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G R I Marketing Buyer Services Day 2

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Amy Smythe-Harris
Amy Smythe-Harris
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GRI Marketing – Buyer services ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Learning objectives ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Section 1: Prospecting for buyers
Prospecting ,[object Object],[object Object],[object Object],[object Object]
Prospecting ,[object Object],[object Object],[object Object],[object Object],[object Object]
Buyer sources ,[object Object],[object Object]
E-commerce and prospecting ,[object Object],[object Object]
Why consumers use the Internet ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Internet consumers and the buying cycle ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
E-mail prospecting ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Agent and company Web sites ,[object Object],[object Object],[object Object],[object Object]
Electronic newsletters ,[object Object],[object Object],[object Object]
Lead generating services ,[object Object],[object Object],[object Object],[object Object]
Search engines ,[object Object],[object Object],[object Object]
Networking links ,[object Object],[object Object],[object Object]
Section 2: Phone opportunity
Phone opportunity ,[object Object],[object Object],[object Object],[object Object]
Preparing for phone opportunity ,[object Object],[object Object],[object Object],[object Object]
Preparing for phone opportunity ,[object Object],[object Object],[object Object]
Anatomy of the call ,[object Object],[object Object],[object Object],[object Object],[object Object]
Anatomy of the call ,[object Object],[object Object],[object Object],[object Object]
TAR marketing materials ,[object Object],[object Object]
Section 3: Creating buyer expectations
Creating buyer expectations ,[object Object],[object Object],[object Object],[object Object]
Why buyers don’t use REALTORS ® ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Why buyers don’t use REALTORS ® ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Creating expectations ,[object Object],[object Object],[object Object]
Creating expectations ,[object Object],[object Object],[object Object],[object Object]
Section 4: Buyer representation
TAR 2501 ,[object Object]
Code of Ethics: Article 1 ,[object Object],[object Object]
Code of Ethics: Articles 3 & 7 ,[object Object],[object Object]
Code of Ethics: Articles 12 & 16 ,[object Object],[object Object]
Statutory requirements ,[object Object],[object Object],[object Object]
OLD CAR ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Comparison of buyer services ,[object Object],[object Object]
Exercise: buyer’s agent & subagent ,[object Object]
Solve problems for the seller Share all info about the buyer Negotiate to get the best for the seller No financing that could hurt the seller No buyer protection if it hurts the seller Comps only, CMA if it supports seller’s price Strengthen the seller’s negotiation position Only give facts, don’t focus on negatives Protect the seller’s interests Give the facts with no advice Show only properties that match range No duty to keep looking Limit properties Find the best buyer for the seller Keeps focus on seller’s property Confidential info shared w/ seller Full attention to seller needs Subagent Buyer’s Agent
Buyer representation agreement ,[object Object],[object Object],[object Object],[object Object]
Signing the buyer’s rep agreement ,[object Object]
A good buyer’s agent knows ,[object Object],[object Object],[object Object],[object Object],[object Object]
The buyer counseling session ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
The buyer counseling session ,[object Object],[object Object],[object Object],[object Object]
Agent standards and practices ,[object Object],[object Object],[object Object],[object Object]
Agent standards and practices ,[object Object],[object Object],[object Object]
1501 – Buyer/Tenant agreement ,[object Object],[object Object],[object Object]
1501 – Buyer/Tenant agreement, 1-3 ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
1501 – Buyer/Tenant agreement, 4-5 ,[object Object],[object Object],[object Object],[object Object],[object Object]
1501 – Buyer/Tenant agreement, 6-7 ,[object Object],[object Object],[object Object],[object Object],[object Object]
1501 – Buyer/Tenant agreement, 8 ,[object Object],[object Object],[object Object]
1501 – Buyer/Tenant agreement, 9-10 ,[object Object],[object Object],[object Object],[object Object],[object Object]
1501 – Buyer/Tenant agreement, 11 ,[object Object],[object Object],[object Object],[object Object]
1501 – Buyer/Tenant, 12-13 ,[object Object],[object Object],[object Object],[object Object],[object Object]
1501 – Buyer/Tenant, 14-15 ,[object Object],[object Object],[object Object],[object Object],[object Object]
1501 – Buyer/Tenant, 16-17 ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
1501 – Buyer/Tenant agreement, 18 ,[object Object],[object Object]
Intermediary relationship notice ,[object Object],[object Object]
Procuring cause ,[object Object]
Procuring cause definition ,[object Object],[object Object]
Procuring cause ,[object Object]
Procuring cause/Code of Ethics ,[object Object],[object Object]
Procuring cause/Code of Ethics ,[object Object]
Procuring cause conflict ,[object Object],[object Object]
Loss of compensation hedges ,[object Object],[object Object],[object Object],[object Object]
Open houses ,[object Object],[object Object]
Tipping exposure in your favor ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Tipping exposure in your favor ,[object Object],[object Object],[object Object],[object Object]
Open house conduct ,[object Object],[object Object],[object Object],[object Object],[object Object]
Open house conduct ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Professional designations – ABR ,[object Object],[object Object],[object Object]
Council of Residential Specialists ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Section 5: Showing and selling property
Showing etiquette ,[object Object],[object Object],[object Object],[object Object],[object Object]
Showing etiquette ,[object Object],[object Object],[object Object],[object Object]
Showing etiquette ,[object Object],[object Object],[object Object],[object Object]
Showing etiquette ,[object Object],[object Object],[object Object],[object Object]
Showing etiquette ,[object Object],[object Object],[object Object],[object Object],[object Object]
Showing etiquette ,[object Object],[object Object],[object Object],[object Object]
Preparing for showings ,[object Object],[object Object],[object Object],[object Object]
Knowing the market ,[object Object],[object Object],[object Object],[object Object]
In-house listing file ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Knowing the market ,[object Object],[object Object],[object Object],[object Object]
Previewing property ,[object Object],[object Object]
Showings: be prepared ,[object Object],[object Object],[object Object]
Showings: get prepared ,[object Object],[object Object],[object Object],[object Object]
Practice active listening ,[object Object],[object Object],[object Object],[object Object],[object Object]
Practice active listening ,[object Object],[object Object],[object Object],[object Object],[object Object]
Practice active listening ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Closing techniques: overview ,[object Object],[object Object],[object Object]
Types of closing techniques ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Section 6: Handling stalls and objections
Handling stalls and objections ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Handling stalls and objections ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Stalls, true conditions, objections ,[object Object],[object Object],[object Object],[object Object]
Commitment reluctance exercise ,[object Object],[object Object],[object Object],[object Object]
How to handle a stall ,[object Object],[object Object],[object Object],[object Object],[object Object]
How to handle an objection ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Role play for buyer objections ,[object Object],[object Object],[object Object]
Section 7: Relocation buyers
Relocation buyers ,[object Object],[object Object]
Employee relocation council ,[object Object],[object Object],[object Object]
Corporate costs of relocation ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Corporate costs of relocation ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Why companies relocate ,[object Object],[object Object],[object Object]
Negatives for transferees ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Relocation buyer sources ,[object Object],[object Object],[object Object],[object Object]
Relocation buyer sources ,[object Object],[object Object],[object Object],[object Object],[object Object]
Relocation referrals ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Special needs of relocations ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Special needs of relocations ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Relocation buyer phone call ,[object Object],[object Object],[object Object]
During your first call ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
During your first call ,[object Object],[object Object],[object Object],[object Object],[object Object]
During your first call ,[object Object],[object Object],[object Object],[object Object]
During your first call ,[object Object],[object Object],[object Object]
During your first call ,[object Object],[object Object],[object Object],[object Object]
Role play exercise ,[object Object],[object Object],[object Object],[object Object]
Relocation agent best practices ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Relocation best practices ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Section 8: Property inspections
Pricing ,[object Object],[object Object],[object Object]
Property inspections ,[object Object],[object Object],[object Object]
Agent’s role in inspection ,[object Object],[object Object],[object Object],[object Object]
Negotiating items ,[object Object],[object Object],[object Object]
Inspection and the option period ,[object Object],[object Object]
Inspection and repairs ,[object Object],[object Object],[object Object],[object Object],[object Object]

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G R I Marketing Buyer Services Day 2

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  • 17. Section 2: Phone opportunity
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  • 24. Section 3: Creating buyer expectations
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  • 30. Section 4: Buyer representation
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  • 39. Solve problems for the seller Share all info about the buyer Negotiate to get the best for the seller No financing that could hurt the seller No buyer protection if it hurts the seller Comps only, CMA if it supports seller’s price Strengthen the seller’s negotiation position Only give facts, don’t focus on negatives Protect the seller’s interests Give the facts with no advice Show only properties that match range No duty to keep looking Limit properties Find the best buyer for the seller Keeps focus on seller’s property Confidential info shared w/ seller Full attention to seller needs Subagent Buyer’s Agent
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  • 73. Section 5: Showing and selling property
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  • 92. Section 6: Handling stalls and objections
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  • 121. Section 8: Property inspections
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  • 127.

Notas do Editor

  1. As we review the above list there are several common themes: Lack of information on the part of the buyer Agent’s failure to communicate Commitment of the buyer has not been earned
  2. Asking a buyer to commit to a formal agreement is difficult unless the buyer sees the benefit of committing to you. It’s your responsibility to help the buyer over this hurdle.
  3. Some agents may choose to cross out the part that says agent will seek compensation from the buyer as a last resort