JumpStart 16 Open Houses

October & November

Weekly Sales Meeting Topic

We will have weekly topics for the contest covering a prospecting item!

Why should I do open houses?Representing the Seller? Get a Buyer for the House?

Get Additional Buyers? Get Additional Sellers?

How should I pick an open house?

Search CBBurnet.com or the MLS for active Coldwell Banker Burnet listings in your farm area - or close by.

Tip: If doing more than one open house on a weekend – pick a couple different price points

When should I do Open Houses?Only on Sundays?

NOT!

Do Them Whenever You Can and the Sellers Allow

Think About the Target ‘Generation’ of the House You’re Holding Open – When Would They Come?

Create a Checklist for Your Open House Process

This checklist is for holding another agent’s listing open.

Don’t just Put out a sign – make the open house effective!

Make sure the open house gets posted online - see your OA for details on making sure it gets added.

Walk the neighborhood – hand out flyers.

Send an eBlast to everyone you know announcing the open house.

Announce the open house on FB or other social media sites.

Call around the open house – invite the neighbors

You can do a ‘special’ neighborhood open inviting all the neighbors for the first hour of the open.

Create a quick flyer on Cloud CMA

1) 1) Tech Tip on Toolbox on how to create a Cloud CMA flyer. Go to Tech Tips / Cloud CMA.

2) Choose - Creating a Flyer

3) 2) Or go to CloudCMA via NRT Gateway and click on Flyer. There are multiple flyer options!

1) Tech Tip on Toolbox on how to create a Cloud CMA flyer. Go to Tech Tips / Cloud CMA.

Choose - Creating a Flyer.

2) Or… go to CloudCMA via NRT Gateway and click on Flyer. There are multiple flyer options – even an Open House flyer!

Create an eBlast

1) 1) Go to NRTGateway.com

2) 2) Click through to Email Marketing

3) 3) Search: Open House

4) 4) Select a template and import your listing data

5) 5) Email it off

1

3

5

Click on: inTouch DashboardMarketing / Marketing Center / Email Marketing.

Search keywords “open house”

Scroll down past generic eBlasts to Open House specific eBlasts. Import your listing content and SEND!

Announce the Open House on Social Media

1) Go to CBBurnet.com into the listing that will be open.

2) Click on the Share Icon

3) Click the word Share

4) Select Facebook, Twitter, Pinterest, or Google+

Click Share Icon First

Then Click The Word Share

Call Around the Open House Inviting the Neighbors

Easiest call you can make – neighbors want to come anyway but because you are inviting them they feel like they aren’t just the ‘nosey neighbor’…

Go to Whitepages.com1) Enter the address of the open house…2) List of neighbors come up…(scroll down for all)

How Do I Find Phone Numbers of Neighbors (If calling around an open or new listing or sale, etc…)

1)

2)

3) Click on the neighbor’s name Their address & numbers will come up

3)

Why Call Inviting the Neighbors?

• Doesn’t cost much

• Time effective

• You are an ACTIVE agent They will see your open house signs too – Marketing…!

• They want to come anyway

• You might get some business - When one house is listed in a neighborhood statistically 2-3 more list in the several months!

When you call – use a dialogue/script!

Dialogues help you:Know what to sayOvercome objectionsBuild your confidence

Conversation is absorbed:Words – 7%Tonality – 38%Body Language – 55%

Dialoguing – How? Slow Accentuate important words Voice down at end of question Words that Work (not words that don’t) Do dialogue AS IS when practicing

Open House InvitationWTW #9

• Good morning! This is _______ with _______.

•The reason for my call is to let you know that I’ll be holding your neighbor’s home at _______ open this _______ from _______ until _______.

•I’d like to invite you to come by and see the home…and also to ask you…who do you know that might like to live in the neighborhood?

•Thank you for your time and I hope that you’ll stop by.

•By the way, I am confident we are going to attract a number of qualified buyers who are going to be interested in living in your neighborhood. Who can you think of that might be selling within the next several months?

•Well, thank you again. Hope to see you there. Have a great day!

How do you CAPTURE the people at the open house?

‘Catch’ Them at the Open House with Something!

Have Them Sign In:Can Buy a Registration Book at the Board

Or Create Your OwnThis example - Visitor Rating Form – makes it about

the seller and getting feedback to help sellers sell

house. This works great - they feel like you

aren’t just making them sign in!

Apps for your iPad you can use such as

Open Home Pro

Let’s Do Some Open Houses!

You may get a client…AND

Bonus – during JumpStart 162 Opens in a Week – 1 Drawing Entry