Chapter 6: Working with Buyers + Sellers
Being proactive vs. reactive
Most agents lose buyer business for one of two reasons: they sound reactive, or they fail to follow up. This process fixes both. It makes you proactive, professional, and powerfully positioned — from the first inquiry to the closing gift. Same as the listing side: this is the system, phase by phase, and it's how we consistently close 70–100 homes a year.
Discovery + Consultation
Lead intake + qualification — capture it in your CRM and qualify before you spend hours with anyone. Save your notes from your initial conversation in your CRM for reference and future access.
Send the buyer guide digitally or in print (check out the presentation box info below) + set the appointment — they show up informed, you show up prepared.
Run sample searches based on price, area, and the lifestyle amenities they want — show them you're already working.
Set expectations around pre-approval, buyer agency, and timeline up front.
The Buyer Presentation Box
This is our "custom box" setup and it's the move that sets you apart before you've said a word. You mail it to a potential buyer before your consultation process.
The buyer box includes:
The Buyers Guide
A handwritten note card
Your business card, tucked inside a 3x5 plexi-glass frame
Where to get the pieces:
The box → giftboxmarket.com A4 shallow magnetic gift boxes — multiple colors, minimum order 12, about $10 each + shipping.
The gift filler (classic crinkle paper) → Amazon
The 3x5 plexi-glass frame for your business card → Amazon
The Consult
Review their goals, fears, and deal breakers — this is where you actually listen.
Walk through the buyer's guide together so the process feels clear, not overwhelming.
Talk through buyer representation and get the agreement signed — use empowering language, not legal fear-mongering. You're showing them the value of having you in their corner, not reading them a disclaimer.
Showings + Offers
Set up MLS alerts so your buyers see everything that fits — in your ecosystem, not Zillow's.
Begin the showing process.
Review offer strategy together — pricing, timelines, contingencies.
Use the Offer to Close Checklist to trigger exact touchpoints.
Buyer Lead Email Templates
Below you’ll find the core pack of templates we use when working with buyers which we covered in Chapter 5.
Contract to Close + Post-Close
Deliver the digital document folder.
Schedule the client gift + thank-you sequence.
Enroll them in your long-term nurture + referral plan.
Let AI run the busywork
Once your process is set, AI executes the repeatable parts:
Build the SOP: talk Claude through these four phases and have it write your Buyer Process SOP so your team runs it the same way every time.
Prep the offer strategy: feed Claude the comps and the buyer's parameters and have it draft your pricing, timeline, and contingency talking points so you walk into offer conversations ready.