This is Part II of a two part series. Please see Part I here: The Buyer Interview - Additional Value of Your Services - Part I

Selecting the right financing vehicle and source - I believe that Champion Agents provide more counsel and direction in this area than other average agents. I believe they are more willing to take the risk in the relationship to ensure their clients’ satisfaction than other agents. It boils down to a philosophy of playing to win a delighted client or just a customer and pay check. You can make a lot of money, for example, finishing in the top twenty regularly in golf tournaments on the PGA tour. There are a lot of guys who can make a lot of money doing that. There are few guys who are willing to take the risk to win the tournament. They guy who wins gets the recognition, emotional lift, gained confidence, and the money. The guy in the top twenty gets the money. Which one are you playing for?

"There are more options today than ever before for the financing of your home. Certainly there are numerous sources you can acquire your financing from. There are also hundreds of possible loans from thirty, fifteen, and ten year fixed to ARM mortgages with differing terms, lengths, and calculations of payments. There are interest-only products, as well as prepaid interest rate products, like the 2 to 1 buy downs. There are loans with no fees and high up front fees, some of those fees can be paid by the seller.

Thirty years ago, there were not even 1/10th of the options we have today. Because of my knowledge and experience in serving people just like you, I will be another person, if you need, to help you evaluate the options that are best for you. I view your real estate investment as more than a place to live. It is also a building block to your financial present and financial future. That can help you to your goals and dreams in life for you and your family. Isn’t that what you are looking for in an agent?"

Closing coordination and communication - This area of the presentation presents multiple questioning and closing positions to see how things are going.

How frequently would you like me to communicate with you?

How best would you like me to communicate with you?

A word of caution, just because e-mail is easy doesn’t mean it’s best for this client. I am personally a telephone person. I don’t really like e-mail as much. "Call me and give me the update." There are, especially in the younger generations, people who really prefer e-mail to the phone. Check with your client on their preferred method of communication.

"There are many steps to closing a transaction. We have to deal with many people in the process. The other agents, their broker, the seller, the lender, the underwriter, the inspector, the appraiser, construction repairmen, the title insurance administrator, the escrow agent, or attorney. There are many people who need orchestration and communication. There are also the pounds of paper that follow every transaction that we manage.

We provide a comprehensive approach to managing and directing all these people and activities on your behalf. All the while communicating our efforts in the stage we currently are in and informing you of what is coming next. That way, you will know at all times how the transaction is progressing. We communicate with our clients at least weekly about the progress. Is that frequent enough, or do you want to be contacted more frequently?"

Follow up after the sale - You want to set the stage that your service and connection doesn’t end when the sale is closed; that they can call you about anything they might need. The Nordstrom positioning, as a full service provider, is key at this juncture. The reason most people don’t go back to do business with real estate agents is lack of follow-up after the sale. Convey the different service models you employ.

"Though I receive my compensation with the completion of the sale, my job has just begun. My desire is to create clients for life. You can be assured that you won’t have to go through this process again to find an agent to represent your interests.

After the closing, we will provide you keys and access to your new home. We will also check back with you right after your move to make sure any problems that present themselves are resolved quickly. We typically call our clients a few times in that thirty days to make sure the condition of the property is as we expected; that there are no surprises. We will then continue to be a resource for you on your growing equity position, marketplace trends, tax assessment, and equitability against your home’s value. And, if you have friends and relatives who need the same type of help you are in need of now, we would be delighted with your referral to help them, as well."

The real benefit is there is no risk in working with me. I am willing to do as much work after the sale as we do before it to ensure your satisfaction."

Published: March 2, 2012

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Dirk Zeller is a sought out speaker, celebrated author and CEO of Real Estate Champions. His company trains more than 350,000 Agents worldwide each year through live events, online training, self-study programs, and newsletters. The Real Estate community has embraced and praised his six best-selling books; Your First Year in Real Estate, Success as a Real Estate Agent for Dummies®, The Champion Real Estate Agent, The Champion Real Estate Team, Telephone Sales for Dummies®, Successful Time Management for Dummies®, and over 300 articles in print. To learn more regarding this article, please visit www.realestatechampions.com.