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Blog.kw.com/livefeed #KWFR #KWRI FOLLOW TALK Lead Generate the Roof off of Open Houses Chris Suarez.

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Presentation on theme: "Blog.kw.com/livefeed #KWFR #KWRI FOLLOW TALK Lead Generate the Roof off of Open Houses Chris Suarez."— Presentation transcript:

1 blog.kw.com/livefeed #KWFR #KWRI FOLLOW TALK Lead Generate the Roof off of Open Houses Chris Suarez

2 #KWFR Chris Suarez Lead Generate the Roof off of Open Houses 2 Portland, OR PDX Property Group 218 units218 units $73M volume$73M volume $1.8M in GCI$1.8M in GCI

3 Please complete an evaluation form found in the back of your program guide. Lead Generate the Roof off of Open Houses 3

4 #KWFR Mindset Lead Generate the Roof off of Open Houses 4

5 Open Houses = Lead Generation Time on the Task over TimeTime on the Task over Time Behavioral stylesBehavioral styles Real Estate Is a Database BusinessReal Estate Is a Database Business Immediate Seller | Future SellerImmediate Seller | Future Seller Immediate Buyer | Future BuyerImmediate Buyer | Future Buyer Turning Havent Mets into MetsTurning Havent Mets into Mets Lead Generate the Roof off of Open Houses 5

6 #KWFR Can this lead generation source help me build a $20M business model? Lead Generate the Roof off of Open Houses 6

7 #KWFR Prepare for the Open House Lead Generate the Roof off of Open Houses 7

8 Build a Business Plan Target Specific NeighborhoodsTarget Specific Neighborhoods Prospecting-based, marketing-enhancedProspecting-based, marketing-enhanced Target Traffic Patterns and Vary Days/TimesTarget Traffic Patterns and Vary Days/Times Lunch time, commute times, school drop-off/pick-up, walking patterns, weekend mornings, eveningsLunch time, commute times, school drop-off/pick-up, walking patterns, weekend mornings, evenings Know How Many Open Houses Will Be OpenKnow How Many Open Houses Will Be Open Number of visitors expected | Number of contacts expectedNumber of visitors expected | Number of contacts expected Lead Generate the Roof off of Open Houses 8

9 The Seven-Level Open House Lead Generate the Roof off of Open Houses 9

10 Open House Schedule Monday Select an open houseSelect an open houseTuesday Post online, obtain call list, mail invitesPost online, obtain call list, mail invitesWednesday Post online, call to neighbors, sign goes upPost online, call to neighbors, sign goes up Lead Generate the Roof off of Open Houses 10

11 Open House Schedule (contd) Thursday Post online, call to neighbors, invite database, call all sign calls, and all internet leads on the listingPost online, call to neighbors, invite database, call all sign calls, and all internet leads on the listingFriday Post online, prepare market stats and comps (print and digital folder)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 mediaPost online, directional signs installed, door knock, invite sphere by phone and social media Lead Generate the Roof off of Open Houses 11

12 Pre-Open House Scripts Im 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! Lead Generate the Roof off of Open Houses 12

13 #KWFR Open House Lead Generate the Roof off of Open Houses 13

14 Its Time to Generate Leads Strategically get name, number, , and mailing addressStrategically get name, number, , and mailing address Use technology to capture leadsUse technology to capture leads Bright Open, Market Snapshot, Google Drive, DropboxBright Open, Market Snapshot, Google Drive, Dropbox Provide valueProvide value Lead Generate the Roof off of Open Houses 14

15 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? Lead Generate the Roof off of Open Houses 15

16 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? Lead Generate the Roof off of Open Houses 16

17 #KWFR Post-Open House Lead Generate the Roof off of Open Houses 17

18 Lead Follow-up Classify lead and add to databaseClassify lead and add to database Thank you note to all neighborsThank you note to all neighbors Call and all visitorsCall and all visitors Lead Generate the Roof off of Open Houses 18

19 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 wasnt 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 dont we meet at my office and go from there. Lead Generate the Roof off of Open Houses 19

20 Next Level Open House Lead Generate the Roof off of Open Houses 20

21 #KWFR The power behind having Big Goals is really about the power of acquiring Big Habits by beginning with the end in mind. Lead Generate the Roof off of Open Houses 21 – Gary Keller The Millionaire Real Estate Agent

22 blog.kw.com/livefeed #KWFR #KWRI FOLLOW TALK Thank You! Please complete an evaluation form found in the back of your program guide. To download a free copy of this presentation, GO TO:


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