open houses that drive sales
Post on 22-Feb-2017
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Distinctive Open House Strategies That Lead to Sales! Jason M. Jakus Broker, Speaker, Consultant & Coach
Home Buyer Habits
� Internet � Real Estate Agent � Mobile Website � Yard Sign � Open House � Online Video Site � Home Builder � Print Newspaper � Home Book / Mag
� 88% � 87% � 50% � 48% � 44% � 26% � 18% � 21% � 14%
Source: 2014 Na/onal Associa/on of REALTORS® Profile of Home Buyers and Sellers
Why Realtors® Do Open Houses
� Obtain Buyers � Sell Home being held Open � The more visits a house gets, the faster it
will sell � Buyers love open houses � Sellers love open houses � To engage with potential buyers who
could ultimately use our services. (Leads)
Why Do an Open House?
� 66% will go with the first REALTOR® they meet with
� 72% of sellers go with the first REALTOR® they meet with
� Each Open House Should result in one closed transaction
� If you want average results do average open
Average Open House Strategy
� A few signs � Post in MLS � Few Days of Prep � A couple potential
buyers � We lack capture
ability � If you want average
results do average open houses
The New Philosophy
� A mega epic event � 9 days of preparation � 5 Marketing Platforms � “Team” Environment (2 people) � 50 - 75 directional signs � 15 + prospects and at least 2 solid leads � Data Collection Platform � Immediate Follow Up
Top Factors
� Always do the Open House with a partner
� You need to change your thought process � Set Marketing in Motion
Basic Principles
� Select Right Home � Aggressively Market Open House � Execute Open House Event � Collect Prospect information � Follow Up with Prospects � Repeat
The Keys To Success
� Planning � Preparation � Organization � Vision of Outcome � Marketing � Follow Up on Prospects
Preparation & Planning
� Open House Calendar (9 Day countdown) � Your Marketing Starts immediately � Launch Your Listing on Fridays � 9 Days Later is the Open House
Preparation for the Open House
� 10 Days to Prepare � Create a Checklist � Open House
Calendar � Task List For Seller � Signs � Handwritten Invites
Marketing Strategies
1. Create Your Open House Flyer 2. Direct Marketing (Email) 3. Social Media Marketing (Facebook
Event) 4. Invitations to Neighbors 5. Internet Marketing to Portals 6. Internet Marketing to Open House sites
Creating the Marketing Flyer
� Photo of the House � Information About the Event � Use Sharp Colors � Congruent with YOUR Brand � Don’t over think this!! � Software Options (PS Express)
Direct Marketing
� Software Options ◦ Constant Contact ◦ Mail Chimp
� Creating Your List ◦ Buyers Agents ◦ Leads & Prospects ◦ Past Clients ◦ Current Clients
� Database Management
Facebook Marketing
� Create a Local Open House FB Page ◦ Post your open houses as well as allow other
Realtors to post Open Houses
� Create Community Pages ◦ If Open House is in this Community – Post
here
� Post on your own business page � Post on your company business page � Post on your personal page
Post Your JPEG Flyer
� Post on Social Media � Use Hootsuite ◦ Instagram ◦ Pinterest ◦ LinkedIn ◦ Facebook ◦ Google +
� Don’t be “spammy” with your posting
Calendars By Day � 1- Create Infographic � 2 – Send out Neighborhood invitivations � 3 – Post Infographic & entire in Portals � 4 – Post on websites � 5 – Post Inforgraphics on Social Media � 6 – Create Video & Post � 7 – Post Inforgraphic on Social Media � 8 – Get signs, print MLS info � 9 – Day of Event
The Day of the Event
� Print out all of the Active Listings around the Open House Property (several copies)
� Contact Those Listing Agents � Know the Sales Comps, know what else is
for sale. � Contact Listing Agents
Better than Smoke Signals
� 50 – 75 Directional Open House Signs ◦ Each sign has a helium balloon ◦ Follow Local Sign Ordinances
� 2 Large Open House Flags in Front Yard � Red Carpet Runner � Balloons on mailbox � Larger Open House Flags in Front Yard � Put signs out – farthest from home first
First Impressions are Lasting
� Welcome each and every single person � Introduce yourself and offer to show
home � Ask each person if they are working with
a Realtor® � There are three types of attendees
1. Ready to buy 2. Ready to sell 3. Thinking about buying or selling
Marketing Platforms � Social Media
� Mailed Invitations
� Email Blast
� Portals (Zillow, Trulia, Homes.com) � Video Marketing
Moving It Forward
� Use a Launch Calendar � Plan Your Open Houses in Advance � Use Social Media, Print, Email Marketing � Execute a Seamless Open House � Engage with Everyone � Know the Market Area � Work with a Team Mate
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