Mastering Buyer Representation in a Post-Sitzer/Burnett Landscape: Must-Know Strategies to Win Clients and Close Deals!

Hey everyone, with the recent Sitzer Burnett lawsuit and NAR's loss, even though there are pending appeals, how should we adjust our approach to working with buyers? Waiting for the appeals isn't an option; we need to change right away.

So, what should we change? We must revamp our tactics and strategies. Today, I want to discuss a couple of key elements that should be part of your buyer presentation.

A common question from buyers is, "Why pay a buyer's agent a hefty sum to search for properties on the MLS when we can do it ourselves on platforms like Zillow or Realtor.com?"

This is a valid concern. To prove our value, we need to show that we bring a lot more to the table. In your buyer presentation, just like a listing presentation, there are crucial points to cover.

When it comes to the property search, it's not just about using the MLS. We go above and beyond. I emphasize that we leave no stone unturned. I mention that, of course, I'll set up an MLS search to send you new listings instantly, but we go deeper. We explore unlisted properties, which can often be hidden gems. This includes for-sale-by-owner properties and expired listings. I also network with other REALTORS and keep an eye on "coming soon" properties to get you ahead of the curve. So, MLS is just one part of our strategy.

Have I convinced you of our value? Great, let's move on.

The second important point is the research phase, which follows finding the right home. I stress that finding a property is just the beginning; the real work begins after that. I dive into deep research mode, examining county assessor's records, permits, zoning, plat maps, aerial maps, and community overlays. We analyze trends and property history, building you a comprehensive buyer CMA. You'll have more information about the house than the seller themselves, even knowing what they paid and if they refinanced recently.

Now, let me share my negotiation strategies, which can be a game-changer. I often recount a recent success story to highlight the importance of negotiation skills. This phase is crucial and adds significant value to our service.

In summary, building value and offering a unique selling proposition specific to you are key. These factors will make buyers choose you over the competition and feel confident enough to sign a buyer representation agreement. These tactics are essential as we navigate the evolving market landscape.

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Why do Brokerage Owners, Office Leaders, Team Leaders, and Solo Agents choose Jim to be their coach?

+ 32 Years of Real Estate Sales, Management, and Coaching Experience
+ Top 1% REALTOR Himself (he has been in the trenches)
+ Opened his First Real Estate Company at 23
+ Grew his Real Estate Company to 17 Offices (largest in Oregon)
+ His Current Team Closed $1.4 Billion in Sales in One Year
+ He is a Current Real Trends Top 500 Broker

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