There are some things in life that unfortunately, need to be learned through trial and error. For example, do you remember learning to ride a bike? Sure, you may have had training wheels to start, and you likely progressed to riding while a parent was holding on to the back, but eventually, you would have had to take that leap of faith and hope you wouldn’t fall. Whether you got the hang of it from the beginning, or it took you a couple extra tries, everyone has the inevitable biking stories that end in scrapes and bruises.
Now fast forward a couple years, and think about when you were learning to drive a car. You needed to learn, read, and educate yourself, and that was before you could even get behind the wheel! You then had to spend time with an instructor for hands on training before you could take the test that would ultimately determine whether or not you could get your driver’s license. If you can remember, compare the feeling of taking that first leap of faith when learning to ride a bicycle, to the feeling of applying everything you learned when getting behind the wheel of a car on your own for the first time. Instead of feeling fear and panic, you likely felt a sense of freedom and accomplishment, and that is exactly why the Buyer Presentation is such an important part of the home buying process for home buyers.
Instead of leading them in blind, the buyer presentation is the perfect place for you to not only get to know each other better, but to get a better understanding of exactly what it is they are looking for in their search. This gives you the opportunity to share your values and approach to business, to show off your knowledge and expertise by sharing information about the current real estate market and to share how the home buying process works. Make sure you explain your services and value adds, and why you are the perfect person to help them find exactly what they are looking for. This is a positive and memorable experience in their lives, and you are about to become an important part of that! It’s important for you to remember that it all begins with your buyer presentation.
Did you attend Kick Start 2014? If so, you may remember Matt Emerson’s presentation on First Class Buyer Presentations. If not, you’re in luck because below, we have the entire presentation that sets the expectations you need to deliver when it comes to your buyer presentations. Watch the video to learn the best ways to educate your clients on the buying process, and what you should include in your presentation, how to communicate your value proposition, and how to leave a lasting impression.
Watch the video below for Matt Emerson’s full session from RE/MAX Kick Start 2014!