This document provides tips for real estate agents to boost their business through open houses. It recommends courting open house guests by asking open-ended questions to learn about their housing needs, interests, and timelines. Agents should make a good impression and capture guest details. The document also matches closing statements to different guest types, such as offering a price analysis to a prospective seller or setting up a follow-up meeting with interested buyers. Overall, the key is to work open houses weekly and consistently follow up with guests.

1. Boost Your Business
Courting and Closing Open
House Guests

2. Check In
 What did you do?
 What happened?
 What results did you get?
 What do you think you’ll do next time?
Refer to your Sales Planner from last workshop

3. Open House Guests
What do I need to learn
about each guest?

4. Courting Your Guests
 Encourage your guests to talk. Short list for courting guests
– What brings you to this open
Housing Needs and Interests
house today?
– What is it that you like or dislike Current Status
about the house? Timeframe
 Avoid interrogating your Price Range
guests.

5. Great Open Ended Questions
“How did you hear about the Open House?”
“How well do you know the area?”
“Do you currently own a home?”
“Where did you grow up? Go to school?”
“What brings you to the area?”
“What line of work are you in?”

6. Courting Your Guests
 Work in pairs.
 Discuss and answer the following
questions:
– What open ended questions do you ask
your guests?
– What do you typically share about
yourself with your guests?
– What do you do or say to stand out from
other agents?
 You have 5 minutes.
 After 5 minutes, you will recap your
discussion to the full group.

7. More Great Tips
 Be a student of your prospects - Listen to what they
say and how they say it.
 Offer information to demonstrate you are the
Neighborhood Specialist – get the Mental Exclusive.
 Use a notepad or Open House Guest Profile form to
capture critical details about each guest.
 Make yourself memorable – making a lasting
impression will make your follow up efforts easier.

8. Close for Business with Every Guest
 A natural end to your conversation:
– Make an offer on the home.
– Make an appointment to meet with you.
(buyer consultation or listing
appointment)
– Agree to keep in contact.

9. Match the type of open house guest on the left with the appropriate closing statement
on the right. Take 2 minutes to answer to yourself. After two minutes, we will review
as a group.
Types of Guests Closes
_____ A prospective seller who came to see how this A. “I would love to help you understand the value of
house compares to hers your home with a complimentary Price Trend
Analysis. Why don’t I stop by after the open house
_____ A prospective buyer who is just starting his home and we can talk more?
search, is not ready to buy, and very pointedly told
you he’s not ready to come to your office to meet B. I’d like to get a better sense of what you’re looking
with you for so that when I come across homes that fit your
criteria, I can let you know. You wouldn’t want to
Prospective buyers who seem very interested in miss out on your dream home, right? Why don’t we
_____ the house take a few minutes to talk a little more? We can
meet at your place if that’s more convenient for you.
_____ Prospective buyers who didn’t like the kitchen but
liked the neighborhood C. This seems like everything you’ve always wanted in a
home. Would you like to buy this house?...Great,
let’s go back to my office and write up the offer.
D. Do you want to buy this house? No? There are
several other houses in this area that might interest
you. I’d love to show them to you. We could meet
later today or how does Monday at 7 sound?

10. Another Sample Dialogue
If the guests do not want to place an offer on the
home:
“It was a pleasure meeting you, Mike and Pam, and I’d
like to continue our conversation. I can help you target
your search and save you time. Why don’t we meet on
Tuesday or Wednesday evening - Which day is better for
you?”

11. Grow Your Skills and Business
 Call until you get 1 appointment – do this 3 times before next
session. Goal is to secure 3 appointments.
 Attend 1 appointment – appointment can be a buyer
consultation, listing appointment (1st or 2nd), FSBO, expired or
price improvement.
 Come prepared to make 50 calls at next workshop.
 Preview homes and take notes on property features.
 Work an Open House. Follow up with all guests in 24 hours.
 Take online training – “Preparing for a Successful Open House”,
“Conducting an Effective Open House” and “Open House
Follow Up”.

12. Sales Planner
1. Add the assignments we just reviewed to your new
Sales Planner.
2. Write down what you will commit to do by next
session.
3. You have five minutes to complete this.
4. Ask me or a colleague for ideas and help.
Distribute blank copies of Sales Planner

13. REMEMBER…
Quickest Way to Boost Your Business
 Work an Open House every week. Aim
for an
 Know the inventory! Appointment
a Day!
 Get Price Improvements on listings 30+DOM.
 Make 100 iCalls every week.
 Work FSBO’s and Expireds every week.
 Follow up! 1=18% 2=34% 3=62% 4=78%

14. “Success is almost totally dependent
upon drive and persistence. The
extra energy required to make
another effort or try another
approach is the secret of winning.”
– Denis Waitly
Thank You