Page 11 - New Agent Real Estate training book

While showing a property, for safety and liability issues do not let clients manipulate mechanical
systems, fuse boxes, stoves, A/C systems, or anything that could be a safety or fire hazard. Make sure
upon leaving everything is in the condition it was in upon arriving and all doors are secured and locked.

Safety Tips while Showing

Prior to showing clients, obtain photo ID’s and let office staff know you will be showing if you
are concerned about safety issues. If you have concerns, ask if another agent can accompany you on the
showing. Keep aware of your surroundings; keep doors unlocked and accessible during the showing. If
you were to feel in danger in the presence of a client and are afraid of alerting them, calling the office
and using the term “Red File” with the address has often been used as a code word that something is
wrong.

Finding the Right Property

Buyer Wants to Schedule Too Many Showings or Has Too Wide of a Search

Help the client refine their searches by using the process of elimination dialogue

Process of Elimination Dialogue

_________, as I mentioned to you on the phone there’s a wrong way to look at
homes and there’s a right way. Most people waste a tremendous amount of time
and energy going to open houses or looking at homes they see advertised in
magazines, newspapers or on the Internet.

What I want to share with you is that finding a home is not a process of
selection; it’s a process of elimination. Now that I have a good idea of the type of
property you’re interested in, we are going to begin the process of eliminating
neighborhoods and styles of homes that you’re not interested in.

I’ll have succeeded in my job when I’ve helped educate you to the point that
when we walk across the threshold of a home you’ll know what you like and you’ll
know it’s a good deal. And when we’ve accomplished that you’ll be ready to buy.

Buyer Can’t Find the Right Property

If you working with a buyer over a longer timeframe use the daily contact script to keep in touch

Daily Contact Script for Buyers Still Looking

Nothing New to Report

Hello _______, _________ here. I just wanted to check in with you for a
quick update. I’ve been monitoring activity on the market today and no new properties that
meet our criteria have surfaced.
I’ll be checking again first thing tomorrow morning and I’ll call to give you a quick
update then. Bye for now!

Something New to Report