Karen Drebes is a Virtual Assistant who operates Sources for Sources. Not long ago, Karen posted a tidbit on the REVA Network bulletin board about how she creates a unique kind of Buyer’s Book for her real estate clients. Karen supports sales professionals across the United States by providing a variety of services. However, it was the words “Buyer’s Book” that got everyone talking.

I used this opportunity to contact Karen and find out more information on how she supports her real estate agents – virtually. Karen has been working with real estate agents for more than two years. Sarah Weddle of Coldwell Banker – Pinnacle Peak Realty was one of Karen’s first agents. Karen and Sarah started out working together on a listing presentation package. Over time, this led to Karen creating a distinctive style of Buyer’s Book for Sarah and for Karen’s other clients.

What is a Buyer’s Book? I asked Sarah, and she told me about two different types of Buyer’s Books that Karen creates for her. The first is a book that you can give to prospective buyers that you are working with. The book will help to explain the buying process. Sarah told me, “Karen creates these books and then I give the book to people that show an interest in working with me. I use it as a talking guide to information about the buying process. This is good even for “seasoned” buyers who may not be familiar with purchasing in our state (Arizona).”

The second type of Buyer’s Book is one that Karen creates specifically for a single listing. It is left in the home for prospective buyers (of that home) as a reference guide. Prospective buyers will linger a bit longer in the home when they pick up and read the book. It gives them area information, tax records, utilities, and other valuable information for that home or subdivision. The book is also left with the home so the ultimate buyers will have it for their future reference. It also serves to get your name out to everyone that visits that home.

After chatting with Sarah about what a “Buyer’s Book” is and how a real estate agent could use it to benefit their clients and prospects, I called Karen to find out how she puts one of these books together.

Before starting on a Buyer’s Book for a sales associate, Karen spends time collecting or researching the data that will need to be included in the book. Karen told me that usually, the real estate professional has an idea of what they want in the book. And, Karen also has a wealth of information and ideas that can be included as well. Karen and her clients actually work backwards to create the finished product. First, Karen asks her real estate client to “visualize” the desired end product. Once she has their “visual concept,” there are more questions, such as:

1. How will the book be bound? Spiral, plastic coil, binder? Or will these be loose pages in a corporate pocket folder? Who will do the binding? Does the sales associate have a binding machine in his/her office or will I do the binding?

2. What do you see for a front cover? What about using the corporate pocket folder? We can slit the corporate pocket folder down the spine and use the two pieces as front and back for the book --and you have the added feature of pockets! Do we use a front-page cover with acetate overlay or a stiff back cover? Do we need to look for corporate colors?

3. If we are using acetate, we will need an impressive first page to show through – what do you see here? We may have to seek out images and text for this.

4. Do you see your book as having sections? If yes, Karen suggests no more than five sections -- name the sections you want.

5. What about the paper stock? She always suggests a premium stock of at least 24 lb., perhaps with a slight fleck, color, or texture. Karen also suggests avoiding linen finishes.

6. If her client is local, she will assemble and deliver the books. Virtual clients require assembly and then snail mail. If the agent would prefer to manage this part of the process, Karen emails the completed file to the agent for printing and assembly.

7. Karen also has excellent PDF skills and can convert the finished Buyer’s Book for online viewing. But some agents want the book to be sent to them as a PowerPoint slideshow.

Whew! You would think that’s enough information to create the book. But as we talked, I found out that there is a lot more effort that goes into it. If you can make use of existing resources – do it! There is no sense in reinventing the information. If the corporate office has information or resources that can be used in the book, let’s consider it. Also, many times local title companies have information they are willing to share. Karen mentioned that she’s currently working with a REALTOR and he’s been able to obtain permission from the title company to scan certain pages and use them in his Buyer’s Book.

Karen believes it is important to customize your Buyer’s Book. Think about customizing each book for individual recipients. There will be certain pages that have variable data fields for the buyers’ names and other data you may want to include for a specific prospect. Some sections in your Buyer’s Book will be static and others will require customization.

You should also enhance a Buyer’s Book by including neighborhood and demographic data. There is a wealth of information that could be added to make the buyer’s transition to the new city or neighborhood a lot easier. The Buyer’s Book can answer basic questions for a new homeowner, such as, “How do I apply for a driver’s license?” or “How do I obtain a pet license?”

If you don’t know the answers to these questions, you should consider hiring a Virtual Assistant to do most of the work of creating your own custom Buyer’s Book. This helps make sure that the impression you leave with your prospective buyer is the best. Sarah said, “Buyer’s Books provide an extra level of service and something they can take away.”

According to Sarah, “One of the best things about working with a Virtual Assistant such as Karen is that she is always thinking of things that will set me apart from the competition. I can also bounce ideas off of her.” It is wonderful when a real estate professional is able to use the services of a Virtual Assistant to provide such fantastic resources as Karen and others. I think Sarah said it best when she said, “Karen is able to focus on one aspect of my business so that I can focus on making business.” Way to go, Karen!

P.J. Babcock is our VA CORNER columnist and one of the founders of REVA Network. You can visit her website at Virtual Training Center and contact her via e-mail at pj@vacentral.com

EDITOR'S NOTE: We welcome PJ as our new VA CORNER columnist!  In addition to being a professional VA, she has been on the training side of real estate for over 25 years.  We encourage you to send in your questions and comments to her.

(NOTE: Mr. Internet, his company and staff receive no compensation whatsoever from any third party vendors or service providers. Also any virtual assistant or consultant profile found in this publication is not to be construed as an endorsement of their services by Mr. Internet or his company.)