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Open house event

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For a successful open house, follow these instructions

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Open house event

  1. 1. OPEN HOUSE EVENT STOP WASTING YOUR WEEKENDS
  2. 2. MOST WIDELY DONE ACTIVITY IN REAL ESTATE (c) Tankersley Training Inc
  3. 3. (c) Tankersley Training Inc WHAT IS YOUR WHY?
  4. 4. OPEN HOUSES FOR ONE REASON ONLY (c) Tankersley Training Inc ▪ NOT FOR CUSTOMER SERVICE ▪ NOT FOR EXPOSURE ▪ NOT TO SELL THE HOUSE
  5. 5. (c) Tankersley Training Inc
  6. 6. AGENTS DON’T LIKE THEM BECAUSE THEY ARE GETTING POOR RESULTS (c) Tankersley Training Inc
  7. 7. (c) Tankersley Training Inc
  8. 8. Event not a Chore Treat your open house as if you were planning an event, i.e Wedding, Birthday Party, Fundraiser, etc When you look at every open house opportunity as an event instead of a chore, you will STOP WASTING YOUR WEEKENDS and START MAKING MONEY!
  9. 9. Choose the Right Property a. Easy to Find b. Accessible c. Great Curb Appeal d. Newest on the Market
  10. 10. Make it EASY TO FIND a. 2 Directionals = not enough!! The More Signs the Better! b. Invest a little bit of money into your signs c. Use balloons, streamers or banners to draw attention to each directional
  11. 11. Pre-Sell The Open House Event a. Put a sign out in advance with times of the open house b. Post ads on Craigslist and FB in advance c. Fliers to Neighborhood stores d. Invite the neighbors (maybe an hour earlier for “exclusive” viewing) e. Invite your entire database f. Door knock the neighbors a week in advance “Hi. I was just visiting your neighbor. We are doing an open house this Saturday from 1-4. However, from 1-2 is exclusively for neighbors. Do you think you could make it?”
  12. 12. LOCATE SWITCH PROPERTIES (properties for sale in the same neighborhood) a. 94% of visitors will have no interest in the property (6% will) b. Find the TOP 5 HOTTEST BUYS in the Market Area c. By asking for emails to send more properties you are losing them
  13. 13. ARRIVE EARLY a. Know the house b. Know where you will start and finish with each person c. 40% of visitors will have a home to sell. (Sellers not Buyers) d. Have your GIVE AWAY in place e. Make Sure Your entry cards are ready and accessible f. Set up in line of Exit
  14. 14. GREAT GREETING IS IMPORTANT a. SMILE b. Give your name to get a name C. Give them a custom flyer NOT an MLS sheet
  15. 15. ASK THE RIGHT QUESTIONS a. ARE YOU LOOKING FOR A NEW HOME FOR YOURSELF?? b. DO YOU HAVE A PROPERTY YOU NEED TO SELL BEFORE YOU CAN BUY? c. CAN YOU TELL ME A LITTLE BIT ABOUT WHAT YOU ARE LOOKING FOR IN A HOME? (This will tell us if we need to demo this home or switch them)
  16. 16. . LET THEM LOOK a. Show them the highlights of the home b. Stay within ear shot of them c. Answer questions as they come up
  17. 17. DEPARTING COMMENTS a. CAN YOU GIVE ME A LITTLE FEEDBACK I CAN SHARE WITH THE SELLER? b. IS THIS A HOME YOU WOULD BUY? c. I HAVE 5 MORE OF THE “HOTTEST BUYS” IN THE AREA d. WOULD YOU LIKE TO SEE THEM TODAY AROUND 4PM?
  18. 18. #1 Key to Working with More Buyers from your event: FOLLOW UP
  19. 19. FOLLOW UP • Add every email address to MLS search • Add every lead to Kvcore Campaign • Add every lead “Deal of the Week” Email distribution list • Friend or Follow every lead on social media • Create a LEAD SHEET and Add EVERY LEAD to 1-31 File • Prioritize Leads • A = Have met, will buy – Call Every day • B = Haven’t met but still open – Call 2-3 times per week • C = Still Answer Your Call – non-committal– Once a week • D = Never answers – Once every 2 weeks
  20. 20. Follow Up Fallacies • Buyers always tell the truth • They are not moving until the summer, end of year, etc • They will call you when ready • Your connection is strong. They will only use you • They are just not ready yet
  21. 21. 1-31 File • EVERY LEAD HAS A LEAD SHEET • EVERY LEAD IS ASSIGNED A NUMBER (1-31) FOR THE DAY OF THE MONTH YOU WILL FOLLOW UP • WHEN YOU FOLLOW UP, ASSIGN A NEW DAY AND MOVE TO THAT DIVIDER • CARRY BINDER EVERYWHERE

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