Sep 17, 2026 · 57 min · 8 segments
Send us Fan Mail In this episode of Free Beer & Real Estate, Mike Ferrante explains why a strong buyer consultation is one of the most important tools a real estate agent can have. He shares…
So my first question for you in the homily portion of the education here, the training, if you will, is do you even know what a buyer consultation is.
I don't know if you guys have seen this, but I was actually at an appointment and I watched as an agent pulled in the driveway.
They're To be clients pulled in right behind them and they were on the hood of the car signing documents.
But in this era, when buyers and sellers think we have diminished value, if any value.
Otherwise, could we be construed as door openers, glorified door openers, glorified form filler outers? I mean, we're not attorneys in most cases, right? I mean, I've got an MBA, but that doesn't make me an attorney.
So the way that we can demonstrate value with buyers, the way that we can show that it's worthwhile to sign a buyer's agency agreement with us, especially an exclusive one, is to show how much value we can give.
I always like to talk about the destination and number one, A really great consultation should establish trust.
And again, I'm not ripping on the agent who was signing documents on the hood of the car because, you know, I get it.
Sometimes someone just wants to see a house and you say, great, I'm going to have some documents for you to sign.
But for someone that you want to be your client long term, don't you have to establish trust first? So demonstrating knowledge first.
Showing that you care, showing that you're skilled demonstrates or establishes the trust.
It also, number two, gives you a chance to diagnose the buyer's true needs and financial position.
You know, the old days, we might even put someone in our car and drive them around and look at houses without a pre-approval letter.
So my first question for you in the homily portion of the education here, the training, if you will, is do you even know what a buyer consultation is.
I don't know if you guys have seen this, but I was actually at an appointment and I watched as an agent pulled in the driveway.
They're To be clients pulled in right behind them and they were on the hood of the car signing documents.
But in this era, when buyers and sellers think we have diminished value, if any value.
Otherwise, could we be construed as door openers, glorified door openers, glorified form filler outers? I mean, we're not attorneys in most cases, right? I mean, I've got an MBA, but that doesn't make me an attorney.
So the way that we can demonstrate value with buyers, the way that we can show that it's worthwhile to sign a buyer's agency agreement with us, especially an exclusive one, is to show how much value we can give.
I always like to talk about the destination and number one, A really great consultation should establish trust.
And again, I'm not ripping on the agent who was signing documents on the hood of the car because, you know, I get it.
Sometimes someone just wants to see a house and you say, great, I'm going to have some documents for you to sign.
But for someone that you want to be your client long term, don't you have to establish trust first? So demonstrating knowledge first.
Showing that you care, showing that you're skilled demonstrates or establishes the trust.
It also, number two, gives you a chance to diagnose the buyer's true needs and financial position.
You know, the old days, we might even put someone in our car and drive them around and look at houses without a pre-approval letter.
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