1. CAMP 4:4:3 Power Session 13: Open Houses

2. Power Session 13 Slide 2 Open Houses Introduction People have lived before us and success leaves clues, so it would be wise for us to learn from their journey before starting on our own. - Millionaire Real Estate Agent 1

3. Power Session 13 Slide 3 Open Houses Introduction Objectives… 1.Identify general strategies for success with haven’t mets 2.Review the basics of open houses 3.Define strategies for success with open houses 4.Identify how to systematically prospect to open houses 5.Practice open house scripts 1

4. Power Session 13 Slide 4 Open Houses CAMP Map 2

5. Power Session 13 Slide 5 Open Houses General Strategies for Success with Haven’t Mets CategoryGroupDefinitionLead Gen Strategies Haven’t Met General Public People you haven’t met and who don’t you. 1.10 Business Card Rule 2.Cold Calling (Do Not Call List) 3.Social Event Target Group People you haven’t met and don’t know you. It differs from the General Public in that you have targeted them as people with whom you’d specifically like to do business. 1.Door Knocking (Apartment Dwellers/Geographic Farm) 2.Open Houses 3.A Client Party 3

6. Power Session 13 Slide 6 Open Houses General Strategies for Success with Haven’t Mets How to Prospect Haven’t Mets 1.Take every opportunity to introduce yourself to someone new. 2.Implement the “Building Connections” skills you learned in Power Session 2. 3.Ask if they have an agent to answer their real estate questions. 4.Ask who they know that is looking to buy or sell real estate. 5.Ask for their business card. 6.Offer your business card. Carry at least 10 business cards with you at all times. Keep extras in your car. 7.Input the names of everyone you meet into your contact management database. 4

7. Power Session 13 Slide 7 Open Houses The Basics of Open Houses Truth Open houses are not just for selling the property. They are also for selling your services. 5

8. Power Session 13 Slide 8 Open Houses Strategies for Success with Open Houses 1.Hold open houses 1-2 times a week. 2.Use your “Building Connections” skills to approach and build rapport with open-house guests. 3.Door-knock around your open house to invite and build connections with neighbors. 4.Prepare a list of “alternatives” prior to holding the open house. 5.Create a guest register that all visitors can sign. 6.Hold a drawing to encourage visitors to give you their contact information. (cont’d) 6

9. Power Session 13 Slide 9 Open Houses Strategies for Success with Open Houses 7.Keep pets out of the house. 8.Put out as many directional signs as possible. 9.Be sure the house looks, smells, and feels pleasant. 6

10. Power Session 13 Slide 10 Open Houses Systematic Prospecting of Open Houses How to Prospect Open Houses 1.Prospect around your open house, including inviting both neighbors and your Mets. 2.Tour the home with visitors to build rapport and find out whether they are a potential seller, buyer, or a neighbor. 3.Convert visitors to leads. 4.Maintain contact by implementing the 8 x 8. 7

11. Power Session 13 Slide 11 Open Houses Systematic Prospecting of Open Houses 7-8 1.Prospect Around the Open House Prospecting prior to your open house is critical. Call your Mets and invite them to your open house. Door- knocking around the open house is also important as it allows you to develop relationships within the neighborhood. 2.Tour the Home with Visitors When visitors arrive, greet them warmly and tell them the sellers have requested that all visitors sign their guest register.

12. Power Session 13 Slide 12 Open Houses Systematic Prospecting of Open Houses 9- 10 3.Convert Visitors to Leads As you tour the home, use your rapport-building skills to create a connection. Buyers Sellers Neighbors

13. Power Session 13 Slide 13 Open Houses Systematic Prospecting of Open Houses Maintain Contact Tool Kit items to use with your 8 x 8: 1.Market Statistics 2.Moving Tips and Checklist 3.Real Estate Glossary 4.Preparing Your Home for Sale (for potential sellers) 5.Six Selling Myths Uncovered (for potential sellers) 6.Renting vs. Owning (for potential first-time buyers) 11

14. Power Session 13 Slide 14 Open Houses Practice Role-Model Watch as your instructor role-models the open house scripts for: 1)Prospecting around an open house 2)Touring the home 3)Converting a visitor to a lead Discussion Question If a guest at an open house you are hosting is interested in buying the house, how could you immediately handle the situation? 12

15. Power Session 13 Slide 15 Open Houses Practice Exercise Directions: 1.Form groups of three. 2.Switch roles serving as agent, prospect, and observer. 3.The observer will take notes on the interaction and report back to the agent. 4.Practice each of the scenarios provided. Time: 30 minutes 13

16. Power Session 13 Slide 16 Open Houses Assignments Power Session Assignments 1.Find an agent in your office who will allow you to host one of their open houses in a high-traffic area. 2.If desired, adapt your standard 8 x 8 for open houses by choosing and customizing the items of value you will use. 3.Review the Open-House Checklist job aid in your Tool Kit. This document will help you prepare for your open houses. 4.Shadow an experienced agent during an open house. 14

17. Power Session 13 Slide 17 Open Houses Assignments Ongoing Assignments 1.Complete 10:5:15:5. 1)Collect 10 business cards. 2)Make 5 phone calls. 3)Send 15 notes or letters. 4)Preview 5 homes. Record your progress on the Success Grid. 2.Schedule a one-hour session to practice the scripts in this session with your CAMP Buddy or a partner. 3.Review the job aid Support Team Worksheet in your Tool Kit. Fill in as many people as you can. Think about how you will go about locating the other individuals. 14

18. Power Session 13 Slide 18 Open Houses Assignments Something to Think About… Where are the best high-traffic areas to hold open houses in your town or city? 14

19. Power Session 13 Slide 19 Open Houses We have talked about… 1.General strategies for success with haven’t mets 2.The basics of open houses 3.Strategies for success with open houses 4.How to systematically prospect open houses sum