The Buyer Track

Creating a Client Experience Framework Using Your Buyer Timeline 

In this session, we’ll walk you through your CSC Compass One Buyer Timeline template and show you how to run your business like a business using a clear, structured system.

You’ll learn each phase of the buyer timeline, the mindset needed at every step, and the framework to execute a high-level client experience from the first conversation through closing.

By the end, you’ll have a complete approach for guiding buyers with clarity, setting expectations with confidence, and delivering a seamless, organized experience that keeps clients informed, supported, and ready to move forward.

Mastering Pre-Qualifying with ChatGPT Projects

In this session, you’ll learn how to pre-qualify buyers using the MED-C framework and the Magic Question to uncover their motivations, expectations, disappointments, and concerns so you can walk into every appointment fully prepared. We’ll break down how to gather the information that matters most early in the process, set clear expectations, and understand the emotional and practical drivers behind their search.

From there, you’ll learn how to use ChatGPT Projects to organize your notes, translate MED-C into a customized buyer profile, and tailor your consultation around what the client is truly looking for in an agent.

The outcome is a pre-qualification process that feels natural, a clearer understanding of what matters most to your buyer, and a consultation that’s aligned, personalized, and positioned to create a committed relationship.

The Buyer Presentation Prep System

The Buyer Presentation Prep System 
In this session, we’ll show you how to fully prepare for your buyer consultation using the systems, tools, and insights you’ve already built. You’ll learn how to review your buyer’s MED-C and Magic Question responses, organize your notes inside ChatGPT Projects, and prepare a clear outline that reflects what matters most to them.

We’ll walk through how to curate Compass Collections that showcase on-market and off-market opportunities, organize the sections of your Buyer Presentation, and prepare the Compass One demo so you can confidently walk buyers through how you’ll guide them at every step. You’ll also learn how to structure your communication plan, align expectations early, and prepare the next-step materials that strengthen your partnership.

By the end, you’ll have a complete, professional preparation process that positions you as the trusted advisor who shows up informed, personalized, and ready to lead your buyers through their search with clarity and confidence.

Part One of the Buyer Consultation Presentation

In this session, we’ll walk you through a structured buyer consultation from the moment you meet the buyer. You’ll learn how to conduct—or review—the MED-C pre-qualification, ask the Magic Question, and transition into the Grim Reaper pitch to quantify your value and eliminate any future competition.

We’ll show you how to clearly communicate the difference between a Partner Agent and a Service Provider so buyers understand the relationship you’re offering and the level of support they can expect.

We’ll finish by walking through how to personalize and collaborate on their entire buying experience using Compass One, giving your clients confidence, clarity, and a seamless path forward.

Part Two of the Buyer Consultation Presentation

In this session, we’ll walk you through the second half of your buyer consultation. You’ll learn how to guide buyers through their needs analysis and functional flow so you understand how they live, what they value, and how to match their lifestyle to the right homes and communities.

We’ll show you how to demo Compass One in a way that feels organized and elevated, and how to prepare buyers for making strong, competitive offers.

You’ll also learn how to introduce the “Knowing Your Numbers” conversation and use the Buyer Questionnaire to confirm priorities and must-haves after the consultation.

We’ll finish by aligning on partnership expectations, communication preferences, and the “What Happens Next” steps so buyers feel supported, informed, and confident moving forward.

The Buyer Objection Handling Playbook

In this session, we’ll show you how to handle the most common buyer objections with clarity, confidence, and intention. You’ll learn how to interpret objections as requests for more information—not rejection—and how to uncover the emotional and logical needs behind concerns around interest rates, affordability, timing, market conditions, commitment, and choosing which agent to work with.

We’ll walk you through how to respond using active listening, paraphrasing, and empathetic language so you can address both the facts and the feelings driving hesitation. You’ll also learn the difference between an objection and a condition, so you can quickly determine whether the buyer needs reassurance or whether their concern requires a different strategy.

By the end, you’ll have a simple, repeatable approach that turns uncertainty into trust, strengthens the relationship, and positions you as the advisor they feel safest relying on throughout their home search.

Finding Homes and Touring Properties

In this session, we’ll walk you through how to find homes and deliver a seamless, elevated touring experience using Compass technology. You’ll learn how to use Collections to curate on- and off-market options, collaborate with buyers, and streamline their decision-making.

We’ll cover how to organize and schedule Tours through Compass, present properties with confidence, and collect feedback in a way that helps buyers feel understood and supported. You’ll also learn how to leverage AI to organize buyer feedback, preferences, and requests so you can refine your search with precision and stay aligned with what matters most to your clients.

Finally, we’ll explore how Business Tracker and the CRM keep your pipeline organized and communication consistent. By the end, you’ll have a complete system for finding homes, touring with purpose, and guiding buyers toward clear, confident decisions.

Using Your System for a Luxury Client Experience

In this session, we’ll walk you through how to use Compass One with your active buyers to deliver a seamless, high-level client experience throughout their home search. You’ll learn how to navigate the Buyer Dashboard, show clients where to find saved homes, tours, documents, notes, and upcoming steps, and use real-time collaboration tools so they always know what’s happening and what’s coming next.

We’ll walk through how to manage tours and feedback inside Compass One, keep the search organized, and use the platform to reinforce clarity, transparency, and partnership. You’ll also learn how to run your communication plan within the system and structure your weekly buyer check-ins so clients feel supported, informed, and confident at every stage.

By the end, you’ll have a simple, repeatable approach for using Compass One to elevate the buyer experience and strengthen the relationship from search through closing.

Writing Winning Offers + Negotiating

In this session, we’ll walk you through how to write winning offers and negotiate with clarity, confidence, and strategy. You’ll learn how to use AI to explain the market in simple, data-backed language before discussing offers, setting the stage for stronger decisions and positioning your buyer to succeed. We’ll cover how to craft an offer that reflects both your buyer’s needs and the seller’s motivations, and how to avoid positional bartering by presenting the story of your buyer—not just a price.

You’ll learn how to highlight certainty using a structured offer template, build rapport with the listing agent before submitting, and frame your buyer’s strengths in a way that inspires confidence. We’ll also walk through how to compete in multiple-offer situations using strategic terms, personalization, and ethical touches that help your offer stand out.

By the end, you’ll have a repeatable negotiation framework that positions your buyers to win.

Winning Offers Through Contract to Close Process

In this session, we’ll walk you through how to deliver a luxury, high-touch experience from the moment your buyer goes under contract through closing day.

You’ll learn how to set clear expectations, prepare your clients for a successful inspection, and guide them through repair conversations with clarity and confidence.

We’ll show you how to build a personalized moving plan, create a shared calendar, and use Compass One to keep every step organized, visible, and easy for your clients to follow. You’ll also learn how to run weekly check-in calls, stay ahead of key deadlines, and support your buyers through their move.

Finally, we’ll show you how to extend the relationship during this phase so it feels guided, intentional, and relationship-driven—turning contract-to-close into a powerful foundation for lifelong loyalty and referrals.

By the end, you’ll have a repeatable system that delivers a seamless, elevated experience long after the offer is accepted.

The Referral Engine Turning Every Buyer Into Repeat Business 

In this session, we’ll walk you through how to turn every buyer into a lifelong client through intentional connection, personalized value, and consistent outreach long after closing. You’ll learn how to create a post-closing relationship plan that includes curated gifting, meaningful milestone touchpoints, handwritten notes, and service-based follow-up that feels genuine through AI.

We’ll show you how to use Compass One to continue to add value to your clients and your CRM to track key dates, stay organized, and ensure every client receives ongoing attention. You’ll also learn how to integrate local marketing—community spotlights, business partnerships, neighborhood updates, and market insights—to stay visible and relevant in a way that continues to add value.

By the end, you’ll have a simple, repeatable system that strengthens loyalty, drives referrals, and positions you as the trusted advisor your clients rely on long after closing.

In this final session, we’ll bring everything together with a full recap of the systems, strategies, and tools you’ve learned throughout the Buyer Track.

You’ll have dedicated time for Q&A, real-world scenarios, and personalized guidance to ensure you feel confident implementing the complete buyer experience from pre-qualification through post-closing connection.

We’ll also walk you through the next steps in your development, including how to choose your next track and, for those who have been with us for a year, how to renew into the Advanced Success Track.

By the end, you’ll have clarity on your progress, a clear plan for what comes next, and the confidence to continue building a business driven by relationships, referrals, and the systems you’ve mastered in this program.