NO ONE OFFERS MORE FOR LESS
THIS IS TRULY WHAT WE ALL DO FOR YOU
Building a Relationship
Inform the buyer of working relationship options based on the REALTOR® Code of Ethics, MLS requirements and the broker’s business policies • Learn buyer’s wants and non-negotiable needs • Understand buyer’s budget and financial concerns • Provide quality lender resources • Match buyer’s needs with available property • Explain how compensation is paid, who pays it and what buyer’s options are • Explain what to look for in applicable property disclosures • Inform buyer that you will always disclose all known material defects • After ensuring buyer understands what is done for them, how it is done, and the benefit to them, obtain signatures on the buyer representation agreement • Reassure buyer that personal information will remain confidential • In accordance with state law, provide information on checking the sex-offender registry and crime statistics for the neighborhood • Discuss available resources that buyer can check to learn more about prospective neighborhoods
Preparing the Buyer
Explain timeline for house hunting, mortgage approval and closing • Explain local market and how it impacts the buyer • Show statistics on what percentage of list price sellers in the area are currently receiving • Inform buyer of what home features are popular • Identify current average days on market • Share dangers of using price-per-square foot to determine home values • Explain the concept of absorption rate and how it impacts the buying process • Indicate current listing months of market inventory • Share estimated potential out-of-pocket costs to complete the transaction • Assist buyer in analyzing the loan estimates • Verify buyer’s ability to purchase by ensuring they’ve prequalified • Help buyer account for the complete costs of homeownership • Prepare lender for listing agent calls • Help buyer select for viewing only those homes that fit their needs • Review sample sales contract so buyer is prepared when it comes time to making an offer
Showing Properties
Schedule showings and provide access to all MLS-listed properties • Educate buyer on the immediacy of new listings appearing in MLS and the lag time for them to appear on some websites • Collaborate with buyer on properties they may have learned about through their sphere of contacts • Research and assist on all unlisted properties the buyer wishes to see • Preview properties prior to showing if needed • Network with other agents to source properties not yet in MLS • Contact homeowners in focus areas to see if they are considering selling • Set up automated email alert system through MLS that notifies buyer of potential properties • Arrange tour of targeted market areas • Provide resources containing neighborhood information on municipal services, schools and other local services • Inform buyer of aspects such as nearby venues or operations that may result in issues that could impact value • Check applicable zoning and building restrictions • Help buyer decipher public property and tax information • Collect and share pertinent data on values, taxes, utility costs and other carrying costs • Help buyer identify top choices
OUR BUYER CLIENTS ARE GUARANTEED TO ALWAYS HAVE AN ADVANTAGE
Negotiating Offers
Prepare buyer to have the most attractive offer in the current marketplace • Prepare a comparative market analysis in advance of making an offer • Use hyperlocal expertise and strong communication skills to help bring the most successful offer • Explain common contract contingencies, and include approved protective clauses in the purchase offer • Ensure buyer receives and understands all state and federally required disclosure forms • Prioritize contract negotiation goals with buyer • Prepare buyer for multiple-offer situation • Write offer that has a reasonable chance of being accepted • When approved by buyer, use strategies such as an escalation clause to maintain a competitive offer • Recommend optional contingencies and explain the pros and cons of using them • Negotiate buyer’s offer to arrive at the best price and terms
Facilitating Close
Provide options for home inspector, title company, appraiser and mortgage lender • Review and discuss home inspection concerns, and negotiate repair requests • Guide buyer on meeting all contract deadlines • Advise buyer to review the settlement statement • Inform buyer of need to transfer utilities to the new residence • Schedule final walk-through and accompany buyer • Ensure appraisal has been ordered and notify buyer of date • Assist buyer in reviewing appraisal report • If appraisal report affects financing, discuss the possibility of requesting a reconsideration of value • Confirm clear-to close with lender • Ensure all parties have all forms and information needed to close the sale • Confirm the closing location, date and time • Explain flood and title insurance to buyer • Order any surveys needed • Order title search • Confirm status of loan funding • Check addendums and alterations for agreed terms • Review buyer’s closing statement to ensure accuracy • Explain wire fraud risks and remind clients to verify all wiring instructions before transferring funds • Double-check property tax, homeowner association dues, utility and applicable prorations, if relevant • Request final closing figures from closing agent • Carefully review closing figures to ensure accuracy • Receive and carefully review title insurance commitment with buyer • Advise buyer on re-keying locks or installing smart locks • Help buyer consider a one-time cleaning service or landscaping before moving day • Review documents with closing agent • Support buyer in final closing activities