CAMP 4:4:3

Power Session 6: Buyer Consultation

Power Session 6

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Buyer Consultation

Introduction

If you don’t know what your ultimate potential is, then how can you possibly judge what is realistic? Honestly, what good

does it do us to talk about what is realistic when, in the end, we

don’t even know what we’re truly capable of achieving?

- Millionaire Real Estate Agent

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Buyer Consultation

Introduction

Objectives…1) Review the Buyer Consultation

Questionnaire2) Practice conducting the Buyer

Consultation Questionnaire3) Identify how to present your benefits

to buyers

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Buyer Consultation

CAMP Map

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Buyer Consultation

The Basics

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Buyer Consultation

4. The Buyer Consultation Questionnaire

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How to Conduct the Questionnaire1. Ask questions and dig deeper when

necessary.2. Listen and take notes.

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Buyer Consultation

4. The Buyer Consultation Questionnaire

General QuestionsCurrent HomeHouseholdLifestyleLocationExterior FeaturesGeneral Interior FeaturesRoom by Room Interior Features

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4. The Buyer Consultation Questionnaire

Closing the Interview

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FACTAccording to the 2004 NAR Profile of HomeBuyers& Sellers, 64 percent of buyers said

they compromised to some extent in their most

recent home purchase. The compromise most

frequently made was the size of the home (19%).

Other common compromises included distance

from work/school (18%), condition of house

(18%), and lotsize (16%).

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Practice

Role-ModelWatch as your instructor role-models the Buyer Consultation Questionnaire.

Discussion QuestionsWhat techniques did the instructor use for digging deeper?How did the instructor continue to build trust and rapport during the Buyer Consultation Questionnaire?

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Buyer Consultation

PracticeExercise

Directions:1. Form groups of three.2. Take turns conducting the Buyer Consultation

Questionnaire. The “buyer” should give short answers, forcing the agent to dig deeper to discover his or her true wants, needs, and values.

3. The third group member will serve as the observer, taking notes and relaying them back after the consultation.

Time: 20 minutes

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Buyer Consultation

5. Present Your Benefits to Buyers

• 57% of buyers want most for their real estate professional to help them find the right home to purchase.

• 42% of buyers choose an agent because of the agent’s reputation.

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Present your benefits to buyers and let them know who you are and what you can do for them.

Your UVP for BuyersKeep in mind what is important to buyers…

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5. Present Your Benefits to Buyers

ExerciseDirections:1. Answer the two questions on the following page.2. In the circles provided, write down the features of your

service that apply to buyers. Then, write down the benefits of each feature in the circles provided (draw extra circles if needed).

3. Capture the information for the benefits of each feature in complete sentences. Organize the sentences into a sensible paragraph—this is your UVP for buyers!

4. Present your UVP for buyers to the class.Time: 30 minutes

25-30

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Buyer Consultation

AssignmentsPower Session Assignments1.Finalize your UVP for buyers.2.Using the scripts provided and your

developed presentation, memorize and internalize the steps of the buyer consultation we have covered thus far.

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Buyer Consultation

Assignments

Ongoing Assignments1. Complete 10:5:15:5

a) Collect 10 business cards.b) Make 5 phone calls.c) Send 15 notes or letters.d) Preview 5 homes.

Record your progress on the Success Grid.2. Schedule a one-hour role-play session with your

CAMP Buddy. Practice the buyer consultation scripts.

3. Review the job aid Support Team Worksheet in your Tool Kit. Fill in any additional team members you have identified.

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Assignments

Something to Think About…

How might you conduct the buyer’s consultation differently for someone who is relationship vs. task-oriented?

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Buyer Consultation

We have talked about…

1)The Buyer Consultation Questionnaire

2)How to conduct the Buyer Consultation Questionnaire

3)How to present your benefits to buyers

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