Buyer Scripts - Created by the SIR brand

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EXPLAIN BUYER AGENCY REPRESENTATION

Provide a clear and concise explanation of the representation you can provide when the buyer signs a Buyer Representation Agreement.

INTENTSAMPLE DIALOGUE

Say “you do not have they need representation.

a Buyer Representation Agreement with me as your agent, my contractual responsibility would be to protect your best interests.

for professional representation.

might be some turbulence. Wouldn’t you want the best professionals representing you during that time of uncertainty?

Articulate how you can simplify the home-buying process for them.

time and energy to working with lenders, inspectors, and everyone in between so you don’t have to!

after months of disappointment. And while they were grateful for my support during the search period, they truly understood the value of having representation when the

SOTHEBY’S INTERNATIONAL REALTY ® | WINNING WITH BUYERS 19
TWO: TACTICS & TOOLS © Anywhere Real Estate Services Group LLC You are free to use the recommended best practices in these materials at your discretion. Sample dialogues are examples and should not be used verbatim.

ASK BUYER TO KEEPYOU INFORMED

Share the additional value you provide during the home search when they sign a Buyer Representation Agreement.

INTENTSAMPLE DIALOGUE

Ask the buyer to inform you if they decide to push out their time frame or decide to stop their search.

FSBOs—

Ask the buyer to give you the information so you can contact.

You will likely continue to search for homes online I ask that you keep me in the loop. look up the information to provide you with the details you’re looking for.

NOTES:

Open Houses—

Ask the buyer to present your card.

New Home Developments—

Ask the buyer to present your card.

proper representation throughout the process so that you are safe and your best interests are protected. resolve any concerns.

showing to protect your time and potential safety by allowing me to assess the home and credibility of the owner. Moreover, if the seller has no agent on their side, it is even more critical that your agent help guide the transaction.

card to the Open House agent so they know you are represented. You don’t want to deal with all the

my card so they know you are represented. Don’t represent the developer and cannot protect your

Ask the buyer to move forward together. help and working in your best interest, we will work

20 SOTHEBY’S INTERNATIONAL REALTY ® | WINNING WITH BUYERS
TWO: TACTICS & TOOLS © Anywhere Real Estate Services Group LLC You are free to use the recommended best practices in these materials at your discretion. Sample dialogues are examples and should not be used verbatim.

GOAL #4—BE TRANSPARENT

EXPLAIN BUYER COMPENSATION

Buyers are not always aware of how compensation is determined in a real estate you by educating and preparing buyers for the various options in which your commission may be paid

INTENTSAMPLE DIALOGUE

Be up front about how you are compensated and connect your commission to the value you provide to get the transaction to the closing table.

Understand that all listings are not handled the same in terms of compensation.

Explain the situations that may come up during the home search process and demonstrate how you can help buyers avoid any

how Buyer’s Agents are paid for our services.

home you want to purchase and the transaction closes. Unless and until that happens, no payment is due.

services. These include:

a) The seller of the property you are interested in has offered to pay a commission to the buyer’s broker, which is typically disclosed in the MLS as part of the listing.

b) The seller has offered a modest commission listing, which would require either contribution by you as the buyer or we would include that as part of an offer you make on the property.

c) The seller has not offered to pay a commission to the buyer’s broker, but we include that requirement as part of the offer you make on the property.

d) The seller will not agree to pay a buyer’s broker commission, in which case you would be responsible for my compensation. Please note that my payment amount is not set by law and is fully negotiable.

How does setting compensation expectations avoid problems in the future?

REVIEW THE BUYER REPRESENTATIONAGREEMENT

Be prepared to explain the applicable elements to your buyer so they can fully understand the terms and feel comfortable with the agreement before they sign.

Buyer Representation Agreements and rules vary from state to state. Check your local agreement to determine which elements apply to you.

NOTES:

SOTHEBY’S INTERNATIONAL REALTY ® | WINNING WITH BUYERS 21
TWO: TACTICS & TOOLS © Anywhere Real Estate Services Group LLC You are free to use the recommended best practices in these materials at your discretion. Sample dialogues are examples and should not be used verbatim.

NOTES:

CLOSE FORASIGNEDAGREEMENT

After demonstrating your value, explaining your services, and preparing them for the buying process, ask the buyer to sign a Buyer Representation Agreement to work exclusively with you.

INTENTSAMPLE DIALOGUE

Get the buyer’s commitment.

home and negotiate on your behalf to get the best possible terms?

Hand over the Buyer Representation Agreement and a pen for the buyer to sign.

OWN OBJECTONS

is because they do not understand the value and the protections working with a Buyer’s Agent offers.

to own them? Be prepared to share your insights with the class.

OBJECTIONOWN IT

Why do I have to commit?

Why do I have to sign a Buyer Representation Agreement?

Why do I have to pay you to represent me?

22 SOTHEBY’S INTERNATIONAL REALTY ® | WINNING WITH BUYERS
TWO: TACTICS & TOOLS © Anywhere Real Estate Services Group LLC You are free to use the recommended best practices in these materials at your discretion. Sample dialogues are examples and should not be used verbatim.
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