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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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!
