Many Realtors have no idea on how to do an open house or the strategy involved in it.

So I will be talking about , on how to choose a open house, what to say, and what to be ready for. If your working with your office listings or doing your own open house, there is a big difference in the two. If it is your listing, then great, but if it not your listing, and your just doing an open house to get new clients, then you must use the right dialog and choose the right open house from your office list, not all open house listing will work for getting clients.

Choosing the right open house from office list

When you receive your office list for new open houses, try to choose one that is new to the market, and not over priced, and always choose one in the area, that you know very well. Now you should be trying to work with luxury listings, why you might ask, will you make more money, sorry to be so straight forward on this, but the commission is much higher, and that is a bigger pay day for you, after all, you will be spending thousands of dollars in marketing after you have been in business for a while, so choose wisely.

Things to know before you do an open house

First off, not all people that visit open houses,  are there to work with a realtor, and most of them go to open houses because they are trying to avoid working with a realtor, so number one rule is, to first find out, if the person is there to look at open house only, or trying to avoid realtors at the same time.

Why open house prospects sometimes avoid realtors

Many people or prospects believe that realtors charge a commission to work with them, even if your just showing them property, so try to let everyone know that there is no charge to work with you in helping them find there next home, you will be surprised on finding out, on how many people really think realtors charge to show property, so let them know, there is no charge, at all.

Why prospects think that a listing agent, is all they need to purchase

Many open house prospects that go to open houses, are not looking to work with a realtor, yes are you surprised
I just said that, you should be, one more time, Many people that go to open houses are not looking to work with a realtor, why you ask, for many reasons. Many prospects only want to deal with the listing agent,  they have no clue on how the commission works, most prospects think, if they use the listing agent to represent them in the purchase, they will save on the commission, but as we all know, if they choose to do that, you the agent will get double the commission.

How to let prospects know, there is no charge to use a realtor to find a home

When doing a open house, try using a tent card, that says, did you know, there is no charge to use us, as as your realtor, in helping you find a house, just ask us. If you use a tent card that says this, you will see many people asking you, what is this, you mean you wont charge me to use you, and then you will explain how it works. This tent card works, I have been using them for years, I would say 60 percent of people that go to a open house, think that realtors charge if they use you, so always have your tent cards out and flyers on table next to your house flyer.

Things to say when people walk in your open house

Hello and welcome to my open house, and hand them a flyer and card, and say please feel free to look around and if you have any questions, please let me know, I will be over here, which is standing somewhere close to front door, so you can see who is coming and going.

Office listing vs your own

The only difference is, dialog you will be using for office listings, prospects that are looking to work with listing agents only, let them know you are there to help them, and always try to get there contact information,  but sometimes they will say, we will just call you when were ready, keep in mind, many open house prospects only use listing agent, so they might just call the listing agent or the number posted on outside real estate sign.

Agents walking in with their clients to open house

When doing a open house, many realtors will bring their own clients, so try not to speak to their clients, if the agent ask you a question, answer the question, but mind your own business. Many new realtors do not understand this process at an open house, if they walk in with their realtor, please stand aside and let them view property and only speak to them or realtor if it is needed.

What not to do at an open house

Never follow them around open house, let people look around, they will ask you questions when they want to, or you can ask them, do you have any questions, after you see them going back and fourth, then they will open up and start dialog with you.

Never say this at an open house

Do you have a realtor, reason is most of them don’t and will just say, yes we do, so you will back off, or my realtor is on vacation, or we thought we just would go to a few open houses, because my realtor told us to go see some. If your going to ask, say how is your home search going, and then follow up with the right questions.

Open end question

Once your open house prospects have walked around a bit, try to ask one question only to start dialog. The question you should ask is, so how is your home search going,  and after they tell you or give you the look of why you talking to me, you will know if you should try to ask the next question. If they say, will we just started, try to ask this question next, is anybody helping you with your home search, and if they say no were just trying to find homes by driving around.

Then say, have you ever considered using a real estate agent in helping you find your home, and have in your hand the flyer that talks about no charge to use a real estate agent for finding a home. Now if he says well I think we can do it on our own, hand flyer to them and start to tell them how much easier it will be, if they use you as their realtor.

Things to say on why to use you

I can save you lots of time in finding the right home, I use the MLS which has all active listing, and I will pull only what your criteria needs are, so you don’t have to worry about driving around, looking on line, or going to open houses, or even loosening offers, because you where to late.

How many realtor or team should be at open house

You should try to have at least two people at every open house, woman should never be alone at a open house, and always keep your purse or wallet in your car locked up. Some people go to open houses just to steel, so always be safe at all times. Also never do open houses in a bad area, even if someones tells you it is safe, only do open houses in very safe areas.

What you should have for open house material

• All sold properties for the area
• All active and pending properties
• Days on market to sell
• School information
• Have Labtop Ready, with MLS active if needed
• Flyer on no charge to use a realtor on purchase
• Flyer on you and property information
• Try to have Food and soft drinks,
• Try to use as many open house signs as you can
• Open house contact book, for leads.

So as you can see, an open house, if done right can be one of the best ways to get new clients and leads, you will learn the art of acting and speaking at a open house, it does take some time, always remember, not all people that go to open houses are looking to work or speak to a realtor, many people that go to open houses think realtors can not help them in any way, so be ready to act on script as needed and always be nice to everyone.

Many top Real Estate agents still do open houses, why because it is still the best way to meet new clients.

Thank you

From RRP Team and Top Marketing Agent.