Lead Generate the Roof off of Open Houses KWFR14 3/31/2017 6:29:16 PM Lead Generate the Roof off of Open Houses KWFR14 Headline Title and Sub-Title. Speakers Name and Photo. Chris Suarez © Keller Williams Realty, Inc. 2014

Chris Suarez Portland, OR PDX Property Group 218 units $73M volume KWFR14 3/31/2017 6:29:16 PM Chris Suarez Portland, OR PDX Property Group 218 units $73M volume $1.8M in GCI Lead Generate the Roof off of Open Houses © Keller Williams Realty, Inc. 2014

KWFR14 3/31/2017 6:29:16 PM Please complete an evaluation form found in the back of your program guide. Lead Generate the Roof off of Open Houses © Keller Williams Realty, Inc. 2014

Mindset KWFR14 Large Text #1. 3/31/2017 6:29:16 PM Mindset KWFR14 Large Text #1. Lead Generate the Roof off of Open Houses © Keller Williams Realty, Inc. 2014

Open Houses = Lead Generation KWFR14 3/31/2017 6:29:16 PM Open Houses = Lead Generation Time on the Task over Time Behavioral styles Real Estate Is a Database Business Immediate Seller | Future Seller Immediate Buyer | Future Buyer Turning “Haven’t Mets” into “Mets” KWFR14 Headline+Content #2 White Background with Dark Type. Lead Generate the Roof off of Open Houses © Keller Williams Realty, Inc. 2014

“Can this lead generation source help me build a $20M business model?” KWFR14 3/31/2017 6:29:16 PM “Can this lead generation source help me build a $20M business model?” KWFR14 Large Text #2. Lead Generate the Roof off of Open Houses © Keller Williams Realty, Inc. 2014

Prepare for the Open House KWFR14 3/31/2017 6:29:16 PM Prepare for the Open House KWFR14 Large Text #1. Lead Generate the Roof off of Open Houses © Keller Williams Realty, Inc. 2014

Build a Business Plan Target Specific Neighborhoods KWFR14 3/31/2017 6:29:16 PM Build a Business Plan Target Specific Neighborhoods Prospecting-based, marketing-enhanced Target Traffic Patterns and Vary Days/Times Lunch time, commute times, school drop-off/pick-up, walking patterns, weekend mornings, evenings Know How Many Open Houses Will Be Open Number of visitors expected | Number of contacts expected KWFR14 Headline+Content #2 White Background with Dark Type. Lead Generate the Roof off of Open Houses © Keller Williams Realty, Inc. 2014

The Seven-Level Open House KWFR14 3/31/2017 6:29:16 PM The Seven-Level Open House KWFR14 Headline+Content #2 White Background with Dark Type. Lead Generate the Roof off of Open Houses © Keller Williams Realty, Inc. 2014

Open House Schedule Monday Tuesday Wednesday Select an open house KWFR14 3/31/2017 6:29:16 PM Open House Schedule Monday Select an open house Tuesday Post online, obtain call list, mail invites Wednesday Post online, call to neighbors, sign goes up KWFR14 Headline+Content #2 White Background with Dark Type. Lead Generate the Roof off of Open Houses © Keller Williams Realty, Inc. 2014

Open House Schedule (cont’d) KWFR14 3/31/2017 6:29:16 PM Open House Schedule (cont’d) Thursday Post online, call to neighbors, invite database, call all sign calls, and email all internet leads on the listing Friday Post online, prepare market stats and comps (print and digital folder) Saturday Post online, directional signs installed, door knock, invite sphere by phone and social media KWFR14 Headline+Content #2 White Background with Dark Type. Lead Generate the Roof off of Open Houses © Keller Williams Realty, Inc. 2014

Pre-Open House Scripts KWFR14 3/31/2017 6:29:16 PM Pre-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!” KWFR14 Headline+Content #2 White Background with Dark Type. Lead Generate the Roof off of Open Houses © Keller Williams Realty, Inc. 2014

Open House KWFR14 Large Text #1. 3/31/2017 6:29:16 PM Open House KWFR14 Large Text #1. Lead Generate the Roof off of Open Houses © Keller Williams Realty, Inc. 2014

It’s Time to Generate Leads KWFR14 3/31/2017 6:29:16 PM It’s Time to Generate Leads Strategically get name, number, email, and mailing address Use technology to capture leads Bright Open, Market Snapshot, Google Drive, Dropbox Provide value KWFR14 Headline+Content #2 White Background with Dark Type. Lead Generate the Roof off of Open Houses © Keller Williams Realty, Inc. 2014

KWFR14 3/31/2017 6:29:16 PM Open 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?” KWFR14 Headline+Content #2 White Background with Dark Type. Lead Generate the Roof off of Open Houses © Keller Williams Realty, Inc. 2014

KWFR14 3/31/2017 6:29:16 PM Open 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?” KWFR14 Headline+Content #2 White Background with Dark Type. Lead Generate the Roof off of Open Houses © Keller Williams Realty, Inc. 2014

Post-Open House KWFR14 Large Text #1. 3/31/2017 6:29:16 PM Post-Open House KWFR14 Large Text #1. Lead Generate the Roof off of Open Houses © Keller Williams Realty, Inc. 2014

Lead Follow-up Classify lead and add to database KWFR14 3/31/2017 6:29:16 PM Lead Follow-up Classify lead and add to database Thank you note to all neighbors Call and email all visitors KWFR14 Headline+Content #2 White Background with Dark Type. Lead Generate the Roof off of Open Houses © Keller Williams Realty, Inc. 2014

Post-Open House Script KWFR14 3/31/2017 6:29:16 PM Post-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.” KWFR14 Headline+Content #2 White Background with Dark Type. Lead Generate the Roof off of Open Houses © Keller Williams Realty, Inc. 2014

Next Level “Open House” KWFR14 3/31/2017 6:29:16 PM Next Level “Open House” KWFR14 Headline+Content #2 White Background with Dark Type. Lead Generate the Roof off of Open Houses © Keller Williams Realty, Inc. 2014

The Millionaire Real Estate Agent KWFR14 3/31/2017 6:29:16 PM “The power behind having ‘Big Goals’ is really about the power of acquiring ‘Big Habits’ by beginning with the end in mind.” KWFR14 Large Text #2. – Gary Keller The Millionaire Real Estate Agent Lead Generate the Roof off of Open Houses © Keller Williams Realty, Inc. 2014

To download a free copy of this presentation, GO TO: KWFR14 3/31/2017 6:29:16 PM Thank You! Please complete an evaluation form found in the back of your program guide. KWFR14 Large Text #2. To download a free copy of this presentation, GO TO: www.familyreunion.kw.com/downloads © Keller Williams Realty, Inc. 2014