How would you like to get your Buyer’s Agency Agreements signed much more easily? Most of the time when I’m doing seminars, people tell me, “Well, yeah, we already get Buyer’s Agency signed.” But you know when they get it signed? The get it signed right before they put an offer together! That’s not an agreement designed to create commitment, that’s just putting the paperwork in place because you have to do it.
So, here’s what I’m going to show you. We all know that buyers can go all over the place, but let me ask you this question. Would you take a listing, would you put a sign on the lawn without a signed agreement? Of course not. Buyer’s Agency should be the same thing. Here’s the formula from now on. Here’s how you get Buyer’s Agency signed up front. Here’s the formula…
BP + MP = BAA
Buyer’s package, that’s BP, plus your marketing plan, MP, equals Buyer’s Agency Agreement. So, what does all that mean? Two parts…
Part #1. You need to have a Buyer’s Package that shows them who you are, what you do, and what it is that you bring to the table. Something simple…seven or eight pages. It doesn’t have to be a lot, a little bit about your company and a little bit about you.
Part #2. Secondly, your Marketing Plan. In your buyer’s package, you’ll want to have a marketing plan for buyers, just like you do for sellers. Except in this case, it has the things you do, like you’re going to door-knock neighbourhoods that they’re trying to move to and there aren’t any properties for sale right now. Or you’re going to talk to all the agents in town who sell a lot of properties to see if they have any pocket listings Or you’re going to go after FSBOs, expireds, old expireds, cancelleds just to see if someone might be interested in selling, even though their property’s not on the market.
That’s your marketing plan. When you show them all your activities that sets you apart from the competition. That shows them that you’re different and you’re not just going to be a taxi driver, driving them around.
Once you’ve presented all these features, you can now look them in the eye and say, “There’s an agreement we can sign so that we can work together, so I’m representing you and that you’re working with me. Let’s get the paperwork started so we can find you the house you want, and let’s do it now.” Make sure you do this early in the process. They need to know that they’re lucky to have you representing them!!!
Now you might say, “Bruce, they’re not going to come in the office and sign a Buyer’s Agency Agreement without us building up some rapport.”
The final part to this “no-fail formula” is this: Take them out once. Right before you show homes the second time you say, “Let’s get together in the office. I’ve got some things to show you. I’ve got some exciting opportunities that we can take advantage of that will help you get what you want.”. That’s when you get Buyers Agency signed.
So, there you go. Get Buyer’s Agency signed up front. It’s your Listing Agreement for Buyers. Don’t get it signed at the end, get it signed at the start, so you’ve got their loyalty. – you deserve that! NO Excuses.