When your prospective buyers indicate that they're ready to look at properties, have you preview properties for them, or repeatedly ask due diligence questions, we recommend that you schedule a Buyer Brokerage Consultation to review the buying process and present them with a Buyer Brokerage Agreement. Like a listing consultation, this meeting can be conducted in person or remotely via RingCentral or Zoom, though it is ideally performed in person so that the Buyer Brokerage Agreement can be signed on the spot.

Even for those who are a year out from purchasing, it's not out-of-line to schedule a meeting and secure a Buyer Brokerage Agreement. Discover if they're going to be hard to help up-front, or if they're leaning into the process and encouraged by the way you work.

It's important to address the following details when scheduling this meeting:

1. When are you arriving?
2. When you arrive, I'd like to be the first person that you meet.
3. Our first meeting will be at my office. We'll spend about 20 minutes reviewing our process. I'll have showings setup following our meeting for four to five properties we'll narrow down to. I'm confident one of them will be a winner for you. If not, we'll setup some additional showings for later in the week.
4. Will all parties participating in the purchase be present? We recommend that you ensure all parties participating in the purchase be involved. In our experience, your odds of closing the commitment are very low when only one decision maker is present. Potential decision makers could be a spouse, or multiple members of an LLC. When meeting with members of an LLC, trusts or executors of an estate, we recommend that you request written proof, such as an operating agreement, that you are engaging with a representative that has authority to make decisions on behalf of the group. Let them know that you will copy everyone, but to streamline communications and act swiftly when needed, it's important that one person be appointed the spokesperson. Let them know that it's important that you schedule a time when all parties can be involved, but be flexible.
5. Will they be rolling proceeds from the sale of one property into the purchase of another like-kind property using a 1031 Exchange? If so, who is facilitating the sale of that property? If the property they would like to sell is in our market and they have yet to commit to a listing agent, propose that you schedule a listing consultation. Often times though, they are selling a property in another market. Again, if they have yet to commit to a listing agent, let them know that in order for you to take on a 1031 Exchange, you would like to interview and help pick the listing agent.
6. Verify that they're registered with you in BoomTown prior to the meeting. Make sure all parties participating in the purchase are receiving theDo they have a spouse? Make sure they are receiving the same email updates.

If you have yet to send them a buyer package, assemble the following materials:

1. Cover Letter
2. Scenic Life
3. The Advantage for Future Owners
4. The Property Buying Process Slick
5. Your Bio Slick
6. Market Report
7. Niche
8. Frequently Used Lenders List
9. Sample Purchase Agreement
10. Sample Seller's Property Disclosure Statement
11. Affiliated Business Disclosure for Scenic Title
12. Buyer Brokerage Agreement

These materials can be organized inside a blue tri-fold marketing folder with your business card, placed inside a blue catalog envelope. We recommend you send your package with tracking via UPS or FedEx so that it arrives in advance of your scheduled meeting. If your prospective buyers are traveling to the area from out-of-town, make sure your package arrives in advance of their departure. If a buyer abruptly reaches out and there's no time for a buyer package to arrive prior to your scheduled meeting, assemble the buyer package and present it during your meeting. Additionally, the materials in the buyer package can be sent via email in digital format.

After sending the buyer package, prepare the following materials in advance of your scheduled meeting:

1. Prepare a Buyer Brokerage Agreement for your prospective buyers in Form Simplicity. We recommend that you add a transaction to Form Simplicity using the buyer name(s) in lieu of a property address. This can be updated once they are under contract on a specific property.
2. Prepare a Buyer Tour using Cloud CMA. The Buyer Tour will consist of the four to five properties you narrow down to. Print a copy for each buyer and bind them using the Coverbind machine. Make sure you have branded pens clipped to each copy for note taking.
3. Print the Ninja Buyer Process document to guide your conversation.