultation
Fast Track Facilitator Notes
Session 5: Finding and Working With Buyers
Step 3: Conduct the Buyer Consultation
Follow the agenda – follow the sequence and presentation.
Use the ‘Getting to Know You and Your Next Home’ form to learn about the Buyers and their goals & priorities.
Use the Weichert Brochure as a way to engage the Buyer and explain the home buying process.
Use the Online Traffic Report as a visual to emphasize buyer activity in the market

21. Step 3: The Buyer Consultation (cont.)
Fast Track Facilitator Notes
Session 5: Finding and Working With Buyers
Step 3: The Buyer Consultation (cont.)
Sign Pledge of Service - “This is my personal commitment to you – to represent you every step of the way.”
Demonstrate value all along the way – use dialogue such as “What makes me different . . .”
Review agency and secure Buyers’ signature on appropriate state disclosure document.

22. Step 3: The Buyer Consultation (cont.)
“This report demonstrates the number of buyers who are also searching online for a property like yourself. This is the competition that we could be bidding against!”
WeichertPRO can be used to support a agent’s work with buyers. In sessions 5 and 6, we provide ideas on how to incorporate what’s available to you in PRO when working with buyers. The listing clicks report can create a sense of urgency to show a buyer that there are competitors out there looking at the same properties you are. This report shows web activity from buyers. 22

23. Step 4: Close the Meeting
Fast Track Facilitator Notes
Session 5: Finding and Working With Buyers
Step 4: Close the Meeting
Select homes based on Buyers’ needs. Demonstrate knowledge of the inventory as you discuss the homes.
Asked the Buyers if they had any questions or concerns.
Secured next appointment to see houses OR transitioned to “let’s get started and go see these properties!”

24. Key Tips and Techniques
Fast Track Facilitator Notes
Session 5: Finding and Working With Buyers
Key Tips and Techniques
It’s a conversation, not a presentation. Ask the Buyer questions along the way.
Slow down It takes time to emotionally connect with the buyers. Take control by slowing yourself down to slow them down.
Use the Defer Technique to stay on track. “We’ll get to that . . .” “We’re going to cover that in just a few minutes First, I need to show you…”
Working as an Associate with a team of professionals is most effective.

25. Buyer Agency Critical Part of Step 3
Fast Track Facilitator Notes
Session 5: Finding and Working With Buyers
Buyer Agency Critical Part of Step 3
The relationship where a sales agent is employed by a buyer to do certain acts on the buyer’s behalf
It’s the law
State Disclosures are Required!
Consumer Protection
They deserve to have someone represent their interests
Protects the agent and the company
Exclusive Agency creates a commitment to loyalty on both sides

26. Gain Agreement on Agency
Fast Track Facilitator Notes
Session 5: Finding and Working With Buyers
Gain Agreement on Agency
State Agency Disclosure
Understanding what agency is – both the Buyers’ and Seller’s agent responsibilities
Informed Consent to Dual Agency
Understanding who is the Dual Agent and how that affects them
Exclusive Buyer Agency
Understanding the benefits of hiring a Buyer’s Agent
Gain Agreement and Obtain Signature

27. Buyer Consultation Materials
Fast Track Facilitator Notes
Session 5: Finding and Working With Buyers
Buyer Consultation Materials
Buyer Consultation Presentation
Getting to Know You and Your Situation (Buyer Needs Assessment)
Agency forms
Weichert Brochure & Pledge of Service
Your business cards
Online Traffic Report
Key Market Statistics
Sales Contract/Binder
Sample Listings
Enhanced Price Trend Analysis (PTA)

28. Buyer Consultation Practice - Overview
Fast Track Facilitator Notes
Session 5: Finding and Working With Buyers
Buyer Consultation Practice - Overview
Purpose
Set-up
Review instructions on pages 5-11 and 5-12
Work in groups of three
Distribute “prop” materials
Role Play Overview – each group will do a total of 3 role play rounds
Preparation (5 minutes)
Role Play (15 minutes)
Feedback Discussion (5 minutes)

29. 1. Preparation (5 minutes)
Fast Track Facilitator Notes
Session 5: Finding and Working With Buyers
1. Preparation
Sales Associate: Review your materials and prepare for meeting
Buyer: Review Buyer Profile #1 (page 5-13) and prepare for your role
Observers: Review checklist in detail and prepare to take notes
(5 minutes)

30. Fast Track Facilitator Notes
Session 5: Finding and Working With Buyers
2. Role Play
Sales Associate: Build rapport first, then proceed to the actual agenda by using the Buyer Consultation Presentation and the GTKY form. Complete the first 3 steps and use all the “props”
The Buyer will give the Sales Associate a realistic skill practice. Use the Buyer Profile
The Observer will watch the practice and take notes. Use the checklist
(15 minutes)

31. Fast Track Facilitator Notes
Session 5: Finding and Working With Buyers
3. Feedback Discussion
Start with the Associate who practiced: What do you think you did well? What would you consider for next time?
Then ask the Buyer: What worked well for you? What would you suggest for next time.
Observer: What did the Associate do well? What should s/he consider for next time?
Observer: Please hand the Associate the completed checklist and your notes.
(5 minutes)

32. Practice - Again Let’s give the others a chance to practice
Fast Track Facilitator Notes
Session 5: Finding and Working With Buyers
Practice - Again
Let’s give the others a chance to practice
Please switch roles so everyone has a different role to play in this round
We’re going to practice the same skills and steps
Buyer: Use the Buyer Profile #2 so you can give the Associate a realistic skills practice

33. 1. Preparation (5 minutes)
Fast Track Facilitator Notes
Session 5: Finding and Working With Buyers
1. Preparation
Sales Associate: Review your materials and prepare for meeting
Buyer: Review Buyer Profile Exercise 2 and prepare for your role
Observers: Review checklist in detail and prepare to take notes
(5 minutes)

34. Fast Track Facilitator Notes
Session 5: Finding and Working With Buyers
2. Role Play
Sales Associate: Build rapport first, then proceed to the actual consultation by using the Buyer Consultation Presentation and the GTKY form. Complete the first 3 steps and use all the “props”.
The Buyer will give the Sales Associate a realistic skill practice. Use the Buyer Profile.
The Observer will watch the practice and take notes. Use the checklist.
(15 minutes)

35. Fast Track Facilitator Notes
Session 5: Finding and Working With Buyers
3. Feedback Discussion
Start with the Associate who practiced: What do you think you did well? What would you consider for next time?
Then ask the Buyer: What worked well for you? What would you suggest for next time.
Observer: What did the Associate do well? What should s/he consider for next time?
Observer: Please hand the Associate the completed checklist and your notes.
(3 minutes)

36. Practice – Last Round Switch roles for the last time.
Fast Track Facilitator Notes
Session 5: Finding and Working With Buyers
Practice – Last Round
Switch roles for the last time.
We’re going to practice the same skills and steps.
Buyer: Use the Buyer Profile # 3 so you can give the Associate a realistic skills practice.

37. 1. Preparation (5 minutes)
Fast Track Facilitator Notes
Session 5: Finding and Working With Buyers
1. Preparation
Sales Associate: Review your materials and prepare for meeting
Buyer: Review Buyer Profile Exercise 3 and prepare for your role
Observers: Review checklist in detail and prepare to take notes
(5 minutes)

38. Fast Track Facilitator Notes
Session 5: Finding and Working With Buyers
2. Role Play
Sales Associate: Build rapport first, then proceed to the actual consultation by using the Buyer Consultation Presentation and the GTKY form. Complete the first 3 steps and use all the “props”.
The Buyer will give the Sales Associate a realistic skill practice. Use the Buyer Profile.
The Observer will watch the practice and take notes. Use the checklist.
(15 minutes)

39. Fast Track Facilitator Notes
Session 5: Finding and Working With Buyers
3. Feedback Discussion
Start with the Associate who practiced: What do you think you did well? What would you consider for next time?
Then ask the Buyer: What worked well for you? What would you suggest for next time.
Observer: What did the Associate do well? What should s/he consider for next time?
Observer: Please hand the Associate the completed checklist and your notes.
(3 minutes)

40. Taking Care of Business
Fast Track Facilitator Notes
Session 5: Finding and Working With Buyers
Taking Care of Business
Weichert University
Related online courses
Converting Calls During Opportunity Time
Dialogue and Tips for the Buyer Consultation Presentation
WeichertOne Sales Associate Resources
Today’s Work Assignments
Tomorrow’s Agenda
Have a Productive and Successful Day!