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How do you capture leads from open houses?

There have been several great blogs written on open houses recently. Last Sunday I just did my first open house which I thought was quite successful based on the amount of traffic I had through. However, after some serious I thought I realized that I haven't come up with a good way to capture leads from the open house. Many of you do this successfully. I am curious as to what methods work best for you. Do you make a "sign-in sheet" or use a beautiful store bought guest book. Or do you give them enough valuable information during your time together that they come back to you?

Thanks for stopping by and I appreciate any and all suggestions!

Posted by Yvonne Brown on 04/26/2007 09:17 PM

Comments (22)

open houses

22 Comments on How do you capture leads from open houses?

APR

2007

I just make a sign in sheet and have someone fill out the first line, if I have to have my assistant or a friend come and view the house I will. I use their name, phone number and email address. I then talk to them and prequalify and weed out those that are working with agents and take notes on my own.

I have made a sheet of paper with the address of the open house at the top and then have a line for name, phone number and email address. As people come in to the open house I ask them to sign in. I don't do many open houses any more but this was very effective when I used it.

I got this one from my ABR class - so I can not take credit for it. When you ask them to sign up ask them if they are visiting other open houses and if they are working with an agent.... and when they say yes they are visiting other open houses (even if it is next weekend) and no they are not working with an another agent have them sign up - and for doing so, give them a view the house without being bugged by the agent card.... this is your business card that you laminate - when they visit other open houses and the agent says are you working with an agent - instruct them to whip out your card and say why yes we are thank you... her name is Yvonne Brown - we have her card...

You will know when this is working when the agent calls you to get feed back from your clients visiting the open house... it really does work

Yvonne is right. You simply should instruct them on what to do. I ask all my clients to sign my name up when they go to OH. Mostly do. In the begiing I was shy to ask them but now I ask and they think it is part of the whole process. They don't even quesion it. Sometime they are working with another agent, but just because the other agent didn't ask them the same, they tell you, well, yes and no, we are shopping around. Make sure you follow up with all your guest the same evening with an email that asks them few questions about their criteria. This way you keep the conversation going.

If you want you can go to a free class at Keller Williams in Vancouver on how to maximize your efforts at open houses. Let me know if you would like to attend the free class.

Jason Vombaur- vombaur@gmail.com- (360) 852-2154

We have used the "free drawing" with some success, though the motive is somewhat transparent:-)

I found the free drawing to be good. I get a book that gives the people $100 of free gas. I Pay 10 to 20 for it depending on how many I buy up front. Pint being that give something of value when they sign in. No raffle. Do this for the first XX that show up. I would ask questions first. I do not have people sign up working with someone. If the cost is an issue have a Joint Venture with another group of people. Like a LO. I have had some home inspection people throw money in as well. I do this because I ask them if they would like a free buyers package sent to them? Most say yes. I never drop it off or give it right then. You could. In it have some partners you work with in it.

Ok this is getting long. best of luck. All the people h=on here have their own style. It will come to you. Just do not go after people that have a Realtor already.

Chris - Your idea of having someone tour the home and fill out the sign in sheet is great. Especially with me being so new it might be nice to have a "dress rehearsal".

Marchel - I have heard of people doing this. What percentage would you say were correct leads vs. made up names and info?

Thesa - This is such a creative idea! if anything is unique enough to make me stand out to potential clients!

Soha - I think your suggestion about the immediate follow-up is really important. I thik this approach is very valuable in that it lets them know I am a professional and ready to service their needs.

Jason - Thanks for taking the time to comment and for the suggestion!

Roberta - This is something I currently do on my website with great success - it didn't occur to me to carry this over to my open houses. People like to win....

Dave - With gas prices skyrocketing nationwide this is a great gift to offer people! I like the idea of giving them something of value when they sign in. Is there a website where I can find these gas books?

APR

2007

With the new "no call law" I have a form I use at open house that I have my perspective clients

fill out. I casually ask them to fill it out if they would, and if they don't feel comfortable filling in their

address and phone number, if they would just include their e-mail address. I find I can accomplish this

about 100% of the time. I have a very low-key approach at open house and generally do not have any

problems getting the information I need from almost every contact. The more interest you show

regarding their needs, the more information you can acquire. My form asks if they want to be put on my

mailing list, be contacted regarding a market analysis and the time-element if they are actually looking

for a home.

I have my title guy make me up a personalized sign in sheet that has a picture of the house and address. This way when I am going over my leads and contacting them down the road periodically, I know what house it was and also have any comments they may have made there.

Also, Jeanne has a good point about the no call. I have a spot that lets the clients know when they fill this out that they are allowing me to call and/or email them.

I also, try to get emails so I can keep them posted about any new listings, reductions ect... I also, send them my news letter, which I am about to completely make on my own to my local.

Drawings are a great idea. It is an easy way to get people to sign your sign in sheet.

I also, give out invites on the Friday before in the neighborhood and then other neighborhoods close to house on Saturday and Sunday before the open house. Let everyone know you are having an open house and that they and their friends and family are invited.

Good luck and keep me informed. Earl

Jeanne - The no call law makes me totally nervous. I like your low key approach and feel that this is a style is more suited to me.

Earl - Getting the e-mail is such a good idea because in this age of no soliciting signs on doors and a do not call list, e-mail is one way that we can still make contact without being considered to be too invasive! Besides, my postage habit is getting expensive!

Wondering- have there been no soliciting signs on doors I have gone to. Really, I haven't seen any, really. Postage is very expensive, especially sending newsletter to a farm of 500. Maybe that is why I walk the neighborhood. haha Emails are great and like you said not tot invasive.

good luck and keep in touch. Let me know how you do.

Earl- With our unpredictable Northwest weather I invested in some plastic door bags from a company called uline. People here put no soliciting signs on their doors and so when I am walking a newsletter or flyer I make sure to skip those. Postage is actually going up on May 15th another 2 pennies! I'll report back after this next open house!

THat is a great idea. I hadn't thought of that. I didn't know about the postage. Sometimes I pass up the ones with the signs and sometimes I don't. So far I have been lucky. Talk to you later. Earl

HAVE VISITORS SIGN IN TO SHOW THE SELLER HOW MANY PEOPLE ATTENDED, BUT THE IMPORTANT THING MAKE SURE THEY ALSO WRITE THEIR PHONE NUMBERS SO THAT YOU CAN CALL ALL OF THEM TO GET A FEED BACK AS TO WHAT THEY THOUGHT ABOUT THE HOME WHAT THEY LIKED MOST AND WHAT THEY LIKED LIST. YOU CAN ALWAYS TRY TO SELL THEM SOMETHING ELSE IF THEY ARE NOT CURRENTLY WORKING WITH A REALTOR.

Paul - Thank you for bringing home the real point of the open house - to sell the home that is listed! Getting feedback from these visitors whether they are true buyers or not will be extremely valuable to my sellers!

Yvonne,

Open houses are a great way to obtain leads if done correctly. I also use a sign in sheet as many others have suggested. It includes NAME, ADDRESS, PHONE, EMAIL and ARE YOU CURRENTLY WORKING WITH A REALTOR? I explain that it's important to sign in for insurance and statistical purposes. Most people will sign. I then hand them an MLS Sheet and my business card. I let the atmosphere be very relaxed at open houses, the less pressure, the more likely they are to open up to you about their real estate search. I thank them for stopping by and tell them that if I can be of service in the future, please do not hesitate to call me. If they are not working with an agent, I offer my services to them (newsletter, daily listing updates via email, etc). On Monday morning I mail a thank you card with my business card to each person who signed in and leave the next move up to them. The more you work open houses, the more people in the area will become familiar with your face and start asking for your assistance. Enjoy it!

Yvonne,

I keep my sign in book right next to my flyers, which are usually far away from the front door. I don't want them grabbing a flyer and then running out the door. When I give them a flyer I just point to the guest register (provided by my title rep) and say, "oh, please sign the guest book. The owners would like to know who is visiting their house." In reality you really do need to know who came through your OH just in case something is missing, broken, etc.

APR

2007

Melissa - I really like your style. I thik your process would work very well for me as I am not into aggressive. But I think it will help me to achieve what I need it to.

John - Unfortunate that we have to thing about these things, but that's a great point I hadn't thought about!

You should put a disclaimer about that they could be called by you if they put down there phone Number.

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