Section 3 - How to Market the Buyer/Seller Protection Plan

Presenting The Buyer/Seller Plan

Come prepared to meet your prospect with your company’s presentation folder including recent information about your successes in Real Estate and appropriate recent market statistics.

Start by asking your client about their concerns, what do they see as their special needs, the financial aspects that will drive the transaction, their time frame – in other words conduct a good fact finding profile of your potential client’s needs and wants.  Make sure you listen and take notes.  Remember, a sale is made when trust is established and you become their problem solver, not a salesperson!

Based on your interview with your prospect you can show them how the Buyer/Seller Plans will professionally assist them in making the process stress free and legally sound – in other words “peace of mind”.

Take out your first marketing tool, the high gloss 8 ½ x 11 new “Personalized Flyer”, which starts to explain to your prospect some of the benefits and sound business reasons behind this program.

Hand your client the Tri-fold with your company information on the front side.  Have the prospect review the general information outlined in the tri-fold.

Use your "Postcard" software to create a follow-up, thank-you notes, client reminders or or for farming.

Show your client a copy of your sample certificate that says “Buyer/Seller Total Protection System” and, if you are on a listing presentation be sure to include a copy of the Seller’s “$50,000 Home Repair Service Agreement”.

Take the time now to have the prospect read the back of the certificates which further describe the services that will be afforded to them as your client.

Now would be a good time to make available the CD that explains why this program is so necessary in today’s marketplace. If they do not have a home computer suggest that, they take the CD to work to view.

Included in your presentation folder should be your company’s net sheet, make sure the cost for the TPS is pre-printed on that net sheet.  It is imperative to discuss the cost at the start of your sales process.  Take the time to explain the benefits of the “Total Protection System” to your prospect, as this will ease the transfer of this minimal cost for this extraordinary program.

Explain to your potential client that the fee for the program usually comes directly out of escrow.  However, if they feel they have a need to access the service prior to the close, they may do so by paying for the service upfront.  If escrow does not close, the service can be moved to the next escrow.  Just remember the $50,000 Seller’s Home Repair Service Agreement starts the day escrow closes and runs for 180 days.

Circle the (800) 937-6526 information phone number on the back of the tri-fold in case they have questions about the program after you have left.