1. Weekly Sales Meeting Topic
Open Houses
JumpStart 16
Weekly Sales Meeting Topic
October & November

2. We will have weekly topics for the contest covering a prospecting item!

3. Why should I do open houses?
Representing the Seller? Get a Buyer for the House?
Get Additional Buyers? Get Additional Sellers?

4. How should I pick an open house?
Search CBBurnet.com or the MLS for active Coldwell Banker Burnet listings in your farm area - or close by.
Tip: If doing more than one open house on a weekend – pick a couple different price points

5. When should I do Open Houses?
Only on Sundays?
NOT!
Do Them Whenever You Can and the Sellers Allow
Think About the Target ‘Generation’ of the House You’re Holding Open – When Would They Come?

6. Create a Checklist for Your Open House Process
This checklist is for holding another agent’s listing open.

7. Don’t just Put out a sign – make the open house effective!
Make sure the open house gets posted online - see your OA for details on making sure it gets added.
Walk the neighborhood – hand out flyers.
Send an eBlast to everyone you know announcing the open house.
Announce the open house on FB or other social media sites.
Call around the open house – invite the neighbors
You can do a ‘special’ neighborhood open inviting all the neighbors for the first hour of the open.
Don’t just Put out a sign – make the open house effective!

8. Create a quick flyer on Cloud CMA
1) Tech Tip on Toolbox on how to create a Cloud CMA flyer. Go to Tech Tips / Cloud CMA.
Choose - Creating a Flyer.
Create a quick flyer on Cloud CMA
1) Tech Tip on Toolbox on how to create a Cloud CMA flyer. Go to Tech Tips / Cloud CMA.
Choose - Creating a Flyer
2) Or go to CloudCMA via NRT Gateway and click on Flyer. There are multiple flyer options!
2) Or… go to CloudCMA via NRT Gateway and click on Flyer. There are multiple flyer options – even an Open House flyer!

9. Create an eBlast Click on: inTouch Dashboard
Marketing / Marketing Center /
Marketing.
Create an eBlast 1
Search keywords “open house”
Scroll down past generic eBlasts to Open House specific eBlasts. Import your listing content and SEND!
1) Go to NRTGateway.com
2) Click through to Marketing
3) Search: Open House
4) Select a template and import your listing data
5) it off 3 5

10. Announce the Open House on Social Media
Click Share Icon First
Announce the Open House on Social Media
Then Click The Word Share
1) Go to CBBurnet.com into the listing that will be open.
2) Click on the Share Icon
3) Click the word Share
4) Select Facebook, Twitter, Pinterest, or Google+

11. Call Around the Open House Inviting the Neighbors
Easiest call you can make – neighbors want to come anyway but because you are inviting them they feel like they aren’t just the ‘nosey neighbor’…

12. How Do I Find Phone Numbers of Neighbors
(If calling around an open or new listing or sale, etc…)
Go to Whitepages.com
1) Enter the address of the open house…
2) List of neighbors come up…(scroll down for all)
3) Click on the neighbor’s name
Their address & numbers will come up 1) 3) 2)

13. Why Call Inviting the Neighbors?
Doesn’t cost much
Time effective
You are an ACTIVE agent They will see your open house signs too – Marketing…!
They want to come anyway
You might get some business - When one house is listed in a neighborhood statistically 2-3 more list in the several months!

14. When you call – use a dialogue/script!
Dialogues help you:
Know what to say
Overcome objections
Build your confidence
Conversation is absorbed:
Words – 7%
Tonality – 38%
Body Language – 55%

15. Dialoguing – How? Slow Accentuate important words
Voice down at end of question
Words that Work (not words that don’t)
Do dialogue AS IS when practicing

16. Open House Invitation WTW #9
Good morning! This is _______ with _______.
The reason for my call is to let you know that I’ll be holding your neighbor’s home at _______ open this _______ from _______ until _______.
I’d like to invite you to come by and see the home…and also to ask you…who do you know that might like to live in the neighborhood?
Thank you for your time and I hope that you’ll stop by.
By the way, I am confident we are going to attract a number of qualified buyers who are going to be interested in living in your neighborhood. Who can you think of that might be selling within the next several months?
Well, thank you again. Hope to see you there. Have a great day!

17. How do you CAPTURE the people at the open house?

18. ‘Catch’ Them at the Open House with Something!
Have Them Sign In:
Can Buy a Registration Book at the Board
Or Create Your Own
This example - Visitor Rating Form – makes it about
the seller and getting feedback to help sellers sell
house. This works great - they feel like you
aren’t just making them sign in!
Apps for your iPad you can use such as
Open Home Pro

19. Let’s Do Some Open Houses!
You may get a client…
AND
Bonus – during JumpStart 16
2 Opens in a Week – 1 Drawing Entry