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Converting More Business from Your Open Houses

Converting More Business from Your Open Houses. Welcome to my Open House, Please Sign in…. Open Hou$e $. Your ticket to $UCCE$$. Weichert’s Open House Program. 1 out of 3 Weichert Open Houses leads directly to a sale.

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Converting More Business from Your Open Houses

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  1. Converting More Business from Your Open Houses

  2. Welcome to my Open House, Please Sign in…

  3. Open Hou$e$ Your ticket to $UCCE$$

  4. Weichert’s Open House Program 1 out of 3 Weichert Open Houses leads directly to a sale Undisputed industry leader with the strongest commitment to an extensive program Nearly 1 million potential homebuyers visited our Open Houses last year 73% of homebuyers visit at least one open house

  5. Where are YOU? • How many Open Houses do you do a month? • Overall, what percent of your business comes from Open Houses? • Who wants to share a recent Open House success?

  6. ZigZiglar on Commitment • Zig Ziglar, motivational speaker and trainer • Extensive sales background • Held up as an icon in sales training https://www.youtube.com/watch?v=swLa3oVrXxM

  7. Another perspective . . .

  8. Where’s YOUR Commitment? • Do you see open houses as a valuable sales activity? • What’s your level of commitment to doing them? • What if we planned out the next two months of Open Houses together?

  9. With your Commitment, $UCCE$$ will come

  10. 3 Keys to Success

  11. Drive Traffic to your Open House

  12. Driving Traffic . . . Who held an Open House this past weekend? How many guests did you have? Who in this room had the MOST guests attend? Why? What did you do to drive traffic?

  13. Open Houses Step-by-Step • Make the commitment to conduct an Open House. • Drive traffic to your open house • Prepare for an effective Open House. • Conduct the Open House and CLOSE (Ask if they’d like to make an offer. Ask if they’d like to meet.) • Follow Up

  14. Be sure the Open House Rider is on the For Sale sign 6 days prior Call previous open house customers, sellers, buyers, and invite them to the open house Visit the house before Sunday/Saturday to plan a route for signage and become familiar with the house Preview other properties for sale in the surrounding area Knock on doors Thursday to invite all the neighbors! Use the Door Hangers 10 Steps to Drive Traffic! Why are there 2 dates?

  15. Make sure it’s up on Weichert.com Advertise to promote the open house Directional Signs the day of the event work! Balloons attract attention from the street and guide customers to the door. WeichertPRO has a great Open House invite to promote and invite all leads and past open house guests. Share your Open House on Social Media Invite leads and buyers to your Open House using PRO 10 Steps to Drive Traffic! (Continued)

  16. Open House Kit (tools for success) What goes in YOUR kit? Handout: Open House Checklist from www.WeichertOne.com

  17. Drive Traffic - Market your Open House on Social Media

  18. Personalize your pre-formatted message and Share

  19. Drive Traffic to the Open House Invite all your leads with ready-to-use Templates available as part of the Open House Action Plan. NOTE: I’ll stay late and show you online how to do this on your account.

  20. Prepare for an Effective Open The Open House Display Board

  21. Let’s take a look at a couple videos to give you some ideas. Omni Casey, Sales Manager in Virginia used an Open House Display board to demonstrate his neighborhood knowledge. Making the Most of Your Opens

  22. The Open House Display Board The Open House display board has all you need to build your own. Check out Sales Associate Resources, Holding an Open House. Make your OWN Open House display board DIFFERENTIATE yourself from all other realtors Use it to engage and offer value How? . . . .

  23. Use it to Secure an Appointment! On the Market Update Follow the state-specific regulations for inviting customers to meet at an open house This is just a snapshot of what’s happening in Maplewood. I can do a more in-depth analysis on just the property type you’re interested in. Would that be of help? Let’s meet . . .

  24. Use it to Secure an Appointment! On the Internet Competitor Flyer Follow the state-specific regulations for inviting customers to meet at an open house You can see how Weichert beats our local competitors in the marketplace. We have a unique online marketing strategy that results in more visitors to our site. I’d love to show you how this could work for you in selling your home. Would you like to get together on . . . ?

  25. Use it to Secure an Appointment! On the Guide to the Process Follow the state-specific regulations for inviting customers to meet at an open house I can give you this step-by-step guide when we meet to discuss your specific needs in purchasing a home. Would that be of help? Let’s meet on . . .

  26. Conduct the Open House Handout: “Connecting with Potential Buyers and Sellers at the Open House” What about this? Anyone seen it or used it to help them refresh on key tips and techniques?

  27. Open House Engagement

  28. What Questions do YOU Ask? • Let’s break into groups of three. • Take five minutes share the BEST questions you ask your open house guests. • We’ll share in the large group and compare your questions to what we collected. • When you hear a great question, write it down on the handout we just gave you, “Connecting with Potential Buyers and Sellers at the Open House.”

  29. Uncovering Needs “How did you find out about his home?” “Do you live close by or further away?” “Do you own the home you’re living in now?” “Are you planning on selling your current home to buy your next one or is this an investment?” “What one feature do you not have in your current house that you’re looking for in your next home?” “How soon do you want to move?” “How long have you been looking?” “Have you put in any offers? . . . Are you ready to buy?” “What do you think of this home?”

  30. Has anyone used this? The Open House Guest Profile (on WeichertOne.com), gives you a great tool to use as you tour the home with the buyer and learn about their needs. Handout: Open House Guest Profile

  31. Close with each Potential Buyer Close for an offer on the home Close to meet and discuss their needs Close to ask if they have a house to sell To Sell the house OR To schedule a Buyer Consultation at the office or Listing Appointment in their home What do YOU say?

  32. How about . . . . ? • “Is this the ‘One’?” or “Would you like to make an offer today?” • “Do you like this house?” . . . “Great! Let’s go over to my office so we can get the ball rolling.” • If the house isn’t quite right, what do you say next?

  33. Make the Most of Your Open Houses • At each table, there’s an index card with a specific challenge. • Each table has a different challenge to discuss. • Review your challenge and discuss at your tables. • Provide your recommendation to address this challenge and share how you would handle the situation. Index Card with Obstacle. 5 minute discussion then debrief

  34. Typical Challenges at the Open House • Getting them to sign the register • Securing accurate contact information • “I’m already working with an agent.” • “I like this house, but I can’t afford it.” • “I’m not ready to meet. Just starting out in the process and getting a feel for the market.” • Not making a move any time soon. • Too many people at the open all at once

  35. Challenges in Signing the Register(or even getting accurate information?) First Tip: When you greet them at the front door, “Welcome to our open house. My name is Ann Richards. And you are . . . ?” (they will give you their name and will then be truthful when they sign in)

  36. Challenges in Signing the Register(or even getting accurate information?) Second Tip: • When they get to the sign in sheet. Have tent card behind sign-in sheet. “The Seller is requesting that you sign in.” • Then you say: “It’s a matter of safety and security. You understand.” • “And if I had YOUR house listed, I’d do the same thing.”

  37. Challenges in Signing the Register(or even getting accurate information?) Third Tip: “Here’s a free pen.” When you hand them the pen, “Could you please sign in.”

  38. Challenges in Signing the Register(or even getting accurate information?) Fourth Tip: • “Please enter your contact information here. • I want to capture this so I can contact you should the status or price change on this property. Would that be helpful?”

  39. And some other ideas . . .

  40. Challenges in Signing the Register(or even getting accurate information?) • Sign them “out” instead of signing them in! • Build a little rapport • Get to know them a little and let them get to know you • THEN offer to give them an update on the market and alert them to any homes that meet their specific criteria. Gain their agreement and then get their accurate contact information

  41. Challenges in Signing the Register(or even getting accurate information?) • Hand them your business card and say, “Let’s exchange business cards. I can be your eyes and ears in the market place and alert you when something comes up that fits your criteria.” • They don’t have a card on them? “That’s okay. Use mine. Just write on the back your name, eMail and cell phone. I’ll only contact you when something lines up with your interests.”

  42. Too Many People at Once • Get a colleague and do the open as a pair • Have display board and materials to occupy them • Give them a group TOUR and have people join the tour as they arrive. • Use sign. “Please be patient. . . If this were your home, you would want someone to accompany guests.”

  43. Would you use something like this?

  44. The Group Tour • Make sure you have a game plan of what you’re showing first, second, flow, etc. • “I’m going to take you on a personal tour.” • Ensure everyone stays together and should new guests arrive, invite them to “join the tour!” • This way, no one is wandering the home alone.

  45. Or how about this? • Get some sleigh bells • Hang them on the door at the front of the house • When you hear the bells, excuse yourself and invite the new guests to “join the tour!” and have them meet up with your other guests. • Keep everyone with you.

  46. Not ready. Just starting. • “Great. That’s a great way to start.” • “You’re smart to start early.” • “Let’s get together with my Gold Services Manager so you can see what your Buying Power is.” • Build a sense of urgency: discuss houses that sold recently. • Show other properties on the market

  47. I’m “Already Working with an Agent”(sounds like, “I’m just looking.”) • “I understand.” • “Would you be interested in working with me if I found a particular home that suited your specific needs? Would you work with me on just that property if it turns out to be the right one for you?”

  48. “I like it . . . I just can’t afford it.” • “I understand.” • “I have a partner on my team who can speak with you about your buying power. It’s a confidential meeting between you and Tom that will result in your having a clear picture of what your monthly payment would be with the different programs he has available for you.” • “It’s worth the discussion because you may be surprised at what’s available for financing homes today.”

  49. “I like it . . . I just can’t afford it.” • “Interest rates are so low that you might be surprised just how affordable this home is. Your purchasing power could be much more than you expect.” • “If a full price offer is out of your range . . . You might still want to write up an offer . . . What do you have to lose?” • “If I learn of another house, wouldn’t you want to know about it? You would be the 2nd person to know about it. (I would be the first.)”

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