Topic 12 Prospecting of Open Houses

1. Topic 12Prospecting of Open Houses

2. What We Will Learn Prospect Around the Open House • Call your Mets • Door-knocking around the open house Tour the Home with Visitors • Greet them • Sign the register Convert Visitors to Leads • Buyers • Sellers • Neighbors Maintain Contact • 8 x 8 • Always include referral remind 41

3. Prospecting of Open Houses Putting Yourself in Opportunity’s Way Open Houses Provide: • Opportunity for Buyers • Opportunity for Sellers • Doesn’t have to be Your Listing

4. Prospecting of Open Houses • Prospect Around the Open House • Call your Mets • Door-knocking around the open house 40

5. Prospecting ofOpen Houses • Preparing to Host an Open House Open House Task List • Before • During • After

6. Open House Task List 1 week prior 1. Mail invitations. 2. Canvass door-to-door to the homes on the streets surrounding the open house to prospect and invite neighbors to attend. Get their contact information.

7. Open House Task List Scripts Exercise: Internalizing your open house scripts • Canvassing before the Open House

8. Canvassing before the Open House AGENT: Good afternoon, my name is _______ with Keller Williams Realty. Mr. and Mrs. _smith_ over on __Adams Street_just listed their home with me. We are having an open house this Sunday from 11:00 a.m. to 2:00 p.m., and they asked me to personally invite you. Will you be able to attend? [Listen to their response.] If they say yes, they will attend. AGENT: May I get your name to let them know that you’ll be dropping by?

9. Open House Task List Morning Gather the following supplies and equipment: 􀂉 Open House signs and directional signs 􀂉 Open House bulletin board 􀂉 Guest register (use track of everyone who attended) 􀂉 25 personal brochures 􀂉 50 business cards 􀂉 MLS printout of similar homes (to show those not interested in the open house) Buyers who come to open houses are often shopping out of their price range. Make sure that you have a list of homes whose prices are 10-20% lower than the house you’re holding open.

10. Open House Task List 1.5 hours prior Post 5-10 directional signs (no less than 3-4 signs). TIP: Check other open houses in the area and place your signs strategically to attract their visitors.

11. Prospecting of Open Houses 2. Tour the Home with Visitors • Greet them • Sign the register 40

12. Open Houses Scripts Exercise: Internalizing your open house scripts • Touring the Home • Reason #1: Nosy Neighbor • Reason #2: Legitimate Buyers • Touring questions

13. Touring the Home Stand three steps outside the door and greet prospects as they arrive. AGENT: [Extending your hand] Good afternoon, my name is __________. And your name is…? PROSPECT: We’re John and Ann Miller. AGENT: Welcome, John and Ann. It is nice to meet you. [Turn and walk into the house; walk and talk at the same time.] The sellers have requested that all visitors sign in. We’re also having a drawing for ___________ [some giveaway]. If you leave your contact information, I’ll let you know if you’ve won later today. After they have signed in. AGENT: So tell me, what was it about this home that made you want to come in today? [Listen to their response.]

14. Reason #1: Nosy Neighbor PROSPECT: Oh, we’re not interested in buying a home. We’ve just always wanted to see what this house looked like on the inside. AGENT: Well, it’s my experience that 95 percent of the homes that sell in the area sell to friends, parents, and family members of people who live in the neighborhood. May I ask who you know that would like to move into your area? [Listen to response] By the way, I also wanted to ask you if you would be interested in finding our how much your house has appreciated since you purchased it. [Listen to response] May I get your name and phone number. Thanks a lot. Have a great day.

15. Reason #2: Legitimate Buyers PROSPECT: Well, we really liked the yard. How much is the house? AGENT: Well, this house is listed at $ _____________. What price range were you looking in? [Listen to response] I have four other houses that I could show you that are in your price range. None of them is open today; would you like me to set an appointment to show them to you? [Listen to response] Okay, would you like to see this home and discuss the things that interest you? As you are touring, let them walk in front. Use your body to block an entry to a hall or room you wish to show later. You will be asking them probing questions. Your objective is to build a relationship with them while touring the home and lead them to an appointment.

16. Touring questions With your partner, brainstorm questions that you should be asking the buyers as you tour the house. 1. Have you seen any homes that you really like? 2. What was it that you liked? 3. Do you currently own your own home? 4. _________________________________________ 5. _________________________________________ 6. _________________________________________ 7. _________________________________________ 8. _________________________________________ 9. _________________________________________ 10. _________________________________________

17. Prospecting of Open Houses • Convert Visitors to Leads • Buyers • Sellers • Neighbors • Maintain Contact • 8 x 8 • Always include referral remind 41

18. Open Houses Thank You Notes 8x8 Follow Up Plan

19. Prospecting of Open Houses Aha’s

20. What Have We Learned Be On Purpose! Prospect Around the Open House • Call your Mets • Door-knocking around the open house Tour the Home with Visitors • Greet them • Sign the register Convert Visitors to Leads • Buyers • Sellers • Neighbors Maintain Contact • 8 x 8 • Always include referral remind 41