how to havea open house by design - not by accident
TRANSCRIPT
How to Have An Open House by DesignNot By Accident
Copyright © 2008 Century 21 Real Estate LLC. All rights reserved.
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WHY?
• To have something to do on Sunday?
• Make your broker happy?
• Of course not!
– Best possible service to Seller
– An excellent way to obtain both new buyer and seller
leads.
– Vehicle to meet your weekly contact goal as part of
your prospecting efforts
• It’s like having a “branch office” open in a neighborhood
for a few hours
Copyright © 2008 Century 21 Real Estate LLC. All rights reserved.
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How Important Is an Open House?
From the NAR ” 2007 Survey of Buyers and Sellers”,
Copyright © 2008 Century 21 Real Estate LLC. All rights reserved.
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Marketing the Open House
• Century21.com, Openhouse.com, realtor.com, office web site, and agent web site
• Newspaper/Other Print Media
• Open House Flyers/Invitations
– Surrounding neighborhood
– Nearby less expensive neighborhood
– Geographic “Farm”
– Local merchants
– FSBO’s
– Expireds
Copyright © 2008 Century 21 Real Estate LLC. All rights reserved.
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Marketing the Open House
• eGreetings or Life @Home Newsletter
– Other Agents
– Sphere of Influence
• MLS
• Current buyer prospects
• Call around the open house – call neighbors in a few
block radius inviting them or anyone they know to
the open house.
– Be sure to ask them if they or anyone they know is in the
market to buy or sell a house.
Copyright © 2008 Century 21 Real Estate LLC. All rights reserved.
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Preparing Seller
• Not to be present
• Put away valuables
• Board pets or leave with friend or
neighbor
• Remove all cars
Copyright © 2008 Century 21 Real Estate LLC. All rights reserved.
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Preparing the Seller
• Have property at its best– Lawn mowed, shrubs trimmed– Walkways swept and clear– Interior clean– Bathrooms and kitchens sparkling– Garage and closets neat and orderly– Suggested repairs and “staging” completed
• Removal of photos/personal items• Removal of items not included in sale• “Set” table with nice dishes
Copyright © 2008 Century 21 Real Estate LLC. All rights reserved.
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One Week Ahead
• Follow up with Seller
– Ask permission to serve light refreshments
• Prepare signs
– Directional signs – map out locations
• Ask homeowners’ permission
• Buy balloons or flags
– Riders for subject property
• Complete marketing materials
• Preview other listings in neighborhood
Copyright © 2008 Century 21 Real Estate LLC. All rights reserved.
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Things to Take With You• Sign-in sheet or registration forms • Fact sheet on property (CENTURY 21 Mortgage
Listing Sheet)– Financing Information
• For your use – information on other listings in area• Special feature “tent” cards• Your business cards/personal brochure• Appointment calendar• Home Warranty Information (if being offered
w/property)• Local school reports• At Home with CENTURY 21 magazine (personalize it)• Vanilla scented deodorizers/potpourri
Copyright © 2008 Century 21 Real Estate LLC. All rights reserved.
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Things to Take With You• Entertainment for children• Laptop computer with Buyer Presentation from
Virtual Presentation Library (continuous loop)• Buyer’s Service Pledges• Buyer Interview Worksheets• Offer Forms• Note Paper • Measuring device• Financial Calculator• If property is vacant – folding table and chairs• Fresh flowers
Copyright © 2008 Century 21 Real Estate LLC. All rights reserved.
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On the Way to the Open House
• Place directional signs
– Attach flags or balloons
– Drive the route
• Make sure your signs are
easily seen
• And that they do not block
drivers’ visibility
Copyright © 2008 Century 21 Real Estate LLC. All rights reserved.
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Show Time – Open House Day
• Arrive Early• Inspect property – touch up if necessary
– Especially walkways • Park away from property• Plug in deodorizers • Turn on lights and soft music• Set up materials as close to front as possible
– Set up computer in visible place• Set up special attraction tent cards – including
No Smoking• Prepare refreshments
Copyright © 2008 Century 21 Real Estate LLC. All rights reserved.
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During the Open House
• Greet Every Guest– Your goal to get appointment
• Give them property information flyers• Have them sign in• Offer refreshments• Escort through property if possible (if multiple
guests are present – may not be able)– Good idea to have more than one agent (or
hostess)• Build rapport
Copyright © 2008 Century 21 Real Estate LLC. All rights reserved.
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During the Open House
• Ask qualifying questions:
– This home is priced at $225,900, what price did you have in mind?
– How did this property compare to what you were looking for?
– As you can see, this home has three bedrooms, how many did you need?
Copyright © 2008 Century 21 Real Estate LLC. All rights reserved.
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During the Open House
• More qualifying questions:
– Where do you live now?• Would you need to sell that before
buying?
– How long have you been looking?– How soon do you need to relocate?– Are you currently working with an agent in
your home search?
Copyright © 2008 Century 21 Real Estate LLC. All rights reserved.
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After the Open House
• Clean up• Secure the property
– Turn off lights, etc.• Leave fresh flowers for seller with
thank you note– Provide feedback to seller
• Pick up ALL signs• Send thank you notes to all who attended
– Including other agents• Send thank you note to those who allowed
directional sign• FOLLOW UP, WORK THE LEADS, MAKE MONEY!