How often do you have people walking into and out of your open houses never to hear from them again?
Are they just browsing like when they go to a mall or are they serious buyers? Who are they?
~ Curious neighbors, who may sell their home soon
~ People, who saw your internet ad
~ Someone, who happened to drive by and saw the sign
~ Active buyers, whose agent told them about your open house
How many transactions are you leaving on the table, because you don't have a way to follow-up with these leads?
There's more to an open house than sticking the open house sign in the front yard, turning on the lights and letting people aimlessly walk through the property.
You and I understand that consumers are naturally tentative about going to any open house, because they feel you may try to 'sell' them. But the reality is if it's a home they're interested in, they want to see if it meets their emotional needs. That's where having the home properly staged can connect better with a buyer's senses.
But how do you follow up with the prospects, whether or not they're approachable?
Strategy #1:
Bring in a small folding table, especially if the property is vacant, or use a small section of some counter space.
You can call it your "Free Consumer Information" table.
Here's a list of some different items to offer to your prospects:
- Top 10 Ways (your name) Can Help You Find Your Dream Home
- color brochure of the property
- Financing Options sheet from your preferred lender
- if priced properly, show a list of recent sales in the area
- sign-up sheet for receiving "New Listings By E-Mail" program
- list of your buyer and seller guarantees
- color copy of front page of your web site
- list of your other listings
- write a free, 1-page report on "How Your Credit Score Can Cost You"
- your business card and other service providers you work with
- and, by all means, put your name, number & email address on everything
Now there are many other items of value that you can provide to people. I just came up with this short list to give you some ideas.
By doing this, you'll really impress many consumers that walk through your open house. How many times have you gone through an open house, where the only thing there is a black & white copy of an MLS sheet (with no photo)?
Well, open houses are your "opportunity time", where you and your listing can shine.
Put some effort into it and it will pay off for you.
What other items have you used in the past or can you think of?
Send me an e-mail with your web address and tell me your idea(s) and I'll post it on my blog with a link to your web site for possible referrals from others around North America and beyond.
Strategy #2:
I have one other strategy that will really impress your seller clients as well as provide you with a great way to meet future potential sellers.
It's called the "Neighbors Sneek Peek Open House". Within the first 7 days, schedule an open house, preferrable on a week night, for 1.5 to 2 hours, say from 5:30 to 7:00. Invite all of the neighbors to stop in to see your new listing. You can send an invitation as well as a special open house sign and directional signs from the entrance if in a subdivision.
What you want to do is expose the listing to as many neighbors as possible, who may know of someone who want to live near them.
People are curious, by nature, and want to see the inside of other's homes, especially if they know the sellers won't be home.
You also get to show off your personality and expertise to them should they be ready to sell their home in the near future.
So, test it and tell me your results. I'll post it on my Agent Success Tips Blog for everyone to learn from.
Now, go out and sell some open houses and pick up new clients!
To your success,
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