RISMEDIA, July 22, 2010—Holding open houses is a valid type of prospecting in any market. The key to having a successful open house is to know how to secure a future appointment. After all, you work hard to get traffic to your open house—as visitors show up, are you setting appointments with them? First, let an open house visitor tour the home on their own and be sure to tell them to see you before they leave so you can provide feature sheets on other homes in the area. Have feature sheets of three homes available with your business card attached to distribute to your open house visitors.
According to David Knox Productions, here are some examples of dialogues to initiate with your open house visitors:
“I have some information on three other homes for sale in the area. Would you be interested? I’ve attached my business card to each one and I’d like to request one favor—if you’d like to see one of them, may I have the privilege of showing it to you?”
“I have access to all the housing information via the Internet, MLS and our company listings. If I know specifically what you’re looking for, I can find it for you faster than going through open houses. Would you have some time to visit for awhile after the open house?”
“Since you haven’t discussed the purchase of a home with a real estate agent recently, I think you’ll be pleasantly surprised how much easier this can be if you have professional help with the process. When would be a good time to get together?”
“The process of buying and financing a home today is becoming more complex. I’d be happy to review those considerations and show you ways to save some money. I’m available right after the open house. Would you like to meet then?”
“Open houses are a fun way to look at homes, but at some point you might need a faster way to the home you’ll ultimately purchase. Would you be at a point at which you’re ready for help?”
“It sounds like you’d really like to know about any new homes on the market. In order to search for the right one, I’d like to get to know more about your interests and requirements. Would you care to stop by my office at 3:00 today?”
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