Open House Marketing

How to Follow Up

Next is the most important step, the one that brings you the next sale – Follow Up. Too often an agent puts all of his or her energy into planning the open house and leaves little in the gas tank for when it really matters. Your next sale is waiting for you when you follow up and build relationships with the visitors from the open house.

In most likelihood, the majority of your visitors aren’t ready to buy or sell a home today. But when they are ready, if you haven’t stayed in touch and built trust and rapport, you’ll miss the easy sale. Are you making that same mistake? If you are, that’s about to change.

A healthy relationship between a loan officer and real estate agent means the agent is never alone. Are there times when you feel you are alone in business? It shouldn’t be that way. My goal is simple…to help you build loyal clients. Imagine how your business would prosper if we worked together and focused on that single goal? In a short period of time you could be earning more income and enjoying a better lifestyle.

This next file you can download is an email campaign comprised of 9 messages so you can stay in touch and reap the benefits of future sales & referrals. Just take each message and modify to fit your preference, and then you email each one in sequence to your open house leads. Of course, if you have a Magnetic Email account, you can use it to give yourself X-Ray vision and see who’s paying attention to your marketing.

Download Email Follow Up Campaign 

(right click link and select “save target as”)

Avoid This Open House Mistake

I don’t know if you practice this fundamental or not, but the easiest way to increase traffic is to invite the neighbors. Naturally the nosey ones will come because they are curious, but if each neighbor was given a personal invitation beforehand, more will likely show.

The flyer highlights the features of the home, a personal invitation from the owners, an offer for additional free information about home purchasing and date & time of the open house. I wouldn’t recommend including too many pictures or the listing price because those are the biggest elements that peak the neighbors curiosity the most.

The free additional information is the report giveaway mentioned in the previous section “The Right Strategy”. And of course, you know what to do after giving each guest a copy. That’s right…ask for their information. As you know, the value of your open house is your ability to collect each visitor’s information so you can continue marketing to them. As your database grows, so do your sales and income.

Download Sample Open House Invitation

(right click link and select “save target as”)

With Right Strategy Open Houses Prove Worthwhile

While you are putting loyalty strategies to work in your business, you could be improving other marketing tactics that attract more loyal clients. It’s why I think you’ll appreciate the first tool you can use to capture open house traffic and convert it into loyal clients too.

Holding open houses is one of the oldest lead generating tactics in the book, unfortunately, it has become somewhat of a lost art. I commonly hear agents express the difficulty of generating traffic and when there is traffic, capturing it…well, not literally of course, but collecting information so you can follow up. People have become resistant to filling out a guest book, but I have something for you that can change it.

You can download a special report entitled, “Avoid the 7 Most Common Home Buying Mistakes.” I’ve designed it so you can easily add your contact information. Simply print enough copies to give away at your next open house.

That’s right, give it away. Why? Because you immediately invoke the Rule of Reciprocity, which means, “To return in kind.” Once you give the report to your guest, ask him or her to sign your guest sheet. It’s always easier to ask when you’ve given them something of value and they are likely to reciprocate out of obligation…that’s what the power of giving can do for you.

Your guest sheet should include the basics and a few questions about their home search criteria:

• Name
• Address
• Phone
• Email address
• Type of home
• Price range
• City
• Resale or New Construction

It also helps to state your privacy policy on the guest sheet so they understand you will protect their information.

Download 7 Common Home Buying Mistakes Report

(right click link and select “save target as”)