Finally, the video that all of you have been waiting for (at least, since last week’s Part 1 of this two-part series) – how to walk out of an open house with actual appointments, not just leads!
Need we say more? Watch the video!
This is part 2, continued from the last episode. We’re talking about what to do to really get success and really get activity and really make some money, be productive, with open houses.
And we led into it, if you haven’t watched it, you need to go back and watch it so you kind of understand the premise. So let me catch up in 10 seconds. Instead of going for leads, we’re going for appointments, and the question you should be asking now is “Dan, how do I set those listing appointments? Dan, how do I set those buyer appointments right there at the open house?” And that’s what we’re going to tackle.
Big secret coming up.
Get a pen and pencil out.
Ask for the appointment.
I’m going to take a wild guess here and say 99% of you ask for them to sign in, ask if you can follow up with them, ask if at some time you can show them some property. Only about 1% of you, and it’s really weird, it tends to be the 1% who’s just making a killing on open houses, but those 1%, they ask for the appointment. To come out and talk with them about the value of their home and what it would sell for and how long it would take to sell in today’s market. They don’t offer to take them out on a 3 hour Gilligan’s Island tour to show them a bunch of houses. Any real estate agent can waste their time and do that. You know what these 1% do? They offer to take them out to show them 1 or 2 homes that they think will really fit the bill. That only take them 15 minutes, 20 minutes to go see.
Now, they may or may not like these houses. I get it. Getting it right right out the gate after meeting them cold, that’s going to be a little rough. But you know what? Come Sunday night or Monday morning, and they’ve got 11 or 12 or 13 agents calling them and emailing them. How many of those agents actually took them out and already showed them property?
*pop* None. Except you. So now it’s 1.
And who do you think they’re going to remember? The other 13, or you? The person who took them out? The answer is you. We have to ask for the appointment, guys and gals, to take them out and show them a piece of property. If I shut the open house up a little early today, could you go see this one house? Could you go see these two homes that I think are right for you? They sound like they’re right up your alley? I’ll close it early, you be back here at 4 o’clock, we go look, what do you say? Pretty good stuff. Buyers are going to appreciate that. You’re closing early? Even though you’re not closing early, because you said you’re going to close at 5, you’re really going to close at 4, we all know the realtor open house schedule. So you still close when you’re gonna close, but it sounds like you did them a favor. Take them out and show them something. Differentiate yourself from the competition. That’s number 1.
The sellers. “Mr. and Mrs. Seller. When would be a good time for me to just swing by your home, take a quick peek. Give you an idea, not just an idea actually, but give you probably something hard and fast within, you know, within pennies how much it’s going to sell for, how quickly it’s going to sell, and if there’s any problems I see that you might want to know about from a realtor point of view. Would some time later today, when the open house is done be good? Or would you like to do it tomorrow instead?”
Asking for these appointments, guys and gals, is the first secret to success. We’re not going for leads, we’re not going for people to sign in, we’re going for the appointments. And you know what? If you have appointments, even if some of them don’t work out, even if only a fraction of them work out, and if you set 10 appointments and only 30% of them work out, a really bad ratio… That’s three appointments. When’s the last time you got three appointments out of an open house? I’d like you to ask yourself that question. Three’s a lot better than what you’ve been getting. Anything is a lot better than what most of you have been getting, and I’m telling you, this is the secret right now with open houses and profitability and productivity. Go out there and set the appointments.
Now, it’s kind of been a quick video, it’s even been in two parts, being a little vague. I got it. There’s only so much we can do in 4-5 minutes. If you have any questions, any more details you’d like answered, reach out to me, firstname.lastname@example.org. Love to answer the questions for you.
Keep tuning in. Make sure you keep logging on and watching all of the great ideas, all of the great videos here at ReboReports.com. You can also, of course, go to my website, versatilityinsales.com.
Again, thank you for tuning in this week, for watching part 2 of this 2-part open house extravaganza. Ok? I want you to remember one thing going into this next week: to get what you’ve never had, you must do what you’ve never done. Make it a great one!