11 Things Your Buyer Presentation MUST Have Post NAR Settlement

Quick question:

What is in your buyer presentation right now?

With the NAR settlement just around the corner, you need to address what you’re doing about it. One thing you need to do is have your buyer presentation dialed in.

Here are 11 things to include in your buyer presentation post NAR settlement:

1. The Search Process: This can't just be you searching the MLS. Buyers can do that on Zillow or realtor.com. Go further by curating listings, hand-selecting the best fits, and commenting on each one. Be involved in the search process daily.

2. No Stone Unturned: The best listings sometimes don't hit MLS. Look at for-sale-by-owners, expired listings, and network with other REALTORS on coming-soon listings. Canvas neighborhoods to find potential sellers.

3. Research Process: Dive deep into any specific home you're interested in. Check permits, architectural plans, disclosure statements, plat maps, aerial maps, assessed values, and neighborhood trend lines. Interview neighbors to gather insights.

4. Buyer CMA: Provide all the data that the seller has, including everything sold in the neighborhood, pending sales, expired listings, and closed escrows. This helps buyers make informed decisions.

5. Negotiation Process: Walk buyers through the negotiation and paperwork step by step. In our state, there are 27 pages in a real estate contract. Make sure they understand every page to avoid surprises.

6. Financing: Discuss financing options. If the buyer is not paying cash, refer them to great lenders. Emphasize the importance of a pre-approval letter, ideally from a local lender.

7. Timelines and Contingencies: Discuss timelines for moving in, financing, and inspections. Negotiate these details with the seller.

8. Inclusions and Exclusions: Determine what is included in the house and what additional items might be requested during negotiations.

9. Inspections and Deadlines: Ensure the house is thoroughly inspected. Recommend reliable inspectors and help the buyer understand the inspection process.

10. Aftercare: Guide buyers through closing and beyond. Explain what to expect after closing and provide support throughout the entire process.

11. Presentation Format: Each of these points should be a page in your presentation. Refer to it as a "buyer strategy session" instead of a buyer presentation. This term, suggested by my friend Jonathan, is a great way to frame the conversation.

Now, go build out your own buyer presentation!

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