This will kick off this series what I call...'Real Estate 101.' You can call it the ramblings of a real estate trainer who's convinced that where there's passion and a desire for success - we can train the rest!
Anyway here's my thoughts on how to be successful using Open Houses as one of many tools in your arsenal.
Remember these are my opinions and you don't have to agree with them, but I hope you'll find something in here that you'll be able to use to your advantage.
First of I think it's important to remember who you work for - the seller. They need to understand that these activities rarely result in a sale, but do often result in new business for you. And always be direct with visitors and ask if they are working with an agent already. As long as they are all ok with that, let's press on.
Location. It should be easy to get to with just a couple directional signs. You need to leave a trail of bread crumbs for drive by traffic to follow without too much trouble. Lets talk about balloons; use them - don't use them, but if you do use them make sure one is on each directional sign and the yard sign, and don't let them float 3 feet above the sign. I used to just blow them up myself and tie them to the sign with a very short string - bread crumbs, not zeppelins.
Your Objective needs to be to gather contact information. This needs to be a theatric event designed to get visitors to give you their information. Registration lists and cards work well enough but I also had a supply of brochures that I would offer to mail to them, or when they tell me they aren't interested in this house offer to email them some others. When they ask questions, offer to discuss it with the seller and get back to them, so you'll need a good number to reach them later. I always tried to have a clipboard to take notes of their comments, let them talk about the house so you can probe for their needs and see where they are at in the buying cycle.
Announce it to the neighbors. Walk the neighborhood with Open House announcement flyers a day or two prior and invite them all to your event. If this is a house in your farm all the better, but this event could start your relationship with this neighborhood.
So go out and make every Open House count!
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