The Single Most Effective Way to Overcome Paperwork Objections with Buyers

Guys, I’ve got a great strategy for working with buyers. One of the biggest concerns buyers have is understanding the paperwork involved in real estate. It’s a real fear point—not just for buyers but for sellers too. But let’s focus on buyers for now.

Let’s take a different approach when handling paperwork with buyers. Here’s the worst thing you can do as an agent: You take a buyer out, show them homes, and they get excited about a specific one. Then, you bring them back to the office and say, “Okay, it’s time to write the offer.” You pull out 30–40 pages of paperwork, and suddenly, that excitement turns into hesitation. It feels like a bucket of cold water being dumped on them. They start second-guessing everything.

So, how do we prevent that? You take the sting out of the paperwork early. Here’s how:

During your initial consultation with the buyer, you say:

"One of the biggest value points I bring to the table is guiding you through the paperwork. There’s a lot—typically 30+ pages when writing an offer—but I want to make sure you feel completely comfortable with it."

Then, you hand them a full copy of the paperwork they’ll be using when they find a home. You tell them:

"Take some time to review it if you’d like. Highlight anything that stands out, and let me know if you have questions."

But here’s where you really step it up: You also send them a link to a video of you walking through each page of that paperwork.

Now, in reality, most buyers won’t watch the whole 20- to 30-minute video, just like you probably wouldn’t with any other legal documents. But that’s not the point.

By giving them access to the paperwork and the video, you’re building trust and removing the intimidation factor.

When it comes time to write the offer, they’ve already seen the forms. Even if they didn’t read them or watch the full video, they feel more comfortable because you prepared them in advance.

Instead of feeling overwhelmed, they’ll think, “Oh yeah, I’ve seen these before.” That familiarity makes the entire process smoother.

Try this technique—it works. And once you’ve recorded that video of you explaining the offer forms, maximize its use:

• Add it to your buyer drip campaign
• Post it on social media
• Upload it to your blog and website
• Share it on your YouTube channel

This positions you as a true professional and an expert in your market. It’s a small step that builds big confidence with your buyers.

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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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