Open House by Design

How to Have An Open House by Design Not By Accident

WHY? • To have something to do on Sunday? • Make your broker happy? • Of course not! – Best possible service to Seller

– An excellent way to obtain both new buyer and seller leads. – Vehicle to meet your weekly contact goal as part of your prospecting efforts • It’s like having a “branch office” open in a neighborhood for a few hours Copyright © 2008 Century 21 Real Estate LLC. All rights reserved.

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How Important Is an Open House?

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Marketing the Open House • Century21.com, Openhouse.com, realtor.com, office web site, and agent web site • Newspaper/Other Print Media • Open House Flyers/Invitations – Surrounding neighborhood – Nearby less expensive neighborhood – Geographic “Farm” – Local merchants – FSBO’s – Expireds Copyright © 2008 Century 21 Real Estate LLC. All rights reserved.

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Marketing the Open House • eGreetings or Life @Home Newsletter

– Other Agents – Sphere of Influence • MLS

• Current buyer prospects • Call around the open house – call neighbors in a few block radius inviting them or anyone they know to the open house. – Be sure to ask them if they or anyone they know is in the market to buy or sell a house. Copyright © 2008 Century 21 Real Estate LLC. All rights reserved.

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Preparing Seller • Not to be present • Put away valuables

• Board pets or leave with friend or neighbor • Remove all cars

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Preparing the Seller • Have property at its best – Lawn mowed, shrubs trimmed – Walkways swept and clear – Interior clean – Bathrooms and kitchens sparkling – Garage and closets neat and orderly – Suggested repairs and “staging” completed • Removal of photos/personal items • Removal of items not included in sale • “Set” table with nice dishes Copyright © 2008 Century 21 Real Estate LLC. All rights reserved.

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One Week Ahead • Follow up with Seller

– Ask permission to serve light refreshments • Prepare signs – Directional signs – map out locations

• Ask homeowners’ permission • Buy balloons or flags – Riders for subject property • Complete marketing materials • Preview other listings in neighborhood Copyright © 2008 Century 21 Real Estate LLC. All rights reserved.

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Things to Take With You • Sign-in sheet or registration forms • Fact sheet on property (CENTURY 21 Mortgage Listing Sheet) – Financing Information • For your use – information on other listings in area • Special feature “tent” cards • Your business cards/personal brochure • Appointment calendar • Home Warranty Information (if being offered w/property) • Local school reports • At Home with CENTURY 21 magazine (personalize it) • Vanilla scented deodorizers/potpourri Copyright © 2008 Century 21 Real Estate LLC. All rights reserved.

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Things to Take With You • Entertainment for children • Laptop computer with Buyer Presentation from Virtual Presentation Library (continuous loop) • Buyer’s Service Pledges • Buyer Interview Worksheets • Offer Forms • Note Paper • Measuring device • Financial Calculator • If property is vacant – folding table and chairs • Fresh flowers Copyright © 2008 Century 21 Real Estate LLC. All rights reserved.

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On the Way to the Open House • Place directional signs

– Attach flags or balloons – Drive the route • Make sure your signs are easily seen • And that they do not block drivers’ visibility

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Show Time – Open House Day • Arrive Early • Inspect property – touch up if necessary – Especially walkways • Park away from property • Plug in deodorizers • Turn on lights and soft music • Set up materials as close to front as possible – Set up computer in visible place • Set up special attraction tent cards – including No Smoking • Prepare refreshments Copyright © 2008 Century 21 Real Estate LLC. All rights reserved.

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During the Open House • Greet Every Guest – Your goal to get appointment • Give them property information flyers • Have them sign in • Offer refreshments • Escort through property if possible (if multiple guests are present – may not be able) – Good idea to have more than one agent (or hostess) • Build rapport Copyright © 2008 Century 21 Real Estate LLC. All rights reserved.

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During the Open House • Ask qualifying questions: – This home is priced at $225,900, what price did you have in mind? – How did this property compare to what you were looking for? – As you can see, this home has three bedrooms, how many did you need?

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During the Open House • More qualifying questions: – Where do you live now? • Would you need to sell that before buying? – How long have you been looking? – How soon do you need to relocate? – Are you currently working with an agent in your home search?

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After the Open House • Clean up • Secure the property – Turn off lights, etc. • Leave fresh flowers for seller with thank you note – Provide feedback to seller • Pick up ALL signs • Send thank you notes to all who attended – Including other agents • Send thank you note to those who allowed directional sign • FOLLOW UP, WORK THE LEADS, MAKE MONEY! Copyright © 2008 Century 21 Real Estate LLC. All rights reserved.

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