17. REVERSE SELLING BUYERS CONSULTATION SCRIPT Part 1: Setting the Agenda Part 2: Discovery
Part 3: Market Insights and Value Positioning Part 4: Tailored Search and Showing Process Part 5: Offer Strategy and Closing Preparatio n Part 6: Relationship Building and Value Proposition Part 7: Reverse Close
Part 1: Setting the Agenda 1. Warm introduction and rapport building: "Hi [Buyer’s Name], I'm [Your Name]. I'm excited to learn more about your home-buying goals and how I can help you achieve them." 2. State the agenda and seek agreement: "Today, we'll cover three key areas: 1) Understanding your priorities and dream home, 2) Navigating the market to find you the best value, and 3) Creating a winning strategy to secure your dream home. Sound good?" 3. Emphasize honesty and transparency: "I'm committed to being upfront and honest throughout this process, even if it means having tough conversations. I believe transparency is essential for success." 4. Establish a collaborative partnership: "My goal isn't just to show you homes. I want to work together strategically to find the perfect home that meets your needs and protects your interests." Part 2: Discovery 1. Dive into motivations and goals: "Let's start by understanding what's driving you to buy a home. What are your motivations? What does your dream home look like?" 2. Explore lifestyle and preferences: "Tell me more about your lifestyle, family needs for today and tomorrow, and desired neighborhood features. What's important to you in a home?" 3. Uncover financial readiness: "Have you been pre-approved for a mortgage? If not, I can connect you with a trusted lender." 4. Identify potential obstacles: "Are there any concerns you have about the home buying process?" 5. Validate and address concerns: "I understand that [rephrase their concerns]. We'll work together to overcome any challenges." Part 3: Market Insights and Value Positioning 1. Present market data: "Here's a snapshot of the local market to help you understand current trends and pricing." 2. Explain value opportunities: "I'll guide you towards properties that are listed and off- market that offer the best value for your money, considering your preferences and the market." 3. Discuss negotiation strategies: "We'll develop a negotiation strategy to ensure you get the best possible terms and avoid overpaying."
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