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Guide to a Successful Open House

   [  ] Write copy for weekend advertising

   [  ] Submit copy for newspaper ad (ad size ______________________)

   [  ] Or design new brochure or flyer (make 25 copies)

   [  ] Have Nicci / Eugene (ERM) do Open House Qualifiers  (make 25 copies)

   [  ] Make 25 copies of “How I Work For You”

   [  ] Directional arrows # ______, open signs # ______, balloons # ______

   [  ] Purchase refreshments: Cookies, juice, mints or hard candy..

   [  ] Arrive 15 minutes early to prepare (see checklist)

   [  ] Place directional arrows, balloons, then open signs

   [  ] Secure the house at conclusion

   [  ] Leave hand written note for seller

(include thanks for hospitality and listing agent will call with results)

   [  ] Leave message of results and comments on listing agents voice mail

Monday (after) 

   [  ] Submit Open House Report to listing agent

   [  ] Return all open house material

STATISTICS YOU MUST KNOW

TO BRING TO OPEN HOUSE CHECK LIST

[  ] Edina Realty Mortgage loan officer Business Cards

[  ] Calculator

[  ] Agency Disclosure Forma and Booklet

[  ] Buyer’s Representation Agreement

[  ] Purchase Agreement and addendums

OPEN HOUSE CHECK LIST

[  ] Park in front of home.

[  ] Debris out of walk-way to home.

[  ] Clean front porch area.

[  ] What’s your first impression when you enter that day?

[  ] Entry area inside of home is free of clutter.

[  ] Guest registration book and pen.

[  ] Brochure or flyer of the property (adequate copies).

[  ] Memorize pertinent information, i.e., property taxes, sq.ft, year built, lot size.

[  ] Personal brochure and/or business cards.

[  ] Set-up bulletin board.

[  ] Turn on all lights in the house, including closets.

[  ] Open window coverings.

[  ] Open windows and sliding doors, if appropriate.

[  ] Close toilet lids in the bathrooms.

[  ] If the home features very organized closets, open a few.

[  ] Make certain all hinged & sliding doors open easily.

[  ] Tune in soft music on same radio station in each available room.

[  ] DO NOT HAVE THE TELEVISION ON!

[  ] Verify that valuables have not been left in the open.

[  ] Kitchen must be spotless, including the sink!

[  ] Cookies,  juice and some mints out on the table.

[  ] Set-up your briefcase & business materials on a visible table.

[  ] Have a supply of city maps with your name & number on them.

[  ] A list of other homes for sale in the neighborhood.

[  ] Blank purchase agreements & addendums.

[  ] Know as much about the home as possible without looking at listing.

[  ] Place a SOLD sign on top of your work table.

[  ] Refreshments, if any, should be in the kitchen or entry area.

[  ] Place directional arrows from the furthest point back to the home.

[  ] Do balloons.

[  ] Leave the seller a note of call them that evening with an update.

[  ] If holding an open for another agent, call their voicemail with an update.

Open House Dialog

At one point, you will see just “how serious” these people are.  Most people will not want you to come over and set up any appointment with them if they do not have any intention to buy something.  You will be able to sort out the “good buyers” early on if you are able to decipher when to “ask” for an appointment and how to narrow it down on whether or not the people you have just met really do indeed want to buy a home… from you!

Remember:  On a busy Open House a potential client will go right from your Open House to the next Open House, unless you have established some sort of relationship… you will lose these people to the next agent soliciting them.

ASK FOR AN APPOINTMENT BEFORE THEY LEAVE THE OPEN HOUSE!

Hi, I’m _______________ with Edina Realty and you’re _______________?

As they tell you their name, WRITE IT DOWN!

REMEMBER:  Try to start some questions using their name.

TRY TO BE RELAXED, friendly, and professional.  Asking a few questions about their life in order to familiarize you with their situation:.

ALWAYS… ALWAYS try to smile and be pleasant and show that you do enjoy selling Real Estate.  ENTHUSIASM IS CONTAGIOUS!

(Ice Breaker) NOW TELL THEM FIVE BRIEF FACTS ABOUT THE PROPERTY, i.e.,

The PRICE of this home is

It was BUILT in _______________ and has __________________ square feet.

The PROPERTY TAXES are _____________.

The IMPROVEMENTS that have been made are ____________ or the improvements that need to be made are ____________.

The SCHOOLS for this area are _______________.

“Why don’t you LOOK AROUND a bit and I will be RIGHT HERE to answer any of the questions you may have when you are finished.”

The potential buyers will proceed to walk through the home and this enables you to do TWO THINGS:

 GET READY for the next people that are either coming up to the door or have arrived.

 POSITION YOURSELF with the needed information when they have finished looking.

Let’s assume these are the only potential clients at the property for the moment, they have finished “walking through” the home (never go down to a basement with a client!  Let them look on their own.)  Now they have to come back and are about to …WALK OUT THE FRONT DOOR…

Now what?  (You see that this is not the home for these people.)

You walk over to them and ask the FOLLOWING QUESTIONS:

SO, WHAT DO YOU THINK?

IS THIS THE TYPE OF HOME THAT YOU ARE LOOKING FOR?

HAVE YOU BEEN LOOKING in this area for a long time?

Do you know of all the GOOD PROPERTIES THAT ARE AVAILABLE in this area?

Can I help you find new listings or POSSIBLY ONES THAT ARE NOT EVEN ON THE MARKET YET?  I’d be happy to sit down with you and figure out exactly what you’re looking for.  Are you available _________?

How did you happen to come to my Open?  Follow the balloons?  Ad?  Invitation?

Did you just start looking for homes?

Do you live in the area?

How do you like the house so far?

How does this home compare to other homes you’ve been looking at?

How does it COMPARE to your own home?

Do you have a specific time frame in which you’d like to move?

What is your favorite style of house?

What features do you like best/least about this home?

How many homes have you seen already?

Have you made any offers on any homes recently?

Have you recently talked with a mortgage lender and figured out the financing end?

Do you have any children?  Pets?  How many?  Boys?  Girls?  What are their ages?

Are you working with another agent at this time?

When more than one party comes to the open at the same time; DON’T LET THE FIRST COUPLE PASS by without asking their names and acknowledging them.  Let them pass and go on to the next couple.

IT IS VERY IMPORTANT TO LEARN TO CLOSE… AT AN OPEN HOUSE.

ASK: I’d love to go to work for you!  How do I apply for the job of being your personal Realtor?

ASK; If you could meet with them, at another time, to discuss their situation.

ASK; If you could see their home and give them an idea as to what it is worth.

" I'll be in your area tomorrow, or Tuesday, which would work better for me to stop by and see your home?

WHICH WOULD BE BETTER FOR YOU… tomorrow or the next day for me to stop over and show you a few things and take a look at your house?

Why don’t you COME INTO MY OFFICE either tomorrow after 5:00 or would after 7:00 be better for you?

LET’S GET TOGETHER at my office and we could see how you would qualify for a home that I think might be just perfect for both of you.  Then we could run over and look at it.