LOVE OPEN HOUSES!

Power Open Houses!

Session 4C

Hit a Grand Slamand Plan for Ultimate Success

LOVE OPEN HOUSES!

Love Open Houses!

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1. Mindset for Success – Be Purposeful2. Preparing for a Successful Open House3. Advancing to the Seventh Level4. Scripts for Open-House Prospecting5. Creating an Effective Follow-up System

Today’s Topics

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Plan for Success

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1. Be Focused and Purposeful2. Base your weeks lead generation around your

open house. (Door Knocking, Calls, Social Media, Neighbourhood Sneak Peek)

3. Your Goal is Capturing Leads and Converting them to Appointments

This is your Lead Generating Activity

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Preparing for a Successful Open House

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Know Your Scripts• Builds Your Confidence• Competition Moment – Clear and

Concise shows your professionalism• Ultimately Increases Your Conversation

Ratio

For all Relevant Open House ScriptsGo to www.myrealtyteam.ca/kwclass

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Preparing for a Successful Open House

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Know The Answers to the Top Questions Have Value to Offer The Public Be The Local Expert

Active Pending Sold

Owner-occupied Tenant-occupied etc.

See Open House Checklist

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Advancing to the Seventh Level

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Sign in yard

Sign in yard with

balloons and riders

Directional signs at key

corners with

balloons and riders

Flyers the week

before, Evites and

postings on websites

Go invite neighbors (at least

100)

That morning,

call to remind

seller and potential visitors

Hold four other open houses in

the area in various

price ranges

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2

3

4

5

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7Level 7: Now You’re There!

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Unforeseen Business Building

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Powerful when done in conjunction with farming

Drive-bys receive exposure to your brand Be consistent and own a neighborhood

Knock on doors and invite Flyers and postcards Inform, update and communicate

Plan for the unseen benefits of 7th level:

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Scripts for Open-House Prospecting

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Agent: “Good morning. My name is ___ with Keller Williams Realty. Mr. and Mrs. _smith_ at _123_(main st) have decided to sell their home and have asked me to invite all of their neighbors to attend our open house on ___(day) from ___(times). We’ll be serving refreshments, and I’ll also have some great information about what’s happening in the market in this neighborhood. Will you be able to attend?”

If yes: “Great. I look forward to seeing you. By the way, do you know anyone who would like to move into your area?”

If no: “That’s too bad. Do you know anyone who would like to move into your area?”

Invite the Neighbors

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Scripts for Open-House Prospecting

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Agent: “Good morning. My name is ___ with Keller Williams Realty. And you are? “John and Catherine, thank you for visiting this home today. The sellers have requested that all visitors sign the guest register. By signing the register, you will automatically be entered into a drawing for ______ (dinner for two, movie tickets, or a gift certificate to a local hardware store). (Wait for them to sign in.)“Are you living in the neighborhood now and checking out values, or are you considering buying a home?”Guest: “We live about two blocks away and thought we would see what homes are selling for in the neighborhood.”Agent: “That’s a very good idea. Please feel free to look around the home at your own pace, and I’d be happy to answer any questions you may have about the improvements the owners have made.”

Greet the Neighbors

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Scripts for Open-House Prospecting

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Agent: “___, would you like a list of comparable sales in your marketplace? This will give you a good idea about the value of your home. Is this something you’re interested in?”

If yes: “Great. I’d be happy to drop that off for you. Are weekdays or weekends better for you?”

If no: “Here is my card. Give me a call if you ever have a real estate question or need assistance.”

Set an Appointment

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Scripts for Open-House Prospecting

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Agent: “Good morning. So glad you could come. People who live in the neighborhood are usually the first ones to know someone who might like to move here! Do you know of anyone who is interested in buying a home here? Do you know of anyone who may be selling?”

If yes: “Great. Would you mind if I took down their name and number?” If they refuse, give them your card to pass along.

If no: “Would you be interested in being updated monthly on local prices?”

If “yes,” obtain their email address and add to your database. If “no,” thank them and go.

Solicit Leads from Neighbors

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Scripts for Open-House Prospecting

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Agent: “Good morning. My name is ___ with Keller Williams Realty. I wanted to invite you to an open house that I am having on Saturday.” (Hand invitation flyer showing estimated monthly payment.) “I was wondering if you had thought about becoming a homeowner this year. As you can see from the flyer, this home would cost you approximately $xxxx a month. What are you currently paying in rent?”

Tenant: “Wow, it’s only $200 more than I am paying now.”

Agent: “Really? I am sure you would rather be paying your own mortgage than your landlord’s. Why don’t you stop by? I can recommend at least two lenders who can chat with you about financing. Perhaps we can come up with a plan to make you a homeowner this year. How does that sound?... See you Saturday!”

Invite Renters in the Area

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Scripts for Open-House Prospecting

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Agent: (After brief introductions) …“Are you living in the area now and checking out values, or are you considering buying a home?”

Guest: “We are thinking about buying a home and are visiting open houses to get an idea of neighborhoods and prices.”

Agent: “That is good thinking on your part and teaches you so much more than just looking on the Web. Have you been doing that too?”

Guest: “Oh yes. We have been looking online for several weeks.”

Agent: “Well, please look around, and after you’ve seen the home, I’d like to hear what features work or don’t work for you.”

Greet the Renters

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Scripts for Open-House Prospecting

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Discover Motivation Level

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Scripts for Open-House Prospecting

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Bare essentials for sign-in register: Name Email Phone How they heard about the open house Time frame for moving

Important Contact Information

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Scripts for Open-House Prospecting

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Bedrooms 1 2 3 4 5

Garage1 2 3

Bathrooms1 2 3 4

Pool Yes No

CitiesAntiochConcordMoragaPittsburghWalnut Creek

Price range$200,000-$250,000$250,000-$300,000$300,000-$350,000$350,000-$400,000$400,000-$450,000$450,000-$500,000$500,000-$600,000$600,000-$700,000$700,000-$800,000$800,000-$900,000$900,000-$1M$1M-$1.5M

Name:Phone number:Email address:Notes:

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Creating an Effective Follow-up System

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Call that evening after the event If no answer, send an email Repeat daily until you connect Drop off thank you notes Enter everyone into your

database(8i,Eedge,etc) Set everyone up on a specific action plan.

Buyer 8x8’s, Seller 8x8’s (decide generic or specific)

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Creating an Effective Follow-up System

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Call everyone when home sells (SC and/or Firm) Answer any questions people may have had

which you promised to follow up with Advise about new listings/solds Call recommending a lender

Remember your goal is to get the appointment!

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Creating an Effective Follow-up System

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Agent: “Hello Bob. My name is ___with Keller Williams Realty. We met this afternoon during the open house at 123 Main Street. Did you see any homes today that you liked? Did you drive through any suitable neighborhoods or see any for sale signs on homes that weren’t held open? What are you looking for in a home?

“It sounds like you’re looking for something special. Unfortunately not all properties are available through an open house, so you’re missing some of the best homes. How about I research the top seven homes in your price range and make appointments so we can see all of them in a few hours. Would weekdays or weekends be better?”

Call that evening after the event

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Ideas into Action

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1)Lead generation from your open house (calling/door knocking the neighbourhood, email your database, social media, call sphere and past clients in the neighbourhood)

2)Know your scripts (get a partner and time block script practice and roleplay)

3)Have all marketing materials ready, Inspect homes in the neighbourhood.

4)Tell your sellers your plan, all of these steps show great value to your sellers. Reinforces everything you told them at your listing presentation.

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Standout

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Video follow up to seller (flip cam, youtube)

Video to top prospects

Webpage for open house attendees (information page)

Referral cards – Pass it along

Seller’s Open House Checklist

Agent Brochure

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Agent Brochure

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Sample Information PacketAgent flier, why they should

choose you as an agent, and card

Property highlights Year-to-date citywide MLS

Statistics Current neighborhood statistics:

sales, pending, prices, days on market

Story about the neighborhood history

Top 10 Buyer/Seller Mistakes Map pages to locate listed area

propertiesTestimonials

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Sellers Checklist

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Seller’s Open House Checklist  

Remove, put in a safe place, all valuables, jewelry, money, prescription drugs

Unclutter countertops Clean your home top to bottom Make any repairs necessary, such as

touch-up painting Open up your house, the lighter and

brighter the better Play soft music Make sure your home smells good Adjust thermostat to a comfortable

level Arrange for your pets to be in safe

place, or gone Clean and straighten the patio Manicure the lawn Clean the front door or paint Remove all clutter from the entrance

area Other_____________________

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Sign Tips

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