Being a new agent, I'm holding some homes open for other agents in hopes of gathering some clients. From what I've observed during some shadowing, other agents seem to have some trouble getting any sort of info. from open house visitors before they leave. Any tips to get names, numbers, etc. without seeming too pushy?? It seems that sometimes people will walk right past the "forms" and take off. Thanks.

Screw the forms and typical stuff you read in real estate books. Just be helpful (not remotely pushy and do not try to "get" anything from them) and KNOW YOUR MARKET. That alone will put you head and shoulders above the other agents and the real buyers will give you a chance.

The trick is to know the things that the buyers want to know when they're looking at homes. Know the other homes on the market ("this house has carpet which is typical for the neighborhood, but if you're looking for hardwoods then 123 Pine Street around the corner has hardwoods"), know the average price per sq ft for the area, know the average DOM, know the average list:sale price for the area. ("They're asking $250,000 which comes out to $200 a squae foot ... $5 a foot less thn the the neighborhood average ... probably because they know it needs paint and carpet ... and remember that homes are selling in 65 days on average here for 95% of the asking price.")

Do not push. Just subtly demonstrate that you are the expert on what they're shopping for. And for the love of god don't do something stupid like asking a rhetorical question intended to make them answer yes such as "you do want a Realtor who will represent your best interests, don't you?"

When requiring "buyers" to sign in at open houses, do you think it is too invasive to ask for drivers license or ID for those general safety purposes? and if they ask why, maybe explain to them its for safety purposes, etc...and ask them, "if I was the agent selling your house, wouldnt you want me to do this with everyone who I was letting into your house?"

I used to have people sign in and follow up on them, but what I do now is ask people to sign in (I think it's important for the homeowner that there be some accountability for who is in their home, however, I know a small percentage of people will put down aliases and fake phone numbers). I don't try to use this info any more for my own purposes. Instead I try to connect and engage in conversation each person who comes to the Open House. We eventually get around to the topic of real estate before they leave and many ask for my business card. I have the ability to form really strong bonds with people who were virtual strangers when they walked through the door. Open Houses are my strong suit. I got a signed EBA from a couple at one of my last Open Houses and I took them to see several homes, one of which they almost made an offer on, and today when I was chatting with the wife, she said they want me to do a listing presentation on their present home as they are ready to sell.

In my opinion it's about relationships with people. If you make the connection, then they want to work with you. You make the connection through conversation. You've got to get them talking, it doesn't really matter about what, but the longer you talk together, the more likely a deeper connection is made. I try to really listen and emotionally connect with what they are saying. When we start getting excited about the same topic and then one topic flows into another, it's magic. It's what I love about this business.

Open houses are simply ways for you to continue to prospect. You are in essence getting your face in front of several people in a short amount of time with the intent to "talk real estate."

Demonstrate that you're the expert. If you connect with a visitor ask for their email, mailing address, phone number (whatever you feel comfortable with) and ask if you can send them something specific (additional listings, buyer protection program, special report, Home Inspector coupon, direct them to a lender - whatever).

Then the very next day send them a nice card with a Starbucks card in it thanking them for taking the time to stop by your open house. Then, a few days later follow up with a phone call. They will be happy to hear from you.

The more you are "touching" your client, the stronger your relationship gets, and the more likely they will utilize your services.

Good luck,