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7 Tips for Converting More Leads from Open Houses

Posted by Adrian Petrila on June 30, 2015 at 12:57 PM

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Open-HouseThe goal of any open house is to sell the house you are showing.

But we all know that closing the sale is not always possible. However, there are plenty of other benefits available to an agent holding an open house if they are willing to work for them.

Most of the people who walk into an open house are not very serious about their interest in that particular house. Many times, they are just neighbors, or even random people, who have always wanted to see what a particular house looks like inside.

While they may not be interested in the house you are showing, just about everyone who walks into an open house is going to buy or sell a home of their own at some point in the future. This is your chance to convince them that you are the perfect agent to work with.

Here are 7 tips for developing and converting more leads from your next open house:

Invite the Neighbors

The easiest way to increase the number of leads you are able to convert is to increase the number of leads you bring in. In order to do that, you want to attract as much foot traffic as possible to the open house.

Neighbors in the surrounding homes might not be too interested in buying a house right now, but they will probably need a good agent at some point in the future and now is as good a time as any to start that relationship.

Most neighbors are curious about what the houses in their neighborhood look like inside, so as long as you make them feel welcome, it should be no problem to get them in the door.

Welcome Everyone Entering

Making everyone feel welcome as they enter is the most important thing you can do at an open house. This is your time to shine.

When people choose a real estate agent, they are looking for more than just someone who knows the local market. They are also looking for someone they feel comfortable with, or have a previous relationship with.

This is your chance to establish both by making them feel comfortable from the minute they walk in the door.

Provide Visitors with a Free Report

Since you already know the local real estate market fairly well, it shouldn’t take you very long at all to put together a simple report detailing the current state of the market.

Having copies of this type of report available for anyone who visits your open house will give them something they find valuable to take home with them. Of course, this will also have your name, picture, and contact information on the front page.

Don’t Be Afraid to Approach Visitors

Hopefully your open house will be so busy that you won’t have a chance to welcome everyone the minute they step into the house. If you do miss some people, don’t hesitate to approach them as they are looking around.

Remember that your goal is to establish relationships with as many people as possible because you never know when someone will be ready to buy or sell.

Make the Most of Your Face-to-Face Time

Once you get the welcome and approach down, you want to work on making the most of your face-to-face time with potential clients.

It is much faster and easier to develop a comfortable relationship in person than it is through email or over the phone. It is also better to catch people in the moment when they are looking at a property rather than following up after the fact.

Take advantage of these face-to-face opportunities, and remember that everyone is a potential client.

Suggest Other Options

Quite a few of the people walking through your open house might not be seriously interested, but that doesn’t mean that they wouldn’t be seriously interested in another listing you have that is a perfect fit for them.

Listen carefully as people discuss different aspects of the house and be prepared to make suggestions on other properties that they might be interested in viewing.

Promote Your Email List

If you don’t have an email list, get one started immediately.

Now that we have that covered, you should have some type of information about your email list available at every open house. Promote the value your list adds to subscribers on top of just sending them listings and people will go out of their way to sign up for it.

Once you have their permission to email them, you can let your regular broadcasts do their thing and build a legitimate relationship with the client so that they won’t think of anyone else when they need an agent.

No matter how serious anyone who visits an open house might be today, almost everyone will need to work with an agent at some point in the future and people visiting open houses are more likely going to need one sooner than later.

In addition to being a great way to get potential buyers to view a house, the open house can also be a powerful tool for agents to make introductions, develop relationships, and expand their networking platform.

Are you making the most of your open houses? If not speak to a Carrington Office Leader today about how they can better help you!

Topics: Agent Resources


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