1. Lead Generate the Roof off of Open Houses
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Lead Generate the Roof off of Open Houses
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Headline Title and Sub-Title.
Speakers Name and Photo.
Chris Suarez
© Keller Williams Realty, Inc. 2014

2. Chris Suarez Portland, OR PDX Property Group 218 units $73M volume
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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

3. KWFR14
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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

4. Mindset KWFR14 Large Text #1.
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Mindset
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Lead Generate the Roof off of Open Houses
© Keller Williams Realty, Inc. 2014

5. Open Houses = Lead Generation
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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”
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Headline+Content #2
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Lead Generate the Roof off of Open Houses
© Keller Williams Realty, Inc. 2014

6. “Can this lead generation source help me build a $20M business model?”
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“Can this lead generation source help me build a $20M business model?”
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Lead Generate the Roof off of Open Houses
© Keller Williams Realty, Inc. 2014

7. Prepare for the Open House
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Prepare for the Open House
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Lead Generate the Roof off of Open Houses
© Keller Williams Realty, Inc. 2014

8. Build a Business Plan Target Specific Neighborhoods
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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
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Headline+Content #2
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Lead Generate the Roof off of Open Houses
© Keller Williams Realty, Inc. 2014

9. The Seven-Level Open House
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The Seven-Level Open House
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Headline+Content #2
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Lead Generate the Roof off of Open Houses
© Keller Williams Realty, Inc. 2014

10. Open House Schedule Monday Tuesday Wednesday Select an open house
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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
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Headline+Content #2
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Lead Generate the Roof off of Open Houses
© Keller Williams Realty, Inc. 2014

11. Open House Schedule (cont’d)
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Open House Schedule (cont’d)
Thursday
Post online, call to neighbors, invite database, call all sign calls, and 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
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Headline+Content #2
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Lead Generate the Roof off of Open Houses
© Keller Williams Realty, Inc. 2014

12. Pre-Open House Scripts
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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!”
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Headline+Content #2
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Lead Generate the Roof off of Open Houses
© Keller Williams Realty, Inc. 2014

13. Open House KWFR14 Large Text #1.
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Open House
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Lead Generate the Roof off of Open Houses
© Keller Williams Realty, Inc. 2014

14. It’s Time to Generate Leads
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It’s Time to Generate Leads
Strategically get name, number, , and mailing address
Use technology to capture leads
Bright Open, Market Snapshot, Google Drive, Dropbox
Provide value
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Headline+Content #2
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Lead Generate the Roof off of Open Houses
© Keller Williams Realty, Inc. 2014

15. KWFR14
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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?”
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Headline+Content #2
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Lead Generate the Roof off of Open Houses
© Keller Williams Realty, Inc. 2014

16. KWFR14
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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 ed to you monthly so you can stay in touch with what is happening to values in your neighborhood?”
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Headline+Content #2
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Lead Generate the Roof off of Open Houses
© Keller Williams Realty, Inc. 2014

17. Post-Open House KWFR14 Large Text #1.
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Post-Open House
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Lead Generate the Roof off of Open Houses
© Keller Williams Realty, Inc. 2014

18. Lead Follow-up Classify lead and add to database
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Lead Follow-up
Classify lead and add to database
Thank you note to all neighbors
Call and all visitors
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Headline+Content #2
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Lead Generate the Roof off of Open Houses
© Keller Williams Realty, Inc. 2014

19. Post-Open House Script
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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.”
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Headline+Content #2
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Lead Generate the Roof off of Open Houses
© Keller Williams Realty, Inc. 2014

20. Next Level “Open House”
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Next Level “Open House”
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Headline+Content #2
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Lead Generate the Roof off of Open Houses
© Keller Williams Realty, Inc. 2014

21. The Millionaire Real Estate Agent
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“The power behind having ‘Big Goals’ is really about the power of acquiring ‘Big Habits’ by beginning with the end in mind.”
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– Gary Keller
The Millionaire Real Estate Agent
Lead Generate the Roof off of Open Houses
© Keller Williams Realty, Inc. 2014

22. To download a free copy of this presentation, GO TO:
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Thank You!
Please complete an evaluation form found in the back of your program guide.
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To download a free copy of this presentation, GO TO:
© Keller Williams Realty, Inc. 2014