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Lead Generate the Lead Generate the Roof Roof off of Open Housesoff of Open Houses

Chris SuarezChris Suarez

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Chris SuarezChris Suarez

Lead Generate the Roof off of Open HousesLead Generate the Roof off of Open Houses22

Portland, ORPortland, ORPDX Property GroupPDX Property Group

• 218 units218 units• $73M volume$73M volume• $1.8M in GCI$1.8M in GCI

Please complete an evaluation form found Please complete an evaluation form found in the back of your program guide.in the back of your program guide.

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MindsetMindset

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Open Houses = Lead Open Houses = Lead GenerationGeneration• Time on the Task over TimeTime on the Task over Time

• Behavioral stylesBehavioral styles

• Real Estate Is a Database BusinessReal Estate Is a Database Business• Immediate Seller | Future SellerImmediate Seller | Future Seller• Immediate Buyer | Future BuyerImmediate Buyer | Future Buyer

• Turning “Haven’t Mets” into “Mets”Turning “Haven’t Mets” into “Mets”

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““Can this lead Can this lead generation source generation source

help me build a help me build a $20M business $20M business

model?”model?”

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Prepare for the Open HousePrepare for the Open House

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Build a Business PlanBuild a Business Plan• Target Specific NeighborhoodsTarget Specific Neighborhoods

• Prospecting-based, marketing-enhancedProspecting-based, marketing-enhanced

• Target Traffic Patterns and Vary Target Traffic Patterns and Vary Days/TimesDays/Times

• Lunch time, commute times, school drop-off/pick-Lunch time, commute times, school drop-off/pick-up, walking patterns, weekend mornings, eveningsup, walking patterns, weekend mornings, evenings

• Know How Many Open Houses Will Be OpenKnow How Many Open Houses Will Be Open• Number of visitors expected | Number of Number of visitors expected | Number of contacts expectedcontacts expected

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The Seven-Level Open HouseThe Seven-Level Open House

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Open House ScheduleOpen House ScheduleMondayMonday

• Select an open house Select an open house TuesdayTuesday

• Post online, obtain call list, mail Post online, obtain call list, mail invitesinvites

WednesdayWednesday• Post online, call to neighbors, sign Post online, call to neighbors, sign goes upgoes up

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Open House Schedule (cont’d)Open House Schedule (cont’d)ThursdayThursday

• Post online, call to neighbors, invite Post online, call to neighbors, invite database, call all sign calls, and email database, call all sign calls, and email all internet leads on the listingall internet leads on the listing

FridayFriday• Post online, prepare market stats and Post online, prepare market stats and comps (print and digital folder)comps (print and digital folder)

SaturdaySaturday• Post online, directional signs installed, Post online, directional signs installed, door knock, invite sphere by phone and door knock, invite sphere by phone and social mediasocial media

Lead Generate the Roof off of Open HousesLead Generate the Roof off of Open Houses1111

Pre-Open House ScriptsPre-Open House Scripts

“I’m holding an open house just down the street and wanted to invite you to come by and take a look at the house. I have found that people who live in the neighborhood typically live here because they love it. So, if you have any friends or family who might be interested in the neighborhood, you could call them and invite them as

well!”Lead Generate the Roof off of Open HousesLead Generate the Roof off of Open Houses1212

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Open HouseOpen House

Lead Generate the Roof off of Open HousesLead Generate the Roof off of Open Houses1313

It’s Time to Generate LeadsIt’s Time to Generate Leads• Strategically get name, number, Strategically get name, number, email, and mailing addressemail, and mailing address

• Use technology to capture leadsUse technology to capture leads• Bright Open, Market Snapshot, Bright Open, Market Snapshot, Google Drive, DropboxGoogle Drive, Dropbox

• Provide valueProvide value

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Open House ScriptsOpen House Scripts“Are you out shopping for a home

today, or do you happen to live in the neighborhood?”

They Are Out Shopping:“Great! How have you been getting into homes? Would it be valuable to you if I put together a private tour in one afternoon of all the homes that interest you, whether they are open on the weekend or not?”

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Open House ScriptsOpen House Scripts“Are you out shopping for a home

today, or do you happen to live in the neighborhood?”

They Are a Neighbor:“Are you familiar with the property values in the area? Would it be valuable to have a neighborhood report emailed to you monthly so you can stay in touch with what is happening to values in your neighborhood?”

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Post-Open Post-Open HouseHouse

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Lead Follow-upLead Follow-up

• Classify lead and add to Classify lead and add to databasedatabase

• Thank you note to all neighborsThank you note to all neighbors• Call and email all visitorsCall and email all visitors

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Post-Open House ScriptPost-Open House Script

““We met earlier today at the open house. I wanted to let you know that I did a little digging when I got back to the office and I found several properties in the neighborhood where we met that match your criteria. I know the house you saw today wasn’t quite right, but I think these few others might have some potential. We could get together tomorrow

around 4:00 p.m. if that works for you? Why don’t we meet at my office and go from there.”

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Next Level “Open House”Next Level “Open House”

Lead Generate the Roof off of Open HousesLead Generate the Roof off of Open Houses2020

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““The power behind The power behind having ‘Big Goals’ is having ‘Big Goals’ is

really about the power really about the power of acquiring ‘Big Habits’ of acquiring ‘Big Habits’ by beginning with the by beginning with the

end in mind.”end in mind.”

Lead Generate the Roof off of Open HousesLead Generate the Roof off of Open Houses2121

– Gary KellerThe Millionaire Real Estate Agent

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Thank You!Thank You!

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