1. Recognizing Success:

• Continue doing what works well. If you’ve achieved something great, keep it up.

2. Utilize Checklists:

• Implement checklists for all processes to ensure efficiency and ease.

3. Content Creation Strategy:

• Focus on creating content based on current trends rather than trying to create the next viral sensation.

4. Prospecting:

• Dedicate 4 hours daily to prospecting and raising awareness about your services.

5. Client Engagement:

• Start client interactions with “How would you feel if…” questions to engage effectively.

6. Building Relationships:

• Understand that questions lead to conversations, conversations build relationships, and relationships drive sales.

7. Effective Communication:

• Ensure you and your clients are on the same wavelength to communicate effectively.

8. Problem-Solving:

• Identify and appreciate the problems you solve in your business and showcase this value to clients.

9. Platform Review:

• Reviewed and learned about myhomeprompts.com, a ChatGPT tool for real estate agents.

Why do I have to sign an exclusive agreement to work with just you? 

“I am committed to spending a significant amount of time and expertise to represent you as a real estate professional and help you achieve your real estate dreams. I cannot make that commitment to you unless I know that we have an exclusive mutual agreement to work together. Like all professionals — attorneys, accountants — even your auto mechanic — we require a signed agreement before we can begin.” 

What if I want to work with another Realtor at the same time? 

“It’s like being married – you can only be married to one person at a time. A buyer agreement is now required by brokers in our area — any other buyer’s agent you may want to work with is going to ask for an exclusive agreement as well.”

I really don’t feel comfortable signing an agreement like this. 

“I’ve discovered that if someone is uncertain about signing this agreement, it usually means either I haven’t answered their questions to their satisfaction or there is something they haven’t told me. Is there something that concerns you that I haven’t covered today?”

What if I just want to work with the listing agent?

“First of all, our team is highly trained and has extensive experience representing buyers. If you are looking to hire the best representation possible, you are rolling the dice by considering working with a listing agent you do not know and whose track record with buyers is uncertain. 

 

Real estate transactions are full of land mines — the listing agent is there to represent the seller – so if you run into difficulties, it will not come down in your favor. Our goal is to prepare offers so they represent your goals, negotiate the best terms on your behalf, prepare all the necessary legal documentation and even help you get out of the transaction if something goes wrong. 

 

If you think you will get all we offer by going to the listing agent, you are mistaken. The listing agent is legally and contractually bound to the seller. Let’s say the house you are buying is one million dollars – that is a lot of liability. If for some reason something goes wrong and you need to go to court, would you and the seller use the same attorney? 

Buyer: [RESPONDS]

 

If that is the case, can you see that using the same real estate agent as the seller is clearly not in your best interest? Many listing agents like working with both the buyer and the seller because they get more commission — that is an obvious conflict of interest. Do you agree?” 

What if I want out? 

“If at any time you are unhappy with the service I am providing, all I ask is that you give me 10 days to correct things to your satisfaction. If, after that time you are still not satisfied, I will immediately release you from the agreement, up until we have a signed purchase agreement with a seller.” 

What if I do not want a lengthy contract? 

“We are happy to sign an agreement with you for a time frame that works for you.” 

What if the seller does not pay any commission? Am I obliged to pay the commission? 

“As a real estate professional, I have a set fee structure. In the event you wish to see a home where the compensation offered is less than my fee, I will alert you before we view the home that the compensation being offered is either low or none. I will then explain what your options are and ask you how you would like to proceed. 

 

 

First, if you choose to write an offer, I will do my best to negotiate with the seller to have them cover my fee in its entirety.

 

In the event the seller refuses to negotiate, I will come back to you and ask how you would like to proceed. If you still wish to purchase that home, in that case, you would be responsible for paying my fee. 

 

If the compensation paid by the seller ends up being less than my fee, then, if you still wish to buy the home, you would pay me the difference.” 

After you have dealt with their objections, all that is left is the close: 

“After our discussion today, and based on what I’ve committed to, do you feel comfortable and confident that I am the agent to represent you? 

 

If so, let’s go ahead and get the agreement signed so I can begin to work for you. And, just remember, if you do not feel this is going the way you like, then you can fire me and we can go our separate ways.” 

If they disagree and do not wish to sign, then you say: 

“OK. I can respect that. It means we will not be able to work together, but I wish you all the best. If, at some point, you change your mind, then please feel free to come back – we would love the opportunity to work with you.” 

In the event they do not wish to sign, leave the door open for them to return. Chances are the next agent they talk to is going to ask them to sign an agreement as well, causing them to rethink the process and potentially come back to you. 

Script 1: The Value Proposition Approach

Agent: "Hi [Buyer's Name], I’m excited to help you find your perfect home. Before we dive into the process, I’d like to explain the benefits of signing a Buyer Broker Agreement. This agreement ensures that I can dedicate my time and resources to your home search, providing you with the best options and negotiating on your behalf. It also allows us to build a strong working relationship, ensuring your needs and preferences are met. Does that sound good to you?"

Script 2: The Professional Commitment Approach

Agent: "Hello [Buyer's Name], I'm looking forward to assisting you in finding your new home. To start, I'd like to discuss the Buyer Broker Agreement. This agreement formalizes our relationship and allows me to represent you with the highest level of commitment and professionalism. It ensures that I can prioritize your search, giving you access to the best properties and negotiating the best deals. Shall we go over the details together?"

Script 3: The Exclusive Service Approach

Agent: "Hi [Buyer's Name], thank you for choosing me to help you find your new home. I want to provide you with the best possible service, and to do that, I ask my clients to sign a Buyer Broker Agreement. This agreement ensures that I can offer you exclusive services, including priority access to new listings, expert negotiation, and personalized home search strategies. It guarantees that I am working solely in your best interest. Can we take a moment to review and sign this agreement?"

Script 4: The Trust and Transparency Approach

Agent: "Hello [Buyer's Name], I’m excited to help you in your home-buying journey. To ensure complete transparency and trust, I use a Buyer Broker Agreement. This agreement outlines my commitment to you, detailing how I will work tirelessly to find you the best home at the best price. It also clarifies any questions you might have about the process and my role as your agent. Are you comfortable with reviewing and signing this agreement today?"

Script 5: The Legal and Ethical Approach

Agent: "Hi [Buyer's Name], I'm thrilled to assist you in finding your dream home. Part of my commitment to ethical and professional standards is using a Buyer Broker Agreement. This agreement not only protects your interests but also ensures that I am fully accountable to you throughout the home-buying process. It sets clear expectations and responsibilities for both of us. Can we go through this agreement now so that we can move forward with confidence?"

Script 6: The Benefits and Assurance Approach

Agent: "Hello [Buyer's Name], thank you for considering me to help you with your home purchase. One of the first steps I recommend is signing a Buyer Broker Agreement. This agreement provides several benefits, including dedicated support, priority access to listings, and my unwavering commitment to your search. It assures you that I am fully invested in finding the right home for you. Could we take a few minutes to review and sign this agreement?"

Tips for Effective Delivery:

• Be Confident and Clear: Confidence in your delivery reassures the buyer of your professionalism and dedication.

• Highlight Benefits: Emphasize how the agreement benefits the buyer, ensuring they understand it’s for their advantage.

• Personalize the Conversation: Tailor your script to the buyer’s specific needs and preferences to make it more relevant and engaging.

• Be Ready to Address Concerns: Have answers prepared for common objections and questions regarding the agreement.

Using these scripts, you should be able to effectively communicate the importance and benefits of a Buyer Broker Agreement, increasing the likelihood that your clients will sign it.