Why Consult Before Showing
Showing homes before consulting is like prescribing medication before a diagnosis. The consult positions you as the expert and weeds out tire-kickers.
Agenda
- Discovery — motivation, timeline, family situation.
- Education — current market, financing, the buying process.
- Search criteria — must-haves vs nice-to-haves.
- Your value — how you'll represent them.
- Sign buyer representation agreement.
- Schedule first showing tour.
Materials
Buyer packet with process timeline, lender intro, sample disclosures, and your bio. Branded folder or digital portal.
Example: Adam Taylor & Team's Buyer Gameplanning Training Aid (MAP Method)
The MAP Method breaks the buyer journey into three phases — Mortgage & Money Matters (financing readiness and pre-approval), Analysis & Strategy (market education, needs vs. wants, offer tactics), and Property Search & Selection (MLS search discipline, touring, and narrowing choices). It also includes a fillable worksheet you can keep in your CRM or transaction file for every buyer. Use it as a template for structuring your own buyer consultations.
Action Items
- Build a buyer consultation agenda PDF.
- Put practice the consultation with a colleague in your calendar for this weekOptional — Put it on your list in theTask Manager