📝 From Buyer Lead to Client for Life:

Scripts & Strategies for Realtors

Let’s paint a picture. You’re an agent and a buyer lead calls you. Under the new rules, you must have a signed buyer agreement before showing them a property. How do you turn that initial call into a long-term client relationship? In this week’s Tuesday Training, Mike Ferrante of the 21 Mike Team at Century 21 HomeStar, joined by Broker/Owner Tony Geraci, shared scripts, strategies, and best practices for doing just that.

🤝 Step 1: Build Rapport Before the Paperwork

Jumping straight to “sign these papers” is a quick way to lose a lead. Instead, focus on creating a connection through a buyer consultation. Ask about their timeline, motivation, and needs. This not only builds trust but also positions you as a professional who cares about their goals.

Example question: “Has anyone taken the time to do a buyer consultation with you?” This often surprises buyers and sets you apart from agents who skip this step.

💡 Step 2: Demonstrate Value Through Consultation

During your consultation, weave in your knowledge and expertise. Key topics to cover:

• Finances: Explain the four times buyers might need to bring funds—earnest money, inspections, appraisal, and closing.
• Lender Selection: Discuss the importance of using a reputable, possibly local lender.
• Market Knowledge: Show them recent sales, days on market, and pricing trends.

By asking thought-provoking questions, you reveal your value beyond “opening doors.”

🛠️ Step 3: Offer Resources & Recommendations

Share your network of trusted professionals—lenders, inspectors, contractors—and explain why having these resources matters. Always give multiple options to avoid the appearance of steering. Providing these contacts shows you are prepared to support them through every step of the process.

🔍 Step 4: Educate on Inspections

Inspections protect both buyers and sellers. Encourage buyers to get them, even if they initially resist. Document these conversations in writing for legal protection and to show you acted in your client’s best interest.

✍️ Step 5: Transition to Required Documents

Once rapport and trust are established, transition smoothly into signing the necessary paperwork. Ask: “Are you familiar with the documents we need before viewing homes?” Tailor your explanation to their existing knowledge and use tools like explainer videos for efficiency.

In Ohio, the 21 Mike Team uses three documents: the Consumer’s Guide to Agency Relationships, the Team Disclosure, and the Buyer Agreement.

🎯 Step 6: Customize Your Approach

Not all buyers are the same. For new leads, consider starting with a property-specific agreement to get your “foot in the door.” For clients you’ve been nurturing, go directly to a full buyer agreement. Use scarcity (“I only work with a limited number of buyers at a time”) to create urgency.

📌 Final Takeaway

Turning a lead into a lifelong client requires more than compliance—it demands connection, consultation, and clear demonstration of value. Master these scripts and strategies, and you will not only get your agreements signed but also earn your clients’ trust for years to come.

Want to grow your business? Connect with Mike Ferrante at 21Mike.com or schedule with Tony Geraci at Talk2Tony.net

 

For more great Real Estate content:

You can listen to our Podcast FREE BEER AND REAL ESTATE,  or on YouTube for Mike’s weekly classes!!!

https://freebeerandrealestate.buzzsprout.com/

 

SCHEDULE AN APPOINTMENT WITH MIKE: 21Mike.com

EMAIL: MIKE@21MIKE.COM 

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TRAINING ON  ZOOM, TUESDAYS AT 11:30 EST:  https://bit.ly/3r9Lw2c