Week 7
Impact of PEP You have now been in PEP Seven weeks. o How has it changed you? o Has it changed your daily business plan? o What’s been the most important thing you have learned? o What is your plan after PEP? o This Week’s
Open House Prospecting This week’s recording was about how to have a successful Open House event. o
What was the most important new idea did you got from the recording?
o Tell me something you do or something you have seen another agent do to prospect for Open House events that is unique? o And as a follow up to the Open House?
Pre-Open House Prospecting Prospecting the neighborhood of the open house with special time for neighbors:
o Make sure you have open house flyers with you and a special invitation for neighbors. o
“Hi, I’m _________ with Century 21 _______________. I’m having an Open House at the Jones’ at 123 Elm on __________________ from ________ to _________. From _____ to _____ , I’m holding it open just for neighbors in case you would like to stop by for a special preview. Would you know anyone who might be interested in the Jones’ house… a friend, relative, coworker, or maybe yourself?” (give them time to think – silence is powerful). I’d like to leave you a few flyers in case you think of someone, and if you work in the area maybe you could put one up at work. The Jones’ would really appreciate your help.”
• Pre-Open: Prospecting a Nearby Move-Up Neighborhood o “Hi, I’m _________ with Century 21 _______________. I’m having an Open House at ____________________ on Saturday at ______. Right now with interest so low, it’s very possible a person could buy a larger home with very little difference in their monthly payment. Would you or anyone you know be thinking about a larger home like this one? If you think of anyone, would you please give them the information on the open house? If they stop by or give me a call, I’d be glad to do the monthly payment comparison for them.”
• Pre-Open: Asking to Put Up Signs in Their Yard o “Hi, I am _________from Century21 ___________. I am holding the Jones house at 457 Elm open this afternoon and I would like to ask your permission to put an arrow sign at the
corner. Thank you. By the way, would you be interested in stopping by the open house and taking a peek? Would you know anyone who might be interested in buying a house in this area..a friend..relative..someone you work with? I’d like to leave you a flyer in case you think of someone. Thanks”
• Post Open House Follow Up Nearby FSBO Open House o Hi, I am ______________from Century21______________. I am just leaving my open house and thought I would stop by and see how your Open House went (be very upbeat and excited). • Bad= I am sorry to hear that. Have you given any thought to talking with a REALTOR? • Good= Congratulations. Is there anything I can help you with? Did you run across any buyers that weren’t interested in your house that might be interested in a .. (describe the house you just held open)? Special Note: Ask where they are moving. You may be able to help them with the purchase of a new home, or send a referral if moving out of the area. • • Post Open House: Didn’t Have Conversation at Open House o
Someone attended the Open House and because you were busy with another couple, they left before you got to have a meaningful conversation:
o “Hi, I am ____________from Century 21 _______. Thank you for coming through my Open House on Willow Street yesterday. I was checking to see if you had any questions about the property. Are you interested in the house?
•
Yes = set an appointment.
•
No = “How long have you been looking? How did it compare to what you had in mind? What have you seen that you liked? What Price range are you looking for? What…area, number of bedrooms, (have a buyer qualifying sheet and fill in the blanks). Have you seen any houses that you would like some information about? I can think of several houses that you might be interested in. When could we get together to discuss your needs in greater detail?”
Tools That Can Help C21 Campaign Center – click on Open House
• This Week’s Wrap-Up o Block off 2 hours each weekday on your calendar for prospecting (designate type, i.e. FSBOs, SOI, etc.) o Make your 21 contacts per day (105 for the week) o Open house signs ordered o Open house strategy discussed
o LeadRouter Discussed o Performance Ratios Discussed o Make sure you post your activities daily, but not later than_______________ o Listen to the recorded classes: o “My C21 Site-Creating Your Online Presence” o “LeadRouter” o Be prepared to discuss your income goals that you created last week o Our next meeting is ___________ at _____