When most agents think of open houses, they picture a few curious neighbors, a plate of cookies, and maybe one or two semi-serious buyers.
But for Kody Weitzel, open houses are the engine behind a business that consistently nets over $1,000,000 per year — and I (Chris Colgan) had the chance to sit down with him for a full one-hour training breaking down his exact system.
This isn’t theory. This is the same proven process he runs week in and week out, turning a simple weekend event into a goldmine of leads and closings. Here’s your step-by-step guide to making open houses one of your most profitable lead generation pillars.
Step 1: Pre-Open House Planning (7–10 Days Before)
Kody starts with the end in mind.
Select the Right Listing – Target high-demand neighborhoods or homes that will naturally attract strong traffic.
Know the Market – Study recent sales, active listings, and community data to be a local expert when visitors arrive.
Set Clear Goals – Decide if this open house will target buyers, sellers, or both.
Chris’s Note: Too many agents “wing it.” Kody’s success starts with precision before the first sign goes in the yard.
Step 2: Marketing & Promotion (5–7 Days Before)
This is where Kody’s process really stands out — he markets the open house like a launch event.
Sign Blitz – 15–20 directional signs placed in high-visibility locations.
Targeted Ads – Facebook/Instagram ads aimed at homeowners and renters nearby.
Database Outreach – Email and text invitations to past clients, sphere, and warm leads.
Community Presence – Posts in Facebook groups, Nextdoor, and local forums.
Chris’s Note: Most agents throw up a few signs and call it a day. Kody treats every open house like a grand opening — and it shows.
Step 3: Day-Before Prep
Perfect the Home – Lights on, clean, staged, smelling great.
Materials Ready – Branded flyers, iPad or sign-in sheet, market reports.
Script Practice – Rehearse how you’ll greet guests and guide conversations.
Step 4: Event Day Execution
Arrive Early – Signs up 1–2 hours ahead, music playing, refreshments out.
Warm Welcome – Every guest gets a smile and a quick conversation starter.
Lead Capture – Require sign-in for market updates or full property info.
Relationship Building – Use the FORD method (Family, Occupation, Recreation, Dreams).
Step 5: Post-Event Follow-Up (Same Day + 48 Hours)
This is where the money is made.
Immediate Text – Thank them and send the property link.
Follow-Up Call – Ask about their home search or selling plans.
Drip Campaign – Market updates and new listings to keep engagement high.
Seller Leads – Drop off a CMA for any curious neighbors.
Step 6: Tracking & Optimization
CRM Tagging – Label every lead as “Open House” for tracking.
Review – Analyze traffic, lead quality, and conversion rates.
Repeat – Consistency turns this into a 7-figure pillar.
Chris’s Takeaway for Realtors
I’ve been in the Northern Virginia market my entire life, and I can tell you — what separates Kody’s method from the rest is intentionality. He doesn’t just “host” an open house, he leverages it.
If you’re a Realtor looking to sharpen your skills and boost your GCI, learning from top producers like Kody can be a career-defining move.
Free Resource
I recorded our full 1-hour interview where Kody walks through his system in detail. You can grab it for free here: Click Here
Run this play consistently, and you’ll never look at open houses the same way again.
Chris Colgan - EXP Realty
Comments(1)