1. CAMP 4:4:3 Power Session 7: Buyer Consultation – Final Steps

2. Power Session 7 Slide 2 Buyer Consultation—Final Steps Introduction Failure is nothing to be feared. The very best of us have used failures as stepping stones on the path to ultimate success. - Millionaire Real Estate Agent 32

3. Power Session 7 Slide 3 Buyer Consultation—Final Steps Introduction Objectives… 1)Identify the steps to obtain an agreement to work with you exclusively 2)Discuss agency with buyers 3)Set the buyer’s expectations for the buying process 4)Identify the steps to close for the next appointment 5)Practice the final steps of the buyer consultation 32

4. Power Session 7 Slide 4 Buyer Consultation—Final Steps CAMP Map 33

5. Power Session 7 Slide 5 Buyer Consultation—Final Steps The Basics 34

6. Power Session 7 Slide 6 Buyer Consultation—Final Steps 6. Obtain an Exclusivity Agreement The 10+ Customer Service Commitment When working with buyers, use the mutual expectations conversation to assist you in asking for the order. In addition to your personal UVP, there are a number of standard services you provide. This is referred to as your 10+ Customer Service Commitment. 35

7. Power Session 7 Slide 7 Buyer Consultation—Final Steps 6. Obtain an Exclusivity Agreement Define the Buyer’s 10+ Customer Service Experience Once you have explained your standard ten promises, ask the buyer to define what additional customer service promises you need to add for a 10+ buying experience. Ask for the Business Now that you have consulted the buyers and presented your benefits, you must ask for the buyer’s business. 36- 37

8. Power Session 7 Slide 8 Buyer Consultation—Final Steps 6. Obtain an Exclusivity Agreement Handling Objections to Exclusivity Some buyers will object to working exclusively with one agent. If a buyer objects to signing, use the script provided. Know When to Let a Buyer Go Keep in mind, sometimes you have to say no. If a buyer refuses to work exclusively with you, you may choose to let them go. 38

9. Power Session 7 Slide 9 Buyer Consultation—Final Steps 7. Explain Agency Explaining agency is critical because it is required by the majority of state laws. Be sure that you explain agency at the appropriate time and use the correct script. 39

10. Power Session 7 Slide 10 Buyer Consultation—Final Steps 8. Set the Expectation for the Buying Process Explain Closing Costs You will want to give the buyers an estimate of closing costs so they aren’t surprised when they come to the closing table. Explain the Showing Process To provide for a smooth showing process, set the expectation with the buyer before looking for homes. 40- 41

11. Power Session 7 Slide 11 Buyer Consultation—Final Steps 9. Close for the Next Appointment It is a golden rule in real estate that you never close one appointment without scheduling another one. Whether you view homes directly following the consultation or you need to begin another day, make sure you end the meeting with another appointment. 42

12. Power Session 7 Slide 12 Buyer Consultation—Final Steps Practice Role-Model Watch as your instructor role-models the final steps of the buyer consultation. Discussion Question What did the instructor do that built trust with the customer and inspired confidence in the instructor’s abilities? 43

13. Power Session 7 Slide 13 Buyer Consultation—Final Steps Practice Exercise Directions: 1.With a partner, practice the final steps to the buyer consultation. 2.In the space provided, write down any challenges you have while practicing so that you can address them with the instructor. Time: 30 minutes 44

14. Power Session 7 Slide 14 Buyer Consultation—Final Steps Assignments Power Session Assignments 1.Memorize and internalize your complete buyer consultation. 2.Shadow your mentor or an experienced agent on a buyer consultation. 45

15. Power Session 7 Slide 15 Buyer Consultation—Final Steps 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 your buyer consultation. 3.Review the job aid Support Team Worksheet in your Tool Kit. Fill in any additional team members you have identified. 45

16. Power Session 7 Slide 16 Buyer Consultation—Final Steps Assignments Something to Think About… What else can you personally add to your services to give your buyers 10+ customer service? 45

17. Power Session 7 Slide 17 Buyer Consultation—Final Steps We have talked about… 1)The steps to obtain an agreement to work with you exclusively 2)How to discuss agency with buyers 3)How to set the buyer’s expectations for the buying process 4)How to close for the next appointment 5)How to conduct the final steps of the buyer consultation sum