Increase Your Open House Conversion Rate!

What is your mindset for having open houses? Do you eagerly anticipate lots of buyers walking through or do you dread the thought of another wasted day?

Well, whichever way you feel about open houses will come true most of the time. So if you're going to hold an open house, you might as well do it right and then you'll benefit from it most of the time.

Here are a few ideas that may help you connect with more buyers (and many of them are sellers too, who need their homes listed):

• Think about what other agents do at their open houses and either do it differently or take the opposite approach.
  
• Make sure that you list the open house under your home's MLS listing as early in the week as possible, so more people surfing the internet will see it.
  
• Instead of doing one 2 or 3 hour open house,why not make it a 1-1/2 hour open house and then you can do 2 of them in one day. (Do one from 1:00 - 2:30 and then one from 3:00 - 4:30). If they want to see the property, prospects will come at whatever time range you give them.
  
• Realize that many people walking into your open houses are also homeowners, who have a home to sell and they are watching your every move and dialogue. Subconsciously or not, future sellers are taking in how you handle yourself and promote your listings.
  
• As we all know, many lookers don't want to be bothered when viewing a property. Why not assemble a bunch of open house folders with an MLS sheet, property disclosure, a bio sheet on yourself, services that you can offer them, other buyer and seller information as well as your business card, business cards from your lender, title agency, your preferred home inspector, etc. You'll be amazed at many people will save the folders and some will call you back later, because you were the only one to give them a lot of helpful information.
  
• You can also tell them that if they go to your web site, they can receive a free home buyer report. Now you need to write one and post it on your web site, but that's what sites are really for is content.
  
• If you use an open house guest register, ask prospects for their e-mail address and get their permission for you to send them new listings that come on the market.
  
• Waiting until the last minute to do an open house really decreases your chances of having any qualified prospects come to look at your listing. Plan for it early or don't do it at all unless it's in a new construction area and you know there's always a lot of traffic.
  
• If there's a competing listing in a hot area and you know they are doing an open house on Sunday, then piggy-back off their advertising with your own. If you can time it right, have yours finish right after theirs, so you have the last chance to stick in their minds with assistance and your informational folder.
  
• Following up with prospects is so critical the day after, because a few agents may do it, but most won't and when you call them, make sure that you're offering them something that's important to them or makes their life easier. When you focus on their needs, you'll get alot more people wanting to do business with you. If you don't call them for a week or more, forget it. They won't remember you.

I hope these ideas are helpful to you. Let me know if you use any of them and they are successful.

To your success,

Dan

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