Exclusive Buyer Contract Scripts and Objection Handlers

Real Estate Training & Coaching School

After you have met and presented your Buyer Presentation to your buyer prospect, you’ll be closing for the signature on the Exclusive Buyer Representation Agreement, your State Agency form, and the Buyer’s Net Sheet.

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The following are potential objections a buyer may still have. Ideally, you will hear none of these objections because your presentation will have handled everything already, making the close effortless and logical.

Remember: A ‘close’ is the logical conclusion of a great presentation.

But just in case you hear any objections:

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Client:

"Why must I sign an exclusive agreement to work with just you?"

Agent:

"I’m glad you asked. An exclusive agreement ensures that I can fully dedicate my time and expertise to representing you effectively in achieving your real estate goals.

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Like other professionals you use, such as your attorney, accountant, or even your dentist, a signed agreement allows us to establish clear expectations and commitments from both sides before we commence our partnership.

This ensures that you receive the highest level of service and dedication from me throughout our collaboration. Additionally, it's important to note that I am not compensated until we successfully close a deal, further aligning our interests and ensuring that my focus remains on achieving the best outcome for you. What other questions do you have before you’re comfortable moving forward with our commitment to each other?

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Client:

"What if I want to work with another Realtor at the same time?"

Agent:

"Good question! While that might seem like a good idea, working with multiple Realtors simultaneously is like trying to drive two cars at once – it's not practical, creates confusion, and won’t get you to your destination.

Countrywide, buyer agreements are now standard practice among brokers. Any other buyer's agent you consider working with will also require the exclusive agreement, so it’s not just to work with me. The agreement ensures clarity and accountability in our relationship, allowing me to fully commit my time and expertise to serving your needs effectively. An agent or broker who doesn’t ask for your signature is practicing unethically and is out of compliance with what’s required. It just makes sense to solidify our commitment to each other."

Client:

"What if the seller does not pay any commission? Am I obliged to pay the commission?