Stop 3 of 8 · Daily
The buyer consultation
A prep sheet built from the CRM record, the questions only you can ask, and a needs summary the lending side can use with no financial detail in it.
The forty minutes
A buyer consultation is forty minutes and Daniel runs two of them most days. Twenty of those minutes used to go on things he could have known: what they have been looking at, what they clicked, how long the record has been open, whether they have talked to a lender before.
The saved searches and the CRM record already contain that. Read properly, they become a one page prep sheet, and the forty minutes turn into questions instead of intake.
The prep sheet
| From the export | What it tells you |
|---|---|
| Saved searches and favourites | The real price band and the neighbourhoods, whatever they said |
| Days on the record, last contact | Whether this is urgent or a hobby |
| Property types they open | Condo versus house, and whether HOA is a problem |
[paste the CRM record and the saved search list] Build me a one page prep sheet for a buyer consultation. Section one: what the searches and favourites tell me about the real criteria, including where the stated criteria and the clicks disagree. Section two: what the record says about urgency and who I have talked to. Section three: the questions I still have to ask in the room, ordered by how much each answer would change the search. Nothing about financing terms. Use their first name only.
The questions nobody can export
Five things come out of the room and nowhere else: who else signs, what would make them walk, when their lease or their sale forces a move, whether they have been through this before, and how they want to hear from you. The prep sheet exists so Daniel has time to ask all five.
The needs summary
Because Daniel is also the loan officer, the same conversation feeds two files. The lending side needs the shape of the deal and none of the money. Property type, occupancy, timeline, whether there is a home to sell first, second signer, and what the buyer thinks they can do. Income, assets, scores and account numbers come off the documents in the loan origination system, not out of a chat.
[paste your consultation notes] Turn these notes into two documents. First, the buyer needs summary for the lending side: property type, occupancy, target area, timeline and what drives it, whether a current home has to sell, who else is on the loan, and any condition that affects the file such as self employment or a relocation. No income, no assets, no debts, no credit score, no dollar figures at all. Where a number matters, write [confirm in the loan file]. Second, my agent notes: the criteria, the two deal breakers, and the three things I promised. Keep both under two hundred words.
Write the follow-up email to [Priya] after today's consultation. Six sentences: what we agreed the search looks like, the two things she owes me and by when, the two things I owe her, and the next contact. No price, no rate, no payment, no market prediction.