Nail your first buyer meeting. Look like a pro from day one.
A first buyer consultation is a 45 to 60 minute meeting where you learn your buyers’ goals, confirm their financing, walk them through the process, and sign a written buyer agreement before you tour a single home. This free guide shows you exactly how, step by step, with scripts you can use word for word.
- 8-step meeting plan
- Word-for-word scripts
- Loan-ready checklist
- 24-hour follow-up template
Your First Buyer Consultation
- Prep checklist and 60-minute agenda
- 8 steps with scripts
- Discovery questions
- Notes worksheet and follow-up email
- 24+ yearsin Central Florida real estate
- Many lendersone broker shops them all
- QM + Non-QMFHA, VA, conventional, DSCR, ITIN
- NMLS #1933745Jhenesis Mortgage NMLS #2532705
Your first buyers are deciding whether to trust you
They won’t remember every market stat you share. They’ll remember whether you listened, whether you were honest about money, and whether they walked out knowing exactly what happens next.
The agents who build a referral business fast have one thing in common: they have the money conversation early and they have a lender partner they trust. That’s where deals stay on track, and where first-time agents avoid the heartbreak of a buyer who falls in love with a home they can’t finance.
This page and the free guide give you the full playbook, so your first consultation feels calm, organized, and confident.
“You don’t need every answer in your first meeting. You need great questions, a clear plan, and a trusted team behind you. That part, I can help with.” Stacy Ann Stephens, Mortgage Broker, NMLS #1933745
How to run your first buyer consultation in 8 steps
Follow them in order. Each step builds trust for the next, and the conversation naturally leads to a signed agreement and a clear plan.
Welcome them and build rapport
Start with their story, not your résumé. Ask what’s prompting the move, and make sure both partners are heard.
“Before we talk houses, tell me about you two. What has you thinking about buying right now?”
Discover their why and their wish list
Separate must-haves from nice-to-haves: location, commute, schools, size, HOA feelings, and timeline.
“If we found a home with only three of these, which three would make it a yes?”
- Most important step
Have the money conversation early
Confirm pre-approval before touring. It sets a realistic range, protects everyone’s time, and makes their offer stronger. No lender yet? Make a warm introduction right in the meeting.
“Have you had a chance to talk with a lender yet? Let’s make sure you’re shopping in the right range with confidence.”
Walk them through the buying process
Pre-approval, search, offer, escrow deposit, inspection, appraisal, loan approval, final walk-through, and closing. Sketch it as a timeline so they can see the finish line.
Explain your role and sign the buyer agreement
Since August 2024, MLS participants generally need a signed written buyer agreement before touring homes. Review it in plain language, including how you’re paid, using your brokerage’s approved forms.
“This spells out exactly what I’ll do for you and how I’m paid, so there are no surprises later.”
Talk through the real costs
Earnest money, inspection, appraisal, closing costs, wind and flood insurance, HOA or CDD fees, and reserves. Mention that Florida down payment assistance may be available and the lender will confirm what’s funded.
Set the search and communication plan
Build their MLS search together before they leave, and agree on text, call, or email and how fast you’ll respond.
“What’s the best way to reach you both when a great home hits the market?”
Recap and lock in next steps
Summarize what you heard, confirm the next action (usually the lender call), and send a recap within 24 hours. The template is in the free guide.
“Here’s what we agreed on today, and here’s what happens next.”
Is your buyer ready to tour? Take the 60-second check
Answer six quick questions about your buyer. You’ll get a readiness score and the smartest next step.
Which loan program fits my buyer?
A “no” from one bank is not the end of the road. Here’s a quick cheat sheet for the scenarios new agents run into most. Every file is different, so a quick call confirms the fit.
| Your buyer is… | Programs to ask about | Why it helps |
|---|---|---|
| A first-time buyer with limited savings | FHA, conventional low down payment, Florida down payment assistance | Lower down payment options and possible help with closing funds |
| A veteran or active-duty service member | VA loan | Often no down payment and no monthly mortgage insurance |
| Self-employed or paid in 1099s | Bank statement or P&L loans | Qualifies on deposits or business income instead of tax returns |
| Working with an ITIN, not an SSN | ITIN mortgage | A real path to ownership without a Social Security number |
| Living outside the U.S. | Foreign national mortgage | No U.S. credit history required with most programs |
| Buying a rental or Airbnb | DSCR loan | Qualifies on the property’s rent, not personal income |
| Buying for an aging parent | Family Opportunity Mortgage | Owner-occupied pricing on a home for a parent |
Stacy Ann Stephens
Mortgage Broker | NMLS #1933745
Jhenesis Mortgage | NMLS #2532705
One call. Many lenders. A clear path to the keys.
First-time buyers, FHA, VA, conventional, self-employed, ITIN, foreign national, DSCR, and other non-QM programs.
Your buyers feel taken care of
Clear explanations, no jargon, and answers in plain language. They’ll thank you for the introduction.
Your deals stay on schedule
Proactive updates to you at every milestone, so you’re never guessing where the loan stands.
More of your buyers get to yes
Access to many wholesale lenders and non-QM programs means more paths when a bank says no.
The choice of lender is always the buyer’s. No fees or compensation are exchanged for referrals. More for agents: jhenesismortgage.com/agents
First buyer consultation FAQs
What should a new realtor do at their first buyer meeting?
Listen first, then guide. A strong first buyer meeting covers the buyers’ goals and wish list, confirms financing and pre-approval, explains the buying process and real costs, reviews and signs a written buyer agreement, and ends with a clear next step and a follow-up within 24 hours.
How long should a buyer consultation last?
Plan for about 45 to 60 minutes. That is enough time to learn the buyers’ story, talk about money, walk through the process, and sign the buyer agreement without rushing.
What should I bring to a buyer consultation?
Bring your buyer packet, your brokerage’s written buyer agreement, a brokerage relationship explanation, three to five sample listings in their range, a simple local market snapshot, a notepad, and the contact information for a trusted lender.
Do buyers need a pre-approval before touring homes?
It is strongly recommended. A pre-approval confirms a realistic price range, protects everyone’s time, and makes an offer more competitive. A pre-qualification is only an estimate, while a pre-approval is based on reviewed income, asset, and credit information.
Do I need a signed buyer agreement before showing a house?
Since August 2024, MLS participants working with a buyer generally need a written agreement signed before touring a home. The agreement should clearly state the agent’s compensation. Always use your brokerage’s approved forms and follow its policies.
What is the difference between a pre-qualification and a pre-approval?
A pre-qualification is a quick estimate based on what the buyer reports. A pre-approval means a lender or broker has reviewed credit and documents such as pay stubs, tax returns, and bank statements, so it carries much more weight with sellers.
How do I refer my buyer to a mortgage broker?
Make a warm introduction during the meeting. Explain why you trust the broker, then connect everyone by text, email, or a quick call. Stacy Ann Stephens at Jhenesis Mortgage can be reached at 407-630-9766 or stacyann@jhenesismortgage.com.
Can a realtor be paid for referring a buyer to a lender?
No. Under RESPA Section 8, paying or accepting a fee or thing of value for referring settlement service business, such as a mortgage, is prohibited. Refer based on trust and service, and remember the buyer always chooses their own lender.
What is the difference between a mortgage broker and a bank?
A bank offers only its own loan programs. A mortgage broker compares programs across multiple wholesale lenders, which can mean more options for buyers who do not fit one bank’s box, and often competitive pricing.
What if my buyer is self-employed, an ITIN holder, or a foreign national?
They may still qualify. Self-employed buyers can use bank statement or profit and loss programs, ITIN holders can use ITIN mortgages, and foreign nationals can use programs that do not require U.S. credit history. A broker who works with non-QM loans can find the right fit.
What documents does a buyer need to get a mortgage?
Most buyers need a photo ID, 30 days of pay stubs, two years of W-2s or 1099s, two years of tax returns if self-employed, two months of complete bank statements, retirement or investment statements, explanations of large deposits, and a gift letter if family is helping.
Is there down payment assistance for buyers in Florida?
Yes, Florida has state and local down payment assistance programs, but funding and eligibility change often. Ask a lender to confirm which programs are currently open and whether your buyers qualify.
Walk in prepared. Walk out with a plan.
Grab the free guide, save Stacy’s number, and make your first consultation the one your buyers tell their friends about.