"Open House Boot Camp"

After attending quite a few open houses over the last few years and particularly after last Sundays disastrous events I feel compelled to put on an "Open house boot camp". Much and all that I wish I could put a boot in some other brokerages camps I cannot, so instead I will just write about such a camp and hopefully it will be a little less painful.

You see what I just cannot understand is how a real estate agent with all their training, knowledge and expertise can put on such a shoddy, badly thrown together disaster of an open house even though they know that this is the first appearance, the showcase, the house at it's supposed best viewing they will get to perform for their prized client, the seller.

What are these agents thinking? Or worse, what are their brokers thinking in allowing an agent of their company represent them like that? I'm amazed at how little planning and preparation goes into this important event.

However, in order that I stop my ranting I have been wisely advised that I need to be proactive in my complaints. So I have prepared an "Open house boot camp" so to speak. Below is a list of "remembers" that every agent should know as well as knowing how to pick up their commission check.

•·       Always remember that you are representing your client, the seller and you are dealing with probably the largest asset they will ever own.

•·       Never assume that your client, the seller, has any idea of what to do.

•·       Always remember that it is your job to direct your client in what needs to be done in order to sell their house for the price they want.

•·       Do a walk through with your client and point out all of the things that need to be cleaned. For instance, the skirting board, grout in the bathtub, door knobs. There is absolutely no sense just sitting at a table and telling them what needs to be done, when a walk thru while pointing out all of the areas that need to be cleaned will have a much bigger impact. When they see the magnitude of the job they may be more inclined to hire a cleaning service.

•·       During your walk thru, point out all of the things that need to be repaired, dripping faucet, squeaky door, missing light switch plate etc. Sometimes things can be broken for so long that the homeowners may not even notice anymore.

•·       Pick out at least one large piece of furniture that needs to be removed from each room. This will make the rooms look much bigger and if you choose the piece of furniture then they may be more inclined to do it. While you're there go ahead and temporarily remove the piece of furniture to another space so that you can take a picture of the room for your open house brochure and it will also give the clients a chance to agree with you.

•·       While doing your walk thru, write everything down, preferably using a pad with carbon paper as this way you can give them a copy of their to-do list and you get to keep a copy so that you can check that it was done.

•·       Remember to explain in detail what needs to be done to prepare the exterior of house. State the obvious, like mowing the grass, cleaning out flower beds, getting rid of cobwebs from the front door. You would be surprised how many agents neglect to tell their clients the importance of curb appeal.

•·       Remember almost all of us can smell, so put your sniffer to the test. Pay attention to the smell when you first walk through the door and then again as you do your walk thru. If you suspect even the smallest foul odor point it out to the clients, again this is something they may be used too and therefore don't notice.

•·       Remember don't be bashful be tactful. Your clients want the truth regarding their homes whether they realize it or not. It's your job to tell them what needs to be done to get the highest offer possible. So tell them.

•·       Remember to check on their progress a day or two before the open house. Bring your carbon copy of your checklist so that you have something to work from in tracking their progress and the homeowners will also see that they are being held accountable for what they had previously agreed to do.

•·       Remember buyers and sellers that attend an open house may be your future clients. So not only are they judging the house they may be judging your performance too.

•·       Remember not only are you representing your clients you are also representing your company and real estate agents as a whole.

Always, always remember that you are a professional, hired because of your knowledge and expertise. So give your clients what they are paying for.