New agent? How To Hold The Perfect Open House

What does it take to create the perfect open house?

Until they pass their real estate licensing exam and hang it with a broker, new agents are largely insulated from real estate office “water cooler” talk. You know – “buyers are liars,” and “open houses are a waste of time.”

Sure, you may agree with both, but new agents are a different breed and, for them, buyers and open houses may just be their ticket to that first commission check.

If you’re a new agent, don’t listen to the Negative Nellies because right now, you don’t have the luxury to pick and choose. If another agent throws an open house opportunity your way, grab it.

 

Avoid disappointment

Admit to yourself that the home probably won’t sell right then and there, even if you have a perfect open house. The NAR says that 9 percent of buyers who attend an open house decide to purchase the home, so your chances are slim.

Instead, set another goal — lead generation. Then, keep that goal top-of-mind during the process so that you can gauge your success firmly grounded in reality.

In fact, most seasoned agents who hold open houses don’t do so to sell the listing. They do them to lure in buyers.

Understand that this is a spectacular marketing opportunity for you, as an agent, and approach the process with that in mind.

 

Market your perfect open house like a pro

To impress buyers who might also be looking for a listing agent and to get as many feet through the door as possible requires massive, brilliant marketing. Thankfully, you already have a website, right? It’s the perfect place to start your marketing campaign.

Create an online, open house sign-in with Squeeze, part of LeadSites. Learn more.

Write a blog post about the listing and then promote the post on social media. Or, consider a single-property landing page. Sure, listings don’t necessarily need a lot of promotion in the current market, but your goal isn’t to necessarily get the home sold that day.

Don’t forget to include the marketing in your newsletter. Not sending one yet? Make it a priority.

Schedule Strategically

Don’t feel that you have to hold your open house during the same time period that other agents typically do. If you work in an urban area, consider holding the home open on a week day, after working hours or during the lunch hour.

Views of city lights are better highlighted in the evening and a home that offers spectacular sunset views will sell itself if held open during sunset.

No, selling the home isn’t your main goal, but wouldn’t it be nice if you did?

Get to know the competition

It’s not enough to take a quick glance at the MLS to see which other homes in the area will be held open. Make it a point to visit each listing and make notes of any distinctive features (whether good or bad). Really get to know the neighborhood.

Often, open house attendees will share with the agent why a particular home doesn’t work for them. Think how impressive it will be when you supply information on a home that better fits and, if they aren’t working with an agent, an offer to help them tour that home.

Homeowners might be upset if they overhear you promoting another home for sale, so don’t do it in front of them. In reality, if their home doesn’t work for a buyer now, it never will, so the homeowner really isn’t losing anything.

 

The sign-in sheet is still important

The sign-in sheet, in fact, is your gold mine, stuffed with leads. Make sure you have one and that everyone through the door signs it. Tell them the homeowners insist on it if that makes it easier for you.

Many agents say that using tech solutions instead of the clipboard-and-paper makes buyers more likely to agree to sign in.

If you have a tablet, consider Easy Agent Pro’s Open House App. Not only does it offer a digital sign-in sheet but will push those leads into your CRM.

 

Don’t forget the handouts

Again, keep in mind your primary goal with the open house and put together a brilliant set of handouts:

• A sheet of photos of the home and its description
• A list of the home’s updates and repairs and the dates on which they were performed
• School information
• Neighborhood information
• Commute length to business areas
• Ask the listing agent or homeowner for an estimate of average monthly utility costs and include them in your handouts.
• Your bio.

Ensure every item includes your branding and contact information.

Now, package them up in a branded folder and insist that each attendee take one as they leave the open house.

As long as you tune out the open-house-naysayers and remember your goal, holding open houses just may lead you to a commission check, or two. The perfect open house is just a few steps away!

Ready for a better real estate website? Come learn about LeadSites, and see how you can get started for just $1.

Grow your business – Use these tips to generate more leads!

Want to get more open house leads? Check out the video below to see how Facebook can help:

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