Case Study: I’ve seen many Smart Agents Members get listings and buyer clients from offering out their books at open houses.

How to do it: Click the link below to read the step by step instructions on how you can use this strategy to grow your business.

How to do it: Put your books on the kitchen counter or on a table by the front door. Place your buyer book and seller book side by side. (You can even put multiple books sides by side.)

When someone comes in, hold up your book and ask, “Are you looking to buy or sell a home?” (Make sure you say it assumptively. Just assume they want to buy or sell and that is the reason they are there.)

Most people will say one of 3 things.

“I don’t want to buy or sell. I just want to check out the open house.” To which you say, “Ok. Well, go ahead and check out the house and let me know if you have any questions.”

“We’re actually thinking about buying a home. But, we’re just looking.” To which you reply, “Excellent. Here’s a copy of my home buyer guide. Check it out and let me know if you have any questions.”

Reach out your hand and give them the book – while you are saying that. 99% of the time, they will take the book from you.

“We’re thinking about selling our home. But, not for a while.” To which you reply, “Excellent. Here’s a copy of my home selling guide. Check it out and let me know if you have any questions.”

Reach out your hand and give them the book – while you are saying that. 99% of the time, they will take the book from you.

The key to getting success from this strategy is to “own” the situation. If you’re confident when you give away your book, you will impress them and they will be happy to take it.

And, in most cases, the book will start the conversation. And, I’m sure you know how to take things from there!

Need more help implementing this strategy?

Contact our Support Department. If you are a Smart Agents Member, one of our trainers will get back to you with assistance.

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