Weekly Training Session – Set The Stage From The Outside In From the outside to the inside, make yourself and your Open House unforgettable! STATE: In the past weeks we have spoken about how to increase attendance at Open Houses. This week let’s focus on preparing the house for your visitors. Remember – there is only one chance to make a first impression, and first impressions are extremely important to your business. Click to the next slide. You only have one chance to make a first impression

What are you selling at your Open House? The house Weichert’s Value Story YOURSELF! Ask: What are you selling at your open house? Read the bullet points on the slide State: Impressions are extremely important to your business. The appearance of you and your Open House will say more than words ever could about the way you conduct business. Click to the next slide. Set the expectation of professional service!

Begin with your signs Are the signs clean and intact? Are all old ribbons removed? Are the balloons fully inflated? Are signs positioned so they are easy to see and read? Do they point the way to the property? Do you use a minimum of 8? Ask: How do most visitors find the Open House? State: Signs! The first thing people will come across will be your directional signs. Ask yourself the following: Are the signs clean and intact – if the sign is worn and weather beaten, people will wonder if it advertises a former Open House Are all old ribbons removed, and are the balloons fully inflated – untidy and unkempt signs and drooping balloons raise questions about the condition of the property they point to, and your attention to detail Are they positioned so they are easy to see and read, and do they effectively point the way to the property – you don’t want anyone to lose their way, or encounter a “dead end” of signs as they travel to your open house Click to the next slide.

Entice the visitor at the front door Place a bouquet of balloons on the mailbox Clear the yard and walk Brighten the porch with a Welcome mat Add a potted plant by the entry for color Hang a large yellow bow on the front door State: The front of the home can set the buyer’s expectations. Here are some hints for enticing the visitors in. READ THE BULLET POINTS ON THE SLIDE Ask: What have you done to personalize the outside of your Open House? Click to the next slide. How will visitors remember you?

Once inside, appeal to all five senses Smell Touch Open windows or potpourri Dining table set with linens Giveaways Music playing Bottled water Taste Sight State: To make a lasting impression, appeal to all five senses. People remember what they see, feel, taste, touch, and hear. Think out of the box so your guests will remember you. Prepare a creative giveaway, impressive materials display, or any other unique way to make yourself memorable. Let’s brainstorm some ways to make an impression on the visitors’ five senses. Click to the next slide. Sound

How do you set the stage for a memorable Open House? Break into groups of three Work as a group to identify a list of things you can do to appeal to visitors’ five senses so they remember you Come up with as diverse a list as possible You will have five minutes to work in your group Share with the whole group for five minutes State: As you prepare for the open house, it is important to consider the many people who will visit and how to appeal to their five senses. Let’s take a few minutes to answer the question – Ask: How do you set the stage for an open house? Read the bullets on the slide. Click to the next slide.

*Prep for This Week’s Session* Notes/Preparation for Managers: Review the slides before the session. This session features a Sales Associate success story. Slides 3-7 include automatic animation and audio so speakers are required. Slide 8 prepare to conduct a group activity and discussion. *Delete this slide before presenting *

Judy Glazer Potomac Office The Perfect Open House Example provided by: Judy Glazer Potomac Office

Open Houses are a great way to get listings Open Houses are a great way to get listings! Many neighbors come in to compare homes and “interview” you as a listing agent. I engage people as much as possible, making it fun and memorable – a real event.

My experience with grand opening events from a previous career life is what makes my Open Houses stand out. Each Open House has a theme, which I carry throughout the entire Open House experience – much like “campaign” events in stores.

For an Open House around election time For an Open House around election time. I placed flags on my signs leading up to the house. Sign in sheets were ballots. My nametag had an election slogan. I met a seller there – he couldn’t wait to see what theme I would use for his house.

Goodie bags are essential Goodie bags are essential! Place a label on each bag with your information. Nobody gets a bag unless I get their contact information. A personalized bottle of water is always a big hit! In the bag place all the information you want the visitor to have – tax and financing information, etc.

Three key things to remember: Know the property. Do your homework. SMILE!!!

Sharing and Call to Action Stand out from the rest Use one new idea from our list as you stage and plan an Open House Report back next week on how it went NOTE: Facilitate the sharing of responses. Place the answers on a flip chart. State: This is quite an impressive list. At your Open House next week incorporate one new idea. Report back next week on how it went. Click to the next slide Make yourself memorable!

Sample dialogue for getting the date Hello, Jane, this is Jackie from Weichert, Realtors. We met yesterday at the Open House on Oak Lane. Your children seemed to enjoy the balloons! I hope you find the calendar magnet useful. I went back to the office, and located several properties that seem to fit what you’re looking for. Would you be available to meet tomorrow at 6 – or is Thursday at 4 better? State: Follow up is the key to capturing that Open House lead – tie your conversation to the Open house. Here is a sample to use… be sure to mention something about the open house they would remember (see blue font words). Click to the next slide

Log On* and take the THREE Open House courses Preparing for a Successful Open House Conducting an Effective Open House Open House Follow Up STATE: More information, tips and techniques are available on Weichert University. Log on and learn! *www.WeichertOne.com and Weichert University