How to havea open house by design - not by accident

How to Have An Open House by DesignNot By Accident

Copyright © 2008 Century 21 Real Estate LLC. All rights reserved.

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WHY?

• To have something to do on Sunday?

• Make your broker happy?

• Of course not!

– Best possible service to Seller

– An excellent way to obtain both new buyer and seller

leads.

– Vehicle to meet your weekly contact goal as part of

your prospecting efforts

• It’s like having a “branch office” open in a neighborhood

for a few hours


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How Important Is an Open House?

From the NAR ” 2007 Survey of Buyers and Sellers”,


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Marketing the Open House

• Century21.com, Openhouse.com, realtor.com, office web site, and agent web site

• Newspaper/Other Print Media

• Open House Flyers/Invitations

– Surrounding neighborhood

– Nearby less expensive neighborhood

– Geographic “Farm”

– Local merchants

– FSBO’s

– Expireds


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Marketing the Open House

• eGreetings or Life @Home Newsletter

– Other Agents

– Sphere of Influence

• MLS

• Current buyer prospects

• Call around the open house – call neighbors in a few

block radius inviting them or anyone they know to

the open house.

– Be sure to ask them if they or anyone they know is in the

market to buy or sell a house.


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Preparing Seller

• Not to be present

• Put away valuables

• Board pets or leave with friend or

neighbor

• Remove all cars


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Preparing the Seller

• Have property at its best– Lawn mowed, shrubs trimmed– Walkways swept and clear– Interior clean– Bathrooms and kitchens sparkling– Garage and closets neat and orderly– Suggested repairs and “staging” completed

• Removal of photos/personal items• Removal of items not included in sale• “Set” table with nice dishes


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One Week Ahead

• Follow up with Seller

– Ask permission to serve light refreshments

• Prepare signs

– Directional signs – map out locations

• Ask homeowners’ permission

• Buy balloons or flags

– Riders for subject property

• Complete marketing materials

• Preview other listings in neighborhood


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Things to Take With You• Sign-in sheet or registration forms • Fact sheet on property (CENTURY 21 Mortgage

Listing Sheet)– Financing Information

• For your use – information on other listings in area• Special feature “tent” cards• Your business cards/personal brochure• Appointment calendar• Home Warranty Information (if being offered

w/property)• Local school reports• At Home with CENTURY 21 magazine (personalize it)• Vanilla scented deodorizers/potpourri


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Things to Take With You• Entertainment for children• Laptop computer with Buyer Presentation from

Virtual Presentation Library (continuous loop)• Buyer’s Service Pledges• Buyer Interview Worksheets• Offer Forms• Note Paper • Measuring device• Financial Calculator• If property is vacant – folding table and chairs• Fresh flowers


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On the Way to the Open House

• Place directional signs

– Attach flags or balloons

– Drive the route

• Make sure your signs are

easily seen

• And that they do not block

drivers’ visibility


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Show Time – Open House Day

• Arrive Early• Inspect property – touch up if necessary

– Especially walkways • Park away from property• Plug in deodorizers • Turn on lights and soft music• Set up materials as close to front as possible

– Set up computer in visible place• Set up special attraction tent cards – including

No Smoking• Prepare refreshments


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During the Open House

• Greet Every Guest– Your goal to get appointment

• Give them property information flyers• Have them sign in• Offer refreshments• Escort through property if possible (if multiple

guests are present – may not be able)– Good idea to have more than one agent (or

hostess)• Build rapport


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• Ask qualifying questions:

– This home is priced at $225,900, what price did you have in mind?

– How did this property compare to what you were looking for?

– As you can see, this home has three bedrooms, how many did you need?


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• More qualifying questions:

– Where do you live now?• Would you need to sell that before

buying?

– How long have you been looking?– How soon do you need to relocate?– Are you currently working with an agent in

your home search?


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After the Open House

• Clean up• Secure the property

– Turn off lights, etc.• Leave fresh flowers for seller with

thank you note– Provide feedback to seller

• Pick up ALL signs• Send thank you notes to all who attended

– Including other agents• Send thank you note to those who allowed

directional sign• FOLLOW UP, WORK THE LEADS, MAKE MONEY!