Often I am frustrated by open houses as they can be to be time consuming, sometimes dull if you're not in the mood for one and there are days when no one really wants to interact much with the agent. I love to try different things and I really enjoy meeting people. I believe the mood you are in will determine the outcome of your Open House. Today I had a very successful open house and I 'd like to share with you what I did . Perhaps you'll get an idea or two and have more fun at the next open you have. Making connections are key at an open house and everytime I touch or talk to someone, I am trying to make a connection.
My primary goal is always to find a buyer or a buyer's agent for my client's home. In the process I usually meet some really great people, neighbors, other agents I'd like to work with and people who need my help. I've found being more interested in their goals, rather than my own, helps me warm the communication channels and open them to sharing more information. If people want to be left alone, I leave them alone, but I have a couple of rules of thumb that assist me in getting to the point that I can understand what they want or need.
1) Always greet a visitor with a warm smile, a hand shake, and a "Thank you for coming"., While looking into their eyes, I introduce myself... "Hi, my name is Kelly". I get their first name with no more than that and if I must, I ask, "and yours is?".
2) Tell the visitor to please sign the Open House register for the owners, and get a fact sheet for them.
3) Offer one or two points of interest about the property and LET THEM EXPLORE....
4) As they are leaving, I thank them again for coming and hand them a business card, just in case they forgot to pick one up and I ask them to call me should they have any additional questions regarding the home or real estate in general.
5) If they are a buyer or seller prospect who really warmed to me, I keep a special treat (okay, I wasn't going to tell, but a single serving of gourmet ice cream - everyone loves vanilla) with me at all open houses. One that, when I offer it to them, they smile, say the really shouldn't and then they take it. They eat it, and then they feel so satiated they go straight home. AND they remember me and the house.
6) I also write them a note, enclose a card, and thank them for the experience.
I do not treat an agent from a competing office any differently than I do a prospect. That agent could very well bring me a qualified client with a strong offer. If I work to set up a positive relationship up front, it will help me make a new friend, a strong ally and could make a future escrow sail a lot more smoothly.
Today I was rewarded for my efforts. Three very viable prospects, one a seller who invited me into her home immediately after the open house and I have a listing appointment with her scheduled for early January. The other a man shopping for homes with his daughter in law from Shanghai. The last, an agent from a competing firm who I took the time to get to know. She thinks my listing is perfect for her friends who are returning to the islands to invest in real estate. She'll be showing it in 2-3 weeks.
Now that is a FABULOUS open house!
A successful open house for me is one that gives good exposure to the house I am listing, draws in neighbors, people in similar neighborhoods who like the area and brings me one person, couple or family who I have interacted with in a positive way and who will trust me to share my knowledge base and experience to help them further their real estate goals.
Signing off from Paradise...
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