Prospecting – Open House Strategy

Prospecting – Open House Strategy

• ID best listing for open house (If necessary, offer to do someone else’s open house)

• Open house must be advertised in newspaper & on website

• Mail announcement to neighbors inviting them to visit your open house

• Hold open house for 3 hours

• Sat 12-3 & Sun 1-4 or Friday evening for after-hours cocktail party

• Open House Objectives:

• Arrive early to meet neighbors

• Encourage the seller to paint & dress up the landscaping

• Invite people who have attended past open houses

• Do an email invitation and send it to your list of perspective buyers

• Put out signs, if you can, minimum of 6-8

• When buyers come in, have your lap top open and on

• Have copies of your testimonials available

• Have your business cards available

• Call everyone who came

• Ask attendees how they feel about the home & price

• Have brochures of your other properties

• Warm-up with buyers

• Leave business cards at guard house, if listing is in gated community

• Use open house registration forms for every guest

• Play music

• Spice or cooking smell in house

• Offer appetizers where applicable

• Questions to ask to build relationship:

1. Do you live here in the area, or are you familiar with the area?

2. Have you seen any other exciting homes this weekend?

3. Do you know anyone that lives here in the area?

4. If you don’t mind, may I point out a couple of the home’s interesting features?

• Be prepared to point out several specific unique features in different rooms

• Have any interesting news articles, community maps and other open houses that may be of interest available

• If buyer, schedule appointment

• If seller, obtain contact info and offer newsletters

• If neighbor, offer market reports