!!

Open House Dialogue !!

Dialogue for every open house guest: 1.!“What do you think of the house?” 2.!“What do you think of the area?” 3.!“What are you looking for?”

a.!Write it down and recap their wants 4.!“Based on what you’re telling me two properties come to

mind, do you have some time tonight or would tomorrow be better?”

Dialogue if they own a home:

1.!“Do you have an idea of what your current home will bring in today’s market?”

2.!“Would it be valuable to you to have a current market evaluation showing what your home will sell for in today’s market, what your closing costs will be, and how many net dollars you will have from your sale to buy a new home?”

3.!“I get off my open house at 3:00. Why don’t I swing by your house on my way home and help you with the price opinion? That way you’ll know how many net dollars you are working with to buy a new home. If will only take a few minutes and there is no obligation.”

!

5/16/18

1

Open HouseConnections & Etiquette

Objective of Open Houses• To meet prospective buyers who are also sellers.• To generate listing appointments• If the open house is from 9:00am to 3:00pm, the goal is to have

listing appointments after the open house• To set appointments with buyers• To fill your week with appointments• To build your database

5/16/18

2

Increase Your Income Per Hour

Prepare• Pick a Date and Time• Find an Open House• Open house board in your office• Search for vacant properties in Matrix

• Call the listing agent and ask for permission• Price• Pick a house 20% more than your desired average sale price• People look for more than they can generally afford

Prepare• Preview Homes• Know your inventory

• Location• Open House in your area• Few turns off major street

• Number of Signs• 1 Sign = 1 Guest

5/16/18

3

Which Open House Will Have More Guests?

Prepare• House Preparation

• Open up and make presentable• Play soft music (no TV)

• Flyers• Electronic flyers only• ”I’ll be glad to send you a copy”

• No Sign-In Sheets• Setup

• Station to write contracts and take appointments

• Have a hotspot for internet access

Prepare• Bring Contracts• Duties Owed• Buyer Broker Agreement• Residential Purchase Agreement• Listing Agreement• Wardley Disclosure

5/16/18

4

Open House Etiquette• Call listing agent to confirm and send feedback when done• Always do the open house you scheduled (no cancelations)• Do not close during open house hours• Arrive 15 minutes before scheduled start time• Dress accordingly• Leave the house the way you found it

Marketing• Signs (as many as possible)• Door Knocking Invitations• Buyer Matching Calls• Email to prior open house

guests

Marketing• Post on MLS (LA/OA)• Turn in by Wed.

• Social Media (You)• Posting, advertising, direct

messages, creating event and sending invites

• Craigslist and similar• Email to Database

5/16/18

5

When Guests Enter the House• Be in the high positive and high energy quadrant• This is the “performance quadrant”

• Greet each guest• Make a connection to bring down their “wall”• Quick description of the property• Send them on their way to view the home

Know Your Dialogue1. “What do you think of the house?”2. “What do you think of the area?”3. “What are you looking for?” (Then recap their wants)4. “Based on what you’re telling me two properties come to

mind, do you have some time tonight or would tomorrow be better?

If They Own a Home Dialogue1. ”Do you have an idea of what your current home will bring in today’s

market?”2. “Would it be valuable to you to have a current market evaluation

showing what your home will sell for in today’s market, what your closing costs will be, and how many net dollars you will have from your sale to buy a new home?”

3. “I get off my open house at 3:00. Why don’t I swing by your house on my way home and help you with a price opinion? That way you’ll know how many net dollars you are working with to buy a new home. It will only take a few minutes and there is no obligation.”

5/16/18

6

Look for Ways to Deliver Value

• If a guest walks in and asks you these questions, what do you think they’re interested in?•What would this house rent for?•How are the schools in this area?• I’m planning to move here in a few months.

Your Follow-Up is Very Important• Make sure you are consistent• Contact them with items of value• Have a weekly follow-up routine• Start some on an 8 in 8 program• Be diligent

Leverage Your Business

• Leverage Your Time• Stay for 6 hours minimum• Door knock again before OH• Make calls to your database

between guests• Treat it like your office

5/16/18

7

The Most Important Thing…

Be Consistent