Open House SOS: I'm not a stalker, I just want to be your real estate agent!

Real Estate Agent with Jefferson Properties 0225213983

OK Rainers....I need your help! I have a great opportunity this weekend to host an open house in one of my favorite neighborhoods, the kind with historic row homes that make me swoon.  The listing belongs to a friend and fellow agent who has graciously allowed me to hold an Open to meet potential buyers.  I  would love to connect with serious buyers.

I held my first Open House last Sunday - my virgin voyage- and found myself in a home that didn’t seem to interest many visitors.  In fact, they couldn’t get out of there fast enough!  I’m trying not to take it personally as it was a “smoker’s house,” and judging from the tennis shoes and track suits of the visitors, I think they  were more likely neighbors out power walking than serious buyers.  But as I head into my second Open House, in the beautiful “Park Ave” estate, I hope there will be more potential clients to meet.

What are your tips for talking to potential buyers?  How do you start the conversation?  Last weekend I initially asked if they were working with an agent (as this was drilled into me during my online real estate training).  However, I am seeking a friendlier, laid back approach that doesn’t put the “hard sell” on folks. 

 I welcome your ideas and suggestions!  And wish me luck, with not only finding potential clients, but also with avoiding falling head-over-heels in love with my friend’s listing.  I guess that’s a whole separate blog post: how to handle my real estate addiction to stately homes.  

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Comments (10)

Todd & Devona Garrigus
Garrigus Real Estate - Beaumont, CA
Broker / REALTORS®

The direct approach has always worked well for us. Yes, always ask if they are currently working with an agent, but guide the conversations to determine what they're really interested in. If you focus on truly helping them with their real estate needs you will get buyers.

Aug 06, 2014 01:50 PM
Jenn Hart
Jefferson Properties - Richmond, VA
Richmond, VA, REALTOR®, 804-317-7997

That's a great point, Todd & Devona.  Are there any specific questions you ask? What brought you by today?   Are you in the market for a historic home (or contemporary).  Just trying to get a feel for how direct you are...

Aug 06, 2014 01:53 PM
Todd & Devona Garrigus
Garrigus Real Estate - Beaumont, CA
Broker / REALTORS®

We start with the basics and dig deeper as the conversation moves on. For example, how many bedrooms and bathrooms, square footage, lot size, what areas or communities they are considering, etc.. Getting a feeling for what is and isn't important to them helps us find what they're looking for.

Aug 06, 2014 02:05 PM
Jenn Hart
Jefferson Properties - Richmond, VA
Richmond, VA, REALTOR®, 804-317-7997

Ahhh....great!  Thanks so much for specific feedback. I really appreciate it.  

Aug 06, 2014 02:09 PM
Todd & Devona Garrigus
Garrigus Real Estate - Beaumont, CA
Broker / REALTORS®

You're welcome! Good luck!

Aug 06, 2014 02:42 PM
Virginia Hepp - Mesquite NV REALTOR
Desert Gold Realty - Mesquite NV Homes For Sale - Mesquite, NV
Mesquite NV Homes and Neighborhoods - Search MLS

Ask them about their house.

As you learn how they live, you will learn what they like - and the reasons they are moving. 

Aug 06, 2014 03:39 PM
Jenn Hart
Jefferson Properties - Richmond, VA
Richmond, VA, REALTOR®, 804-317-7997

Great tip, @Virginia Hepp!  Thanks so much.


Aug 06, 2014 03:47 PM
Shannon Milligan, Richmond VA Real Estate Agent/Associate Broker
RVA Home Team - Richmond, VA
RVA Home Team - Winning with Integrity.

Jenn - You will do great! Say hello, give them a quick run down of the property "stats" and invite them to take a look. Remind them to sign in so you can show your seller how hard you worked for them. Then, ask open ended questions, like "So, what is your current situation and why are you thinking about moving?" and then just talk to them like you are talking to us here on AR! Of course, always ask if they have an agent. If they do, hand them your card and tell them to have their agent call you if they have any questions. If they don't, tell them you will be following up and you appreciate their feedback on the open house they just toured. That's what I do and you will find your pace as you go along! By the way, cookies are always a great way to start a conversation. Offer them one and just speak with them while they enjoy!

Aug 06, 2014 10:37 PM
Nicholas Costantino
Engel & Völkers - Hoboken, NJ
CRS, ASP, e-Pro

I always ask the potential buyer if they are working with an agent its important to know for many reasons but especially if multiple buyers come in around the same time I know who I should be spending the majority of my time with. I also ask how did you hear about the open house today its a great open ended question and helps track which part of my marketing is working.

Aug 06, 2014 11:04 PM
Jeff Pearl
RE/MAX Distinctive / LIC in VA - Lovettsville, VA
Full Service Full Time Realtor

Most visitors don't want to be pressured by agents. You can offer a sign in sheet, and also have forms handy like " Unrepresented Buyer" in case someone starts asking serious questions.

Aug 06, 2014 11:10 PM