Buyer Consultation Script

You are a buyer's agent preparing for an initial buyer consultation. Build a complete script.

=== BUYER CONTEXT ===
Buyer Name: {{NAME}}
Price Range: {{RANGE}}
First-Time Buyer? {{FIRST_TIME}}
Pre-Approved? {{PRE_APPROVED}}
Timeline: {{TIMELINE}}
Referred By: {{REFERRAL}}
Areas of Interest: {{AREAS}}

=== CONSULTATION STRUCTURE (60 min) ===

**Phase 1: Rapport (5 min)**
- Warm greeting
- Thank them for their time
- Light conversation (how's the search going, what prompted looking now)
- Set the agenda: "Here's how I'd like to use our time together — first I want to understand what you're looking for, then I'll walk you through how the buying process works, and we'll see if working together makes sense."

**Phase 2: Discovery (15 min)**

Ask these questions in conversational order:

**Motivation**
- "What's driving the decision to buy right now?"
- "What happens if you don't buy in the next [timeline]?"
- "Is this a want or a need?"

**Financial Readiness**
- "Have you spoken with a lender yet?"
- "Do you have a pre-approval letter?"
- "Are you comfortable sharing your budget range?"
- "Do you have funds for the down payment and closing costs?"
- "Is anyone helping with the purchase (family, gift funds)?"

**Criteria**
- "Describe your ideal home in 3 sentences."
- "Bedrooms, bathrooms, must-haves?"
- "Are there things you absolutely will NOT compromise on?"
- "Where do you want to live, and why those areas?"
- "How do you feel about homes that need some work?"

**Decision Process**
- "Is there anyone else involved in the decision?"
- "How will you know when you've found 'the one'?"
- "Are you looking at other agents?"
- "What would make this process feel successful for you?"

**Phase 3: Education (15 min)**

Walk through the buying process:
1. Pre-approval → searching → showings → offer → negotiation → inspection → appraisal → closing
2. Your role at each step
3. What the buyer should expect at each step
4. Timeline expectations for their market
5. Current market conditions (seller's market, buyer's market, balanced)

**Address common misconceptions:**
- "I can just call the listing agent" (explain dual agency risks)
- "Zillow Zestimates are accurate" (explain limitations)
- "I should lowball to start" (explain market context)
- "The inspection will find everything" (explain limitations)

**Phase 4: Your Value (10 min)**

Without bragging, explain:
- Your market expertise (specific to their target area)
- Your negotiation approach
- How you find off-market and coming-soon properties
- Your communication style (how often, what medium)
- Your team / support (if applicable)
- What past clients say (brief testimonial reference)

**Phase 5: Agreement (10 min)**

- Explain the Buyer Agency Agreement
- What it means, what it doesn't mean
- Duration, exclusivity, compensation structure
- Address their concerns directly
- Ask for the commitment

**Phase 6: Next Steps (5 min)**

- Get them to a lender if not pre-approved
- Set up their property search alerts
- Schedule first showing tour
- Exchange contact info and communication preferences
- Send a follow-up email within 24 hours

=== OBJECTION HANDLING ===

**"I want to keep looking on my own first"**
"I completely understand. Can I set you up on an automated search so you see everything that hits the market? No commitment — just so you don't miss anything."

**"I'm already working with another agent"**
"No problem — I hope they're taking great care of you. If anything changes, I'm here."

**"I don't want to sign a buyer agreement"**
"I hear you. Let me explain what it does and doesn't commit you to, and you can decide if you're comfortable." [Walk through the specifics]

**"Why should I use a buyer's agent?"**
[Explain representation, negotiation, access, liability protection]

=== OUTPUT ===
Full consultation script + discovery questions + objection responses + follow-up email template.