Buyer consultation

Since January 1, 2026, Texas law (Tex. Occ. Code §1101.563) requires a written agreement with a residential buyer before you show them a property — or, if you won't show one, before you present an offer. It has to state your services, the term, whether it's exclusive, your compensation and how it's figured, and a conspicuous statement that broker compensation is not set by law and is fully negotiable. Use your brokerage's current form.

Setting the first meeting

A new buyer wants to start touring this weekend.

Love that you're ready to look! Before we tour, I like to sit down for 20 minutes — in person or on a video call. We'll talk about what you want, how the buying process works in Texas, and what working together looks like. Texas also requires a written buyer agreement before I can show you a home, so we'll go over it together and you can ask anything. Does [day] at [time] work?

Tip: Frame the meeting as a benefit to them, not paperwork. Book it before you book showings.

Explaining the buyer agreement

At the consultation, when you bring out the agreement.

This is the buyer representation agreement. Texas requires one before I show you homes, and honestly I like it — it puts everything in writing so there are no surprises. It says what I'll do for you, how long we're working together, whether it's exclusive, and how I'm paid. You'll see a line that says broker compensation isn't set by law and is fully negotiable — that's true, and we can talk about any part of this. What questions do you have?

Tip: Walk through it section by section. Never rush the signature.

"Can't you just show me this one house?"

A buyer wants to see one listing without signing anything.

Happy to help you see it. Texas requires a written agreement before I show a home either way. If you just want to see this one, there's a short showing agreement — non-exclusive, 14 days at most — and I'm not representing you under it, so I can't give advice on the home or the offer. If you'd like me in your corner on price, inspections and negotiating, we'd use a full buyer agreement instead. Which feels right for you today?

Tip: Under a non-representation showing agreement you can share size, price and terms, but no opinions or advice.

Making the agreement fit

A buyer is hesitant about committing for months.

That's fair — you don't know me yet. The term and the details are negotiable. We could start with a shorter term, say [30/60] days, or limit it to [an area / a type of home]. If it's going well, we extend it. If it's not, you're not stuck. Would that feel better?

Tip: Shorter terms build trust. Offer one rather than arguing.

Setting expectations on the process

End of the buyer consultation.

Here's what happens next. I'll set up a search for [criteria] so you see new listings as they hit. Before we write an offer, you'll want a pre-approval from a lender — I can give you a few names, and you're welcome to pick your own. When we find the one, I'll pull the sold homes nearby so we pick a price with real numbers behind it. Sound good?

Talking about compensation

Compensation is always negotiable and never set by law. Don't quote a "standard" or "normal" rate — talk about your services and let the number be a conversation.

"How do you get paid?" (buyer)

A buyer asks about your fee.

Great question — it's in our agreement in writing. My compensation is [amount or rate], and it's negotiable; nothing about it is set by law. Sometimes the seller offers to pay some or all of it, and when they do, that's credited against what's in our agreement. When they don't, we decide together how to handle it in the offer — for example, asking the seller to contribute. You'll always know the number before we write anything.

Tip: Be specific about your number and how seller contributions are handled. Check that it matches the agreement.

"What do agents usually charge?"

A seller or buyer asks for the "normal" commission.

There's no standard rate — compensation is negotiable and every agent sets their own. What I can tell you is exactly what I charge, what you get for it, and how that compares to the result I expect for you. Can I walk you through what's included?

Tip: Never say "the going rate is X%" — it implies a fixed or customary rate.

Seller: offering buyer-agent compensation

Listing appointment, when you discuss compensation to a buyer's broker.

One decision for you: whether to offer to pay part of a buyer's agent's compensation, or to consider it when offers come in. It's entirely your choice and it's negotiable. Some sellers offer it because it can widen the pool of buyers who can afford to make an offer. Others prefer to handle it case by case. Let me show you what's been happening with recent sales near you, and you decide.

Tip: Under the NAR settlement this can't be advertised on the MLS. Present it as the seller's choice, with facts.

"Will you lower your fee?"

A seller asks you to cut your commission.

I appreciate you asking straight out. My fee pays for [photography, marketing, pricing strategy, negotiating, handling the transaction start to finish]. If we take something off the price, we'd also take something off that list — and I'd rather not cut what gets you a higher sale price. That said, it's negotiable. Tell me what's driving the question and let's see what works.

Listing appointment & pricing

Opening the listing appointment

First five minutes at the seller's kitchen table.

Thanks for having me. Before I show you any numbers, I want to understand your plans. Where are you headed after this, and when? What matters most — price, timing, or the least hassle? And is there anything about the house you want me to know up front?

Tip: Listen first. Their answers tell you how to present everything else.

Presenting the price

After walking the home and reviewing comps.

Here are the homes that actually sold near you in the last [3–6] months, plus what's for sale right now — that's your competition. Based on size, condition and updates, the sold homes point to [range]. I'd suggest listing at [price]. That puts us where buyers in this range are already looking. If we see strong showings and no offers in [10–14] days, we'll know the market is telling us something.

Tip: Show sold comps, actives and expireds side by side. Let the data do the talking.

"Another agent said it's worth more"

The seller has a higher number from someone else.

I'd love to see their comps — if they found a sale I missed, I want to know. What I can't do is promise a number the recent sales don't support, because an overpriced home tends to sit, and then buyers start asking what's wrong with it. Let's compare comps side by side and pick the price you're comfortable defending to a buyer's appraiser.

Talking about prep

Recommending repairs or staging before listing.

The first week on the market is when you get the most attention. Small things buyers notice — [paint touch-ups, a deep clean, landscaping, a leaking faucet] — tend to cost little and protect your price. Want me to make a short list with rough costs so you can decide what's worth doing?

Price reduction

The 14-day check-in

Two weeks on market, few showings or no offers.

Quick update on [address]. In 14 days we've had [X] showings and [Y] online views, and [Z] homes nearby went under contract — mostly between [range]. The feedback is [summary]. Buyers are seeing it but choosing others. I'd like to talk about our options: an adjustment to [price], a credit toward closing costs, or [another change]. When can we talk for 10 minutes?

Tip: Lead with data, then options. Let them choose.

"We're not giving it away"

The seller resists a reduction.

I hear you, and I don't want you giving anything away either. The market sets the price — we just decide how long it takes to find it. Every week we sit, buyers see the days-on-market climb and start offering less. A small adjustment now often nets more than a bigger one later. What would you want to see to feel good about it?

Expired & FSBO calls

Before you dial: scrub every number against the National Do Not Call Registry and your brokerage's internal do-not-call list, and call only between 9 a.m. and 9 p.m. their time. Don't text or use autodialers or prerecorded messages without prior written consent (TCPA). If they ask you not to call again, note it and don't.

Expired listing — first call

A listing expired and the number is not on the Do Not Call list.

Hi, is this [name]? This is [your name] with White Picket Realty. I saw your home on [street] came off the market — is now a bad time? I won't take much of your time. Are you still hoping to sell? … What do you think kept it from selling? … If you decide to relist, I'd be glad to show you what I'd do differently. Would a 15-minute look at the numbers be helpful?

Tip: Ask, don't pitch. If they say they've already relisted or aren't interested, thank them and move on.

FSBO — first call

A for-sale-by-owner, number scrubbed against the Do Not Call registry.

Hi, is this [name]? This is [your name] with White Picket Realty — I'm calling about the home for sale on [street]. Are you working with buyers directly? Great. I'm not calling to talk you into listing. If it would help, I can send you the recent sales nearby so you can check your price, plus a list of what buyers' lenders will ask for. No strings. Would that be useful?

Tip: Give value first. Many FSBOs list later with the agent who helped.

Follow-up voicemail

They didn't answer the first call.

Hi [name], it's [your name] with White Picket Realty, about your home on [street]. I put together the recent sales near you — happy to send them, no obligation. My number is [phone]. Thanks!

Tip: One voicemail and one follow-up is plenty. Don't text unless they've given you consent to.

Sphere & past clients

Home-anniversary check-in

The anniversary of a past client's closing.

Hi [name]! Can you believe it's been [X] year(s) since you got the keys to [address]? I hope you're loving it. If you're curious, I can send you what homes like yours are selling for now. And if there's ever anything you need — a contractor, a question about taxes — I'm here.

Property tax protest reminder

Spring, when appraisal notices arrive.

Hi [name] — appraisal district notices are going out. If your value looks high, you can protest it; the deadline is usually May 15 or 30 days after the notice, whichever is later. I can pull recent sales near you for evidence — want me to?

Tip: Check your county appraisal district's deadline before you send it.

Asking for an introduction

A happy client after closing, or at a check-in.

I loved helping you with [the home]. Most of my business comes from people like you introducing me to friends. If someone you know mentions they're thinking of buying or selling, would you be comfortable passing along my name? I'll take great care of them.

Tip: Ask once, sincerely. Thank them every time they refer someone, whether or not it closes.

Reconnecting after a long gap

Someone in your sphere you haven't talked to in a while.

Hi [name], it's [your name]! I was thinking about you — how's [something personal you remember]? No reason for the call other than to catch up. … By the way, I'm with White Picket Realty now, so if real estate questions ever come up, I'm your person.

Open house

Greeting at the door

A visitor walks in.

Welcome in! I'm [your name]. Feel free to look around — the [best feature] is my favorite part. Would you mind signing in? It helps the seller know who came through. Are you looking in this area, or just enjoying a Sunday?

Tip: If they're already working with an agent, respect that and offer to send info to their agent.

Starting the conversation

A visitor is lingering after the tour.

What did you think? … Is it close to what you're looking for? What would the perfect home have that this one doesn't? … I can set you up with new listings that fit that. If you'd like help, we'd start with a short sit-down to go over how buying works and the buyer agreement Texas requires.

Tip: Before you show them other homes privately, you'll need the written agreement.

Talking about the area

A visitor asks "Is this a good neighborhood?" or about schools.

Great question — that's a personal call, and I want you to have the facts to decide for yourself. I can point you to the school district's site and TEA ratings, the city's crime map, and a list of nearby parks and commutes. What matters most to you?

Tip: Never describe an area by who lives there, or call schools or areas "good," "bad" or "safe." Point to sources. That's fair housing.

Multiple offers

Telling buyer agents there are multiple offers

Your listing has several offers.

Hi [agent], thanks for your offer on [address]. I want to let you know we've received multiple offers, and my seller has asked for everyone's highest and best by [day, time]. They'll review them all together. If you have questions about terms that matter to the seller, I'm happy to share what I can.

Tip: Give every buyer's agent the same information at the same time. Only share terms of other offers if your seller has authorized it in writing.

Coaching your buyer in a multiple-offer situation

Your buyer is competing.

There are other offers, so let's put our best foot forward. Price matters, but so do terms: a strong pre-approval, a shorter option period, a flexible closing date, or a bigger earnest money deposit. I'll tell you what I know about what the seller wants. Only you can decide how far to go — what number would you be at peace with, win or lose?

Tip: Don't advise waiving inspections or appraisal protections without explaining the risks clearly.

Presenting multiple offers to your seller

The offer deadline has passed.

We got [X] offers. I've put them side by side: price, how the buyer is paying, the option period and fee, earnest money, closing date, any seller credits, and what they're asking for. The highest price isn't always the best offer — let's look at which one is most likely to close on your terms.

Common objections

"We'll wait for rates to drop"

A buyer wants to hold off.

That's a reasonable thought. Nobody knows where rates will go. Here's the trade-off: when rates drop, more buyers usually come back, and competition and prices can go up too. One option is to buy a home you can afford at today's payment and look at refinancing later if rates fall — though refinancing has costs and isn't guaranteed. Want me to run the payment both ways so you can see it?

Tip: Never promise rates will drop or that refinancing will be possible. Show the numbers and let them decide.

"Another agent will do it for less"

A seller has a lower-fee offer.

They might — fees are negotiable and every agent sets their own. The question is what you net after the sale. Let me show you exactly what I do: [pricing, marketing, negotiating, managing the inspection and appraisal]. If the other agent offers the same for less, that's worth weighing. If not, the difference in your sale price and how smoothly it closes may matter more than the fee.

"We want to try selling ourselves"

A seller wants to go FSBO.

I respect that — some people do it successfully. If it helps, here's what to plan for: pricing it right, getting it in front of buyers, screening for pre-approval, the TREC contract and option period, inspections and repairs, and coordinating with the title company. If you find it's more than you want to take on, call me. Either way, I'm happy to send you recent sales so you start at the right price.

"Zillow says it's worth more"

A seller quotes an online estimate.

Online estimates are a good starting point, but they can't see inside your home — your updates, your layout, or what's next door. Zillow itself says its estimate isn't an appraisal. Let me show you the actual homes that sold near you and how yours compares. That's what a buyer's appraiser will look at too.

"Let's think about it"

A buyer or seller won't commit at the end of a meeting.

Of course — it's a big decision. So I can be helpful, what part do you want to think through? Is it the timing, the numbers, or something about working together? … I'll follow up on [day]. In the meantime, call me with any questions.

Tip: Then follow up when you said you would.

Scripts & objection library