Buyer Consultation
A proper buyer consultation includes a discussion of market information, housing needs, urgency, ownership experience, dominant motivations and buying objections. Most agents avoid this critical step because of the fear of getting personal and a belief that “maybe this time they’ll just buy quickly. Salespeople must spend that initial time getting to know their buyers and preparing them to buy.
As a result of attending this course, attendees will
Have a thorough understanding of the need for a proper buyer consultation
Be able to demonstrate thier ability to conduct such an interview
Overcome the fear of doing a buyer consultation
Demonstrate the steps involved in an effective buyer consultation
Course is a 6 hour program and involves extensive role play