Buyer Consultation Script

A structured, repeatable first-meeting script and checklist for real estate buyer consultations in the United States. Designed for use after the NAR settlement effective August 17, 2024, which requires a signed buyer representation agreement before an agent may tour homes with a buyer and mandates written compensation disclosure prior to any agreement being executed. The script emphasizes rapport, discovery, financial readiness, process education, market context, agency relationship explanation, and clear next steps. All customizable fields are shown as [[Token Name]].

Use this script whether the consultation is in-person, virtual, or hybrid. Customize tone for your personal brand (consultative, direct, warm, data-driven). Print or load on a tablet for easy reference. Always obtain the signed buyer representation agreement before any property tours., -

Pre-Consultation Preparation (Agent Only)

Before the meeting:

1. Review any intake form submitted by the buyer.
2. Pull recent market statistics for the target area(s): median prices, days on market, inventory levels, sale-to-list ratios for the past 30/90 days.
3. Prepare a simple one-page "Buyer Journey" overview with 6-8 key steps from offer to closing.
4. Have printed or digital copies of your brokerage's current Buyer Representation Agreement ready.
5. Prepare a compensation disclosure statement that clearly explains how you are paid, possible sources (seller concessions, buyer direct, or other), and that compensation is fully negotiable.
6. Set up a quiet space with water, notepad, and any neighborhood or property flyers if appropriate.
7. Block 60-90 minutes; confirm time, location (office, coffee shop, video link), and parking instructions., -

Section 1, Opening, Rapport, and Agency Relationship Disclosure (First 5-7 Minutes)

Agent Script (Warm / Professional):

"Hi [[Buyer First Name(s)]], thank you for taking the time to meet today. I'm [[Agent Full Name]] with [[Brokerage Name]]. Before we dive into your home search, I want to be transparent about how we'll work together.

Under the rules that took effect in August 2024, I am required to have a signed buyer representation agreement with you before I can tour homes with you. This agreement outlines my duties to you, how I am compensated, and the scope of our relationship. We can discuss the details and sign it at the end of our meeting if it feels like a good fit, or earlier if you're ready.

My job is to represent your interests only: loyalty, full disclosure, reasonable care, and confidentiality. I do not represent the seller in any transaction we pursue together unless we both agree in writing to dual agency in a specific deal."

Transition Questions:

1. What prompted you to start looking for a home right now?
2. Have you worked with a real estate agent before? What did you like or wish had been different?

Goal of this section: Build trust, set expectations, and satisfy the post-NAR requirement that agency and compensation be discussed and disclosed early., -

Section 2, Needs Discovery

Agent Script:

"Great, let's get clear on what success looks like for you. I'll ask a series of questions so I can narrow our search and avoid wasting your time on homes that won't work."

Discovery Questions (ask, listen, take notes, repeat back key points):

1. What is motivating this move? (job change, growing family, downsizing, investment, school district, etc.)
2. What is your ideal timeline? When would you ideally like to be in the new home?
3. Are you currently renting or own? If renting, when does your lease end?
4. What are your must-haves versus nice-to-haves? (bedrooms, bathrooms, yard, commute, schools, walkability, HOA amenities, etc.)
5. Which neighborhoods or areas are you considering? Any you want to avoid and why?
6. How important is new construction versus existing homes? fixer-upper tolerance?
7. Any accessibility, pet, or multi-generational requirements?
8. What would make this move a "win" for you six months after closing?

Quick Needs Summary Table (fill during conversation, share screen or paper):

Section 3, Financial Readiness and Budget Conversation

Agent Script:

"Let's talk numbers so we only look at homes you can comfortably afford and that will appraise. This protects you and strengthens your offers."

Key Questions & Prompts:

1. Have you been pre-approved for a mortgage? Which lender? What is your pre-approval amount and expiration date?
2. What is your target monthly housing payment including principal, interest, taxes, insurance, and HOA (PITIA)?
3. Do you have funds for down payment, closing costs (typically 2-5%), and reserves after closing?
4. Are you planning to sell your current home first, or will this be a simultaneous close / bridge situation?
5. Any gift funds, grants, or special financing programs you want to use?
6. Credit score range (rough) and any recent changes?

Sample Budget Snapshot Table (max 6 columns):

Agent Note: Reassure buyer that we will run numbers on every property and review the loan estimate together before writing offers. Recommend they speak with their lender about rate locks if rates are moving., -

Section 4, Buyer Process Education (Offer to Close)

Walk the buyer through the full process using a simple visual or printed one-pager. Use plain language.

Typical Steps (customize per market):

1. Signed Buyer Representation Agreement (today or before first tour).
2. Refine search criteria and begin touring homes (after agreement signed).
3. Identify target property and review comparable sales (CMA).
4. Write and negotiate offer (include pre-approval letter, earnest money, contingencies).
5. Offer accepted → open escrow/title, order inspection, appraisal.
6. Review inspection report → negotiate repairs or credits.
7. Appraisal (if required) and final loan underwriting.
8. Clear contingencies, sign final documents, wire funds.
9. Final walk-through, closing, and possession.
10. Post-closing: utilities, insurance, warranty registration, move-in.

Contingency Timeline Example Table (≤6 cols):

Agent Script Close to Section:

"Every market and transaction is slightly different. I'll guide you on which contingencies make sense and how to keep your offer competitive without taking on undue risk.", -

Section 5, Market Conditions and Expectation Setting

Agent Script:

"Here's what the current market looks like in [[Primary Market / Area]] as of [[Current Month Year]]."

• Median sale price last 30 days: $[[Median Price]]
• Average days on market: [[Avg DOM]]
• Inventory level: [[Months of inventory or active listings count]]
• Sale-to-list ratio: [[%]] (homes selling over / at / under asking)
• Key trends: [[Interest rates, new construction absorption, seasonal factors, specific neighborhood notes]]

Buyer Questions to Ask:

1. How competitive is it for buyers right now in our price range?
2. What are sellers typically asking for (repairs, closing costs, rate buydowns)?
3. Any micro-neighborhoods heating up or cooling off?
4. How should we structure offers to win in this environment?

Agent Guidance: Be honest. Set realistic expectations about multiple-offer situations, appraisal gaps, and the value of being pre-approved and decisive. Provide data, not hype., -

Section 6, Buyer Representation Agreement and Compensation Discussion (Critical Post-NAR Step)

Agent Script (Direct and Transparent):

"Before we tour any homes together, we need to sign a buyer representation agreement. This is now required by the settlement rules that took effect August 17, 2024.

The agreement says that I will represent you exclusively in your purchase. It also addresses compensation. Here's how it works:

• Compensation is fully negotiable between us.
• In many cases, the seller or listing brokerage offers compensation that can be used toward my fee.
• If the offered compensation is less than what we agree, or zero, you would be responsible for the difference, or we can negotiate with the seller to cover it as part of your offer.
• I will never ask you to sign anything that surprises you on compensation. We will review the exact terms before signing.

Here is the current compensation structure I propose for working together: [[Describe your brokerage's standard or proposed: e.g. X% of purchase price, flat fee, or other, with source disclosure]]."

Walk Through Key Agreement Sections:

1. Parties and scope (geographic area, property types, time period).
2. Duties owed to buyer.
3. Compensation amount and source disclosure.
4. Protection period / holdover (if buyer purchases a home introduced during term after agreement ends).
5. Termination rights.
6. Dual agency disclosures if applicable in your state.

Sample Talking Points Table:

Have the buyer read the agreement (or read key paragraphs aloud). Answer questions. Only sign once they understand and agree.

If buyer hesitates: "I completely understand wanting to think about it. We can pause tours until the agreement is signed. Many buyers sign after the first consultation once they see the value and process.", -

Section 7, Communication Preferences and Working Style

Questions:

1. How do you prefer to communicate? (text, phone, email, video, portal)
2. What is the best time of day to reach you?
3. How quickly do you typically respond to messages?
4. Do you want me to send new listings daily/weekly, or only when they match tight criteria?
5. How involved do you want to be in negotiations versus having me handle first drafts?
6. Any family members, partners, or advisors who should be copied on updates?

Communication Plan (record here):

• Primary contact method: [[Text / Phone / Email]]
• Secondary: [[ ]]
• Response time expectation (both sides): [[e.g. within 4 business hours]]
• Weekly update cadence: [[Friday afternoon summary email + new listings]]
• Tour scheduling lead time: [[48 hours preferred]], -

Section 8, Next Steps Checklist

Print or share this checklist at the end of the meeting. Have the buyer initial each completed item.

1. [ ] Review and sign Buyer Representation Agreement (required before touring homes).
2. [ ] Provide copy of current mortgage pre-approval letter (or introduce to lender).
3. [ ] Complete or update buyer intake / wish list with any new details from today.
4. [ ] Schedule first home tour window (once agreement is executed).
5. [ ] Share any listings or neighborhoods the buyer has already seen or bookmarked.
6. [ ] Set up listing alerts / portal access.
7. [ ] Review compensation disclosure (signed copy to both parties).
8. [ ] Exchange preferred contact info and calendar availability.
9. [ ] Discuss any upcoming travel, work deadlines, or life events that affect timeline.
10. [ ] Confirm next touchpoint date/time.

Immediate Action Items (Agent):

• Send signed agreement PDF + compensation disclosure within 24 hours.
• Pull 5-8 sample listings that match today's criteria and send with notes.
• Schedule lender intro call if buyer is not yet pre-approved.
• Add buyer to your CRM with notes from this meeting.
• Block calendar for first tour block., -

Post-Meeting Follow-Up Script (If Not Signed Today)

"[[Buyer First Name]], thanks again for the great conversation today. I enjoyed learning about what you're looking for. As discussed, the next step is signing the buyer representation agreement so I can start showing you homes that fit. I'll email it right now along with the compensation disclosure.

Once I have the signed copy, I'll send over some listings this evening and we can lock in a tour time for this week. Sound good?", -

Quick Reference, Post-NAR Settlement Key Rules (Agent Reminder)

• Signed buyer representation agreement required before touring homes with buyer (Aug 17, 2024 rule).
• Written compensation disclosure required before any agreement is executed.
• Compensation offers from MLS/sellers must not be displayed to buyers in certain ways; discuss directly.
• You may not receive compensation from more than one party without full disclosure and consent.
• State and local rules may add additional requirements, always follow the stricter standard., -

Closing the Consultation

Agent Script:

"[[Buyer First Name(s)]], I really appreciate you spending this time with me. I'm excited to help you find the right home on the right terms. Do you have any final questions before we wrap up?

[Pause for questions]

If everything looks good, let's get the buyer representation agreement signed so we can get started. Here's a pen / I'll send the DocuSign link now."

End on a positive, action-oriented note. Thank them for their time and confirm the immediate next step., -

*This script and checklist is a professional template for buyer consultations in the United States. It is not legal advice. Adapt to your brokerage policies, state licensing requirements, and local market customs. Always comply with the current NAR settlement terms and any applicable state or MLS rules. Updated guidance as of June 2026.*

Sources / References:
- NAR Settlement Agreement (effective August 17, 2024) requirements for buyer representation and compensation disclosure.
- Standard real estate brokerage practices and buyer representation agreement forms.
- Local MLS and state real estate commission rules (verify current version for your jurisdiction).