You just met a buyer. Your buyer consultation went perfectly. The buyer has agreed to commit to working with you as his/her real estate agent.

Now how do you get this buyer under contract?

First off, remember you were hired as the real estate professional to help find a new home, the buyer’s ultimate goal. You now have the buyer’s trust. How can you lead this buyer down the path of accomplishing his/her goal with the right blend of advice and motivation?

It all starts with your buyer consultation. A lot of realtors do not treat a buyer consultation the same way they do a listing consultation, which is a mistake. You must treat both your buyer consultation and listing consultation as a serious and professional process! 

During your buyer consultation, you want to dial in a buyer’s wants, needs, goals, timeframes, expectations, and more. Once those items are identified, you go to work finding homes which meet your new client’s needs.

I am not a fan of showing 50+ homes. Of course I will do it if necessary, but I will always try to avoid it. At this part of the process you have hopefully pre-qualified your buyer with a lender or have verified “Proof of Funds.” Once those things are taken care of, inform your client that you are going to spend some time together in front of the computer identifying homes that meet any criteria. I always recommend narrowing the list down to the top eight homes. Less is fine but more than eight typically gets overwhelming.

Now it’s time to go check out those eight homes. I always tell buyers that as we see each home, we will compare the home to the needs list, and before we move onto the next showing, I am going to ask the buyer to grade the home with a 1, 2 or 3.

1 = You really like the home, and it is a great possibility.

2 = You don’t hate it, but you don’t love it. You are just unsure.

3 = Not for you, and toss into the elimination pile.

My goal here is to narrow the initial homes list down to the top one or two homes. If needed, we can go check out the top picks again, of course, but I am working to help identify the #1 choice based off the needs list we identified in the buyer consultation.

Once we have picked the top home, I then say the following: “I 100% agree with you that this home meets your goals and needs the best out of all the homes we saw on the computer and in person. Out of everything available on the market, this home is the one. In my experience, nice homes in nice areas, regardless of the market, tend to sell fast. To ensure this home does not get sold to another buyer, I recommend that we go back to the office and write up an offer. What are your thoughts on that?”

Now, some of you reading this may think this is too aggressive, but remember, you have been hired to find a home and essentially close on a home. You are not pushing this client into doing anything he/she doesn’t want to do. This is a home that was identified as the top pick. All you are doing is asking if they would like to move forward with the next step.

Some will say they want to think about it, but you will be shocked at how many say, “Yes let's do it.” A good chunk of people are instant decision makers, and they don’t want or need the time to think about it. Of course, you have others who do need to think about it, and you can give them the time they need; however, by being aggressive, you are able to identify those who are ready by just asking one simple question and leading the process.

As you have heard before, “Ask and you shall receive.” If the buyer does not want to write an offer on the sport, just say, “No worries at all, I 100% understand your wanting to think about it. Buying a home is a big decision. How about I follow up with you tomorrow morning, which will give you the night to think about and sleep on it, and then I can see if you have any questions or if you would like to take another look at the property or even go look at some new properties. Whichever route you decide. Would 9am tomorrow morning be a good time for me to call?”

As a realtor, your clients are hiring you as the professional to “Lead The Process.” To truly lead, you must ask questions to identify your client's expectations, timeframes, etc.

Thanks for reading!

  Joshua Smith, Realtor/Mentor/Entrepreneur

-Voted 30th Top Realtor in America by The Wall Street Journal

-Over 5,000 Homes Sold & Currently Selling More Than 1 Home Daily