Open Houses That Produce Results Why Open

Open Houses That Produce Results

Why Open Houses? n Marketing system that builds on Multiple Prospecting Techniques u Emailing u Door Knocking u Distribution u Phone Calling u Mailing

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

11 days before (Wed) n Select the property YOU want to hold open u Familiar Property u Familiar Neighborhood u High Traffic

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

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

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

9 days before (Fri) n Preview Property n Preview Comparable Properties u u n Active Contingent (if possible) Preview Neighborhood Properties

6 days before (Mon) n Mail Invitations n Install Open Sunday Rider n Door Knock u Invitations u Door Hangers

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

Closing the Open House n n n 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.

Closing the Open House (con’t) n Leave a note for the seller u u Thanking them for the opportunity Recap Activity

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

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

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