Working With Buyers

  • Meeting the Buyers
  • Discussion and explanation of agency relationships
  • Are the buyers working with another agent
  • Forms: Agency Relationships/Exclusive/Non-Exclusive Buyer Representation/Facilitator
  • Discuss compensation issues. How the co-op broker fee is paid by listing broker in many MLS transactions, what that means to the buyers financial obligation and how working with another real estate broker while under contract to another could result in an obligation to pay the buyers representative under the terms of the contract.

Pre-Buyer Counseling/Education

  • Find out what the buyer's expectations are.
  • Describe process of home buying.
  • Search options
  • Disclosure issues (forms)
  • What are the buyers housing needs:
  • Has the buyer been pre-approved
  • What is the buyer's preferred method of communication: email, cell, work, home
  • Will there be any other parties assisting in the home purchase (parents, attorney)?
  • Any conditions they may have (e.g. corporate transfer)?
  • Will they be wanting a home inspection, lead, radon test, etc.
  • Signing exclusive buyer contract or facilitator agreement
  • Preview Properties
  • Agent accompanies buyers when viewing homes
  • Explain what to look for while viewing properties
  • Evaluate and analyze the differences in properties
  • Understanding mechanical systems/buyer education while viewing homes
  • How/when to review forms
  • Review Forms:
  • Open Houses
  • Counsel for re-sale value/potential/historical statistics
  • How long do the buyers plan to stay in the home?
  • Narrowing the choices
  • Obtain disclosures/inspection information necessary for buyer to make decision

Drafting the Offer to Purchase

  • Explain the process
  • Consulting for the Purchase Agreement
  • Present the Offer
  • Due diligence/time is of the essence.
  • Obtain all proper signatures
  • Provide copies to the buyer

Post Purchase Agreement Counseling and Follow-up

  • Follow through and stay on top of all aspects
  • Arrange for property inspection
  • Provide counsel and negotiate issues
  • Follow-up on all other inspections/contingencies
  • Verify work orders completed
  • Mortgage lender follow up
  • Provide all documents to lender
  • Verify appraisal has been ordered
  • Good-Faith Estimate provided
  • Discuss fraudulent activities and buyer liability
  • Arrange closing date, time, location
  • Do early on to avoid delays/disappointments
  • Verify title work complete
  • Prepare buyers for closing
  • Arrange for and attend final walk through
  • Negotiate any last minute problems
  • Counsel buyers on what to expect at closing
  • What to bring to closing
  • Estimate time to allow for closing
  • Explanation of Title Insurance
  • Verify all terms of the Purchase Agreement have been are met

Closing the Sale

  • Attend the closing
  • Go through the HUD1 Settlement Statement with the buyer
  • Handle any last minute issues¡Xall known conflicts to be resolved by a written agreement, including escrow agreements to avoid adverse consequences.
  • Disclose fraudulent financing arrangements
  • Exchange keys, garage door openers
  • Verify possession date and time
  • Homestead filing
  • Register to vote

Post Closing

  • Closure
  • Remind to sign homestead cards
  • Remind to register to vote
  • Post closing contact asking if they have any questions/concerns/problems.
  • Survey
  • Send thank you note and/or gift

During the pendency of the transaction and after the closing, real estate agents can perform a significant role in resolving disputes and moving the transaction forward and solving the problems before they escalate. However there does come a point in time when an agent will have to back off and suggest that the parties consult their own attorney.


Dual agents are in a particularly awkward position when problems arise because they represent both parties. The dual agent can be an information disseminator but must not be a negotiator. Thus when a dual agent is involved and a problem starts to develop, the dual agent may have to refer the parties to an attorney earlier then they might if they were serving as an exclusive agent.


These general guidelines provide an overview of activities completed by REALTORS® in most real estate transactions. Individual transactions may require additional or fewer service depending upon circumstances.




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