🗝️ Pre-Consult Prep: What to Bring & How to Present Yourself at a Buyer Consultation

J.R. Ramos
Jun 26
3 min read

By Risa Weiss-Kallis, VP of Agent Development – Kale Realty

Meeting a potential buyer for the first time—whether it’s in person, over Zoom, or at your office—is a golden opportunity to build trust, demonstrate value, and convert that lead into a loyal client.

When you walk into a buyer consultation prepared and polished, you don’t just show that you’re a great agent—you show that you’re their Caring, Trusted Advisor.

Here’s what every Kale agent should bring and how to present themselves with professionalism and confidence.

📦 What to Bring to a Buyer Consultation

1. Branded Buyer Presentation

Your buyer presentation should walk them through:

Who you are and what sets you apart
How the buying process works
What they can expect from you as their agent
Your communication style and schedule
What they need to know about financing, earnest money, inspections, and more
Next steps to move forward

✅ Tip: Keep it clean and visual. Canva is your best friend. If you want a customizable template, reach out to Risa!

2. Home Buying Guide or Folder

Leave something tangible behind:

Step-by-step outline of the buying process
Glossary of real estate terms
Mortgage and budgeting tips
Timeline expectations
List of preferred vendors (lender, inspector, attorney, etc.)
Your contact info and branded materials

✅ Bonus points for a branded folder or a digital PDF you can email afterward.

3. Needs Assessment / Buyer Intake Form

Ask thoughtful questions that uncover what they truly want and need:

What’s motivating your move?
What’s your ideal timeline?
What kind of property are you looking for?
Have you been pre-approved yet?
What are your deal-breakers?

✅ This not only helps you serve them better—it positions you as a true professional.

4. Pre-Approval Info & Financing Education

Be ready to explain:

Why pre-approval matters
What to expect when working with lenders
What an earnest money deposit is
Approximate closing costs

✅ Use tools like ATNAgentOne for quick calculators or affordability snapshots.

5. Buyer Agency Agreement

You want to lock in loyalty by explaining how agency works and why signing a buyer agreement benefits them. Be ready to:

Explain exclusive vs. non-exclusive agency
Clarify your responsibilities and theirs
Offer clarity on how commissions work

✅ Confidence is key—present this as a tool that protects their best interests.

👩‍💼 How to Present Yourself: The Trusted Advisor Energy

✨ Dress to Impress (Without Intimidating)

Whether you're meeting at a coffee shop or your office, your attire should signal: “I’m professional, and I’m here to help you succeed.”

🧠 Come Informed

Know the:

Market inventory in their target areas
Average prices and days on market
Local lending trends
First-time buyer incentives or programs

📱 Be Tech-Ready

Have your:

Branded MLS home search app/website ready to demo
CRM open if needed for note-taking
Digital tools available to show real-time examples (mortgage calculators, comps, maps, etc.)

🎯 Your Goal: Educate, Connect, Convert

A buyer consultation isn’t just about gathering info—it’s about:

Building trust
Setting clear expectations
Showing value they didn’t know they needed
Signing them as a client and starting the home search confidently

✅ Bonus Tips for a Strong Buyer Consultation

Print and highlight their custom MLS search sheet
Use the FORD method (Family, Occupation, Recreation, Dreams) to build connection
Ask for the next appointment at the end
Always follow up with a recap email and action plan

📩 Need help personalizing your buyer presentation or creating a homebuyer guide?

I’m here to help. Reach out to risa@kalerealty.com for templates, tips, or 1:1 coaching.

Let’s make every buyer meeting a launchpad for success. 🚀