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#334396 - 04/12/10 12:45 AM picking up clients from open houses - suggestions?
downtown Offline
Junior Member

Registered: 04/12/10
Posts: 1
Loc: San Francisco
Hi there,

I'm relatively new to this part of the business (came from the RE development world), and have had some early success in closing a couple of deals, but those were through referrals.

The problem I have is in getting new clients - especially through open houses - which I am working every single week.

It seems that I can establish a rapport quickly, engage them in conversation, and often (though not as often as I'd like) get their email address for follow ups. While I'm not the pushy type, I'm wondering if I need to become a bit more assertive.

So the question is: how have you been able to successfully convert open house visitors in to clients?

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#334397 - 04/12/10 02:16 AM Re: picking up clients from open houses - suggestions? [Re: downtown]
Paul Caparas Offline
Member

Registered: 08/27/07
Posts: 171
Loc: San Diego, Ca
check out this video on open houses.

http://www.youtube.com/watch?v=06osTFnLhwA

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#334402 - 04/12/10 05:23 AM Re: picking up clients from open houses - suggestions? [Re: Paul Caparas]
Maui Offline
Moderator
Veteran Member

Registered: 01/13/10
Posts: 759
Loc: Maui, HI
Down, ultimately, a lot of the traffic through open houses is merely people window shopping with no real intent to buy or sell anytime soon. So far, what is your conversion rate of visitors to leads? I think you might be a bit too hard on yourself by not having a clear understanding of what is normal in the industry. Nevertheless, the best of luck to you and your new career.
_________________________
Visit our Maui RE Blog, then view our listings of Maui Condos For sale and Andaz Maui at Wailea site for information on this luxury property. View one of the hottest micro-markets in the luxury Kaanapali Honua Kai Condos For Sale.

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#334403 - 04/12/10 06:06 AM Re: picking up clients from open houses - suggestions? [Re: Maui]
Jennifer Allan Offline
Major Contributor

Registered: 11/12/06
Posts: 1624
Loc: The Beach
I did open houses like a madwoman my first year and while I did gather lots of names & numbers, never converted anyone to a bona-fide client. I agree with Maui - most people who come thru an open house either already have an agent or they aren't real buyers... in other words... they aren't really "get-able" so you're probably not doing anything wrong. It's not that you're failing to convert!
_________________________
Jennifer Allan-Hagedorn, GRI
RE/MAX Hall of Fame
Author of Sell with Soul, Creating an Extraordinary Career in Real Estate without Losing Your Friends, Your Principles or Your Self-Respect

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#334404 - 04/12/10 07:04 AM Re: picking up clients from open houses - suggestions? [Re: Jennifer Allan]
Perky_REALTOR Offline
Mod Squad
Major Contributor

Registered: 11/27/06
Posts: 7688
Loc: PA
I think it's like anything else, hit or miss. One of the agents in our office this week sold one of our listings to an Open House guest - the guest was at HER open house (her listing too) but the house wasn't right for them. She took them to another one of our office listings and cha-ching - they made an offer.

One other couple who works together in my office get listings from open houses, get 25+ guests, get new buyers at open houses.

I get zip. Nada. Zilch. And I think I am like the majority of the agents in that respect - the above two are kind of like those disclaimers for the Weight Watchers commercials - results are not typical. LOL

I do the open houses to keep my sellers happy and to potentially meet new people. I don't usually do more than 2 a month, and that may be my problem. If I did more open houses my chances might increase, but to be honest I can barely squeeze in the 2 a month - I'm usually out with buyers every weekend!

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#334405 - 04/12/10 07:58 AM Re: picking up clients from open houses - suggestions? [Re: Perky_REALTOR]
OverTheEdge Offline
Veteran Member

Registered: 08/24/08
Posts: 1020
Loc: Middle of Ohio
OK - I haven't done open houses for years but the following has worked well - when I wanted to pick up buyers.
1) Always have snacks and bottled water - people linger.
2) Always have a printout of the other properties in the area - that are currently for sale.
3) Ask people directly if they are "nosy neighbors" - in a light tone. If they are real buyers and don't have an agent - give them a copy of the print out - tell them that if they give you their e-mail and phone number you will do a search for them on the MLS - pointing out that it is the most up to date and then follow up with a phone call - usually Monday night - to set an appointment to see some house.
4) Always bring up getting pre-approved - when I was on my game - my loan officer used to hang at my open houses with me - answer financing questions - and sometimes bring the snacks. If you do not yet have a loan officer - get one - and get a stack of their cards. Open houses are like any thing else - there is an order of things - and you can always walk away with something.

Good luck!!
_________________________
"No cause is lost as long as there is one fool left to pursue it". Wil Turner

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#334406 - 04/12/10 08:30 AM Re: picking up clients from open houses - suggestions? [Re: downtown]
DC Realtor Offline
Member

Registered: 09/22/09
Posts: 43
Loc: Kentucky
After hosting my first few Open Houses for other agents in my office. I agree with everyone else. It seems that most are window shopping or already working with someone else. I still find it good experience though.
_________________________
Weichert Realtors ABG Properties

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