e. open houses buyers

8/6/2019 E. Open Houses Buyers

http://slidepdf.com/reader/full/e-open-houses-buyers 1/17Buyers/Open Houses 1

When the Going Gets Tough . . .

The Tough Get Going!

Today is a Different Market and

calls for Different Techniques

Get Pro Active with Open Houses that “Sizzle” and make you memorable!

•LindaBaker’sOpenHouseGenealogyChart •Pre-MarkettheEvent •B-H“Meet&GreetKit”

•Setupa“ControlCenter”

Buyers/Open Houses



OpenHousesLindaBaker’sOpenHouseGeneologyChart



OpenHouses

OpenHouseTips

Whyholdanopenhouse?~Attract buyers or that house – possible personal list/sell.

~Prospect or uture purchasers.

~Prospect or listing.

~Seller satisaction.

~Quick notication to market or “hot” property.~Gets attention o neighbors and FSBO’s.

Whentoholdanopenhouse?

~Agent needing prospects – listing agent or other agents.

~New “hot” property may equal a personal sale.

~”Out o the way” properties – usually only serious buyers will be there.~Dicult properties that seem to have good price condition.

Purposeofanopenhouse…

~Takes the property to the public.

~One more avenue to a sale or the seller.~Puts agent in ront o buyers and sellers and possible clients.

~Allows FSBOs and prospective sellers to interview possible agents (YOU).

Tips:~Chooseyourproperty. When deciding which property to hold Open, try to choosea home that is 1) located in an area which you like to market or would like more

presence, or 2) choose a home that is in a location that would give you an option to

meet buyers/sellers in your preerred market area (such as a listing o the beaten path

that may not be getting the attention o the other agents).

~Pre-markettheevent. Special invitations to residents in the area demonstrates

that you are serious about proessional marketing a home in their area. Invite the

cooperation o the whole neighborhood to “help choose” a new neighbor and meet you,the Proessional. Perhaps Sunday’s “nosey neighbor” will be impressed and one day

will want to work with you.

You could personalize the invitation by saying, “I do hope that you will stop by the Smith

house and share your insight on the neighborhood which will help us nd a great new

buyer to live here.”



Pre-Marketing

~Do it Differently! Send personal handwritten invitation to neighbors, previous

prospects/clients. They just might think o a potential buyer. Or, because they received

a handwritten invitation, they will be more tempted to visit. (Today’s nosey neighbors

may become tomorrow’s seller!) It should be relaxed and conversational.~Do it Differently ! Send handwritten invitations to all FSBO’s in the area. They will be

tempted to check out the competition. Remember, many FSBO’s are attending open

houses to check out Realtors in the event they don’t sell their house themselves.

~Tandemyourefforts. Be sure you are aware o your market area beore thescheduled event. Know your competition, listed properties, and FSBO’s.

This is a great opportunity to introduce yoursel to FSBO’s, invite them to preview your

listing, and ask them to reciprocate by sending you buyers that are not interested in

their home. This does several things or you:

a. oers indirect proessional help;

b. positions you ahead o your competitors by getting you in the door in a non-

threatening way;

c. shows your proessionalism to someone who is obviously interested in selling;

d. could help you list their home.

~Setthescene. This is a great time to show o your expertise. Be sure to be armed

with:

a. Sold statistics.

b. Floor plans/plat (i possible); tax map is okay too.

c. An aerial photo o the area pinned to a display board.

d. Seasonal photo (i available) o the home and property, surrounding parks

and areas o interest.

e. Municipal inormation.

. School inormation.

g. Map showing locations o hospitals, shopping, bus stops, and libraries.

h. Your personal brochure.



i. Property inormation fyer.

j. Financial inormation: Worksheet showing prospects “how” to buy the

home; this is good to put on the back o the property fyer; This inormation

provides answers to buyers with questions about their purchasing power

and provides immediate answers to investment questions.

k. I the home is newly constructed, a prole o the builder is very helpul.

l. This also demonstrates to “nosey neighbors” your ability to cover all phases

o marketing a home…theirs too when the occasion arises.

m. CD’s o the Home’s slideshow

~Makeitateameffort. Now is the time to engage the seller’s assistance in realhome work. There is a dierence between a “home or living” and a home “ready or

market.” Convenience items should be tucked away. With extra books and papers andcomy aghans out o sight. When you demonstrate the many steps o preparation

you are taking or this Open House event. The seller will see their job is to assist in

the presentation

~B-H“Meet&Greet”Kit

~ Do it Differently ! They hate to eel like they are being “attacked” and asked to sign

something the minute they walk in the door. Your rst job is to create a conort level or

them with your non-threatening cordiality.

~ Do it Differently ! Hand them your card with a hand written note on the back that

simply says “Welcome to our Open House”. They are way more apt to hang on to it jus

because o the handwritten note.

~ Do it Differently ! Open the “Meet & Greet” kit and explain breify that all o the home’s details are in the kit so they can start looking and read over the property ino

and you’ll catch up with them and see i they have any questions.

PreparingfortheOpenHouse:

~Dress to make a good proessional impression.

~Have the sellers have the house ready to make a good impression.

~Open all drapes and mini-blinds to let all the light in; open windows on good days.

~Turn all lights on – even porch lights.

~Light and low background music.~Sign-in clipboard, fyers, and all inormation placed on kitchen counter.

~Have an unlocked or an easily unlocked door or a ast exit i you need it or you saety.



Sellerslikeopenhousesbecause:

~Showings pick up during the week o the open house due to advertising.

~1 in 10 open houses are sold at the open house – they could be the 1.

~It proves their real estate agent is trying hard to sell their house.

Follow-upiscritical. This is another great opportunity to make a contact by sending

“thank you” cards to the neighborhood… “Special thanks or the great response we had

here in our neighborhood.

And even more important, ollow up with your open house attendees and keep them on

your direct mail list until YOU help them sell/purchase.

Remember, preparation is important. Prepare the home and yoursel, make sure you

are ready with signs and pointers, fyers, the Open House ad, invitations, nancialinormation, sign-in sheet, market activity inormation, etc. Always prepare yoursel,

too. Be poised and ready or new business. We can ALL use more clients.

1. Property Features fyers with residential property disclosure attached. Also

attach any other pertinent documents, i.e. a plat.

2. Set up your laptop, and have the slideshow o the house running.

3. “It’s the Law” sign-in holder and agency kits and “Working with Real Estate Agent”

brochure.

4. “How to Purchase” examples obtained rom your B-H Mortgage Loan Ocer

(notiy them by the Tuesday beore the Open House).

5. Sample B-H marketing pieces.

6. “Permission to Call” cards.

7. Meet & Greet Kit. Send each attendee home with a B-H presentation older

containing:• Your personal prole

• Property fyer (and attachments)

• Floppy disk or CD o virtual tours

• B-H Welcome Magazine

• “Working with Real Estate Agents” brochure

• Financing inormation



~CONTROLCENTER

~ Do it Differently ! Set up a display in a main area, preerably the kitchen or dining

room. This is the area where you will meet up with them and have casual conversation

The “set up” is conducive to casual conversations. You can oer nancing ino, agency ino, a slideshow running that sparks conversation. This is where you will ask them to

register or the inormation to provide to the seller. Use the sellers name; John and

Suzy will so appreciate that you stopped by today. This is also where you will get to

ask some ‘“open” questions to determine motivation and ability. It should just be a part

o the natural fow.

OpenHouseScript#1

Hi! This is ____________________ calling rom Beverly-Hanks & Associates Realtors.

The reason or my call is to let you know that I will be holding an open house at your

neighbor’s at address on date rom time until time.

I wanted to invite you to come by, and also to see who you know that might like to live

in the neighborhood, or that you would like to have a neighbor?

Tell me, have you ever thought about moving?

I you were to move, where would you go?

OpenHouseScript#2

Targetinga“Move-Up”Neighborhood

Hi! This is _____________________ with Beverly-Hanks & Associates Realtors.

I’m calling olks in your neighborhood to let you know that I will be holding an open house in name o subdivision on Sunday.

I they say, “I was not planning on moving…”

No problem but perhaps you have some riends who are looking or a place to live, and you would like to have them nearby. I so please let them know about my Open House

or eel ree to drop by yoursel.

Thanks or taking the time to chat with me. I will be at address rom time until time on

Sunday…I hope you can stop by and say hi!



OpenHouseScript#3

SphereofInuence/PastClient

Hey, __________, this is _______________ rom Beverly-Hanks & Associates

Realtors.

How is it going?

I was calling to let you know that I will be holding an open house not too ar rom you

on Sunday, over at address.

I they say, “we are not planning to move.”

No problem however, you may know someone who is interested in this property; it is a

really good value.

Besides, I would love or you to stop by i you are out…it would be great to see you.

GreatOpenHouseQuestions

Hi! Thanks so much or coming by today! I am your name, and your name is?

How did you nd out about this open house?

Here is a eature sheet that outlines some o the details about the property you may

nd helpul as you walk through.

How long have you been house hunting?

Are you currently working with an agent?

Tell me a little bit about what you are looking or.

So, is this the kind o home you have been looking or?

I no…

I will put together a list o properties that meet your specications, as well as some

general inormation on buying.

Would that be helpul to you?

Great…let me ask you a ew questions…Where are you living now?

What do you like best about your current house?



What is most important to you in your new house?

What size monthly payment is most comortable or you?

How much cash did you want to invest in your new home?

What is your daytime hone #?

Your mailing address? Your email address?

OpenHouseFollowupCall#1

Hi, __________________!

This is ___________________ rom Beverly-Hanks & Associates Realtors. You

stopped by my open house last week and I just wanted to ollow up.

What did you think?

I could mail you more MLS printouts…however, in this ast-paced market that is

not the most eective way or you to house hunt. Oten, the homes in MLS are sold long beore the mail would reach you.

The best thing or us to do would be to get together or an hour or so, so that

I can put together a complete prole o what you are looking or. We can review the buying process, agency relationships, nancing, closing inormation,and sample contracts. That way, you are really educated beore you begin

negotiations. Make sense?

Is daytime or evening best or you olks?



OpenHouse

FollowupLetter#1

(Date)

(Prospect name)

(Address)

(City/state/zip)

Dear (prospect):

Thank you or visiting my open house at address on date. For you inormation,

I have enclosed several highlight sheets o similar properties currently on the

market. The market is extremely active right now, so some o these homes may

very well be sold by the time you receive this.

The best way or you to nd your dream home is or us to spend some time together putting together a list o your needs and preerences. I will review the

home buying process rom start to nish, including agency inormation, Multiple

Listing Services, nancing, sample documents…really everything you will need to know!

I will be in touch soon to see when will be the best time or us to get together.

Successully,

(Your name)

Realtor

Enclosure



1. Presenting, “Setting the Stage or Your RealEstate Purchase”

2. Showing Property



THE FIRST MEETING WITH BUYER PROSPECTS

“Mr. and Mrs. Buyer, beore we discuss your wants and needs regarding a home

(or property, etc.), the Law says I must rst discuss something with you called

Disclosure. As you can see here (the plastic stand on each conerence table),

the Law says that every real estate licensee MUST provide “Agency Disclosure”

BEFORE providing property inormation. What I must discuss with you is called“Working with Real Estate Agents” brochure. The Laws are in place to protect

YOU, the consumer, so that you are sure to be treated airly. Let me show you

the agent duties and relationships now and then you can tell me how you would

like our working relationship to proceed. I can work with you as either a Buyer

Agent or a Seller Subagent. Let me show you what that means and then I will just need your acknowledgement that shows I did discuss Agency Duties and

Relationships with you and which way you preer or us to work together.”

Proceed with presenting agency in a clear and concise manner and get their“acknowledgement” either on the buyer agency orm or by initialing the sub-agent“box” on the tear o card on the “Working with Real Estate Agents” brochure.

When this is presented properly, involving them in the picture, you will

automatically command respect in such a way that they WANT to work with you.

Practicing this presentation is what makes it easy to do. The higher your comortlevel with this inormation, the more they will respect your knowledge and the

more they will trust you.

Upon completion o this step, proceed to “Setting the Stage or Your Real Estate

Purchase.”

L.

A.

2.

C.



PRESENTING: Setting The Stage or Your Real Estate Purchase

“Mr. and Mrs. Buyer, next I would like to go through our Setting The Stage or Your

Real Estate Purchase with you. Most people I meet with want to nd the righthome or their amily, in the most suitable location, at an aordable price and in

the shortest period o time. Is that what you olks would like to accomplish also?”

(F.L.P.T.)

Give them plenty o time to talk here. This is where you will nd what theirmotivation is.

Present the Setting The Stage or Your Real Estate Purchase and continue.

“Mr. and Mrs. Buyer, let’s rst o all make sure I ully understand the type oproperty you are interested in.”

“I also want you to know that when we begin looking at homes, it is important that

I know how you eel about each o the properties that we look at. I will provide

you with this property inspection sheet or you to make notations regarding whatyou like and more importantly what you don’t like about each property. This will

help me to have a better understanding in selecting properties that might suit

your needs.”



WORKING EFFECTIVELY WITH BUYERS

You have the appointment with a prospective buyer! Now, you are ace to ace

and have walked through the “Setting The Stage or Your Real Estate Purchase”.

This step will help you to create a good rst impression and also help you to take

control and command respect.

ALWAYS allow enough time to assist them with writing an oer to purchase!

Choosing the Property to Show Them

Explain that you will choose properties TOGETHER rom: ________________

listings and __________________ listings.

(Which one o the above rst?)

You “create” the selections. Good verbiage: “might consider seeing.”

On the Way to the Property

1. _________________ talk about the properties they are going to see.

2. Talk about ___________________ eatures or recent ______________.

3. Drive ____________________ car.

4. When you KNOW you have prospects coming, try to park your car as close

to ________________________ _________________ ________________ as

possible.

5. I you are showing a property that is not super sharp, turn a negative into a

positive (this one might be the one that needs a little elbow grease).

6. Take the scenic route? Most important to drive by something that is o

interest to them such as _______________________.



DRIVING UP TO THE PROPERTY

Whenever possible, ______________________ ___________ the street rom

the house.

Do not park in the ____________________ (yuck view!).

Leave the buyer by your car…prepare the seller.

_____________________________________________.

Showing Property-Asking Questions

What is YOUR objective?

Get the buyer ____________________________.

Find out what they are ______________________.

Get them to make _______________________ commitments.

People buy FIRST with __________________ THEN with _______________.

Do not act them to death! The actual acts are second ater______________________.



Getting Them Involved by Using Open and Closed Questions Effectively

OPEN:

What do you think o the appearance?

How soon did you want to be in your new home?

Where would you place your soa in this room?Who would use this room?

CLOSED:

Your amily would enjoy this room, wouldn’t they?

Is this enough space or your _____________ urniture?The rst time you hear an objection, _______________!

An objection is not necessarily a ____________________.

OPEN-CLOSE! OPEN-CLOSE! OPEN-CLOSE!

REMEMBER: People do not make decisions because o _____________ or

______________ _____________ _____________.

RecognizetheSignalsThatBuyersSendYou

What is a Buyer sign?

Something they __________________ or _________________ that tells you

they can _________________ _______________ in this home.

When you hear it or see it:Give them ____________________________________ and say warmly

___________________________?

Then suggest _________________________________.


http://slidepdf.com/reader/full/e-open-houses-buyers 17/17

PROPERTY ADDRESS:

______________________________________________________________________

______________________________________________________________________

___________________________________________________________________

PRICE:_________________________________

LIKES:______________________________________________________________________________________________________________________________________

_____________________________________________________________

DISLIKES:_____________________________________________________________

______________________________________________________________________

___________________________________________________________________

YES___

NO___

MAYBE___

e. open houses buyers

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