1. “The revolving door to dollars”
Open Houses
“The revolving door to dollars”

2. Why?
To sell the house ?
The odds (250 to 1). Why?
Great American pastime
Readiness
Sometime; Somewhere
Working with other agents
Neighbors; other agents; etc.
To find “present time buyers” and / or sellers / referrals?
Remember ~ Everyone is a potential real estate account!

3. When ?
Everyday you can unless . . .

4. How (to select ‘target’) ?
Leverage company inventory
Easy access
You like (enthusiasm sells)
Curb appeal
Well priced
Preferably vacant
Phone
Permission of lister

5. How (to prepare) ? Listing Package (from title co.) Review CMA
Preview comps
Absorption rate
Curb solds
See availables
Learn & remember
Price; Taxes; Year built; builder; schools; square footage; major improvements

6. Other preparations . . . Will it be advertised? Invitations?
Neighbors; friends; clients
Mail neighborhood?
Ordinances governing signage?
Research relevant unknowns?
Comps in other areas?

7. What (materials needed) ?
Signs
Guest registry
Fact sheets (tailored)
MLS printout of subject & comps
Business Cards
Personal marketing materials
Financial info sheet (from lender)
Info on area---golf; shopping; etc.
Secret tool

8. D-day (getting there) Allow enough time Bring stuff to work on
Typical Open p.m.
Bring stuff to work on
Refreshments?
Signage issues:
Don’t encroach on streets or private property (may need permission)
Ordinances
Parking issues

9. D-Day (Setting the Stage)
Security Issues:
Valuables; 2-story / 2 agents ?
Lights
Window coverings open
Soft music
Think through an optimal tour
Set-up where you can see & greet

10. Mindset: Sorting . . . The attitude The name game
Relaxed, but alert !
The name game
Guest registry
Asking good questions (non-threatening)
Familiar with area; Where from
Timing (motivation)
Need to sell first
Working with another Realtor

11. The Tool . . . Benefits to prospects: Benefits to you: Good exercise
Prioritize (sort) needs
Fast-track to qualified ‘real’ options
They find a great agent!
Benefits to you:
Ice breaker
Fast-track to qualified prospects
You’ve got an apt. with a hot prospect !

12. Wrapping up . . . Lights? Thermostat re-set? Window coverings?
Security system?
Leave clean
Leave note
Report activity to lister

13. Follow-up . . . Send ‘Thank you’ Work the surveys Phone follow-up
If out-of-state---
; fax; mail; call
If local---
schedule showing
Phone follow-up
Reschedule