“The revolving door to dollars” Open Houses “The revolving door to dollars”

Why? To sell the house ? The odds (250 to 1). Why? Great American pastime Readiness Sometime; Somewhere Working with other agents Neighbors; other agents; etc. To find “present time buyers” and / or sellers / referrals? Remember ~ Everyone is a potential real estate account!

When ? Everyday you can unless . . .

How (to select ‘target’) ? Leverage company inventory Easy access You like (enthusiasm sells) Curb appeal Well priced Preferably vacant Phone Permission of lister

How (to prepare) ? Listing Package (from title co.) Review CMA Preview comps Absorption rate Curb solds See availables Learn & remember Price; Taxes; Year built; builder; schools; square footage; major improvements

Other preparations . . . Will it be advertised? Invitations? Neighbors; friends; clients Mail neighborhood? Ordinances governing signage? Research relevant unknowns? Comps in other areas?

What (materials needed) ? Signs Guest registry Fact sheets (tailored) MLS printout of subject & comps Business Cards Personal marketing materials Financial info sheet (from lender) Info on area---golf; shopping; etc. Secret tool

D-day (getting there) Allow enough time Bring stuff to work on Typical Open-- 1-5 p.m. Bring stuff to work on Refreshments? Signage issues: Don’t encroach on streets or private property (may need permission) Ordinances Parking issues

D-Day (Setting the Stage) Security Issues: Valuables; 2-story / 2 agents ? Lights Window coverings open Soft music Think through an optimal tour Set-up where you can see & greet

Mindset: Sorting . . . The attitude The name game Relaxed, but alert ! The name game Guest registry Asking good questions (non-threatening) Familiar with area; Where from Timing (motivation) Need to sell first Working with another Realtor

The Tool . . . Benefits to prospects: Benefits to you: Good exercise Prioritize (sort) needs Fast-track to qualified ‘real’ options They find a great agent! Benefits to you: Ice breaker Fast-track to qualified prospects You’ve got an apt. with a hot prospect !

Wrapping up . . . Lights? Thermostat re-set? Window coverings? Security system? Leave clean Leave note Report activity to lister

Follow-up . . . Send ‘Thank you’ Work the surveys Phone follow-up If out-of-state--- email; fax; mail; call If local--- schedule showing Phone follow-up Reschedule