I attended this webinar on June 27, 2024 and these are my notes:

The real estate industry is ever-evolving. It wasn’t too long ago that we were waiting by the fax machine for the latest listings. 

Everything new, everything that changes, is to keep you in the industry at a higher level with what the consumer and the market requires. Don’t let changes scare you into leaving the industry. Be aware of what is going on, look at it as an opportunity and not something to be fearful of.

Just focus on doing the next right thing right. The only thing you can control is getting better every day and make sure that you are always coming from a place of contribution.

Are you showing up like a pro to your buyer meetings? You should show up to a buyer meeting just like a listing meeting. 

This is going to be an environment where if you don’t own your professionalism and own your work, you are setting yourself up to fail. 

How can I make my agents feel confident in presenting themselves as buyer agents? 

If you are confident in what you are doing, you are set up much more likely to succeed.

Make efforts to understand the mind of the consumer and map out a path for your agents so that you are setting them up to be as confident as possible in their unique selling proposition. What makes you be you? 

Can you share your unique value proposition in your sleep? Does it roll off your tongue?

Create a roadmap for your agents to lead them down a favorable thought pattern. The anxiousness and nervousness of what is “about to happen” is worse than actually doing it. Start practicing and acting as though the deadlines are already in place for your area. 

Five steps to lock down every buyer agreement:

1. Have a unique selling proposition. Create this and practice your elevator pitch. Everyone on your team will do this differently and that’s good! 
2. Master the materials within your buyer presentation. Put together a powerful presentation, much like you would with a listing presentation in order to confidently educate your potential buyers so that they feel comfortable and confident in you to represent them.
   1. Have something to show your clients. Give them value and a resource and it will be easier to ask for a commitment from your prospective clients.
   2. They turned their four page presentation into a 26-page bound buyer book. They added pages that talk about real estate fees, competing with multiple offers, reviews and endorsements.
   3. They also have a workbook that they bring to the buyer presentation that they give to the buyer that helps them walk through the process and helps them really nail down their goals and what they want to achieve in buying a home.
   4. Make sure you’re taking notes during the meeting. Make a checklist of what your next steps are. Taking notes also shows them that you are invested and paying attention to their detailed needs.
   5. They’ve also created a digital version of their buyer presentation to show on an iPad. 
   6. The goal is to have your agents feel confident that they can comfortably represent anyone and handle any situation.

Examples of the buyer guide:

They added pictures of each agent, information about them personally – their likes, interests, pets, hobbies, etc. so these are really personal and helps them to know like and trust the agent.

Even if you’re a solo agent, talk about the people who help you and are part of your team.

Discuss competition openly as well as fees.

Discuss risk management as part of why you need to use an agent. Most people don’t know what to look out for when purchasing a home. The biggest piece of the puzzle that brings value to a client is not open a door or sending e-alerts. The biggest value is helping them to find a property AND get them to the closing table. 

When you talk about risk management, it immediately elevates your position. 

Each page should be its own resource and you can hit the pages that make sense for the type of buyer you are working with. Merely having a tool like this elevates your position with the potential client.

Add pictures of specific clients with reviews that are tailored to the agent using the buyer presentation. Use the ones that refer to you by name. Show all reviews – especially ones where you solve a problem within a transaction, not just the fluffy ones.

Don’t let the technology scale you out of the relationship part of this business. Work hard on building relationships so that they remember exactly who you are, how to reach you, and how to find you for their next transaction. You want to work with people for their lifetime.

Here’s the workbook preview:

This helps to set expectations and help the client avoid pitfalls up front. This will work for first-time buyers or experienced investors.

Lenders are going to play a big role in moving forward. Ensure that you are setting the stage for everyone to communicate and work together early on in the process: during the buyer presentation. 

Go meet with your lender partner and bring your buyers in so you can solidify that you work as a team. Discuss with your lender how to navigate the new landscape of buyer agency so that you are speaking the same language.

Final three steps to lock down every buyer agreement:

3. You can really show your value by the way you handle the objections that are sent your way. If you are representing someone and there’s an objection, be thankful for it so you can address it now and get everyone back on the same page. “That’s a fair question, I totally understand how you feel. Thank you for bringing that up, do you feel like I’ve answered this well for you?”
   1. Don’t practice on the consumer. Practice with your colleagues, friends, your dog, whoever. Don’t practice live with the consumer. It’s good to get perspective outside of the industry and practice with someone who isn’t in the business.
4. Accountability. Set up accountability checks and meetings with your teams.
   1. Morning huddles, accountability partners, etc.
5. Get started NOW. Don’t wait for the deadline to come for you and your area. Start now, practice now, and start using this with your clients now. Waiting until the deadline starts will not be what sets you up for success.

It’s never been a bigger deal for you to know your industry, know your facts, so that you can be the advocate and lighthouse for your clients and community to buy and sell real estate.

Here’s the link if you want to buy the template for these presentations and workbooks, otherwise use them as inspiration to create something similar to wow your new clients! https://www.lockdownbuyers.com/buyeragentpropackage–538ba