4.2.14 open houses | samuel scott & keller williams

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Your Daily 10/4Activity creates opportunity. Opportunity creates business.

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Your Milestones

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Activity creates opportunity. Opportunity creates business.

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45% of Buyers visit Open Houses

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Internet users are even more likely to visit an Open House

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After searching online,75% drive by and 63% tour homes

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The Outstanding Open House

Goals1. Expertly promote a current

LISTING

2. Engage active BUYERS

3. Impress potential SELLERS

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1. The Open House Process• Before• Day of• After

2. Practice Scripts & Lead Generate

3. The 7-level Open House Model

4. One month of Open Houses

5. Leave with an Action Plan

Topics

Today’s Plan of Action

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Before

Gear Up and Make it Happen

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Day of After

Affirmation of the Day | I find motivated buyers at every open house!

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Before.

Before Timing is Everything

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Interest is highest during the first two weeks a property is listed.

Before Schedule the Open House

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Consider the property, clients and visitors.

1. Want weekend traffic?

2. Capture commuters after work.

3. Attract families on-the-go.

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Before Open House Checklists

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Before Plan your Sign Strategy

1. Purchase your own signs

2. Borrow signs from the Market Center

3. Map out sign locations on major roads

4. Research community and HOA

regulations

5. Plan when to set up your signs

6. Consider directionals and balloons

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Before Do your Research

1. Know the listing beyond the MLS

2. Prepare a Buyer friendly CMA

• Similar homes, higher/lower price

ranges and with one more bedroom

3. Pull Community Market Reports

• www.SamuelScottFG.com/TOOLS

4. Ask Samuel Scott for financing options

Consider the property, clients and visitors.

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Before Comparable PropertiesBe prepared to talk about other homes for sale.

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Before Local Market DataLet Samuel Scott help you become the neighborhood expert with our hyper-local real estate reports.

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Before Get the Word Out

Print

Electronic

Active

Promote the Open House with a strong marketing mix.

Print Marketing

• Property brochures

• Open House Postcards

• Letter to neighbors

• Monthly Newsletter

• Business Card Stickers

• Signs in Offices

• Newspapers /

publications

• Property Signs

• Community Postings

Before

• Personal website

• Brokerage sites

• Single Property website

• Industry sites

• Classified sites

• Emails

• Blogging

• Social Media

Electronic MarketingBefore

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• Door walk flyers in the

neighborhood

• Contact people in your database

• Pitch Open House at meetings

• Share marketing with affiliates

• Personally invite agents and buyers

• Have community information

available

• Cross-Market with other agents

• Collaborate with other Open Houses

in the same neighborhood

Active MarketingBefore

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Door KnockingBefore

Aim to visit 100 homes, 2-3 days before the Open House; 20-30 homes per hour is reasonable progress.

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Door KnockingBefore

Ask Samuel Scott for Open House flyers, neighborhood reports and other great door walking material.

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Practice your ScriptsBefore

Use the KW Ignite scripts to role play positive conversations.

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Day Of.

It’s Showtime!Day Of

For the well-prepared Real Estate agent, this is the best part of the process. It’s time to meet your next clients.

1. Gather your gear

2. Dress professionally

3. Make safety a priority

4. Arrive early to set up

5. Connect with visitors

6. Set appointments

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Gather your gearDay Of

Keep your Open House gear organized and ready to go.

• Open house signs

• Open house display board

• CMAs and listing information

• Market reports and local data

• Buying, Selling & Financing guides

• Business cards

• Tablet or laptop

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Set up your Open House

Day Of

Educate and engage visitors with your marketing displays.

The Scene

Music

Lighting

Open Windows

Air Fresheners

Flowers

The Story

Photo Frame “stories”

Open House Display Board

Pre-Qualification forms

Marketing samples

Agent work space

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How to get an Open House Display1. Easy!! Just call your Samuel Scott Financial

Group Mortgage Advisor and ask for help.

2. For your first Re-usable Display Board, be sure to give your Mortgage Advisor a week’s notice so they can prepare it for you.

3. Then set a time to sit down with your Mortgage Advisor to review the available material we can use to fill the board.

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Popular Display Pieces

• Interesting Listing Info

• CMA’s

• Market Reports

• School Reports

• Buyer and Seller Guides

• Financing Info

• Mortgage Payments

• Educational Flyers

• Industry Updates

• Business Cards

Customize each Open House display to best showcase the listing, the neighborhood and yourself as a professional agent.

What do buyers want?Day Of

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What do buyers want?Day Of

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• Fifty-five percent of buyers said that what they want most from their agent is help finding the right home. Narrowing down the search, showing accurate listing information, insight into communities.

• Buyers most often noted that the benefit of having an agent was helping them understand the process (61 percent) of buying a home.

• More than half of buyers noted they wanted real estate agents who pointed out unnoticed features or faults with a property.

• Over 4 in 10 said real estate agents negotiated better sales contract terms, improved buyers’ knowledge of search areas, and provided a better list of service providers.

What do sellers want?Day Of

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• The biggest question for a homeowner who is considering selling is: What is my home worth?

• Ask about their current home and offer a professional CMA. Have a sample ready that shows the difference between a report and the instant-estimates people find online.

• Have your listing presentation ready to share. The most important sections are the ones that explain your marketing plan, pricing strategy and action calendar.

Be better than the internet.

Day Of

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Today’s buyers and sellers often have been searching online for weeks or months before visiting your open house.

• Have interesting facts ready that they CAN’T find on their own

• Have a CMA report with comparable properties ready

• Use available technology (iPads, laptops, etc.) to instantly pull

listings

• Save their search criteria to send more information later

• Share local data and sign them up to receive your real estate

updates

• Use guides to explain the home buying process

• Use financial calculators to demonstrate pricing and payments

• Highlight the advantages of working with your team

What do you have to offer?

Day Of

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Engage visitorsDay Of

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ETHICS | Be sure to ask visitors questions to make sure they are not already actively working with another agent.

• Connect with visitors quickly and share great information they could not have found online.

• Engage them with strong content so they ask you for copies.

• Be easy about taking their information. Just grab their card, or enter their contact info into your iPad yourself.

• Take notes on what’s important to them and tailor your follow up.

Sign In and Sign UpDay Of

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Create a value incentive so visitors want to leave their contact information and learn more about local real estate.

1. Comparable properties

2. Local market reports

3. Real estate guides

4. Pre-qualification forms

5. Raffles and prizes

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After.

Leaving your Open House

After

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You’re not done yet! Exit with the same style you started with.

1. Leave the house in great condition

2. Leave a note and/or flowers for

homeowners

3. Gather all your gear and signs

4. Review your notes on visitors and plan

your follow-up strategy

Your next movesAfter

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• Make follow up calls & set appointments

• Enter contacts into eEdge & set touch

campaigns

• Send visitors any requested info ASAP. Make it

personal and include a good Call to Action.

• Send Samuel Scott any pre-qualification forms

• Create accounts for buyers to search

properties or receive local market reports

• Write a blog post, and share photos, stories on

Social Media about the Open House

• Send a thank you to everyone who supported

you

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Gary Keller, SHIFT

“Don’t do a little and expect a lot.

To get the best returns from any lead generation action, you must go all out.”

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Level-Seven Open Houses

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Level-Seven Open HousesFrom the Open House model presented in SHIFT

1. Put up an open house sign the day of the event

2. Put up signs and riders in advance

3. Put up directional signs early the morning of the

event

4. Advertise the event

5. Door knock for two days and pass out fliers

6. Call the seller to remind them about the event

7. Network with other agents holding open houses

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Recap what you’ve doneAre you ready to host an Outstanding Open House?

1. You have learned how to organize your open

house into 3 phases: Before, Day Of and After

2. You have scheduled your Open House, planned

signage and researched the home/community

3. You have gotten the word out to drive traffic

4. You have planned your follow up activities

5. You are ready to give a level-seven open house!

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Your Action PlanTime block and complete the following activities before the next power session

1. Check off the tasks that you have completed

already from your Open House Countdown

Checklist

2. Schedule your next three open houses

3. Get ready for Power Session 4 on prospecting

4. Don’t forget about your Daily 10/4

Your Daily 10/4Activity creates opportunity. Opportunity creates business.

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