My general program is as follows:
* I welcome them to the house
* I ask them how they found out about it
* I ask them if their agent told them about it (unless that was their answer. Usually they'll say, "signs" or "internet" or "ad."
* If they still haven't mentioned that they're working with an agent, I ask them what their agent's name is. If they don't have one "yet," well, Audrey, you have a prospect.
* I offer them a brochure
* I invite them to roam freely
* I assure them that they can always ask me questions
* I ask them to give me thirty seconds or so before they leave to tell me what they think of the property
I let them roam, maybe we interact or not. Before they leave, I ask them
* what they think of the property (like I said I would,)
* how it compares to other properties they've seen
by now, you know if they're interested in the property or not, and whether they're working with an agent or not.
How you close them from here is up to you.
All the best,
An important consideration is what are your objectives in doing an open house? Make your activity during the open house conducive to achieving your objectives.
Select the right property. Some homes just are not open house material.
Create conditions for the visitor to reveal their progression in the buying process without enduring prying question. This way you can begin with questions to which they have shown a disposition to being receptive.
Of course, none of this matters if no one comes to the party. This is where collaborative or launch programs become essential.
Best of success to you,
ReMax Realtec Group
Palm Harbor, FL
727. 420. 4041
Mack had great suggestions, as usual. I've found most of our traffic comes because the saw it online. Post it as early as possible so people can plan.
I work most of my opens with my wife which allows us to interact freely with each group as they come through. It also means that if we know of another property, preferably vacant which may meet the buyers needs better, one of us can take them to it.
We get many to sign in for updates and additional information and we follow up with emails. We also offer a quick commercial as to how we work and how it benefits our clients before they leave.
I suggest you know your overall market and your closest competition.
Signs matter greatly, online promotion, and let's see one last things - ah yes, attendees - so please send them along to 1811 King Court in Green Brook, NJ - I'll be here until 4pm and would enjoy some company!
Good question. We really could spend hours discussing this interesting topic.
I am only going to bring the "Signage" part which I find to be a very important part.
1- OH signs posted on the property the week prior the OH to let the neighboors and driving by folks know about it in advance.
2- Well thought directional signs mapping.
Selling anything is all about visibility....advertising open houses via the internet and local publications is very important. We plan our open houses in advance and post an announcement on the yard sign, "Open House Sunday 1-4." It's suprising how effective this is.
Of additional importance is additional signage.....your effort should extend well beyond the "open house" sign in the front yard and the one at the corner of the street. Signs should be palced from the most major traffic route. We find that placing a small address rider on these signs is also helpful.
Finally, we as most have had problems with our signs being "tampered" with. To help monitor this nuisance, we ask our visitors, if they were able to find us OK. They will hopefully share information if signs are down or missing.
With best regards,