Getting a Buyer to Hire You
Getting a buyer to hire you involves following a process, so if buyers aren’t hiring you, you may be missing a step or two in this process.
The other day, a new agent I’m training told me they were having trouble getting a buyer to hire them, and then they asked me what they should do about it.
If you’re having the same problem, the answer is more complicated than making a quick fix, because to get a buyer to hire you, you have to follow a process.
The first step in this process is identifying the motivation and the means of the buyer prospect. After that, you need to consult with them over the phone about the properties you found for them online and then narrow those properties down. Then, you need to share with them an example of some of the challenges they might encounter in the transaction. You could perhaps tell them that the underwriter might ask them for additional documents three days before closing, for instance. After that, it’s important to tell them that no matter what happens in that circumstance, odds are you’ll be able to lead them across the finish line.
If you’re having trouble getting that buyer representation agreement signed, it’s probably because you’re missing a step in the process.
If you have that conversation with them during your initial consultation and the deal actually does fall apart down the road because of the underwriter, they’ll view you as a professional instead of someone who didn’t warn them about something like that happening.
After your second phone consultation and then meeting with them in your office for the first time, getting them to hire you is as simple as asking whether they’re ready to start looking at homes. If so, you just slide that buyer representation agreement across the table and have them sign on the dotted line.
To summarize, if you’re having trouble getting that buyer representation agreement signed, it’s probably because you’re missing a step in the process.
If you want to know more about this process, go ahead and give me a call and I’d be happy to talk to you about it. We also talk about the process during our real estate workshop clinics we hold every six weeks.
If you have any other questions, don’t hesitate to reach out to me. I look forward to speaking with you.