1. Welcome to my Open House,
Please Sign in…
Have your saved WeichertPRO Attendance Registry open on your laptop so agents can sign in as they arrive.
During sign-in, ask the POS “listen and learn” questions, hand them the Property Brochure and Open House Display Flyer before moving onto the presentation slides. 1

2. Open House Guest Register
Fast Track Facilitator Notes
Session 4: Making Connections at
Open Houses
Open House Guest Register
Source of business
Contact Record for Continued Follow Up with Open House Prospects
Encourage ALL visitors to sign in!
Weichert University June

3. Practice: Guest Register Dialogue
Fast Track Facilitator Notes
Session 4: Making Connections at
Open Houses
Practice: Guest Register Dialogue
Were you comfortable signing in today?
What are some possible objections?
How would you handle them?
Role Play
Debrief
Weichert University June

4. Making Connections with Open Houses
Fast Track Facilitator Notes
Session 4: Making Connections at
Open Houses
Making Connections with Open Houses
Weichert University June

5. Let’s Get Started Success Stories Announcements/Updates Today’s Agenda
Fast Track Facilitator Notes
Session 3: The Weichert Value Story
Let’s Get Started
Success Stories
Activities Board
Success Story Board
Call Session Results
Announcements/Updates
Today’s Agenda
Weichert University October

6. Objectives Identify the steps to prepare for an Open House
Fast Track Facilitator Notes
Session 4: Making Connections at
Open Houses
Objectives
Identify the steps to prepare for an Open House
Outline the process for conducting an Open House
Practice the techniques for connecting with customers at an Open House
Specify the importance of efficient and effective Open House follow-up
Use the Pre and Post Open House Follow Up Plan in WeichertPRO
Weichert University June

7. Building Relationships
Fast Track Facilitator Notes
Session 4: Making Connections at
Open Houses
Building Relationships
Wear name tag
Introduce yourself
Smile
Relax
Make it personal
Exchange information
Use their name
Offer interesting information
Thank them for coming
Weichert University June

8. Why are Open Houses important?
Fast Track Facilitator Notes
Session 4: Making Connections at
Open Houses
Why are Open Houses important?
Immediate source of business
Market yourself
Promote the property
Sell the property
Creates immediate exposure
Weichert University June

9. Open House Components Conduct Follow up Prepare
Fast Track Facilitator Notes
Session 4: Making Connections at
Open Houses
Open House Components
Conduct
Follow up
Prepare
Weichert University June

10. Weekly Open House Preparation
Fast Track Facilitator Notes
Session 4: Making Connections at
Open Houses
Weekly Open House Preparation
Monday
Prepare
Schedule
Preview
Confirm
Send Invitations
Thursday
Gather Materials
Make Invitation Calls
WeichertPRO Calendar
PRE Open House Plan
Follow Reminders to Send Invitations, prepare materials and and make calls to your groups
Weichert University June

11. Weekly Open House Follow Up
Fast Track Facilitator Notes
Session 4: Making Connections at
Open Houses
Weekly Open House Follow Up
Saturday – Sunday
Conduct
Arrive Early
Set Up
Greet Visitors
Clean Up
Follow Up
Sent Thank You s to all Visitors
Call that evening
Update agent
WeichertPRO Calendar
Post Open House Plan
Follow Reminders for Consistent Call & Follow Up to your Attendee Groups
Weichert University June

12. Maximize Attendance Why? Who should we target?
Fast Track Facilitator Notes
Session 4: Making Connections at
Open Houses
Maximize Attendance
Why?
Who should we target?
Weichert University June

13. How can we invite people to Open Houses?
Fast Track Facilitator Notes
Session 4: Making Connections at
Open Houses
How can we invite people to Open Houses?
Post it on Weichert.com and our Internet Partner sites
Send Custom Invitations to your WeichertPRO Contacts
Call people
Send postcards
Share it on Social Media sites using WeichertPRO
Change logo
Weichert University June

14. Fast Track Facilitator Notes Session 4: Making Connections at
Open Houses
Weichert University June

15. Email this Custom Flyer
Fast Track Facilitator Notes
Session 4: Making Connections at
Open Houses
this Custom Flyer
Re-make Flyer
Weichert University June

16. Practice: Open House Invitation Call
Fast Track Facilitator Notes
Session 4: Making Connections at
Open Houses
Practice: Open House Invitation Call
Roles
Sales Associate
Customer
Role Play
Observation Checklist
Debrief
Weichert University June

17. Open House Kit Fast Track Facilitator Notes
Session 4: Making Connections at
Open Houses
Open House Kit
Took out balloons
SOLD Open House Guest Profile
clipboard
Listing paperwork
Sales paperwork
Comparable current listings and sold properties in the area
List of other Weichert Open Houses
Area maps
School Report
Air Freshener
Flowers
Candy/cookies
Music
Garbage bags
Weichert University June

18. Let me show you how easy it is!
WeichertPRO Open House Functions
Enter every Open House into WeichertPRO
Add all the OH Attendees to your WeichertPRO system
Follow the auto-populated Action Plans to keep you on track every step of the way
Prepare * Conduct * Follow Up
At this point you log into
Click on the Open House Tab and follow the Live Demo Check List
At the end of the demo, give a break, send the thank you s to your open house group (FT agents) and return to the slide presentation
Let me show you how easy it is!

19. Took out nametag, added prepared
Fast Track Facilitator Notes
Session 4: Making Connections at
Open Houses
Showcasing Tips
Dress professionally
Be Prepared
Arrive 30 minutes before start
Took out nametag, added prepared
There is more…
Weichert University June

20. Showcasing Tips Display OH kit materials Turn on lights, A/C or heat
Fast Track Facilitator Notes
Session 4: Making Connections at
Open Houses
Showcasing Tips
Display OH kit materials
Turn on lights, A/C or heat
Open blinds & windows
Put out air freshener
Put on music
Be creative!
Weichert University June

21. Here are some reminders on using the Key Actions at Open Houses.
Fast Track Facilitator Notes
Session 4: Making Connections at
Open Houses
Here are some reminders on using the Key Actions at Open Houses.
Change logo
Distribute Handout
Weichert University June

22. Conducting the Open House
Fast Track Facilitator Notes
Session 4: Making Connections at
Open Houses
Conducting the Open House
Apply the Point-of-Sale Key Actions
Build relationships
Use Open House Guest Register
Uncover needs & wants
Close
Weichert University June

23. Uncovering Needs Escort guests Capture key information
Fast Track Facilitator Notes
Session 4: Making Connections at
Open Houses
Uncovering Needs
Escort guests
Capture key information
Use open-ended questions
“How soon do you want to move?”
“How long have you been looking?”
“Have you put in any offers?”
“Are you ready to buy?”
Weichert University June

24. Close at the Open House Close for an offer on the home
Fast Track Facilitator Notes
Session 4: Making Connections at
Open Houses
Close at the Open House
Close for an offer on the home
Sell the property OR
Schedule a buyer’s consultation and show other residences
Close for a listing appointment
Weichert University June

25. Before you leave, don’t forget to…
Fast Track Facilitator Notes
Session 4: Making Connections at
Open Houses
Before you leave, don’t forget to…
Leave the place the way you found it
Remove all items you brought
Turn off the lights
Secure the property
Remove materials
Call the listing agent
Call the Processing Manager’s voic
Weichert University June

26. 3 out of 4 guests buy a home in 6 months of visiting an Open House!
Fast Track Facilitator Notes
Session 4: Making Connections at
Open Houses
Follow Up System
3 out of 4 guests buy a home in 6 months of visiting an Open House!
a Personal, Customized Thank You and Call all guests within 24 hours!
Keep contacting past guests frequently – follow the action plan in PRO for lead follow-up
Make it memorable
Personalize it
Provide them with something of value
Use the customizable templates in WeichertPRO
Weichert University June

27. Follow Up System with WeichertPRO
Fast Track Facilitator Notes
Session 4: Making Connections at
Open Houses
Follow Up System with WeichertPRO
Your Attendee Group will be attached to each follow up reminder for easy access and record keeping
Weichert University June

28. Follow Up System, continued
Fast Track Facilitator Notes
Session 4: Making Connections at
Open Houses
Follow Up System, continued
Close for the appointment on every follow up contact
Be consistent and be persistent with all of your follow up efforts
Keep detailed notes in WeichertPRO
Weichert University June

29. Sample Follow Up Dialogue
Fast Track Facilitator Notes
Session 4: Making Connections at
Open Houses
Sample Follow Up Dialogue
“Sarah, thank you from coming to my open house. I enjoyed hearing about your wedding plans-it sounds like it’s going to be a wonderful day! I have the names of several local florists if you still need to choose flowers. I’m calling because I want to get your opinion-what did you think of the residence? I’d like to provide sellers with some feedback and find out how else I can help you.”
There are more samples on page 4-24
Weichert University June

30. Fast Track Facilitator Notes
Session 4: Making Connections at
Open Houses
Weichert’s Open House Program sells so many homes because it’s dynamic before, during and afterward!
Weichert University June

31. Taking Care of Business
Fast Track Facilitator Notes
Session 4: Making Connections at
Open Houses
Taking Care of Business
Weichert University
Related on-line courses
Conducting an Effective Open House
Open House Follow Up: Make the Most of Your Open House Contacts
WeichertOne Sales Associate Resources
WeichertPRO
Related On-line Training and Help
Add, Share & Market your Open House
Open House – Attendance Registry Instructions
Edit an Open House
Weichert University June