Learn how to use Buyer Premiums to support buyer affordability, buy down interest rates, and keep your deals moving. Includes scripts, examples, and objection handling strategies from top EZ agents.
See lesson attachments to grab Joy Steidl’s Buyer Premium Benefits cheat sheet.
We cover how to use the Buyer Premium to:
-Buy down a buyer’s mortgage rate
-Help buyers cover closing costs
-Keep your seller firm on price without killing the deal
-Support your agent commission and reduce friction
-Deliver a better experience for the buyer and their agent
Timestamps (YouTube)
- 00:00 The Purpose of the Buyer Premium: Benevolence
- 03:43 Mortgage Rates and Buyer’s Premium Impact: Practical Applications and Examples
- 07:07 Agent Value Adds and Scripts Brainstorm
- 08:40 How to Buy Down the Rate with a Buyer Premium: Elevator Pitch
- 10:02 Overcoming Resistance and Objections
- 10:35 Benefit to Buyers Agent Worried About Their Commission
- 14:00 Advanced Uses and Benefits
- 14:33 Finding the Pain Points and Goals so You Can Offer Solutions
- 17:23 Making Your Listing Work for Buyers When No Other Listing Can
- 18:38 How These Buyer Benefits Help Your Seller
- 19:20 Example Script For Speaking With Buyer’s Agent
- 22:33 Car Payments and Homebuying: A Better Financing Option
- 24:25 Objection Handling: Why Buyer Premium Instead of Seller Concessions?
- 27:52 First Impressions: How to Educate Buyers on Buyer Premiums at Open Houses
- 30:21 Leveraging Buyer’s Premium
- 30:56 Collaborating with MLO Partners
- 31:48 Terri’s Buyer Agent Script
- 32:40 Permanent Buy Down?
- 33:02 Accurate Pricing and Buyer’s Premium
- 34:13 How Kenneth Would Talk to Buyer’s Agents
- 35:21 Training & Role Play Opportunities
- 36:48 Role Playing and Practice
- 38:47 Embracing Your Unique Sales Proposition/USP
- 40:57 Explaining Buyer’s Premium to Agents
- 43:12 Closing Thoughts and Motivation