Holding the Open House Objectives How

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Holding the Open House

Objectives • How To Conduct A Successful Open House. • Know What Items To Bring To The Open House. • Objection Handling Dialogues. • Closing Up The Open House.

What to Bring • Review the “Must Haves” • Review the “Nice to Haves”

Showcasing • • • Put up signs Arrive 30 minutes early Display balloons, mat, brochures, etc Mortgage payment sheet Marketing materials Display agency related materials/forms

Showcasing • • • Display “DOORS” Portfolio Turn on lights Open curtains Appropriate music Dress Appropriately/Nametag Marketing placards

Meet & Greet At Your Open House • First impressions count for a lot. So let’s be sure you start off on the right foot. Here’s the perfect picture of you standing in the doorway of your “perfect” Open House. 1. 2. 3. 4. 5. Wear your nametag Enthusiastically greet with a warm, friendly smile & handshake Thank them for coming to your open house Have a pen, several of you business cards and an open house guest register in hand Ask all guests to sign in on the Open House guest register

Meet & Greet at your Open House • Why is it important to get EVERYONE to sign in? – Safety/security – Record of who came – Reports to seller and manager – Greeting Dialogue: “Hi, my name is (your name) and your name please (as you put pen to paper). Thanks for coming to our Open House today. I’d like to quickly register you before reviewing the house – can I have your address please? Review Objections

Handling Objections • Objection #1: “I don’t want to sign in. ” • Objection #2: “I’m working with another real estate agent. ”

Closing Up The Open House • Before leaving – – – Turn off lights Clean kitchen area Remove all items you brought Restore home to original condition Write thank you notes to prospective buyers Secure home

Closing Up The Open House • After – – – Take down signs Thank neighbors for sign placement MLS search for prospective buyers Call listing agent with activity report Follow-up calls/e-mails to attendees Put ALL prospects in contact management system – Reward yourself for a job well done

Follow-up • Every guest should receive a follow-up within 48 hours – – 74% will buy within 6 months Competitive edge Consistent with our full-service image Protects against appearing discriminatory • Review dialogues

Task Assignments • Meet With Mentor • Make 10 more SOI contacts. • Assist in conducted all activities of Holding an Open House • Complete “Results & Activities” sheet • Complete “Conducting An Open House”

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