By Denise Lones
Special to Realty/Builder Connection
Open Houses still remain on my list of top things agents should be doing right now. The market is ripe for buyers that you can educate on the current state of the market. And there is no better place to find them than at an Open House.
But of course you need people at an Open House for it to be successful. The key is to take the right steps before you put that Open House sign in their yard.
Here are some hot tips to make this spring’s
Open Houses the most profitable ever:
1. Advertise, advertise, advertise.
You need to advertise online. You need to advertise offline. You need to advertise to your database. You need to advertise to neighbors of the Open House. You need to advertise to higher-price point people in the
neighborhood. You need to advertise to lower-price point people in the neighborhood.
That’s a lot of advertising. But trust me — it works!
2. Hold a “Neighborhood Preview.”
There is nothing like a nosy neighbor. What an opportunity — an Open House to finally see what’s inside the house across the street that they’ve seen every day for the past 10 years!
Why not make it easier for neighbors to visit the Open House? Advertise the Open House from 1-3, but for the neighbors use flyers that read “12-1 Neighborhood Preview Only.”
3. Signage, signage, signage.
The average agent puts up two directional signs leading to the house. Successful Open Houses take 6-7 directional signs.
Take the time to map out the route of the Open House all the way around the winding drive past the lake, three lefts, and a right. Don’t leave anything to chance.
4. Make sure you have something people won’t find at any other Open House.
Like an “Open House Book.” This is a book that includes a complete analysis of all homes that are for sale in higher and lower price ranges in similar locations to this property.
The reason to have this book stems from the fact that most people who come to your Open House will not buy the property. But chances are that they’re going to buy in the neighborhood (or else why would they be there?) Or they’re going to buy near the advertised price range (or else why would they be there?)
5. Food!
It is critically important to serve a little pick-me-up for weary travelers who have been walking around looking at properties all day.
I’m not talking about home-cooked meals, I’m talking about a small cooler with some drinks and a small basket with some packaged crackers, cheese, nuts, or sweets. Make it easy for them to be there and make sure you offer them something as soon as they walk in the door.
6. Have something to give them.
This could be an article or report about current market conditions in the neighborhood. Make it detailed and go deep into what’s going on in the area.
When they have something to take with them, they’re much more likely to remember you. Plus, they have some conversation fodder for their next lunch with their friends.
7. Time your Open House correctly.
Don’t just stay for an hour. Stick around for a while. Some of the most successful Open Houses last up to four hours.
— Denise Lones is a national speaker and author. He can be reached at 1-877-211-6472 or www.thelonesgroup.com.