CAMP 4:4:3

Power Session 8: Finding a Home

Power Session 8

Slide 2

Finding a Home

Introduction

Ask yourself this question: “When presented with a challenge, do you

first think of the ways you could succeed or the ways you could

fail?” This is a test. To get to your highest level possible, you will

always have to be answering the question “If I want it, what must

happen for me to get it?” - Millionaire Real Estate Agent

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Power Session 8

Slide 3

Finding a Home

Introduction

Objectives…1) Discover how to recognize your client’s

buying style2) Define how to show homes3) Review tips for successful home tours4) Discover how to help buyers make

decisions5) Practice the home tour and decision

making process

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Power Session 8

Slide 4

Finding a Home

CAMP Map

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Power Session 8

Slide 5

Finding a Home

Recognize Your Client’s Buying Style

Visual, Auditory, Kinesthetic

An important element in connecting with your client is recognizing whether their communication style is visual, auditory, or kinesthetic. Psychologists have demonstrated we use all three modalities (sight, hearing, touch) when we process information.

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Power Session 8

Slide 6

Finding a Home

How to Show Homes

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How to Show Homes1. Schedule a tour to show the buyer the properties that

meet their criteria. 2. Print out a detailed MLS information sheet for each

property you plan to tour with your buyer and determine the most efficient route to take.

3. Place the MLS information sheets in the order you will tour the properties and include a Home Tour sheet for each one so that the buyer can record their own comments.

4. Make a copy of the Five Must-Haves sheet that was filled out during the Buyer’s Consultation and give it to your buyer at the beginning of the tour.

5. Take the buyer on a tour of the properties. (Cont’d)

Power Session 8

Slide 7

Finding a Home

How to Show Homes

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How to Show Homes (continued)6. Each time you show a new property, ask your buyer to

rank that property on a scale of 1-10. 7. At the end of the day ask, “If you were to write an offer

today, which house would you write it on?” 8. Refine your search on the MLS to find properties that

more closely match your buyer’s preferences based on the results of your first property tour.

9. Continue searching and touring until the buyer finds a property they wish to make an offer on.

Power Session 8

Slide 8

Finding a Home

Tips for Successful Home Tours1. Record your own comments on your copy of the

MLS sheet for each property as you show it. 2. Ring the doorbell even if the house has a

lockbox. 3. While touring properties, be quiet! 4. Avoid touring homes with the buyer for more

than three hours at a time.5. Have your buyers give descriptive names to the

top-ranked properties to help them visualize them individually.

6. If your buyer was not pre-qualified at the time of the consultation, have a lender contact them.

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Slide 9

Finding a Home

Tips for Successful Home Tours

7. Be aware that FSBOs and properties with tenants tend to be more difficult to show.

8. On properties your buyer was absolutely not interested in, you can explain why the buyer was not interested. On properties that your buyer is interested in, DO NOT discuss any comments that your buyer made regarding the property that could compromise negotiations.

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Slide 10

Finding a Home

Tips for Successful Home Tours

ExerciseBenefits, Not Features.Directions:1. With a partner, use the chart on the next page to

list one common home feature that you might want a buyer to notice (for example: garden tub, fireplace).

2. List the benefits of that feature.3. Stand up and read off the benefits of the feature

you listed. The class will guess what feature you are talking about. Use the extra spaces provided to write down what the other groups say.

Time: 10 minutes 53-54

Power Session 8

Slide 11

Finding a Home

Making the DecisionThe Process of Elimination

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How to Help Buyers Make Decisions1. After you tour each home, ask the buyer if they want to

make an offer. If not, ask why not. This will allow you to re-evaluate their needs, wants, and/or values.

2. If they are not ready to make an offer, ask the buyer to rank the home on a scale of 1 to 10 with 10 being the best.

3. When you have finished touring homes, pick out the homes that score 8 or better.

4. Have the buyer rank the top three prospects from 1 to 3.5. Ask the buyer if they would like to place an offer on

number 1.

Power Session 8

Slide 12

Finding a Home

Making the Decision

Recognizing Buying Signals

Pay attention to your client’s buying signals as you are touring properties. This will give you the leverage you need to help the buyer make a decision.

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Slide 13

Finding a Home

Making the Decision

Handling Objections

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How to Handle Objections 1. Remind the buyers of what their Five Must-Haves are,

and if they feel something else is really important, they’ll need to remove something from their existing Five Must-Haves or change their price point.

2. Remember that objections to features are buying signs. Use the objection to offer the buyers alternative choices for handling the situation.

3. Always stress that the choice is up to them. This avoids making the buyer feel “pushed.”

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Slide 14

Finding a Home

Making the Decision

Objection: We haven’t seen enough properties.

Objection: We don’t like the carpet.

Objection: We don’t like the paint color.

Objection: We don’t like the ugly landscaping.

Objection: We really wanted a formal dining room.

Objection: We want to wait for the price to drop.Objection: We want to sleep on it before making

an offer.

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Slide 15

Finding a Home

PracticeRole-ModelWatch as your instructor handles objections thrown at him or her from the class.

Discussion QuestionWhat other objections are you concerned about receiving? How can you handle them?

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Slide 16

Finding a Home

Practice

ExerciseFiring Squad!Directions:1. Divide the class into two and form equal, parallel

lines. 2. Line A will present Line B with an objection, and

Line B will have 45 seconds to resolve it. 3. After each 45-second period, students will switch

partners by Line A taking one step down to the next person.

Time: 30 minutes

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Slide 17

Finding a Home

AssignmentsPower Session Assignments1. Create a showing kit using the Showing Kit

Checklist provided in your Tool Kit.2. Practice conducting an MLS search.3. Walk through your own home and practice

pointing out benefits, rather than features.

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Slide 18

Finding a Home

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 objection 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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Slide 19

Finding a Home

Assignments

Something to Think About…

How can you provide SUPER Service during the home tour?

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Slide 20

Finding a Home

We have talked about…1) How to recognize your client’s buying

style2) How to show homes3) Tips for successful home tours4) How to help buyers make decisions

sum