Open Houses That Produce Results

1. Open Houses That Produce Results

2. Why Open Houses? • Marketing system that builds on Multiple Prospecting Techniques • Emailing • Door Knocking • Distribution • Phone Calling • Mailing

3. Prospecting Menu • Sphere of Influence • Emailing • Geographic Farm • Demographic Farm • Open House • Direct Mail • FSBO • Expired Contact • Advertising • Cold Calling • Door Knocking • Customer Service Time • Personal Promotion • Social Media

4. 11 days before (Wed) • Familiar Property • Familiar Neighborhood • High Traffic • Select the property YOU want to hold open

5. 11 days before (con’t) • Consider additional agent to assist • Confirm with Listing Agent • Prepare Advertising • Send to Ad Coordinator • Know regulations regarding permits, flags and balloons

6. 10 days before (Thurs) • Select Area(s) to Invite • Surrounding Neighborhood • Lower Priced Area that would move up to this property • Your Prospects • Your Sphere of Influence

7. 10 days before (con’t) • Determine Marketing Piece(s) • Invitation • Flyer • Door Hanger • Create or Order • E-Flyer

8. 9 days before (Fri) • Preview Property • Preview Comparable Properties • Active • Contingent (if possible) • Preview Neighborhood Properties

9. 6 days before (Mon) • Mail Invitations • Install Open Sunday Rider • Door Knock • Invitations • Door Hangers

10. 5 Days before (Tues) • Have Escrow Prepare Buyer Closing Costs • Assurance Mortgage prepare Financing Flyer • Order Water bottles • Continue Marketing Efforts that you selected

11. 4 Days before (Wed) • Collect Local Area Information • Chamber of Commerce • School District • Association of Realtors • Schools • Shopping • Parks • Transportation

12. 4 days before (con’t) Start the process over for the next Open House Prepare E-Flyer as Open House • Personalized with your name (if not your listing) • Make copies • Email to SOI, Prospects

13. 3 Days before (Thurs) • Prepare Handouts for Open House • Copy of E-Newsletter • Local Information • Check comparable properties • Availability/Status • Open same day?

14. 2 days before (Fri) • If using laptop, prepare slide show of comparable and or neighborhood properties • Prepare, Personalize, Print Active Comparable Listings from MLS as handout

15. 1 day before (Sat) • Add to Craigslist as an Open House • The later in the day the better to get better placement when searched • Social media Posting

16. Open House Day • Gather Information to Take • Flyers • Business Cards • Local Information Check advertising to be aware of other open houses in the area • Name Tag • Comparable Information • Guest Book or Registry • Laptop

17. Open House Day • Stop at the Market • Buy a bag of ice • Put in kitchen sink with water bottles from Assurance Mortgage • Dry Candy/Mints • Flowers • Gift Card for Drawing ($25)

18. Open House Day Arrive in time to set up • Go to the home FIRST! • Prepare home for showing • Get seller’s permission • A/C or Heat • Fireplace • Candles or Air Freshener • No Animals!! No Land Mines • Lights On, Drapes Open

19. Open House Day (con’t) • Put note on door…back in xx minutes • Go to furthest point out and place open house signs • Often consumers will follow you to the house…and you’re ready!

20. Actual Open House • Wear your name tag • Your safety is most important. Be aware of your surroundings and security of the home. • Your attitude is key!

21. Guests Arrive • Greet them with a warm welcome • Ask them to sign the guest registry on your laptop • The seller requests that anyone who wants to see the house please give their name and contact info

22. Ice Breakers • Do you live in the neighborhood? • How did you find out about this Open House? • Are you working with an agent? • What size home are you looking for? • Have you seen any homes that you’ve liked?

23. During the Open House • Have your laptop running a slide show of comparable homes • Offer copy of comparable homes that you have personalized with your name, email, websites etc • Buyer Broker Agreement…just in case you can sign one up! • Buyer Sale Package

24. Your attitude dictates your success • Be Positive • Be Helpful • Listen to them and Learn their needs and wants • Provide Premier Service to both the Seller and Buyer

25. Closing the Open House • Put a note on the door that you’ll be back in xx minutes • Go to the furthest sign out and pick up signs…often there will be someone looking until the last minute, they’ll follow you…again you’ll be ready! • Return the home in the condition in which you received it.

26. Closing the Open House (con’t) • Leave a note for the seller • Thanking them for the opportunity • Recap Activity

27. Day 1 After the Open House • Add Contacts to your Real Living Business Center Contact Manager • Contact all guests through whatever means possible • Set the contact up on a campaign • Ask for feedback on the home • Ask for appointment to qualify and get their commitment to you • Offer to show them properties that fit their needs

28. Miscellaneous Thoughts • If you are working the open house with another agent • Have a written agreement on how you will be handling the public that attends • Referral? • Split Commission? • If one of you brings the buyer?

29. Miscellaneous Thoughts • Consider yourself as putting on a performance: • A buyer or seller may be evaluating you to be their agent • People will look for your enthusiasm, confidence, trust • This is your opportunity to show your Premier Service Attitude