Turn Your “Open Home” Into a Listing Machine!
Once you get to the point where you have traction and are running 5 or so open homes a weekend, you should be finding a listing appointment per open home. If you follow the journey of a person thinking about selling, you will find that there will be many potential sellers in research mode or ready to consider a listing appointment.
They are in there. You just need to know how to flush them out in the right way. If someone comes through your open home and they are not a serious buyer, then what are they doing there? Do they really have nothing better to do on a Saturday than go and walk-through numerous properties? The answer is NO. They do not have something better to do because they are actually serious about selling and carefully researching price by comparing it to other properties like theirs.
They will not tell you this, as they know they will then be pestered day in and day out about a free appraisal or a listing appointment. There are a few keys to flushing out this seller and getting them, to let you know that their real intention for being there is they have a property they would soon like to list.
- The first is making sure you have the best open home that appeals to every sense when they walk in, so they can see how their number one asset will be presented.
2. The second is this carefully worded question said with 100% authenticity:
“Welcome to 123 Smith St. My name is Stephen. Before you come in, can I ask a quick question? Are you guys here because you are buying or selling today?”
This can get a few different reactions, and you must be ready to handle each of them. For the answer that you’re looking for, you must be prepared for the first key.
If they answer:
“Yes, well actually, we are thinking of selling.”
You are onto a winner. All you need to do is respond, after grabbing their details, of course, with:
“Perfect! Well, take a look around. I think you will be very impressed by how we present homes for sale. Enjoy 123 Smith Street!”
This would be amazing if you get this answer, and I can assure you, it does happen. If you do get this answer, you need to ensure you give this person an extra great service. Also, let them see you working with buyers, demonstrating your skills.
You may also simply confuse the people, and they will let you know that “they are just buying” with a puzzled tone. To this person, you just need to respond and explain why it is a completely normal question.
“The reason I asked is that I get a lot of referrals from people who come to check out how I run an open home before deciding to list with me, or locals come through to compare the value of their home. Enjoy 123 Smith Street!”
You need to come up with what works for you, in your area, and what feels natural for you to say. The important thing is that you must give it a try because I guarantee you, you will find some listings in there after just a few opens, and you will never stop asking it, ever again.
I hope this tip was valuable for you. If you love it, share it.
Stephen Atcheler
Managing Director – ShoreAgents
With 14 year’s experience in Real Estate, 7 years running businesses, 6 years running offshore teams and importantly the Managing Director of a Real Estate Specific Offshore Staffing Solution for the past 3 years. Stephen Atcheler is an expert in helping businesses implement offshore solutions to help them scale, reduce internal wage costs, create automation and develop an online footprint.
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