| By Jeff Underwood |
A large portion of a real estate agent's time is spent working open houses. It can be a very frustrating task to sit at an open house day after day only to have a few people come by each week. An agent learns very quickly that they have to make every moment spent with people at open houses effective. The following are seven keys for working an effective open house. These do not require spending advertising dollars just effort.
1. Inform Other Realtors
This is a great way to get traffic to open houses. Use local MLS message boards or forums to let other top Realtors in the area know about open houses. This is free to do and leverages other Realtors' network of buyers. This may seem too simple or even tedious, but the extra effort will payoff.
2. Dress For Success
It is easy to take this statement lightly because we have all heard it a thousand times. The truth is, you never know who you are going to meet at an open house. It is important to always look like a professional.
3. Get Yourself Into A Positive State
It is easy to become somewhat lothargic while sitting around at an open house. You think, "nobody is coming today, it is raining outside...what am I even doing here?" It is about that time, as you are sitting there, feeling down. when a potential buyer walks through the door. Here is your chance to impress this potential buyer, but your low level of energy makes the buyer anything but excited. To boost your energy and rejuvinate your body and mind, take deep breaths whenever you see buyers approaching. Take a moment to ask yourself a positive question such as, "How can I get this potential buyer excited about this property?" Take the focus off yourself and selling will progress more naturally.
4. Have Adequate Materials
Proper materials are a must. Make sure and have information packets readily available. It is advisable to carry contract papers to every open house. Expect to write up a deal, prepare to write up a deal, and chances are you WILL write up a deal.
5. Have Proper Signage
When preparing for an open house, make sure an have additional open house signs and flags. The more flags and signs leading into the property, the better the chances are for attracting potential buyers, not to mention making it easier to find the property.
6. Greet The Client
The greeting is the single-most important moment of the open house. The instant you meet the potential buyer, first impressions take place. Meet the customers outside the property. Proceed to introduce yourself and give them a genuine complement. It is important that the complement be genuine as most people know when you are being fake. Get to know the buyer. And most importantly, ask questions! Knowing your buyer allows you to help them more effectively. So ask the buyer where they are from, what they do for a living, etc. During this time, remember to have a conversation, not an interview!
7. Hot Buttons
'Hot Buttons' are the main features of the development & homes. Examples of 'Hot Buttons' include: gated community, water view, swimming pool, maintenance free living, golf membership, etc. Asking questions early on in the conversation, helps to figure out the buyer's 'Hot buttons' so you can focus on them throughout the conversation.
As you can see, most of the keys to an effective open house are preparation related. Be prepared and watch the open houses gain momentum. Remember...everybody that comes into an open house is a buyer or knows someone that is a buyer. Almost everyone that walks in an open house says, "i'm just looking." Don't let this statement discourage you, let it be music to your ears. All they are saying is, "I know you're a salesman and I don't want to be sold." Spend time asking questions about about the buyer and their background and their wall will crumble, then you have them!
To Learn more about Cebu Real Estate Industry, Call:
RealtyOPTIONS Marketing & Consultancy Inc.- President/CEO
Tel Nos: (+63 32) 5166194 / 2550374
Mobile: (+63 918) 9236123 / 0922.8236123
www.laosamuel.com
www.laosamuelmls.blogspot.com
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