327: Avoiding Surprises with Seller Net Sheets & Buyer Cost Sheets

We've all heard the horror stories: buyers showing up to closing short on cash, or sellers shocked at their proceeds. Yikes. The truth? These moments don't have to happen — not if you're consistently using buyer cost sheets & seller net sheets.

In this episode, we're breaking down exactly how we use these powerful tools with our clients to build trust, confidence, and calm. And here's the good news: it's not complicated, it's just math + mindset.

We're talking through every single line item on a net sheet, what to include, when to deliver it, and how to tailor it to each unique buyer or seller situation. Whether you're a seasoned agent or brand new to real estate, this episode will help you become more confident when talking about money — and ultimately give your clients the clarity they deserve.

Here's what we cover in this episode:

• How to create a seller net sheet that builds trust
  
  

• Using cost sheets with buyers to avoid surprise expenses
  
  

• What to do when a seller doesn't understand closing costs
  
  

• Smart strategies for buyer offers based on actual numbers
  
  

• Handling contingent clients with dual net/cost sheets
  
  

• Becoming fluent and confident with money conversations

Key Quotes & Takeaways

• "If your client is surprised at closing, you haven't done your job." — Alissa
  
  

• "We use net sheets to keep our sellers grounded — and focused on the bottom line." — Katy
  
  

• "Every offer gets a net sheet. That's how we avoid emotional chaos." — Alissa
  
  

• "A buyer cost sheet shows them what's real — not just what they 'hope' it costs." — Katy
  
  

• "Don't avoid money conversations. That's where your value really shines." — Alissa
  
  

Products, People & Previous Episodes Mentioned:

• Episode 232: Buyer Brokerage: How To
  
  

• Episode 295: Why Buyer Agents Struggle to Get Paid
  
  

• Agent Systems 101
  
  

• Email Templates 101
  
  

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Music:

Straight A's by Connor Price

The Good Life by Summer Kennedy