Boost Your Business Courting and Closing Open House Guests

Check In What did you do? What happened? What results did you get? What do you think you’ll do next time? Refer to your Sales Planner from last workshop

Meet the Expert Add guest speakers name Use this slide to introduce guest speaker or top producer that will share their success or demonstrate skills. Insert Photo or Delete slide if not needed Meet the Expert Add guest speakers name

What do I need to learn about each guest? Open House Guests What do I need to learn about each guest?

Courting Your Guests Encourage your guests to talk. What brings you to this open house today? What is it that you like or dislike about the house? Avoid interrogating your guests. Housing Needs and Interests Timeframe Price Range Current Status Short list for courting guests

Great Open Ended Questions “How did you hear about the Open House?” “How well do you know the area?” “Do you currently own a home?” “Where did you grow up? Go to school?” “What brings you to the area?” “What line of work are you in?”

Courting Your Guests Work in pairs. Discuss and answer the following questions: What open ended questions do you ask your guests? What do you typically share about yourself with your guests? What do you do or say to stand out from other agents? You have 5 minutes. After 5 minutes, you will recap your discussion to the full group.

More Great Tips Be a student of your prospects - Listen to what they say and how they say it. Offer information to demonstrate you are the Neighborhood Specialist – get the Mental Exclusive. Use a notepad or Open House Guest Profile form to capture critical details about each guest. Make yourself memorable – making a lasting impression will make your follow up efforts easier.

Close for Business with Every Guest A natural end to your conversation: Make an offer on the home. Make an appointment to meet with you. (buyer consultation or listing appointment) Agree to keep in contact.

Types of Guests Closes _____ _____ _____ _____ Match the type of open house guest on the left with the appropriate closing statement on the right. Take 2 minutes to answer to yourself. After two minutes, we will review as a group. Types of Guests Closes _____ A prospective seller who came to see how this house compares to hers A. “I would love to help you understand the value of your home with a complimentary Price Trend Analysis. Why don’t I stop by after the open house and we can talk more? _____ A prospective buyer who is just starting his home search, is not ready to buy, and very pointedly told you he’s not ready to come to your office to meet with you B. I’d like to get a better sense of what you’re looking for so that when I come across homes that fit your criteria, I can let you know. You wouldn’t want to miss out on your dream home, right? Why don’t we take a few minutes to talk a little more? We can meet at your place if that’s more convenient for you. Prospective buyers who seem very interested in the house _____ _____ Prospective buyers who didn’t like the kitchen but liked the neighborhood C. This seems like everything you’ve always wanted in a home. Would you like to buy this house?...Great, let’s go back to my office and write up the offer. D. Do you want to buy this house? No? There are several other houses in this area that might interest you. I’d love to show them to you. We could meet later today or how does Monday at 7 sound?

Another Sample Dialogue If the guests do not want to place an offer on the home: “It was a pleasure meeting you, Mike and Pam, and I’d like to continue our conversation. I can help you target your search and save you time. Why don’t we meet on Tuesday or Wednesday evening - Which day is better for you?”

Fast Track Facilitator Notes Session 2: Getting Started Today’s Call Session Make a minimum of 50 calls from your prepared list - Do Call List, SOI, OH Guest Registers, FSBO or Expireds. Keep track and report progress on the board. Record all leads and appointments made. Utilize Prospect Follow Up sheet to set follow up call appointments. Weichert University October 2007 12

Fast Track Facilitator Notes Session 2: Getting Started Call Session Results How many calls were made in total? (Calculate on flipchart) How many appointments were made? (Calculate on flipchart) What worked well for you today when calling? What would you try differently next time? Weichert University October 2007 13

Grow Your Skills and Business Call until you get 1 appointment – do this 3 times before next session. Goal is to secure 3 appointments. Attend 1 appointment – appointment can be a buyer consultation, listing appointment (1st or 2nd), FSBO, expired or price improvement. Come prepared to make 50 calls at next workshop. Preview homes and take notes on property features. Work an Open House. Follow up with all guests in 24 hours. Take online training – “Preparing for a Successful Open House”, “Conducting an Effective Open House” and “Open House Follow Up”.

“The path to success is to take massive, determined action. ” “The path to success is to take massive, determined action.” - Anthony Robbins

Sales Planner Add the assignments we just reviewed to your new Sales Planner. Write down what you will commit to do by next session. You have five minutes to complete this. Ask me or a colleague for ideas and help. Distribute blank copies of Sales Planner

Quickest Way to Boost Your Business REMEMBER… Quickest Way to Boost Your Business Aim for an Appointment a Day! Work an Open House every week. Know the inventory! Get Price Improvements on listings 30+DOM. Make 100 iCalls every week. Work FSBO’s and Expireds every week. Follow up! 1=18% 2=34% 3=62% 4=78%

“Success is almost totally dependent upon drive and persistence “Success is almost totally dependent upon drive and persistence. The extra energy required to make another effort or try another approach is the secret of winning.” Denis Waitly Thank You