1. Hit a Grand Slam and Plan for Ultimate Success
Power Open Houses!
Hit a Grand Slam and Plan for Ultimate Success
Session 4C

2. Love Open Houses! Today’s Topics Mindset for Success – Be Purposeful
Preparing for a Successful Open House
Advancing to the Seventh Level
Scripts for Open-House Prospecting
Creating an Effective Follow-up System

3. Plan for Success This is your Lead Generating Activity
Be Focused and Purposeful
Base your weeks lead generation around your open house. (Door Knocking, Calls, Social Media, Neighbourhood Sneak Peek)
Your Goal is Capturing Leads and Converting them to Appointments
As a man thinketh, so is he.
If you think you can or can’t you are probably right – Henry Ford
Rise up beyond the sea of average and become remarkable (its easier than you think)
One habit equals one outcome – SUCCESS. The power of one habit.

4. Preparing for a Successful Open House
Know Your Scripts
Builds Your Confidence
Competition Moment – Clear and Concise shows your professionalism
Ultimately Increases Your Conversation Ratio
For all Relevant Open House Scripts
Go to
Note: Tell the audience:
How many open houses you do per year.
What percentage of your leads are generated through open houses.
How important open houses are to your business.

5. Preparing for a Successful Open House
Know The Answers to the Top Questions
Have Value to Offer The Public
Be The Local Expert
Active
Pending
Sold
Owner-occupied
Tenant-occupied
etc.
Note: Tell the audience:
How many open houses you do per year.
What percentage of your leads are generated through open houses.
How important open houses are to your business.
See Open House Checklist

6. Advancing to the Seventh Level7
Level 7: Now You’re There!
Hold four other open houses in the area in various price ranges 6
That morning, call to remind seller and potential visitors 5
Go invite neighbors (at least 100) 4
Flyers the week before, Evites and postings on websites 3
Directional signs at key corners with balloons and riders 2
Sign in yard with balloons and riders 1
Note: Arrange with other agents in your office to promote each other’s open houses, especially in the same price range and neighborhood. This can also be done with competing offices.
Source: Gary Keller’s “SHIFT” (page 71)
Sign in yard

7. Unforeseen Business Building
Plan for the unseen benefits of 7th level:
Powerful when done in conjunction with farming
Drive-bys receive exposure to your brand
Be consistent and own a neighborhood
Knock on doors and invite
Flyers and postcards
Inform, update and communicate
Note: Most agents see open houses as a flat, necessary evil. However, when done as part of a 12 Direct they become a powerful tool in growing your business and mindshare in a given area. Think about the Mom running errands to the corner market.

8. Scripts for Open-House Prospecting
Invite the Neighbors
Agent: “Good morning. My name is ___ with Keller Williams Realty. Mr. and Mrs. _smith_ at _123_(main st) have decided to sell their home and have asked me to invite all of their neighbors to attend our open house on ___(day) from ___(times). We’ll be serving refreshments, and I’ll also have some great information about what’s happening in the market in this neighborhood. Will you be able to attend?” If yes: “Great. I look forward to seeing you. By the way, do you know anyone who would like to move into your area?” If no: “That’s too bad. Do you know anyone who would like to move into your area?”
Note: Now that you know what you should be doing, what do you say when you go out to invite the neighbors.
Source: CAMP Script Cards, Keller Williams Realty, Inc.

9. Scripts for Open-House Prospecting
Greet the Neighbors
Agent: “Good morning. My name is ___ with Keller Williams Realty. And you are? “John and Catherine, thank you for visiting this home today. The sellers have requested that all visitors sign the guest register. By signing the register, you will automatically be entered into a drawing for ______ (dinner for two, movie tickets, or a gift certificate to a local hardware store). (Wait for them to sign in.) “Are you living in the neighborhood now and checking out values, or are you considering buying a home?” Guest: “We live about two blocks away and thought we would see what homes are selling for in the neighborhood.” Agent: “That’s a very good idea. Please feel free to look around the home at your own pace, and I’d be happy to answer any questions you may have about the improvements the owners have made.”
Note: This script provides questions to ask visitors so you can learn who they are when they arrive at the open house.

10. Scripts for Open-House Prospecting
Set an Appointment
Agent: “___, would you like a list of comparable sales in your marketplace? This will give you a good idea about the value of your home. Is this something you’re interested in?” If yes: “Great. I’d be happy to drop that off for you. Are weekdays or weekends better for you?” If no: “Here is my card. Give me a call if you ever have a real estate question or need assistance.”
Source: CAMP 4:4:3 Script Cards, Keller Williams Realty, Inc.

11. Scripts for Open-House Prospecting
Solicit Leads from Neighbors
Agent: “Good morning. So glad you could come. People who live in the neighborhood are usually the first ones to know someone who might like to move here! Do you know of anyone who is interested in buying a home here? Do you know of anyone who may be selling?”
If yes: “Great. Would you mind if I took down their name and number?”
If they refuse, give them your card to pass along.
If no: “Would you be interested in being updated monthly on local prices?”
If “yes,” obtain their address and add to your database.
If “no,” thank them and go.
Note: It is important to have more than one script, especially if you have multiple groups in the home.
Source: CAMP 4:4:3 Script Cards, Keller Williams Realty, Inc.

12. Scripts for Open-House Prospecting
Invite Renters in the Area
Agent: “Good morning. My name is ___ with Keller Williams Realty. I wanted to invite you to an open house that I am having on Saturday.” (Hand invitation flyer showing estimated monthly payment.) “I was wondering if you had thought about becoming a homeowner this year. As you can see from the flyer, this home would cost you approximately $xxxx a month. What are you currently paying in rent?” Tenant: “Wow, it’s only $200 more than I am paying now.” Agent: “Really? I am sure you would rather be paying your own mortgage than your landlord’s. Why don’t you stop by? I can recommend at least two lenders who can chat with you about financing. Perhaps we can come up with a plan to make you a homeowner this year. How does that sound?... See you Saturday!”
Note:
This script helps you find out if they’re interested in becoming a homeowner.
The flyer you distribute to renters would differ from the one you distributed to the homeowner neighbors.

13. Scripts for Open-House Prospecting
Greet the Renters
Agent: (After brief introductions) …“Are you living in the area now and checking out values, or are you considering buying a home?” Guest: “We are thinking about buying a home and are visiting open houses to get an idea of neighborhoods and prices.” Agent: “That is good thinking on your part and teaches you so much more than just looking on the Web. Have you been doing that too?” Guest: “Oh yes. We have been looking online for several weeks.” Agent: “Well, please look around, and after you’ve seen the home, I’d like to hear what features work or don’t work for you.”
Note: This is a simple script that helps you get their names straightaway and learn how they found out about the property.

14. Scripts for Open-House Prospecting
Discover Motivation Level
Note: This is a simple script that helps you get their names straightaway and learn how they found out about the property.

15. Scripts for Open-House Prospecting
Important Contact Information
Bare essentials for sign-in register:
Name
Phone
How they heard about the open house
Time frame for moving
Source: CAMP 4:4:3 Script Cards, Keller Williams Realty, Inc.
Note: In your preparation, organize a drawing with a local vendor.

16. Scripts for Open-House Prospecting
Price range
$200,000-$250,000 $250,000-$300,000 $300,000-$350,000 $350,000-$400,000 $400,000-$450,000 $450,000-$500,000 $500,000-$600,000 $600,000-$700,000 $700,000-$800,000 $800,000-$900,000 $900,000-$1M $1M-$1.5M
Cities
Antioch
Concord
Moraga
Pittsburgh
Walnut Creek
Name:
Phone number:
address:
Notes:
Bedrooms
Garage
Bathrooms
Pool
Yes No

17. Creating an Effective Follow-up System
Call that evening after the event
If no answer, send an
Repeat daily until you connect
Drop off thank you notes
Enter everyone into your database(8i,Eedge,etc)
Set everyone up on a specific action plan.
Buyer 8x8’s, Seller 8x8’s (decide generic or specific)
First bullet – When you call or , you could do the following:
Mention a couple of homes you discussed or other homes in that price range.
Recommend a lender, if they need one.
Last bullet - If the home sells, let everyone who came to the open house know (call, then ).

18. Creating an Effective Follow-up System
Call everyone when home sells (SC and/or Firm)
Answer any questions people may have had which you promised to follow up with
Advise about new listings/solds
Call recommending a lender
Remember your goal is to get the appointment!
First bullet – When you call or , you could do the following:
Mention a couple of homes you discussed or other homes in that price range.
Recommend a lender, if they need one.
Last bullet - If the home sells, let everyone who came to the open house know (call, then ).

19. Creating an Effective Follow-up System
Call that evening after the event
Agent: “Hello Bob. My name is ___with Keller Williams Realty. We met this afternoon during the open house at 123 Main Street. Did you see any homes today that you liked? Did you drive through any suitable neighborhoods or see any for sale signs on homes that weren’t held open? What are you looking for in a home? “It sounds like you’re looking for something special. Unfortunately not all properties are available through an open house, so you’re missing some of the best homes. How about I research the top seven homes in your price range and make appointments so we can see all of them in a few hours. Would weekdays or weekends be better?”

20. Ideas into Action
1)Lead generation from your open house (calling/door knocking the neighbourhood, your database, social media, call sphere and past clients in the neighbourhood)
2)Know your scripts (get a partner and time block script practice and roleplay)
3)Have all marketing materials ready, Inspect homes in the neighbourhood.
4)Tell your sellers your plan, all of these steps show great value to your sellers Reinforces everything you told them at your listing presentation.

21. Standout Video follow up to seller (flip cam, youtube)
Video to top prospects
Webpage for open house attendees (information page)
Referral cards – Pass it along
Seller’s Open House Checklist
Agent Brochure

22. Sample Information Packet
Agent Brochure
Sample Information Packet
Agent flier, why they should choose you as an agent, and card
Property highlights
Year-to-date citywide MLS Statistics
Current neighborhood statistics: sales, pending, prices, days on market
Story about the neighborhood history
Top 10 Buyer/Seller Mistakes
Map pages to locate listed area properties
Testimonials

23. Seller’s Open House Checklist
Sellers Checklist
Seller’s Open House Checklist
Remove, put in a safe place, all valuables, jewelry, money, prescription drugs
Unclutter countertops
Clean your home top to bottom
Make any repairs necessary, such as touch-up painting
Open up your house, the lighter and brighter the better
Play soft music
Make sure your home smells good
Adjust thermostat to a comfortable level
Arrange for your pets to be in safe place, or gone
Clean and straighten the patio
Manicure the lawn
Clean the front door or paint
Remove all clutter from the entrance area
Other_____________________

24. Sign Tips