module 02 / the buyer counseling session
Buyer Counseling Session A buyer counseling session should include the following elements:
• • •
A warm welcome and introduction of the you and your credentials. A review of the agenda and objectives of the session. A discovery of the buyer’s needs and wants, such as location, size, style, features, amenities, etc. A discussion of the buyer’s financial situation and pre-approval status. A presentation of your services and value proposition, including testimonials and references. A explanation of the home buying process and timeline, from searching to closing.
• •
•
A review of the buyer agreement and its terms and benefits. A confirmation of the buyer’s commitment and expectations.
• •
Think about how you would respond to the following comments: Be Prepared to Answer simple Objections
•
“I don’t need to meet with you first. I already know the house I want to see. Just meet me there.” “Why do I need to talk to a lender? I know what I can afford. “I don’t need to talk to a lender – I’m a cash buyer”
• •
PAGE 47
Made with FlippingBook - Share PDF online