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How to SHIFT an Open House Beyond The Basics

By
Services for Real Estate Pros with AZ Veteran Notary Services CA BRE 01444168

I have been reading the book by Gary Keller, SHIFT How Top Real Estate Agents Tackle Tough Times.  I have to say it is pretty amazing and full of lots of ideas on a dozen different topics that I covered in my earlier post.

I've set a goal for myself to cover each of these 12 topics in a separate blog article.  I've found that some of the thoughts come very naturally to me - many mirror my own thinking and push it to the next level, which has to be good and then some are outside of my comfort level.



First, I thought I'd tackle the chapter on Marketing, or as Mr. Keller appropriately named the chapter, Find the Motivated - Lead Generation.  I suppose I am starting here because marketing is probably my strongest skill set in business - certainly it is the one I enjoy the most.  There are many discussions on many different aspects of marketing and for this example I will focus on just one - The Open House.

 SHIFT by Gary Keller - Open House Diagram



LEAD GENERATION

Mr. Keller sys that "That to get the best returns from any lead generation action you take you must go all out.  An example of really working a lead generation method is the open house.  Some just put a sign in the yard while others do much, much more."

Looking at the above chart, how does your typical open house measure up?  My personal best has been between a Level 4 and a Level 5.  I know I have never hit a Level 6, let alone a Level 7.  The gut wrenching truth is I have been lazy and not doing very many Open Houses and when I do, I skate along at about a Level 3, at best.

"In the end, you must decide how much you want to succeed and how much you're willing to do to make it happen," Mr. Keller writes.  He continues, "That may force you to acknowledge and work through your personal behavior style or challenges.  Make no mistake about it; a shift requires you to do all you can with every lead generation method available.  When there are fewer leads, you must give more effort.  Don't get stuck in old ruts.  Anything less that your best effort won't cut it."

Well, I'm stretching my mind to consider all of the possibilities to push myself so that I am not just in the top 5% of the agents in my market, but that I am the best my market has to offer.

Thank you again, Mr. Keller, for another book of infinite career changing wisdom.

DETAILS TO ORDER

Someone can purchase the book by going to: http://giftofshift.com/activerain

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Until Next Time, Have a Blessed Day,

John Occhi, ePRO, REALTOR®
DRE Lic No: 01444168


ePro,John Occhi,www.johnocchi.com,realtor      Certified Probate Real Estate Specialist Logo Awarded to John OcchiFive Star Logo,Certification,REO,Five Star Institute     

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This blog and the contents written here is the intellectual property of John Occhi, Temecula - Murrieta, CA REALTOR® in the South West Riverside County region of the Inland Empire of Southern California.  The views and opinions expressed are just that - views and opinions of John Occhi and those who comment.  Please note that I am not an attorney or a tax professional and any time I discuss either topic, I suggest you consult with the proper professional for relevant assistance. 


I am proud to be a full time REALTOR® who is proud to be a contributing member of the ActiveRain community.

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Comments (15)

Tammie White, Broker
Franklin Homes Realty LLC - Franklin, TN
Franklin TN Homes for Sale

John, my personal best is between level 3 and 4.  I can see I'm going to have to re-read this book.  I love his ideas on this.  Something to work towards in the coming year.  Thanks for the post.

Dec 23, 2009 02:50 AM
Jane Peters
Home Jane Realty - Los Angeles, CA
Los Angeles real estate concierge services

You really do work it, John.  Good for you.  You are motivating me to get some kind written goal setting down for next year as I am a fly by the seat of your pants type.  I am sure you are going to do incredibly will in '10.

Dec 23, 2009 03:31 AM
John Occhi
AZ Veteran Notary Services - Marana, AZ
Mobile Notary Public/Certified Loan Signing Agent

Tammie,

I have had luck with the level 5 activity of door knocking and inviting neighbors - just never hit 100 - my goal was always 50...and I didn't always do this.

I would prepare a SPECIAL FLYER with an Headline along the lines of TIME TO PICK A NEW NEIGHBOR.

This just proves how lazy I am - because it worked on at lest 2 occasions that collectively probably put 6 or 7 thousand dollars in my pocket....hmmm, why did I stop?

Merry Christmas

John

Dec 23, 2009 05:04 AM
John Occhi
AZ Veteran Notary Services - Marana, AZ
Mobile Notary Public/Certified Loan Signing Agent

Jane,

I really am very 'seat of the pants' in most things I do.  I feel like an alcholic or something now, but the first step is to acknowledge the problem.  This is what the lazy fat man must do to survive and grow my business... otherwise, I'm in the heap wioth everyone else.

BTW - I thought you left for Europe on Sunday.  Or is it this Sunday?  Hope so.

Merry Christmas,

John

Dec 23, 2009 05:07 AM
Steve, Joel & Steve A. Chain
Chain Real Estate Investments & Mortgage, Steve & Joel Chain - Cottonwood, CA

John, Your marketing talent is shining through. This is challenging information. 

Steve

Dec 23, 2009 02:31 PM
John Occhi
AZ Veteran Notary Services - Marana, AZ
Mobile Notary Public/Certified Loan Signing Agent

Steve,

Thanks for the kind words - the marketing comes natural to me - it is the rest of this business that I have to work at.

Merry Christmas my Friend,

John

Dec 23, 2009 03:23 PM
Jane Peters
Home Jane Realty - Los Angeles, CA
Los Angeles real estate concierge services

Thanks for the push.  I need to do something also because I am in the heap right now.  I am in Europe.  Check my blog :)

Dec 23, 2009 08:19 PM
Terry Chenier
Homelife Glenayre Realty - Mission, BC

John,

The book is full of good stuff if people will just read it.

Dec 28, 2009 04:10 PM
Walter Grewe III
Long and Foster Realtors - Roanoke, VA
Realtor, SFR, A-REO, Roanoke Homes and Real Estate

John,

Great post from the book. Lead generating can always use a new infusion of energy.

Dec 30, 2009 07:19 AM
Liz Gallagher
LG Home Harmony - Home Stagers & Organizers - Montreal, QC
Montreal Quebec RESA member

Hey John ... have you thought about introducing Staging to your game plan? It could make a huge difference in the turn out you get at the open house and the response time in selling the listing.

Jan 04, 2010 11:40 AM
John Occhi
AZ Veteran Notary Services - Marana, AZ
Mobile Notary Public/Certified Loan Signing Agent

Jane,

Glad this helped - now that you are back from Europe...what have you done?

John

Jan 04, 2010 11:46 AM
John Occhi
AZ Veteran Notary Services - Marana, AZ
Mobile Notary Public/Certified Loan Signing Agent

Terry,

Not only do people have to read the book - they have to have follow-though ang it done.

John

Jan 04, 2010 11:47 AM
John Occhi
AZ Veteran Notary Services - Marana, AZ
Mobile Notary Public/Certified Loan Signing Agent

Walter,

In my opinion, Lead Generation is the most important aspect of any business - yes doing the job and doing it well is critical - but if you don't have the leads, what good is it?

John

Jan 04, 2010 11:48 AM
John Occhi
AZ Veteran Notary Services - Marana, AZ
Mobile Notary Public/Certified Loan Signing Agent

Liz,

I agree in a normal market staging is important and I have succesfully worked with stagers in the past.  Today I sell bank owned properties in volume for a low commission - and for the most part they sell quickly.  There is not enough room in the deal to justify the expence.  My average sale last year was less that $115K

John

Jan 04, 2010 11:50 AM
Rich Rogala
Consistent Clients - Chicago, IL
Real Estate Marketing Coach

Thanks for sharing, looks like I have to add another book to my list! I think this is true for nearly any marketing activity. For the most part, I would guess most people slide along around a level 3 for all their marketing, but have the opportunity to step it up and see huge improvements in all kinds of areas.

Jan 20, 2010 07:37 AM