GRI 403: Working

Effectively With Buyers

Part One: Prospecting for

Buyers

• List two ideas of where to prospect

• List one idea for what to send as your marketing piece

Buyer Sources for New Business

• List two ideas for following up with your book of business

• Create a Leads management systems for growing your business

Previous Buyers

Part Two: Understanding the Buyer cycle

Safety Issues

Scenario One

Scenario Two

CITO Script

Part Three: Buyer Representation

MLS

Part Three: Buyer Representation

Old Charter

Part 4: B.S.I.

Choosing Lenders

Inspection Process

Truth in Lending

Escrow Accounts and Prorations

Part Five: Negotiating

Skills and Closing

Techniques

Part Six: Offers and Multiple Offer Presentation

Closing Responsibilities