Home Buyer Information Sheet Template for Real Estate (PDF, DOC)

0:15 okay so heidi buyer agents isas anyone 0:19 out there 0:20 one of the main things that you need to 0:22 do as you’re working with this 0:24 with uh with buyers is you need to 0:26 gather some information so we’re gonna 0:29 we created these sheets just as a simple 0:31 way to kind of work through 0:33 uh what’s happening 0:36 our method of selling uh 0:38 heidi is actually pretty simple 0:41 we believe in educating the client 0:43 empowering them and then allowing them 0:45 to make a decision in a time frame that 0:47 works for them so in other words educate 0:49 empower 0:50 ask them to make a decision 0:52 now as we’re going through a a 0:56 a lead let’s just say it’s a sign call 0:58 for conversation sake there’s some 1:00 things that we need to do first we need 1:02 to start with the needs analysis 1:04 then we need to move in to 1:07 forward family occupation recreation and 1:10 dreams 1:12 and 1:13 and with that we need to know how that 1:15 relates 1:16 to 1:17 their um 1:20 uh how it relates to their goals 1:23 and so 1:24 just looking at this sheet right here so 1:26 for conversation sake 1:28 this buyer calls in and they’re calling 1:30 in on 123 main street here’s somewhat of 1:32 what that calls gonna sound like the 1:34 call would go ring ring 1:36 and hi this is anton stetner with the 1:39 real estate solutions group at keller 1:40 williams uh you know how can i help you 1:43 today 1:44 and the other person wouldn’t reply hey 1:46 uh you know i’m i’m looking at 123 main 1:50 street what’s the price 1:51 and so you’re going to immediately as as 1:54 you pull up one of these sheets 1:57 you’re going to start looking at okay 2:01 who am i talking to what do i need to 2:03 know so here’s 2:06 as you’re working through it i mean you 2:07 basically want to start to be able to 2:09 take down their name okay perfect do 2:10 they have a significant other are you 2:12 currently own a home or do you rent so 2:14 where you know where is that 2:16 um and then when you go for a cell phone 2:20 you want to do it very lightly so you 2:22 want to say something to the effect of 2:25 of hey heidi uh and what’s a good 2:27 contact number for you hey what’s your 2:30 cell phone and uh in case we get 2:32 disconnected how can i call you back 2:34 that way you just get it uh p.s i’d like 2:36 to drop some stuff in the email for you 2:38 what’s your email 2:40 as you’re working through it you’re 2:41 going to want to get through here what’s 2:43 their level of motivation is this person 2:46 highly motivated or are they low on the 2:48 motivation and i started actually doing 2:51 some of this up up top without even 2:53 realizing it you can see i’m programmed 2:55 i didn’t even get into the sheet and i’m 2:57 already starting to ask these questions 2:59 so do you own a home or do you rent a 3:01 home 3:02 do you have a home that you need to sell 3:04 first 3:05 if we’re talking about loans do you plan 3:08 on paying cash or do you need to obtain 3:09 financing 3:11 now if they’re in a lease you put it 3:12 right here 3:14 how long of 3:15 so hey heidi how long have you been 3:17 looking for a home 3:19 are you cur is your home currently 3:21 listed 3:22 now if it’s not and they said they 3:24 needed to fill their home now you’re not 3:26 going to get all these questions okay so 3:28 if you sat someone on the phone and you 3:29 literally just drilled them top to 3:31 bottom they’re going to be like oh my 3:33 goodness what’s happening the things to 3:35 remember are this 3:37 questions control conversations 3:40 and so you’re using questions to control 3:42 the conversation so you can figure out 3:45 their time frame 3:46 their motivation 3:48 their needs that’s the needs analysis 3:51 and you need to know how that stuff 3:53 relates to their forward 3:55 their family occupation recreation and 3:58 dreams hey if you don’t mind me asking 4:01 how many are in your family 4:03 lovely what are the names of your 4:05 children 4:07 and if they start talking about 4:09 their home what do they like about their 4:11 home 4:12 have you seen any homes in the area that 4:14 you liked 4:15 hey if you’ve seen one what prevented 4:17 you from purchasing it this is a huge 4:20 question 4:21 if they say you know we’ve been looking 4:23 for two years and we’re just not ready 4:26 yet and they told you up here that their 4:29 motivation was high their motivation is 4:31 not high their motivation is 4:33 non-existent 4:35 now if they say hey we 4:37 we haven’t made any offers or we’re 4:39 still looking then you know you need to 4:42 get after 4:43 them quickly 4:45 this one right here is a phenomenal 4:48 motivation question how soon are you 4:50 thinking about making a move into a home 4:55 how long have you or how long will you 4:58 be able to look at homes okay 5:00 this right here is where you would fill 5:02 out when or their time frame on working 5:05 with homes 5:06 one of the things that you should also 5:07 ask hey are you currently working with 5:09 another agent 5:11 are you 5:12 in an agent agreement 5:14 are there what are the three things 5:16 you’re looking for in a real estate 5:18 agent or in a real estate team 5:20 another way to say the same question is 5:22 if they have bought and sold a home 5:24 before as you say what what qualities 5:27 did you like in your previous agent 5:29 or 5:30 hey what caused you to hire your 5:31 previous agent 5:34 and 5:35 just in relation to work how far do you 5:37 need to be from your work 5:40 and another way 5:41 another great question hey what do you 5:43 do for work 5:46 if you don’t mind me asking where do you 5:48 work at what do you do okay so you can 5:49 see how you can use these sheets now you 5:52 need to figure out some things about 5:54 work and and you need to figure out some 5:57 things about family and you’ve got to 5:58 figure out some things about fun 6:00 so for example um 6:05 uh we had one family and they said they 6:07 had to live near the centennial trail 6:10 and so the next question came up we said 6:12 well what about the centennial trail is 6:14 important to you or as we learned 6:16 earlier tell me more about that and they 6:19 said oh the whole family’s into road 6:22 biking and so we’ve got to be able to 6:24 quickly get to somewhere where we can 6:26 all get our exercise in 6:29 as you start to understand these 6:30 triggers you will be able to better 6:32 serve them and help them to find 6:35 a home faster 6:38 well now lastly the thing that you 6:40 always want to think about as we’re 6:42 going through this is how do i get this 6:45 appointment 6:46 once you have started a needs analysis 6:49 and started to understand their forward 6:52 and how that relates to their goals and 6:54 dreams you want to ask for the 6:57 appointment 6:59 and 7:00 you want to demonstrate value in them 7:02 getting the appointment 7:04 okay so these are just examples on how 7:06 to close for 7:09 for an appointment 7:11 are you aware it could take one to two 7:13 months in this market to buy a home 7:17 so my question is 7:19 do you have to be in your new home 7:21 in the next 90 days or do you want to 7:24 start the process in the next 90 days 7:27 wonderful 7:28 okay so you can see 7:30 how 7:31 you’re going to be able to 7:33 walk them through the process and slowly 7:36 lead them forward another example 7:39 is like we were talking about with 7:41 jeremy earlier in the call is you can 7:43 say we have off-market properties that 7:45 are available only to our buyers when 7:48 would be a good time for us to meet to 7:50 discuss that 7:51 another example would say would be if 7:54 they didn’t know that they 7:56 what they could afford he would say 7:58 something to the effect of 8:00 hey 8:01 when today at one or tomorrow at two be 8:04 a good time for us to 8:07 have you come into the office sit down 8:09 and talk about the home buying process 8:12 we will also have a lender there so they 8:14 can help you to understand 8:16 what you can afford 8:19 i’m gonna go down here to close number 8:21 two uh oh by the way i worked with a 8:23 team of specialists and other agents 8:25 refer me all their buyer clients 8:28 i only work with buyers and as a buyer 8:30 specialist i’ll preview hundreds of 8:33 homes every month i know all of the 8:35 inventory inside and out 8:37 so one of the things i can do is i can 8:39 save you the hassle of having to 8:41 drive around and help you find a home 8:44 that fits your needs and prevent you 8:46 from wasting time and money 8:48 notice how i’m going off script just 8:49 because i’ve read so many of these that 8:52 i’m i’m ready to say what’s necessary 8:54 would you rather work with a specialist 8:57 or a jack of all trades 8:59 realtor that markets properties 9:01 commercial buildings and works with 9:03 rentals you see most people choose me 9:06 due to my dedication to their needs 9:10 okay i’m gonna close this now 9:13 and i’d like to just go into 9:17 uh stop presenting 9:21 so heidi do you see how you could use 9:23 that during a 9:26 isa call 9:28 yeah 9:28 yeah 9:29 and then what objections do you think or 9:32 what situations do you think that you 9:34 would run into um 9:37 that 9:38 you would get stuck or how would you 9:40 best learn how to go through 9:43 a lead sheet or a script 9:45 well i guess because i tend to be more 9:49 talk freely and kind of go off like what 9:51 they say so i know it’ll be difficult 9:53 it’ll probably be something that i’d 9:54 kind of want to memorize the majority of 9:56 questions and have them in the back of 9:57 my mind for how i can apply it instead 10:00 of feeling like i’m reading off of a 10:02 manual because i try to do things a 10:03 little bit more spontaneously and 10:05 adjusting where i’m talking to 10:07 you and i totally agree so so my 10:10 recommendation is for every objection 10:13 you need five ways to be able to answer 10:16 that objection 10:17 okay 10:18 so the you’re gonna run into very common 10:20 ones but you’ll see them repeated over 10:23 and over and over again and just have 10:26 different ways to answer each one of 10:28 those 10:29 and then yes the conversation will 10:31 naturally take you and you’re not gonna 10:32 so i literally just bored you to tears 10:35 i went through 10:36 most of the script and if you did the 10:38 same thing the person’s just gonna hang 10:40 up on you 10:41 right 10:46 anton i think she’s saying you’re you’re 10:48 um is she saying you’re boring is that i 10:50 think she is 10:53 that spontaneous laugh is like okay god 10:57 we’re done with that 11:01 and so and so realize as we were going 11:03 through it that wasn’t a real scenario 11:04 that was a root canal it was slow it was 11:07 laborious uh we’re just sitting there 11:10 just slogging through it because i just 11:11 wanted to get some examples out there 11:14 real life conversation happens like this 11:16 we play off of each other ryland what 11:18 what are your uh what do you want to add 11:20 to that 11:22 no no that’s that’s fantastic and you 11:24 know 11:25 what we should do is uh get into the 11:27 role play with her you know maybe you 11:30 starting as the buyer’s agent uh with 11:32 heidi um as the buyer and then flip flip 11:35 it back okay um 11:37 it would be a great uh i think that 11:39 dialogue would be great 11:40 okay so heidi you’re the buyer 11:42 um 11:43 and 11:44 just be any buyer for anything and then 11:47 tell me what kind of a lead you are 11:50 okay um 11:51 i’m gonna be a buyer 11:53 for 11:55 a house with a lot of property 11:57 okay okay so are you a sign call are you 12:00 an internet lead 12:02 did uh you know what what uh how did how 12:05 did we get in touch with the world of 12:06 story 12:07 internet lead 12:08 okay perfect and so i’m calling you back 12:10 as an internet lead 12:12 okay perfect uh ring ring 12:15 hello 12:17 all right hey heidi anton stetner here 12:19 with the real estate solutions group hey 12:21 i’m calling because you registered on 12:22 our website it says here that you’re 12:24 looking for a house on a lot of property 12:27 uh is now a good time to talk 12:29 yes until now it’d be a really good time 12:31 to talk thanks for getting back with me 12:32 so quickly okay perfect perfect yeah 12:34 that’s one of the things we try and 12:35 pride ourselves on is to be able to 12:37 serve our clients so let me ask you this 12:39 how long have you been looking for a 12:40 home 12:41 um you know it’s probably been about a 12:43 year and a half i’ve been looking for a 12:45 decent sized 12:47 i’d like quite a bit of acreage out in 12:49 the middle of nowhere but still close 12:51 enough into a metropolitan area where i 12:53 could commute into work maybe like an 12:55 hour commute and it’s just been 12:56 difficult because i am very picky on 12:59 what i do well okay 13:00 okay and then do you plan on paying cash 13:02 or do you need to obtain financing um 13:05 i’m gonna need to obtain some financing 13:07 okay not a problem we can help with that 13:09 have you spoken with anyone about 13:10 getting pre-approved 13:12 no i have not yet okay not a problem see 13:15 one of the things that we can help you 13:16 with is we can hook you up with one of 13:18 our super awesome duper amazing lenders 13:21 who 13:22 uh can help you to understand you know 13:24 what the payment is that you’re 13:25 comfortable with and then do you have a 13:26 home that you need to sell before you 13:28 purchase your next one 13:30 yes i would antoine i do have a home i 13:32 will need 13:34 okay and do you know approximately what 13:35 that’s worth in today’s market um you 13:37 know i’m gonna say it’s probably like 13:40 250 000. 13:43 awesome awesome and then where uh what 13:45 are you basing that number off of 13:47 um the taxes says value i want to say is 13:50 like 13:51 270 but i just don’t think it’s quite 13:53 worth that amount it’s a little bit 13:55 older 13:56 okay okay um side note winning uh all 14:00 the tax assessed values right now are 14:01 low so if use if it was worth 270 we’re 14:04 selling it for 300. i i’m literally like 14:07 and so 14:08 if you told me that here’s my exact 14:10 close 14:11 wow heidi guess what you know what i’m 14:13 really excited right now because most of 14:16 the homes we’ve been selling we’ve been 14:17 selling for more 14:19 than the tax assessed value when would 14:21 be a good time when we could sit down 14:23 and we could give you a professional 14:25 opinion on what your home would sell for 14:27 and then what we’ll do is we’ll figure 14:29 out the next step in the process for you 14:31 and get you on to that home and acreage 14:33 uh would today at three or tomorrow at 14:36 one work better for you 14:38 you know i’m gonna say tomorrow one 14:39 would be fantastic 14:41 awesome i look forward to seeing you 14:43 then hey and so uh when we meet at once 14:46 so i can better serve you there’s a few 14:48 more questions i’d like to ask you is 14:50 now a good time 14:51 yeah and that would be a great thing 14:53 okay perfect on a scale of one to ten 14:55 how would you limit your level of 14:57 motivation 14:58 to uh sell this home and purchase 15:01 another one with 10 being the highest 15:03 you know i would say that i’m probably 15:05 at a five or six i’m very particular on 15:07 the property that i want 15:10 highly motivated if i found the one that 15:11 i wanted specifically but until i find 15:14 that i want to make sure i’m going to be 15:15 giving you exactly less okay okay and 15:18 then um would it be all right if i had 15:20 my lender shoot you a call before we met 15:23 that’d be fantastic oh perfect and then 15:25 will all decision makers be uh present 15:27 for our appointment tomorrow at one yes 15:30 indeed 15:31 okay and then what uh what is the 15:33 criteria or the most important thing for 15:36 you in hiring your uh your next real 15:38 estate agent 15:40 you know what i would like somebody 15:42 who’s going to be completely honest with 15:44 me 15:46 and straightforward and i would say 15:50 very they’re also looking at it as if 15:52 they were going to be purchasing it so 15:54 they’re looking at all the 15:55 maybe like 15:57 disadvantages of that specific home as 16:00 well not a problem not a problem well i 16:03 look forward to meeting uh with you 16:04 tomorrow at one are there any other 16:06 questions i should have asked you that i 16:08 didn’t 16:09 no anton i think that all sounded great 16:11 okay 16:13 perfect seeing one 16:15 thumping and you were easy on me 16:23 okay now let’s uh now let’s flip it 16:25 around 16:26 and you’re gonna be the 16:29 uh you’re gonna be the buyer agent 16:31 and there is no right or wrong uh here 16:34 and so uh i’m just going to call in off 16:37 of the off of the sign 16:39 and 16:40 so ring ring 16:42 hello this is heidi brown i am a buyer 16:45 agent 16:46 for 16:48 such agency 16:51 perfect 16:52 uh 16:53 hey heidi uh um my name is anton and i’m 16:56 looking at this house right here at one 16:58 two three main street uh what’s the 17:01 price on that home 17:03 let me look that up for you really fast 17:05 i’m at one two three in e street it 17:07 looks like it is at 145 000. 17:11 okay okay um okay so is it wi-fi coach 17:16 yeah please do okay no not a problem so 17:19 number one don’t give me the price 17:20 immediately 17:21 um 17:22 because if for conversation sake i want 17:24 a 300 000 house or i only wanted a 17:26 hundred thousand dollar house either way 17:29 you just lost me 17:30 so 17:31 just delay me and say hey ah i gotta 17:34 look that information up my computer 17:36 it’s slow or hold on just a second and 17:38 then just start asking me questions 17:40 about 17:41 about what i’m looking for get me 17:43 talking okay so let’s pretend you didn’t 17:46 give me the price 17:47 and i said what’s the price and now you 17:50 would say 17:52 well that’s fine 17:54 that’s gonna be hey by the way guys um 17:56 heidi do you want should i send her the 17:58 script right do you have the script for 18:00 this called the sign call script 18:02 um i can i can email it to you um it 18:04 wasn’t in that attachment this was the 18:06 last course last week 18:08 okay 18:09 would that be um yeah that or even the 18:12 lead sheet because the lead sheet has 18:14 like half of the questions on it um 18:17 she just needs to get me get 18:20 uh or excuse me start asking questions 18:23 about what i’m looking for how i’m 18:24 looking for a time frame motivation and 18:27 then and then so that’s the needs 18:29 analysis and then the next chunk is 18:31 forward family occupation recreation 18:33 dreams what are my needs how does it 18:36 relate to my life 18:38 okay then that’s when all of a sudden 18:40 i’ll start gushing the information but 18:42 in the beginning i’m like what’s the 18:43 price 18:44 hey tell me something 18:46 okay 18:47 perfect perfect 18:49 all right so anton um at this time i 18:51 actually kind of look up that 18:52 information i’m not in my office right 18:54 now um but could i ask what you are 18:56 looking for at this particular time okay 18:58 perfect well 19:00 you know i i really like the north shore 19:03 school district here in bothell and i’d 19:06 like to get my kids into this school 19:09 district and so 19:11 i think this home is in is in that 19:13 school district 19:15 that would make sense oh my goodness how 19:17 many kids do you have 19:20 good job um hey i’ve got i’ve got two 19:23 oh my goodness what are their names 19:25 um 19:26 suzy and uh kim 19:29 suzy and him so um how old are they 19:32 uh five and seven okay now ask me 19:35 something else about real estate okay 19:38 um 19:39 so are you looking for a certain like 19:42 type of home especially for your two 19:44 kids and your wife i’m assuming is there 19:46 something in particular you’re looking 19:47 at 19:48 good job 19:49 um yes we’re looking for a four-bedroom 19:52 home probably a two-story uh you know 19:55 2500 square feet 19:58 okay good to know do you need to be 19:59 close to your work 20:02 um i work for 20:04 uh 20:05 for uh phillips they’re in canyon park 20:08 so just anywhere in bothell will 20:10 actually be really really easy 20:13 okay perfect so anywhere in boston again 20:15 that good school district and be close 20:17 to your occupation do you have any um 20:19 recreational things that you like to do 20:20 that you want to be close to 20:22 well we we love snow skiing so you know 20:25 we’re just going to go up to stephen’s 20:26 past and so you know that we can do that 20:29 right here uh you know that that’ll work 20:32 for us and then my son’s in basketball 20:35 uh too so you know as long as there’s 20:37 like a boys and girls club around we 20:38 should be good 20:39 okay that’s awesome that’s awesome 20:42 awesome um well you know is there maybe 20:45 a time then that we could possibly meet 20:47 together and we can go over that house 20:49 that you talked about earlier and see if 20:51 you fit your needs either today or 20:53 tomorrow 20:55 okay so i’m gonna blow you off and then 20:56 you’re just gonna keep going 20:58 so 21:00 well i don’t know if that’s going to 21:02 work now ask me another question 21:04 oh okay if that’s not gonna work is 21:06 there a time that would work for you oh 21:08 well that works too uh well uh thursday 21:11 or or friday might work 21:13 um i just i need to know more about uh 21:16 the house and the neighborhood 21:18 okay is your wife also gonna um be 21:21 a 21:22 key player in this too does she like 21:24 that house that you’re looking at then 21:25 yeah yeah she drove by and she actually 21:28 she actually jumped the fence and went 21:30 into the backyard so so she she knows 21:33 about this and she’s she told me to call 21:36 okay so she’s super interested in this 21:38 home as well yeah 21:40 all right will she be able to come in if 21:42 we were to schedule a time on thursday 21:44 or friday 21:45 um i think that she could meet on 21:47 thursday clubs 21:53 um 21:54 alternative choice go like one or two or 21:56 three or four or something like that 21:58 could you meet at two 22:01 um i could meet it uh hold on let me 22:03 check her schedule 22:05 um yeah we could probably do two 22:08 okay that would be awesome i will see 22:10 you then on thursday too and i’ll make 22:11 sure to get all that information on that 22:13 house for you i’ve been ready and we’ll 22:14 try to make sure it suits your name 22:16 good job perfect 22:18 perfect ryland any thoughts 22:20 no it was great um 22:23 yeah i know that definitely a good 22:24 conversation