HARRIS REAL ESTATE UNIVERSITY Superstar Interview | 7 Buyer Secrets For This Market

HARRIS REAL ESTATE UNIVERSITY Superstar Interview.

Topic: 7 Buyer Secrets For This Market

Information you need to LISTEN NOW TO THE REPLAY OF this FREE Real Estate Training Event:

**** NOTE: there was a slight call interruption about 3 mins into the call…it lasts about a 3 minutes so…hand on.*****

Your Outline For This FREE Training Event:

7 secrets of working with Buyers in Today’s Market

Ask yourself these questions:

* First, WHY should you love buyers right now?

* What is your mindset about  buyers?

* Where do these thoughts come from?

* Do you have proven buyer scripts, presentations, objection handlers just like sellers?

* Do you use Buyer Agency Agreements?

* Do you charge a Buyer Processing Fees?

WARNING: Short Sales – love em or hate em, they’re here to stay! Go beyond the basic short sale designation. Watch the FREE Short Sale video and download the FREE Short Sale training guide. NOTICE: Free book guaranteed for first 100 agents only.

BUYER SECRETS FOR THIS MARKET:

1 Learn Everything About Financing.

* Know all the rural, FHA, VA loan, downpayment assistance, seller paid closing costs. programs. Buyers CAN get financed in this market provided you are having them work with a lender who has the programs and skills to get the loan done.

* If a buyer is short of downpayment learn how to get the seller to give the buyer a second mortgage.

* Buyers say that they are waiting for the prices to fall..ask why? Because they are payment sensitive…show them how to accomplish the  payment with different types of loans vs taking a chance that the prices will continue to fall.

2  Pre-Qualify 100% of the time…for Motivation.

* You must understand the buyer’s MOTIVATION and work with people who have reasonable expectations.  If they say, ‘I want a deal’, ask them to define what that means to them. Dig deeper. To understand their motivation they have to be 100% pre-qualfied. Your qualify for motivation and the lenders qualify for financing.

* Don’t work with buyers unless they signed a BA agreement.

* Don’t work with them if they have a home for sale unless you have it listed and its priced to sell.

* For buyers looking for NEW homes…put them in contract first. That will help with their motivation.

* Relo buyers, first timers, back in the market buyers, forced downsizers are the best buyers for this market. AND sometimes bargin hunter investors.

3 All buyers must be 100% Pre-Approved to work with you…what are the elements of a Pre-Approval?  What’s the difference between Pre-Approved and Pre-Qualified?

-APPROVAL:  -credit checked, -ratios checked, -employment checked, -downpayment checked, -non-contingent on anything.

* You have to make sure the lender has done the whole process and not taken any shortcuts.

* Lenders have to have done a 3 merge credit check.

* Asset verifications.

4 You must have at least 3 AAA active buyers at all times.

* Active buyer is: Someone who acts immediately when you call them about a property.

* Active Buyers has signed he buyer agency contract, the state agency agreement and a net sheet that discloses your processing fee.

* Must be working on or close to have completed their mortgage.

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* If the buyers have a house to sell they have to have it listed with you or pre-approved to buy without the sale.

CLICK HERE NOW to listen to the replay of this EVENT.

**** NOTE: there was a slight call interruption about 3 mins into the call…it lasts about 5 minutes so…hand on.*****

5 You MUST learn the HREU Buyer Presentation…in this market buyers are just if not more valuable vs listings:

-Learn the HREU Buyer Scripts.

-Learn the HREU Floor Model Script

* Of course you need to learn new scripts. New Market = New Scripts.

6  Have buyer lead generation systems in place. You must be using an 800# system on all listings right now.

** NEVER pay for buyer leads. You can easily generate your own buyer leads…just learn how!

WARNING: Short Sales – love em or hate em, they’re here to stay! Go beyond the basic short sale designation. Watch the FREE Short Sale video and download the FREE Short Sale training guide. NOTICE: Free book guaranteed for first 100 agents only.

*1800HomeHotline.com

* Internet

* Relo

* Buyer Seminars

* Advertise payments on everything..etc

* Craigslist Ads. (Run ads for in demand type homes. Popular neighborhoods etc)

* Old files, owners who did a short sale 3-4 years ago CAN buy now.

* Referrals from loan officers.

* Strategic open houses.

* Investors.

* High cost rental areas.

7 Check the negative mindset about buyers at the door. 50% of your transactions should be buyers right now. Stop fighting the buyers market with statements like:

CLICK HERE to listen now to THE EVENT INFO.

**** NOTE: there was a slight call interruption about 3 mins into the call…it lasts about a minute so…hand on.*****

“I don’t work buyers anymore”

or

“Buyers are liars”.

This is inaccurate thinking.

Replace with: I LOVE BUYERS!

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