After reading a well written post this morning titled “Inviting the Neighbors” by Peter den Boer, I thought I’d share my thoughts on this topic. I’m a great fan of Open House events.
Do them properly, and do them often. You’ll always have business. The emphasis is on “Doing Them Properly.” Properly, to me, means “marketing like you mean it,” not like you are “obligated to be there.”
A well planned Open House is the proper way to present one. The key component to the plan should focus on the path of least resistance for the hosting agent. Yes, I’ll repeat, the path of least resistance for the hosting agent.
The goal is to create an Open House that has a steady flow of people. Marketing will produce many of them, but to garner more, the neighbors are ideal to invite, as Peter has described in his post.
The chance of a neighbor buying the home for sale in their own neighborhood is slim to none! However, the goal of selling that home is NOT the only goal and successful result of an Open House event.
If an agent thinks that every Open House will produce the right buyer, that’s the agent who does not do Open House events and it’s for the WRONG REASON.
The more eyes on your marketing materials; your presence and how you handle yourself with potential buyers; the eye contact when speaking with visitors; and basically having a successful impromptu interview will result in future business.
Agents who feel every task should result in immediate business are in the wrong profession. Our goal every day should be to count the contacts and consider them as part of your database. Add them to your database. That new contact is a future deal!!
Of course, many who visit Open House events are considering a sale in the very near future. That goes under the category of “impromptu interview.” Some are just observing and listening to your interview with others. They are making judgments based on your performance. No dress rehearsals here!!
There’s so much business scattered all around you at an Open House event that’s marketed properly. All one needs to remember is to invite as many “buying eyes” as one can think about prior to the event. Invite, Invite, Invite…
You’ll never want to miss an Open House weekend…..