Meet and Greet
Confused buyers are indecisive
What is the Rule of Confusion?
Has everything one needs to buy real estate in this market
What is a buyer packet?
To help our customers have the green lights
What is the goal of the funnel process?
Determining where buyers are in the buying process
What is the 1-10 scale?
A complicated discussion Ninjas save until the end of the consultation
What is step 9: cash or loan?
Clarity, Confidence and Commitment
What are the goals of the 10 step buyer process?
What are foundation questions?
The buyer sends their agent homes and the agent shows them
What is the process of selection?
Helps multiple buyers find common ground
What is the dream home exercise?
The biggest risk to a buyer
What is the 1/10 rule?
Losing the property, missing something, overpaying, and something wrong with the house
What are a buyer's 4 greatest fears?
Launching into presentation mode, not taking notes, and asking the wrong questions
What are the 3 common mistakes of the buyer consultation?
Agent sends buyer's properties based on predetermined criteria
What is the process of elimination?
The next step after buyers list everything they want in a home
What is circle the 3 things they cannot live without?
The right house, in the right area, at the right price
What is a Creampuff?
Equity sensitive people reciprocating back and forth
What is mutual hoop jumping?
Maps, websites, mortgage app, closing costs brochure, contract, addendums, etc.
What is in a buyer packet?
MLS homes, Bank owned homes, FSBO, New Builds
What goes into the funnel?
Typical Realtors make this mistake for looking for a buyer's dream home
What is searching for a buyer's whats and not their whys?
A buyer showing signs they are interested in a home
What is the Dance?
Removing the obstacles now so they can make quick decisions later
What is Green Light Selling?
Slowing down anxious buyers, building rapport and showing your value as a trusted, real estate advisor
What is the purpose/why of the buyer packet?
The question we end our funnel discussion with
Does this look like a process that will work for you?
Process for determining a buyer's real needs
What is Features and Benefits?
Price, Terms, Dates, Inclusions/exclusions, contingencies
What are the 5 negotiating points of a contract?