Everything you need to find and work with buyers

1. Buyer Process

2. Homework Review
Create a Schedule
List Your SOI and divide By 20
Call SOI using script
Get a Binder and Dividers labeled 1-31

3. Where to Find Buyers
• SOI - Database
• RENTERS
• Facebook
• Craigslist
• Open Houses

4. SALES IS A CONTACT SPORT.
With that being the case, why is it so many salespeople want to fight the premise that
sales is a contact sport and leave all of their selling completely to something as cold as
email or social media postings?
two types of salespeople
1. Salespeople who spend all of their time gathering information and “preparing” to
prospect, but never actually engage with the prospect.
2. Salespeople who believe if they just pepper prospects with unsolicited emails,
they will get the business they need.
▪Sales is about engaging the customer — making the call, whether it be by telephone or
in-person.
▪It’s time we quit using excuses. I’ve heard all of them! It’s time we embrace that
sales is a contact sport and it’s our job to make the contact ---- The Sales Hunter
"I am Totally Committed to my Success"

5. DAILY SCHEDULE
The Most Important thing you can do in
business is create a daily, productivity-
centered schedule.
"I am Totally Committed to my Success"
(c) Tankersley Training Inc

6. Quick Phone Call
▪ Hi! How are you?
▪ I am calling because I am in the middle of a real estate course and I won’t be able finish
and get my certification until I get 10 names and numbers of people who may want to buy
or sell a home?
▪ Who do you know that is moving or looking for a home?
▪ (anyone in your church, job, pta, network, neighbors, family members, etc?)
▪ Thank you so much! How about you? When do plan on moving??

7. Standard Follow Up
• Hi John! This is ___ with Exp Realty. Are you still planning to buy a
new home?(yes) How soon do you think that will be? (-?-) Let’s get
together and talk about it.
• Carrots for follow up CLICK HERE

8. Lease with Right to Purchase
homepartners.com
Qualifications
• 550 Credit Score or Above
• Minimum $50,000 household income
• No Broken leases
Who needs this program:
• First Time Home Buyers with little credit
• New in town buyers wanting to “try out” the area
• Bruised Credit
• Over-extended DTI
• Not quite ready to buy
• Anyone who is going to rent a home
Tip to find prospects: Search MLS for neighborhood with lots of rentals ->Print RENTED status 12 months
back ->Knock on the renter’s door and offer a “lease with right to purchase” program ->Ask for Referrals

9. HUDHOMESTORE.COM
Fill in State and County and hit search

10. HOW AND WHAT TO POST ON CRAIGSLIST
What to post – Other Agents Listings, Hudstore.com listings, Your own
listings
When to post – Everyday (at least 5-10 ads)
How to Post - You can post manually or use KVCore for automated
posts (make sure to edit the posts for effectiveness)
What the ad should look like:
▪ Eye-catching Headline with a good hook, ie School District, Area,
Subdivision, Unique Feature, Bargain, HUD, foreclosure, low payment,
Open House, etc ▪ A few good pictures (no more than 4) ▪ Short
Description ▪ Call to action and phone # ▪ Use a reference code (street
address number and first letter of street. Example: 1234S

11. HOW AND WHAT TO POST ON FACEBOOK MARKETPLACE
What to post – Other Agents Listings, Hudstore.com listings, Your own
listings
When to post – Everyday (at least 5-10 ads)
How to Post - Log in to Facebook, Click Market Place, Click “Selling
Something” – Choose “Item For Sale” , Select a Category – Choose
“Property for Sale”, Fill in form and paste pictures

12. Focus on Open Houses (detailed instructions click here )
• Success Elements
• LOTS of directional signs
• Be on time
• Be “present”
• Have a give away entry form
• Ask the right questions/Say the right things
• Entering –
• a. ARE YOU LOOKING FOR A NEW HOME FOR YOURSELF??
• b. DO YOU HAVE A PROPERTY YOU NEED TO SELL BEFORE YOU CAN BUY?
• c. CAN YOU TELL ME A LITTLE BIT ABOUT WHAT YOU ARE LOOKING FOR IN A HOME?
• d. WOULD YOU MIND GIVING ME A LITTLE FEEDBACK ON THE HOME BEFORE YOU LEAVE
• Exiting –
• a. CAN YOU GIVE ME A LITTLE FEEDBACK I CAN SHARE WITH THE SELLER?
• b. IS THIS A HOME YOU WOULD BUY?
• c. I HAVE 5 MORE OF THE “HOTTEST BUYS” IN THE AREA
• d. WOULD YOU LIKE TO SEE THEM TODAY AROUND 4PM?
• Set appointment
• Follow Up

13. #1 Key to Working with More Buyers
FOLLOW UP

14. Follow Up Fallacies
• Buyers always tell the truth
• They are not moving until the summer, end of year, etc
• They will call you when ready
• Your connection is strong. They will only use you
• They are just not ready yet

15. Relentless Follow Up
• Add every email address to MLS search
• Add every lead to Kvcore Campaign
• Add every lead “Deal of the Week” Email distribution list
• Friend or Follow every lead on social media
• Create a LEAD SHEET and Add EVERY LEAD to 1-31 File
• Prioritize Leads
• A = Have met, will buy – Call Every day
• B = Haven’t met but still open – Call 2-3 times per week
• C = Still Answer Your Call – non-committal– Once a week
• D = Never answers – Once every 2 weeks

16. Standard Follow up Script
• Hi John! This is ___ with Exp Realty. Are you still planning to buy a
new home?(yes) How soon do you think that will be? (-?-) Let’s get
together and talk about it.
• Carrots for follow up CLICK HERE

17. 1-31 File
• EVERY LEAD HAS A LEAD SHEET
• EVERY LEAD IS ASSIGNED A NUMBER (1-31) FOR THE DAY OF THE
MONTH YOU WILL FOLLOW UP
• WHEN YOU FOLLOW UP, ASSIGN A NEW DAY AND MOVE TO THAT
DIVIDER
• CARRY BINDER EVERYWHERE

18. Buyer Process
• Set Appointment
• Interview
• Re-set Expectations
• Scour the MLS for the PERFECT Home
• Find 3 that fit and 1 Ugly house
• Show the Ugly First
• Show the Next House
• Close in every house!

19. Nothing happens until you….
SET
APPOINTMENT

20. First Appointment
• Meet at an office or neutral location ( be safety-minded)
• Alternative … meet at the house (My personal preference)
• Buyers NEVER buy the house they called about
• Do a THOROUGH interview (Use the Dream Maker script)
• Sign the Buyer Rep
• Agree on time to look at houses (now or later)

21. Successful Process Depends on….
THE
INTERVIEWhttps://drive.google.com/file/d/1GMrs6HApbOcuWNa3blYG4Xy3yKtErKgC/view

22. My goal is to help you find the home of your dreams. I want to make sure that I only show you homes that meet your
specific criteria. I call these the “DREAM MAKERS.” Of Course, I also want to make that I DO NOT show you anything you
don’t want to see. So if there is anything that you want to specifically avoid, (DEAL BREAKERS) please let me know about
these and I will avoid them at all costs. So let’s start with the basics: (DIG DEEP! Find the Pain!!)
1. Tell me about why you are moving and what you want in a home.
2. Any problems with your current place?
3. Remind me, do you rent or are you buying your house?
4. What is your current monthly payment?
5. How soon would you like to be in a new home?
6. How many people will live in the home? (Kids? Ages? Names, Etc)
7. Do you have any pets? What kind?
8. What size of home do you want? # beds_____ # baths_____ square footage_____
9. Is the yard important? Why?
10. What room do spend the most time in when you are home? Why?
11. Do you guys mostly cook at home or do you eat out a lot?
12. Who does the cooking?
13. What features are important in the kitchen?
14. Do you entertain a lot?
15. What would you say are the features in a home that you MUST HAVE?

23. 16. What area of town is a MUST?
17. Is the school district important to you? Which one? Why?
18. Have you ever thought of looking at brand new homes?
19. Where do you work? Where does your spouse work?
20. How long have you been working there?
21. What are your hours like?
22. Just to be clear, you want to be in ___ School district (or specific area)?
23. Tell me about your dream home! What is MOST important to you in a home?
24. What would you like to avoid when looking at homes? What features do you not like?
25. You say you are paying $1500 for your current house with ______ issues. What would you feel comfortable
paying for your dream house each month?
26. OK. So if we found everything you are looking for (summarize), do you have any leeway? What is the
maximum you would pay?
27. I will NEVER show you home that is more than you wish you wish to pay. (even if you beg me LOL)
28. This is a tall order but I believe we can find you what you are looking for! It may be tough, but I am sure there
are, at least, a few homes in the area you want with the features you like
29. I am going to get to work and I wont rest until we come up with a home that fits your wants, needs and
budget
30. All I need you to do is to sign this Representation agreement so I can go to work for you!

24. The Art of
SHOWING
HOUSES

25. Compliance Note
BEFORE PLACING AN OFFER ON A HOME, MAKE SURE TO PROVIDE
YOUR CLIENT WITH A CMA/BPO TO ASSIST IN HELP MAKING THEIR
DECISION.
BUYERS MUST HAVE A CLEAR UNDERSTANDING OF THE MARKET
VALUE OF THE HOMES THEY ARE CONSIDERING.
IT IS THE RESPONSIBILITY OF THE REAL ESTATE TO PROVIDE CURRENT
AND ACCURATE HOME VALUES BEFORE AN OFFER IS MADE.

26. Searching for Homes to Show
Use the Criteria to find 3 houses that are a match
Also determine if there are new home builders in the appropriate area
within budget
Find a foreclosure, estate sale or fixer upper in the same area

27. Order to show homes
1. Fixer Upper
2. The homes that meet criteria
3. New Construction if applicable
ALWAYS BE CLOSING
THE BEST HOUSE TO SELL IS THE ONE YOU’RE
STANDING IN

28. Close
• GET 5 – 7 Yes’s
• I can tell you really like this house! We better make offer before it is
gone!
• Wow! I can’t believe this has almost everything on your list! I should
start the offer paperwork right away!
• Let’s get the offer ready!
• I am so excited for you guys. Let’s go I at full price and ask for closing
costs.

29. Objections
We want to see more homes!
Why? You agreed that this one has everything you wanted. Do you want to risk
losing it?
We have only seen 3 homes!
I can understand that you feel a little apprehensive because we found a great home
so quickly. I hope you realize, though, in scouring through the area homes, I used
your idea of the perfect home to narrow the search. Rather than show you every
home available, I decided to show you only the homes that meet your wants, needs
and budget. In watching you view this property, I could see you were envisioning
your family living here. This is why I suggest placing an offer on this particular
property rather than wasting your time searching and maybe lose a home you really
like.

30. More Objections
• What about the other homes on the list?
So we don’t take a chance on losing this one, let’s put an offer in and I
will reschedule those for tomorrow.
I really want to think about it.
(Summary questions then…) what is there to think about?
I want to think it over.
There was a family who saw this home yesterday that said they wanted to
think about it until today. Do you want to take the chance of losing it?

31. Where to Find Buyers
• SOI - Database
• Facebook/Instagram
• Craigslist
• Online Ads
• Open Houses

32. Focus on Open Houses (detailed instructions click here )
• Success Elements
• LOTS of directional signs
• Be on time
• Be “present”
• Have a give away entry form
• Ask the right questions/Say the right things
• Entering –
• a. ARE YOU LOOKING FOR A NEW HOME FOR YOURSELF??
• b. DO YOU HAVE A PROPERTY YOU NEED TO SELL BEFORE YOU CAN BUY?
• c. CAN YOU TELL ME A LITTLE BIT ABOUT WHAT YOU ARE LOOKING FOR IN A HOME?
• d. WOULD YOU MIND GIVING ME A LITTLE FEEDBACK ON THE HOME BEFORE YOU LEAVE
• Exiting –
• a. CAN YOU GIVE ME A LITTLE FEEDBACK I CAN SHARE WITH THE SELLER?
• b. IS THIS A HOME YOU WOULD BUY?
• c. I HAVE 5 MORE OF THE “HOTTEST BUYS” IN THE AREA
• d. WOULD YOU LIKE TO SEE THEM TODAY AROUND 4PM?
• Set appointment
• Follow Up

33. #1 Key to Working with More Buyers
FOLLOW UP

34. Follow Up Fallacies
• Buyers always tell the truth
• They are not moving until the summer, end of year, etc
• They will call you when ready
• Your connection is strong. They will only use you
• They are just not ready yet

35. Relentless Follow Up
• Add every email address to MLS search
• Add every lead to Kvcore Campaign
• Add every lead “Deal of the Week” Email distribution list
• Friend or Follow every lead on social media
• Create a LEAD SHEET and Add EVERY LEAD to 1-31 File
• Prioritize Leads
• A = Have met, will buy – Call Every day
• B = Haven’t met but still open – Call 2-3 times per week
• C = Still Answer Your Call – non-committal– Once a week
• D = Never answers – Once every 2 weeks

36. Standard Follow up Script
• Hi John! This is ___ with Exp Realty. Are you still planning to buy a
new home?(yes) How soon do you think that will be? (-?-) Let’s get
together and talk about it.
• Carrots for follow up CLICK HERE

37. 1-31 File
• EVERY LEAD HAS A LEAD SHEET
• EVERY LEAD IS ASSIGNED A NUMBER (1-31) FOR THE DAY OF THE
MONTH YOU WILL FOLLOW UP
• WHEN YOU FOLLOW UP, ASSIGN A NEW DAY AND MOVE TO THAT
DIVIDER
• CARRY BINDER EVERYWHERE

38. Buyer Process
• Set Appointment
• Interview
• Re-set Expectations
• Scour the MLS for the PERFECT Home
• Find 3 that fit and 1 Ugly house
• Show the Ugly First
• Show the Next House
• Close in every house!

39. Nothing happens until you….
SET
APPOINTMENT

40. First Appointment
• Meet at an office or neutral location ( be safety-minded)
• Alternative … meet at the house (My personal preference)
• Buyers NEVER buy the house they called about
• Do a THOROUGH interview (Use the Dream Maker script)
• Sign the Buyer Rep
• Agree on time to look at houses (now or later)

41. Successful Process Depends on….
THE
INTERVIEWhttps://drive.google.com/file/d/1GMrs6HApbOcuWNa3blYG4Xy3yKtErKgC/view

42. My goal is to help you find the home of your dreams. I want to make sure that I only show you homes that meet your
specific criteria. I call these the “DREAM MAKERS.” Of Course, I also want to make that I DO NOT show you anything you
don’t want to see. So if there is anything that you want to specifically avoid, (DEAL BREAKERS) please let me know about
these and I will avoid them at all costs. So let’s start with the basics: (DIG DEEP! Find the Pain!!)
1. Tell me about why you are moving and what you want in a home.
2. Any problems with your current place?
3. Remind me, do you rent or are you buying your house?
4. What is your current monthly payment?
5. How soon would you like to be in a new home?
6. How many people will live in the home? (Kids? Ages? Names, Etc)
7. Do you have any pets? What kind?
8. What size of home do you want? # beds_____ # baths_____ square footage_____
9. Is the yard important? Why?
10. What room do spend the most time in when you are home? Why?
11. Do you guys mostly cook at home or do you eat out a lot?
12. Who does the cooking?
13. What features are important in the kitchen?
14. Do you entertain a lot?
15. What would you say are the features in a home that you MUST HAVE?

43. 16. What area of town is a MUST?
17. Is the school district important to you? Which one? Why?
18. Have you ever thought of looking at brand new homes?
19. Where do you work? Where does your spouse work?
20. How long have you been working there?
21. What are your hours like?
22. Just to be clear, you want to be in ___ School district (or specific area)?
23. Tell me about your dream home! What is MOST important to you in a home?
24. What would you like to avoid when looking at homes? What features do you not like?
25. You say you are paying $1500 for your current house with ______ issues. What would you feel comfortable
paying for your dream house each month?
26. OK. So if we found everything you are looking for (summarize), do you have any leeway? What is the
maximum you would pay?
27. I will NEVER show you home that is more than you wish you wish to pay. (even if you beg me LOL)
28. This is a tall order but I believe we can find you what you are looking for! It may be tough, but I am sure there
are, at least, a few homes in the area you want with the features you like
.
29. I am going to get to work and I wont rest until we come up with a home that fits your wants, needs and
budget
30. All I need you to do is to sign this Representation agreement so I can go to work for you!

44. The Art of
SHOWING
HOUSES

45. Close
• GET 5 – 7 Yes’s
• I can tell you really like this house! We better make offer before it is
gone!
• Wow! I can’t believe this has almost everything on your list! I should
start the offer paperwork right away!
• Let’s get the offer ready!
• I am so excited for you guys. Let’s go I at full price and ask for closing
costs.

46. Objections
We want to see more homes!
Why? You agreed that this one has everything you wanted. Do you want to risk
losing it?
We have only seen 3 homes!
I can understand that you feel a little apprehensive because we found a great home
so quickly. I hope you realize, though, in scouring through the area homes, I used
your idea of the perfect home to narrow the search. Rather than show you every
home available, I decided to show you only the homes that meet your wants, needs
and budget. In watching you view this property, I could see you were envisioning
your family living here. This is why I suggest placing an offer on this particular
property rather than wasting your time searching and maybe lose a home you really
like.

47. More Objections
• What about the other homes on the list?
So we don’t take a chance on losing this one, let’s put an offer in and I
will reschedule those for tomorrow.
I really want to think about it.
(Summary questions then…) what is there to think about?
I want to think it over.
There was a family who saw this home yesterday that said they wanted to
think about it until today. Do you want to take the chance of losing it?