Learn how to get more buyer representation agreements signed with this proven three-step strategy from ICT Senior Coach Bradley Baldwin. Reduce client resistance, build trust, and convert more consultations into committed buyers.
As an ICT Senior Coach, I’ve seen countless real estate agents struggle to get buyers to sign representation agreements. The truth is, if you’re encountering hesitation or resistance at this crucial step, it’s not your buyers—it’s your process. Let’s address how to solve this common issue and significantly increase your success rate.
VIDEO: Stop Losing Buyers – How to Effortlessly Get Buyer Representation Agreements Signed
The Common Mistake in Buyer Consultations
Many agents rush or completely bypass proper buyer consultations. They meet potential clients for a quick, 10- or 15-minute chat, and then immediately present a buyer’s representation agreement, expecting it to be signed without issue.
Buyers react negatively because they feel rushed, confused, and pressured. They’re left with questions like, “What exactly am I signing? Do I really want to commit right now?”
The Importance of Building Trust First
Building trust and understanding is critical to securing any agreement. As a seasoned coach, I’ve found that clarity and transparency are keys to eliminating sales resistance. By explaining agreements clearly and systematically from the start, you pave the way for a smoother signing experience.
My Proven Three-Step Agreement Method
Here’s the three-step educational framework I consistently recommend:
1. The Seller-Agent Agreement
Begin by explaining that the seller-agent agreement establishes the relationship between a home seller and their listing agent. The listing agent has a fiduciary responsibility to market and sell the seller’s home effectively and efficiently.
2. The Purchase Agreement
Next, clarify that the purchase agreement outlines all terms agreed upon between a buyer and seller, including price, conditions, closing date, and other critical factors. Explain to your buyers that you’ll address this agreement when the perfect home is identified.
3. The Buyer-Agent Agreement
Finally, introduce your buyer-agent agreement, clearly articulating that this document defines your fiduciary responsibility to represent their interests exclusively. You’ll work diligently to find the best home, negotiate optimal terms, and ensure a smooth transaction process.
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Agent Sales Accelerator
Dominate your week, dominate your market. Agent Sales Accelerator is the weekly power-up for real estate agents. Master lead generation, boost productivity, and unlock proven strategies for explosive growth. This isn’t just about knowledge, it’s about action and accountability. Get ready to transform your business – join us!
Thursdays at 11:30am EST via Zoom
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The Buyer Lead Conversion Process
ONLINE COURSESLearn how to leverage your networks to get buyers on your side. We'll teach you all the tips, tools and techniques you need to address buyers' unique needs, get them in the door for a proper appointment, make the most of your consultations, and get them on board as your clients.
Designed for all learning types
Video Training
In-depth professional video training on every module, presented by the author, Brian Icenhower.
Written Modules
Detailed and downloadable written modules with detailed graphics, scripts, spreadsheets, forms, and so much more.
Course curriculum
Enrollment includes access to the following course materials for 2 years
Course materials- The Buyer Lead Conversion Process
- Part One: Buyers don’t know what they don’t know
- Part Two: From contact to appointment
- Part Three: Buyer and lender consultations
- Part Four: Making things official
- Script: Presenting the exclusive buyer agency agreement
- Script: Handling objections to signing the buyer agency agreement
- Script: MLS Auto-Prospecting
- Buyer Questionnaire & Lead Sheet
- Quiz: Buyer Lead Conversion
- Action Steps
- Pre-Buyer Consult Video #1 Script
- Buyer Consultation Video Script
About this course
- $149
- 15 lessons
- 1 hour of video content
Certification & Designation Upon Completion
In this ICC online course, you will receive an official designation of "Certified Buyers Agent" or CBA upon completion, as well as a downloadable (and printable) Certificate of Completion. Add your designation seal, as well as your designation letters, to your email signature to bolster your reputation and show off your expertise to clients and colleagues alike.
Reviews
"I use ICC systems, the Online Learning Center, and the coaching program to coach and train my team of over 30 agents. I use the ICC dashboard systems to keep my entire team accountable for their activities and set proper expectations."
Jake Rockwell
Over 500 Units Sold Annually
"I have coached with ICC for over five years. ICC has helped me quadruple my luxury business through marketing strategies so that I receive listings and sales through lead generation and multiple pillars of income."
Dennis Adelpour
Luxury Agent - West Los Angeles
"When we started coaching with ICC we worked all the time with some degree of success. Now, seven years later, we have grown to have the #1 market share in our area, we more than tripled our income and production, while also improving our work-life balance to enjoy our personal life with family and friends."
Tammi Humphrey
#1 Market Share & 100 Million in Annual Sales Volume
I use ICC systems, the Online Learning Center, and the coaching program to coach and train my team of over 30 agents. I use the ICC dashboard systems to keep my entire team accountable for their activities and set proper expectations.
Jake Rockwell
Over 500 Units Sold Annually
I have coached with ICC for over five years. ICC has helped me quadruple my luxury business through marketing strategies so that I receive listings and sales through lead generation and multiple pillars of income.
Dennis Adelpour
Luxury Agent - West Los Angeles
When we started coaching with ICC we worked all the time with some degree of success. Now, seven years later, we have grown to have the #1 market share in our area, we more than tripled our income and production, while also improving our work-life balance to enjoy our personal life with family and friends.
Tammi Humphrey
#1 Market Share & 100 Million in Annual Sales Volume
InstructorBrian Icenhower.
A major part of succeeding in real estate is developing a strong sphere of influence — but you can't stop there.
Once you've started leveraging your networks to generate leads, it's time to get to work on converting them into buyers and listings. In this mini-course, you'll learn all the ins and outs of getting buyers on your side.
We'll teach you how to approach and address buyers' unique needs, get them in the door for a proper appointment, make the most of your consultations, and, of course, how to seal the deal by signing an exclusive agreement.
Don't just work your SOI — make it work for you! This condensed course has everything you need; what are you waiting for?
The buyer lead conversion process.
The hyper-focused content in this condensed course will help you quickly master the techniques top producing agents use to convert leads into buyers. You'll learn to assess buyer needs, guide them through the right conversations, and say the right thing at the right time to seal the deal.
Talk to a coach
If you've been considering hiring a coach, now's the time. Book a FREE coaching consultation session with your purchase of this course! Book Your Call
See all courses
Jake Rockwell
Over 500 Units Sold Annually
"I have coached with ICC for over five years. ICC has helped me quadruple my luxury business through marketing strategies so that I receive listings and sales through lead generation and multiple pillars of income."
Dennis Adelpour
Luxury Agent - West Los Angeles
"When we started coaching with ICC we worked all the time with some degree of success. Now, seven years later, we have grown to have the #1 market share in our area, we more than tripled our income and production, while also improving our work-life balance to enjoy our personal life with family and friends."
Tammi Humphrey
#1 Market Share & 100 Million in Annual Sales Volume
Implementing This Strategy
Rather than jumping straight into contracts, initially presenting these three agreements in a conversational manner significantly reduces anxiety and resistance. When buyers clearly understand the purpose of each agreement, they naturally become more comfortable signing them.
After going through this process, only then do I proceed with my detailed buyer’s presentation. By the end of our discussion, buyers are informed, confident, and ready to move forward. This method significantly improves the quality of your consultations, leading to a higher rate of signed agreements and happier clients.
Additional Benefits of the Three-Step Approach
Beyond just signing more agreements, using this approach:
Demonstrates your professionalism and expertise.
Enhances your client’s trust and satisfaction.
Positions you as a trusted advisor rather than just another salesperson.
Building trust and understanding is critical to securing any agreement.
ICT Senior Coach Bradley Baldwin
The Next Step: Accelerate Your Success
Mastering the art of buyer consultations is just one facet of a thriving real estate career. To fully transform your business, consider joining our Agent Sales Accelerator program. This program isn’t just about knowledge—it’s about accountability and taking actionable steps that directly boost your productivity and results.
Each week, you’ll gain insights, strategies, and the necessary accountability to dominate your market. If you’re serious about growing your real estate career and increasing your lead generation, now is the perfect time to join.
Dominate your week, dominate your market. Sign up for Agent Sales Accelerator and make this year your best one yet!
