One of the best ways of meeting new clients is by doing open houses. New and experienced agents do them every week in the hopes of gaining one or more clients. This is one of the easiest and most inexpensive lead generation techniques for a REALTOR®.
Often, I hear Real Estate Agents complaining they get very few people through their open houses, that they wasted their time and could have been spending time with their friends or family. Wouldn’t it be great if every time we did an open house, many people turned up to see it?
Here are 3 ways you can increase traffic each and every time you do an open house.
Start using more signs
It seems simple right? But the reality is the more that people see your signs the more they will remember you. I have agents using a lot of signs each open house, 10 or more in fact. They mention to me that visitors often say “I see your signs everywhere!” No kidding, they are everywhere, but the impression is that the agent is very busy and selling a lot of homes. So if you are perceived as the agent known for selling a lot of homes, then people may be interested in hiring you to sell their home.
By putting out 10 or more signs each and every time can insure that you drive more traffic to your open house. It makes it a lot easier to catch passer buyers to visit you at your open house that would have otherwise missed your signs. Spending that little extra time setting up more signs than the average agent will drive more traffic to your open house each week.
Post your open houses on your website and on Facebook
The reason I love Facebook for Realtors is that you can target your farming area and advertise to people who may be interested in living in that area. The more you post the better chance you have of building a community of people who will follow your activities. This builds trust as your facebook friends and fans see your competence and diligence in working hard for your clients. As you communicate with your facebook community you will show how much you care for the people that hire you and in turn will work hard and take care of new clients that maybe looking to hire a REALTOR®.
Now don’t go crazy on Facebook, people do not want to be sold to. I think posting your open house more than 3 times a week may be perceived as pushy and desperate. Posting early in the week of the home you are holding open, then again on Thursday and once more on Friday should be more than enough to get the message out and remind people where you will be on the weekend. I think Spamming your open house 3 times a day for 5 days will cause people to unfriend you and drop from your lists.
Try to include something for your followers on Facebook to look at. If you post a feature sheet or a video with some details of the home will build curiosity about the home and will help bring more people to see it. Remember to keep the videos short and to the point. A 30 second video will be more than enough. Remember the point is to get them to the open house so you can ask some questions to see if they may be a future lead. Don’t give away too much information in your feature sheet or video. They may not want to come out to see it and you will lose your chance to perhaps serve them in the future.
Tip : Remember to comment every time someone leaves a comment on your Facebook page. This builds your community and keeps people coming back and interacting with you. Over time this will build trust in your abilities and show you truly care about people.
Do a flyer drop in your area the week of your open house
This technique I learned long ago that really helps to drive people to your open house. Do a flyer inviting people to the open house on the weekend. Give the address and the time on the flyer with your phone number if someone wants to phone ahead of time with questions. I suggest delivering to 20 homes to the left and 20 homes to the right and 20 homes across the street of your open house as a guide. Remember you are “inviting” them to the open house. Yes you will get nosy neighbors, but maybe they are your next seller just getting an idea of what their home is worth.
This technique can also be done on the phone by leaving a message, although you will want to observe the “do not call” legislation you may have in your area.
Remember to practice your open house dialogues ahead of time and be in the right frame of mind to capture potential clients. Being in the right frame of mind will ensure that you are projecting a good “vibe” that will invite potential clients to want to speak with you.
Make sure that you have lots of information on hand of the sales in your area. You want to look professional and not having the sale price of a home from 3 weeks ago does not look good. Be prepared and opportunity will follow.
Let us know how these tips worked for you in your business by leaving a comment below.
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