Training & Coaching Center

Productive Open House


Most agents aren’t successful at holding an open house.  An open house is only as productive as you are.  It all starts with preparation.  Do you realize there are agents that make a substantial income by focusing only on holding open houses?  They do it with a specific plan that starts the Monday before the open house, not flying out the door the day of the open house, trying to gather up enough open house signs and hoping a few people show up.

Why do you hold an open house?  To get appointments.

Preparation

  1. Make sure the property is priced right, in a good location and in good condition.  If possible, find a property that is close to new construction.  Builders spend thousands of dollars in marketing and advertising to generate buyer traffic.  Piggy-back on some of their marketing dollars and traffic by holding an open house close by.
  2. Preview all properties in the area and know the inventory.
  3. Place an ad.
  4. Place the open house announcement on the internet.
  5. Mail an open house invitation to all of the For Sale By Owners in the area.
  6. Mail an open house invitation to all recent expired listings in the area.
  7. Mail an open house invitation to your sphere of influence that live in the area.
  8. Mail an open house invitation to potential move-up buyers in the area.
  9. Mail 100 postcard invitations to the neighborhood.
  10. Call the entire neighborhood and invite them to the open house.
  11. Walk the neighborhood with an open house invitation flyer.
  12. Prepare a list of homes available in the area of your open house that you want to expose to potential buyers.
  13. Prepare an area market analysis so that you are up to date on current market values.
The Day of The Open House
  1. Place at least 10 open house directional signs in the area.
  2. Drive the sign path to be sure they are positioned appropriately.
  3. Be sure that the home is staged for showing.
  4. Leave the front door open at all times.
  5. Position yourself in the kitchen.
  6. Invite visitors in and let them look through the property on their own.  Don’t follow them around the house.  They need space from you so that they can take their time and discuss what they are experiencing during their home tour.
  7. Upon completion of their tour, ask them questions about the house and ask them questions about their current home tour.
  8. Get an appointment to show them property.
The above are the basic steps to a productive open house.  If you would like a complete plan of action so that you can experience great results from open houses,  give me a call.

See Other Topics to Become The Expert:
Business Planning
Buyer Conversion
For Sale by Owner Systems
Get Results with Technology
Database Management/Marketing
Farming Strategies
Increase your Listing Inventory

 

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Working for Berkshire Hathaway HomeServices Commonwealth Real Estate is like being part of a large family, there is support from the management level all the way down to your coworkers within the office. Berkshire Hathaway HomeServices Commonwealth Real Estate has many different systems that help agents achieve their business goals and helps keep agents on track. I have also been able to develop a marketing plan that ensures a continuing stream of business. My business continues to grow, year in and year out.

Meg Steere, Watertown

We have worked for Berkshire Hathaway HomeServices Commonwealth Real Estate for 3.5 years and highly recommend the company for agents who want to grow their business. Having worked for other companies it is refreshing to have support staff that is highly responsive to our needs. In addition, management has an interest in EVERY listing we take. Alan visits all of our listings and the office environment is equally supportive. It is a true team atmosphere where agents help each other. The training is also excellent and we have systems in place to use every listing opportunity to get more business. This helps us always feel we have resources to do what we do best - sell real estate. Because we have support we never have to worry about where our next sale is coming from. Our business runs much easier knowing we have systems in place and a team of people to help us grow.

Barbara and Miah Kattman, Wellesley

I believe a top-notch graphic arts and design department is crucial to any growing business. I feel Berkshire Hathaway HomeServices Commonwealth Real Estate offers the marketing and public relations support required in an ever-growing and competitive marketplace. It has made all the difference to my public image and helping to keep my name in the forefront of buyers and sellers.

Medea Palandjian, Watertown

Berkshire Hathaway HomeServices Commonwealth Real Estate continues to train and educate us with all the upgraded and innovative technology. This keeps us topnotch and professional. The support we receive is invaluable to my business.

Bo Lee, Natick

Berkshire Hathaway HomeServices Commonwealth Real Estate has programs that provide insights to prospecting and gives structure and accountability to my efforts. I will take away valuable lessons in prospecting, setting goals and creating clients for life. I have measurable results to prove their programs work — with one deal closing before I will have completed the course and several others in the works.

Michelle Lane, Newton

It has been a year since I started with Berkshire Hathaway HomeServices Commonwealth Real Estate. I am so happy that I was hired to work with Berkshire Hathaway HomeServices Commonwealth Real Estate. I have grown so much because of the people I work with. Everyone has been so helpful.

I have grown so much because of the people I work with. Everyone has been so helpful.
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