Lead Generation at an Open House (for agents)

Lead Generation at an Open House

When doing an open house, there are several things that we know we should do. 

Putting out as many open house signs as possible from as many directions as well.  When I am driving and see that "yard sale" sign, it pulls me in...  Then I say no to my inner voice.  Then I see the second sign, and I am more likely to give in to my inner urges.   If I see the third one, I am sooooo there!  And I pull over and try to find the sale.  Now when I am driving towards the yard sale, sometimes I get lost and loose my way.  When it becomes too hard to find, I turn around and go back on my way.  So consider open house signs in easy to see locations, so that your clients do not get lost.  If your open house is located off the beaten track, then use many signs to keep your clients on track.

We know that we should door knock the neighborhood before we do the open house.  Give out personal invitations, etc...

We should call our SOI, post on craigslist, post on FB and Twitter, direct mail your SOI and the homes near the open house, make sure the MLS shows the house is open, etc...

Know all the comps in the area; visit all the competing homes so you know the competition. Know the schools, the parks, and the area in general.

Dress appropriately, arrive early, and do not leave early...

So, if you have done all of this, and more...  What do you think the one thing agents forget to do when doing an open house?  Yes, it's learning your scripts, and actually using them.  You can be the smartest, best dressed, most informed agent...  And without the ability to convert the buyers and sellers that come through the home, you could be just spinning your wheels. 

SCRIPT...

After the guest tours the home, the best script I have found to convert them is

"Do you want to make an offer on this home?"

They will say "no"

"What about this home isn't right for you?"

They will then say what they need in a home if they are actually looking for a home.  You want them to say no, because that gets them talking and allows you to ask a second question.

You better have alternatives for them at the top of your mind.

"Have you seen the home over at _____________?

                They will say "no"

"I would like to show that home to you today, would 4:30pm work for you?  Will you meet me back here at 4:40?  What is your cell phone number in case there is a change in the status of that home?

 Hope this works for you, like is has for so many agents out there!

 -Chris