Buyer Guide and Process PDF

CLIENT(S):
DATE:
REAL ESTATE BUYER GUIDE AND

QUESTIONNAIRE
Confidential
REAL ESTATE BUYER GUIDE AND QUESTIONNAIRE

Basic Information For CRM
Name(s)
Phone Number(s)
Email Addresses
Current Address
Source of Business
If Referral, Who
Referred?
Birthday(s)
Kids/Pets Names
Notes:
PRE-MEETING QUESTIONNAIRE
Pre-Meeting Steps Yes/No + Notes

Pre-Meeting
Questionnaire Sent
Pre-Meeting
Questionnaire Received
Booked Buyer
Presentation Booked
OBJECTIVE
Discuss the buyers needs and wants. Remember to open the conversation and build rapport with the
buyer. Use the F.O.R.D questions (Family, Occupation, Recreation, Dreams).
Always be enthusiastic, excited and confident.
Real Estate Buyer Guide and Questionnaire 1

Confidential
FOUNDATION QUESTIONS
These are basic questions to start the conversation with the buyer and find out more information
about them.
WHERE DO YOU LIVE NOW?
HOW LONG HAVE YOU BEEN THERE?
WHAT DO YOU LIKE ABOUT IT?
HAVE YOU PURCHASED A HOME BEFORE?

Yes – Tell me about the experience. Anything you would have changed? How Familiar would you say
you are with the purchasing process in City/State/Province?
No – How Familiar would you say you are with the purchasing process in City/State/Province?
HOW LONG HAVE YOU BEEN LOOKING FOR A HOME?
WHAT RESOURCES HAVE YOU BEEN USING TO LOOK FOR HOMES? HAVE YOU BEEN OUT ON
ANY VIEWINGS WITH A REALTOR?
HAVE YOU BEEN PRE-APPROVED?

Yes – Would you like a second opinion from one of our brokers? Just to see if they can do better on the
rate.
No – Would you like me to put you in touch with a few great mortgage brokers to help with this
process?
If they do not want to get pre-approved, let them know that being pre-approved can help their
negotiation stance when submitting an offer.
INTERACTIVE SECTION
If two people (or one) give them each a piece of paper and an MLS Map. Get them to PRIVATELY write
down the things they want a home and circle the areas of your city that are their favorites. Give them 2
minutes the compare their pieces of paper. This is fun and shows what each is looking for in a home!
Once complete, go over the following questions (or confirm these items)
ARE THERE ANY HOMES THAT HAVE JUMPED OUT AT YOU? IF YES, TELL ME ABOUT THAT
HOME.
DESCRIBE YOUR IDEAL HOME

Beds
Baths
Garage
Lot Size/Features

Confidential
Basement Development
Size
Willing to Renovate/Turn Key
New Home, Resale Home, or Both
Other items
WHAT IS YOUR IDEAL LOCATION – PULL FROM MLS MAP

Why are these your favorite communities?
What communities do not interest you? Why?
WHAT CAN’T YOU LIVE WITHOUT? WHY?
WHAT BUDGET DO YOU WANT TO SAY WITHIN?
HEAVY HITTING QUESTION S

These are critical questions for your questionnaire. These questions are generally not asked but will
have a massive impact on how you move forward with these buyers.
WHAT IS YOUR PLAN B IF YOU DON’T FIND A PROPERTY?
WHAT ARE YOU LOOKING FOR IN A REAL ESTATE AGENT?
WHEN DO YOU NEED TO BE MOVED IN BY?
DO YOU HAVE ANY QUESTIONS FOR ME?
PROCESS
Explain the process of working with you. Also, touch on the buyer fears (missing out, a better property
coming up, issues with the home, overpaying)
PROCESS
Properties come in on MLS, New Builds, FSBO, Off-Market. We want to make sure you don’t miss
anything. Explain
MLS – Set you up on an auto search to not miss anything
New Builds – Monitor the new home options. *Let them know the process of working with builders
FSBO – You can help them if they see aFSBO sign
Off-Market – You will network with other agents + you can send out postcards to a neighborhood
(depends on your business model)

Confidential
EXPLAIN THE PROCESS OF ELIMINATION

Instead of picking all the properties you want to see, plan to eliminate properties that don’t work. This
avoids unnecessary viewings.
LET THEM KNOW THEY WILL KEEP A TOP 3

Let them know that after each showing you will have them rate the property out of ten (and most
buyers buy an 8). Have them keep an ongoing list of their top 3
LET THEM KNOW THEY CAN HAVE AN INSPECTION

This avoids them buying a property that has issues.
LET THEM KNOW YOU WILL CONDUCT A CMA

You will be doing a thorough CMA to make sure they never overpay for a property.
MAGICAL POINTS
Let them know that most buyers will buy a home that is an 8/10 (allows them to buy a home that isn’t
perfect). Explain the Big 3: buyers want the perfect house, in the perfect location, at the perfect price.
In most cases, buyers can choose 2. So, if they want the perfect house at the right price, they may need
to adjust their location.
YOUR VALUE PROPOSITI ON
WHAT IS YOUR VALUE AS A REAL ESTATE AGENT
Covered
Come Back To Buyer Fears Solution (Y/N)
Losing the Property Will let them know if it looks to be a good
buy
Better Property Coming Up This will always be a fear. There are always
properties leaving the market and coming
up
Problems with The Home Conditions in Place (Inspection)
Paying Too Much Your Expertise
YOUR VALUE PROPOSITION

This can vary from agent to agent. (You can tailor this to the client too)
• Examples: Experience, Time, Team, Mentor to Help, Available for Showings, Responsive, Work
Ethic, Expert with The Market
• My Value Proposition(s):
Remember, you are a busy agent. People want to work with busy agents so don’t say that you are
always available 100% of the time.

Confidential
SUCCESS STORY
Share a success story of one of your recent transactions!
DETAIL THE STEPS
Steps Notes
This Meeting
Pre-Approval
Online Shopping
In Person Shopping
Offer
Negotiations
Conditions
Removing Conditions
Possession
Follow Up
Follow Up Steps
Follow Up Notes

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CLIENT(S):

REAL ESTATE BUYER GUIDE AND

REAL ESTATE BUYER GUIDE AND QUESTIONNAIRE

Pre-Meeting Steps Yes/No + Notes

Real Estate Buyer Guide and Questionnaire 1

WHERE DO YOU LIVE NOW?

HOW LONG HAVE YOU BEEN THERE?

WHAT DO YOU LIKE ABOUT IT?

HAVE YOU PURCHASED A HOME BEFORE?

HOW LONG HAVE YOU BEEN LOOKING FOR A HOME?

HAVE YOU BEEN PRE-APPROVED?

DESCRIBE YOUR IDEAL HOME

Real Estate Buyer Guide and Questionnaire 2

WHAT IS YOUR IDEAL LOCATION – PULL FROM MLS MAP

WHAT CAN’T YOU LIVE WITHOUT? WHY?

WHAT BUDGET DO YOU WANT TO SAY WITHIN?

HEAVY HITTING QUESTION S

WHAT IS YOUR PLAN B IF YOU DON’T FIND A PROPERTY?

WHAT ARE YOU LOOKING FOR IN A REAL ESTATE AGENT?

WHEN DO YOU NEED TO BE MOVED IN BY?

DO YOU HAVE ANY QUESTIONS FOR ME?

Real Estate Buyer Guide and Questionnaire 3

EXPLAIN THE PROCESS OF ELIMINATION

LET THEM KNOW THEY WILL KEEP A TOP 3

LET THEM KNOW THEY CAN HAVE AN INSPECTION

LET THEM KNOW YOU WILL CONDUCT A CMA

YOUR VALUE PROPOSITI ON

WHAT IS YOUR VALUE AS A REAL ESTATE AGENT

YOUR VALUE PROPOSITION

Real Estate Buyer Guide and Questionnaire 4

DETAIL THE STEPS

Real Estate Buyer Guide and Questionnaire 5

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