# Working With Buyers — Scripts & Scenarios
*Adapted from Serhant Team Agent Training Guide*

## Phase 1: Selling Is ASKING

### Qualify First — Shoppers vs Buyers
You don't work with shoppers, you work with BUYERS. Determine if they're real:

**Qualifying Questions:**
1. "Where do you work?" (financial picture)
2. "Do you currently own or rent?" (experience level + chain status)
3. "When are you looking to move by? Is there a specific reason?" (urgency + motivation)
4. "How long have you been looking? Seen anything you liked?" (stage in journey)
5. "Have you already been pre-approved / spoken to a mortgage adviser?" (readiness)

### Never Meet a Buyer for the First Time at a Listing
Meet them first — in the office, for coffee, on a call. Understand their needs before showing properties.

### Set Expectations
List the steps to successfully purchasing a home. Buyers who understand the process make better decisions and don't panic at each stage.

## Phase 2: Selling Is GUIDING

### Elimination, Not Selection
"Buying a home isn't a process of selection — it's a process of elimination. We'll narrow down what works and what doesn't until we find the right one."

### Ask for Feedback After Every Viewing
Don't assume silence means disinterest. Start the conversation, get them in the game.

### Make Offers — Get Off the Fence
Buyers can look forever without a push. Address the hesitation:

"It's never a 'bad' time to buy. As long as you're comfortable with the purchase and don't overstretch yourself, you'll be in good shape."

"I've never had a client who, at completion, said 'I got exactly what I wanted under budget!' — there's always a stretch."

### Encouraging Offers
"An offer is JUST a conversation starter. Nothing is final until contracts are exchanged."

"What do you think the property is worth? What would you pay? ...[X]? Great — why don't we just see how the vendor responds?"

### Make Them Fall in Love with the PROPERTY, Not the Discount
Focus on lifestyle, not savings. "Can you see yourself here?" beats "You're getting £10k off."

## Getting Buyers Off the Fence

**Longer-Term Outlook:**
"Will you be there for 5-10 years? If so, waiting for the 'perfect' property is like not taking a holiday because it might rain."

**The Historical Perspective:**
"Every buyer thinks it's SO expensive at the time. Then they look back and think they got the best deal ever."

**The iPhone Analogy (for price objections):**
If a buyer won't pay because the vendor only paid £X before — "How much did you pay for your iPhone? It costs £84 to make."