Down to the Wire with Suzanne Getz Award Winning Business Coach Real Estate Educator
Turning Open Houses Into Business Opportunities
Open House Objectives Effective Marketing of Open Houses Use Open Houses to get your name and face out there
Grand Opening of New Product It s a mindset! Purpose Create excitement, curiosity Introduction Marketing Delivery The Pop
Who is the buyer for this product? Where does the buyer presently live? What is the buyer looking for in a home? What are the buzz items that are important to the buyer? How do I create curiosity about the product? How do I deliver the message?
Campaign to immediate neighbors On-Line CMA Open House Mailings to SOI and BDA Call your SOI and buyers past clients Campaign to broader neighborhood E-mail listing sheet link to on-line listing Social Media Campaign Create a presentation for the Bahamas Trip Marketing is about creativity! What s in your buyer packet? Does it have lots of stuff? Tent cards features inside and out Signs out 48 hours prior to OH
Preparing for the Open House Is the House Marketable? Is the house in the price point that is presently selling? Review the preparation for the Open House with the sellers Stage the property inside and out De-clutter, De-clutter, De-Clutter Odors Cigarette Smoke Animals Food Religious Items Remove all family photos Remove all items from counters and bureaus Shoes in back entry Clothes off hooks Puff up cushions Toys orderly Books and magazines No dishes in sink or drain board No laundry in laundry room Bathrooms spotless and uncluttered etc. Bedrooms tidy Make animals disappear
Preparing for the Open House Review transition properties similar to subject property Identify properties one level above and one level below range of value Know your inventory for transitioning buyers Demographics of potential buyer and where do they presently live Campaign to immediate neighbors On-Line CMA Campaign to broader neighborhood E-mailings, Social Media Campaign, Mailings to SOI and BDA Create a presentation for the Bahamas Trip Marketing is about creativity! What s in your buyer packet? Does it have lots of stuff? Tent cards features inside and out
Preparing for the Open House Buyer Packets (Factual and Uncluttered) Sold Comparables with Listing Sheet (Sold Listings are public record) Local Housing Data Sale to List Price Ratio Square Footage Mortgage Financial Statement Income and mortgage payment Buyer Agent Bio. Slick Stock Color Mission statement, pictures, Menu of Services testimonials from previous buyer clients, contact info., ONE PHONE NUMBER AND ONE E-MAIL ADDRESS 5 Phases of Buying a House Offer for Electronic CMA Form on Clipboard Tent Card On Table Large information board
Morning of Open House Dress, look and talk like a professional Stand above the rest be memorable! Directional signs - lots Laptop Arrive (1) hour prior to scheduled open house Check the curb appeal and look for clutter Do a walk through with sellers Be prepared to edit staging Here are some general rules for staging: 1. Remove all family photos 2. Remove all items from counters and bureaus 3. Shoes in back entry Clothes off hooks 4. Puff up cushions 5. Toys orderly 6. Books and magazines 7. No dishes in sink or drain board 8. No laundry in laundry room 9. Bathrooms spotless and uncluttered etc. 10. Bedrooms tidy 11. Make animals disappear
Morning of Open House Staging Continued 1. Walk around the property 2. Set-up Laptop 3. Chimes on door knob 4. Be aware of odors 5. Sellers should be out of the house 30 minutes prior to scheduled Open House 6. Set-up Bahamas Display 7. Wear your nametag! Remove your ego! 8. Do not be reading 9. Do not have the television on 10. Do not eat 11. You may have water 12. No coffee etc. 13. I do not suggest food or drink for the visitors It s not a restaurant!
During Open House Be at the door Clipboard sign-in sheet (Bahamas Registration) Sign-in sheet 1. E-mail address 2. Name 3. Town they live in 4. Cell Phone Number 5. Are you presently under contract with a Buyer Agent? 6. How long have you been looking for a house? 7. Do you have a house to sell? 8. How did you find us today? 9. Briefly discuss the property with them: 10. Let me give you a brief description of this home. The listing price is $650,000.00. There are 4 bedrooms, 3 baths etc. 11. Describe one or two key features about the house. Invite them to join you on a walk through.
Don t Miss the Opportunity Be Ready Monday, November 1, 2010 1:00 to 1:30 30 Minute Opportunity to ask any Open House or Buyer Questions Also, you may ask about any specific challenge you may be having with buyers!
This slide presentation will be on the Resource Center TODAY!? http://intranet.raveis.com/common/content.asp?page=535&hdr=323