Training Article - How To Initiate The Offer Process With A Buyer!

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If you have noticed, the questions I have asked in some of the examples are used to help the buyer make a decision to buy a home. However, they are not questions designed to get an offer.

How To Get The Offer:

You will use this form to get the offer process going.

Like I said before, you will know from the reactions of your buyer when they have found the right home. Let’s now go through the script for this close.

Situation

The buyer finds their right home. My job is then to get them to put an offer on the home. Here’s how I used questions to achieve this goal.

Realtor: It would seem to me you really like this home.

Buyer: Yes we do.

Realtor: Well, let me go through it quickly. The homeowner is asking $199,900. As for
what the home is worth, his price seems to be in the ballpark. But we will need to go back to the office so I can quickly do a CMA for you on the home. Why? Because you need to know what the current market value range for the home really is so you do not pay too much. And that’s important to you, right?

Buyer: It sure is!

Realtor: Great, let’s jump in the car and head over to my office.

It’s When They’re In The Car You Get Them To Agree To Sign When You.

Get Back To The Office

When you are driving back to the office you will discuss the three offer levels of steal, deal and real market value.

Realtor In Car: Hey guys, notice the bottom of the page where it reads… “Steal, Deal, Real”.

Buyer: Yes…

Realtor: Well, that’s why we are going to do the CMA. When we know what the market value range for the home is, our strategy on the offer will be to:

1. First try to steal the home.
2. If not successful, then try to get a good deal on the home.
3. And if not successful, certainly invest no more than real market value.

Buyer: (They will usually smile, or laugh slightly. After all, everybody wants to get a deal on the home they want!)

Realtor: It’s my job to make sure you never pay more for a home than what it’s worth!

Back At Office:

After you do the CMA, you get them to sign by following this script.

Realtor: I have the CMA done. The price range is $188,000 to $196,000. So the home- owner is indeed in the ballpark. So why don’t we try to steal the home at, let’s say: $185,000?

Buyer: That sounds great!

Then you get them to sign, with their closing dates, etc., and after they do you say this.

Realtor: I am going to book an appointment to present the offer. I will not know until I sit down with the homeowner and his agent the price he really wants for his home. But when I do, I’ll drop back over to your home and discuss it with you. And then maybe you’ll get lucky and the homeowner will take $185,000!

When Departing....

Guys, please stay close to a phone so I can call you once I know. I have your cell number right?

Buyer: 555-555-5555

Realtor: I’ll be calling you soon!

Training Article Summary

Then when you know what the seller wants, you return to the buyer and use the deal price level as you counter offer and if necessary you go back and get the real market value offer.

I really do not need to go through these scenarios with you since it is straight- forward. You will find it easier to get signatures and final offers by using the ‘signature close’ method when getting an offer from a buyer.

Random Training Articles:
Prospect 'For Sale By Owners' Without To Speaking To Them 'Face To Face'
How To Use 'Thank You Notes' For More Listings & Sales
Getting The Listing... Increase Your Odds!

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