Member Guide: Open Houses

Member Guide: Open Houses 2018-07-26T09:39:36+00:00

Debbie struggled with open houses for years.

But now, she sells 15-20 homes a year and gets most of her business from open houses.

When she first started out in real estate, there weren’t as many outlets to promote open houses, and hardly anyone showed up.

“There weren’t as many public places for people to look at homes as there are now, whereas lately, because they can go anywhere on the internet and find pictures … we are generating far more traffic.”

Now, she advertises open houses on Facebook and places 8-10 signs directing people to her listings. She holds open houses almost every weekend from 1-4 PM either Saturday or Sunday, which gives people a longer window of time to attend.

Debbie also offers one of her books to every person who comes through the door. She asks people if they’re looking to buy or sell and gives them the correct book based on their response. 

“It all comes down to people knowing that, number one, you are listening to them at open houses. It’s more than just walking them through this house. I begin asking many, many questions about what they’re looking for, what are they needing and, in that process, then I’m handing them the books, whatever book fits. It has been very effective.”

She recently landed a $320K listing from an open house. 

As Debbie’s success has shown, open houses can offer a big marketing opportunity.

Not only do you market your listing, you also market yourself as an agent.

Meeting other agents, neighbors or anyone interested in buying and selling is worth the effort alone. In a 2016 survey by Realtor.com, 60.7 percent of agents sold a home as a result of a connection from an open house.

Read Chapter 1

Open houses are one of the best ways to market yourself and the books.

Three of our members used different techniques at open houses to get listings.

  • Jerry and his team don’t give away books right at the open house, but they give out helpful information to leads and offer them a book at a later time
  • Tim leaves his books on the table with a sign telling open house attendees to take one.
  • Francesca is a new agent and snagged five listings hosting open houses for other Realtors.

Check out how each of them found success using their own unique tactics — with the help of the books.

Read Chapter 2

First, let me explain the book-ordering process. I broke it down into 3 short steps so it would be easier to understand.

In this chapter, we’ll go over the steps to order books and get them into your leads’ hands.

The steps are:

Step 1: Purchase Books. This is where you actually add books to your cart. Some people will skip this part because they’ve already bought books.

Step 2: Pick out the books you want to receive. This is where you go through our Book Setup Manager, view the different book options, view the different covers, and pick out the books you want to receive.

Step 3: Review your book proofs. We email you the book proofs in a PDF. You can view the proofs on your computer and make sure everything is correct before the books are printed.

Read Chapter 3

Now it’s time for our team of experts to get to work customizing your books.

Once we’ve put together a design proof, you’ll receive an email to review it.

It’s important that you review your proofs when you receive this email, or else your book delivery will be delayed.

Once everything checks out, we’ll proceed to printing your books!

Read Chapter 4

If you market the open house well enough, viable leads will show up.

Technology cannot replace the feeling you get from walking through the property — but it can entice more people to come to the open house.

In this chapter, we’ll discuss different ways you can give potential leads a taste of the home you’re showing.

Read Chapter 5

Now, your next step is to solidify yourself as the authority at the open house.

Bring as many books as you are comfortable giving out.

The more books you give out, the more relationships you build.

Most people viewing the open house aren’t going to sell for a while. There will be others who may wait even longer.

Giving them something of value like a book means they aren’t likely to throw it away. They’ll remember you months, or even years, down the line when they want to sell.

Read Chapter 6

Just as important as getting your books out, you need to collect as many leads as you can each open house.

You have every right as the host to require people to sign in when they come in.

Read Chapter 7

After you get open house leads, you need to have a prospecting plan for them.

Follow a solid plan.

This is what the best agents do. They know exactly when and how they will get in touch with a lead.

Read Chapter 8
Read Chapter 1