Open House Engagement Open House Objectives 2 to

Open House Engagement

Open House Objectives • 2 to 3 Open Houses Per Sales Associate Per Month • 1 Secured Appointment per Open House

Where are YOU? 1. Do you know where you are TODAY in achieving your Open House Objective for the week? 2. Are you satisfied with your results? 3. What system do you have in place to achieve your objective? 20 -minute activity and report back

Open Houses If you want to run a successful office have a GREAT Open House system in place

A System for Success 1. At the time the Opportunity schedule is distributed (Floor Time), ask for the associates to complete their Open House schedule for the next month 2. Use this commitment to schedule weekly open houses 3. Have an Open House sign-up sheet available each week Only the listing sales associate should indicate the house s/he is sitting 4. YOU should assign sales associates to all other available listings Handouts: Associate Open House Schedule 2 nd Request Associate Open House Schedule

A System for Success Here are the tools I use for this system. . . Open House Schedule SECOND Request Listing Associates sign up for their properties right on this sheet. If they have other properties, they write them on this sheet and I assign Opens to Agents. Handout: Open House Property Schedule

Open House Steps 1. Secure Sales Associate commitment to conduct an Open House. 2. Assign Sales Associates to the properties • Call associates for more houses to hold open, if needed. • Call other offices for more properties to sit, if needed. 3. Prepare for an effective Open House. • On Friday, greet Associates and remind them to gather their Open House materials. • Go over/distribute suggested Open House dialogue. 4. Follow Up • Collect registers, review guests, appointments secured, follow-up activities • Hold an Open House Follow Up Call Session on Mondays

Other Key Activities q Confirm the GSM has been introduced to and called each prospect secured from an Open House q Conduct Weekly Training Session on dialogue, preparation, sales tools, and follow-up techniques to increase number of appointments secured from open houses q Confirm sales associates are using PRO to prepare for and follow up on open houses

Create an Open House Culture • Associate BUY-IN • Belief that conducting an open house is the most important, and most productive single activity • Hold an house open before entering into the MLS (first weekend) -- Collect the other half of the commission!

Before the Open House • Be sure the Open House Rider 12 -4 is on the For Sale sign 6 days prior • Call previous open house customers, sellers, buyers, and invite them to the open house • Have sales associate visit the house before Sunday/Saturday to plan a route for signage and become familiar with the house • Guide them to knock on doors the day before to invite all the neighbors! • Use the Door Hangers

Before the Open House 1. Make sure it’s up on Weichert. com 2. Advertise to promote the open house 3. Directional Signs the day of the event work! Balloons attract attention from the street and guide customers to the door. 4. Weichert. PRO has a great Open House invite to promote and invite all leads and past open house guests. 5. Share your Open House on Social Media 6. Invite leads and buyers to your Open House using PRO

Before the Open House - Market your Open House on Social Media

Personalize your pre-formatted message and Share

Before the Open House Invite all your leads with ready-to-use Templates available as part of the Open House Action Plan

Before the Open House Start with the Property-Specific Attendance Registry Download § Save it to your laptop or device § Have your guests sign in at the Open House

Before the Open House The Open House Display Board

Do you use something like this?

During the Open House Ensure every Sales Associate has this placard and uses it at their open houses! Handout: “Key Actions at the Open House”

During the Open House Reinforce the dialogue: “Would you like to buy this house? ” Make the Connection to Gold Services. Handout: “Connecting with Potential Buyers and Sellers at the Open House”

After the Open House Let Weichert. PRO assist your Sales Associates in their follow-up efforts.

After the Open House Easily Import Attendees from the Property Specific Attendance Registry § The new contacts will be added to the Open House group by Property Address and Date for continued follow up! § Each Guest will be added to your contacts, along with the notes, AUTOMATICALLY!

Follow-up: Weichert. PRO – Post Open House Action Plan automatically added to your calendar Step 1: Day of Open House – Send Thank You Email Step 2: Call Thank you for coming to my open house yesterday, it was great to meet you. I want to follow up on the email I sent you, and discuss your home search in more detail…

Weichert. PRO – Reminders for Consistent Follow-up Step 3: 2 nd Follow up Email – Show Your Value Step 4: Closing for the Follow-Up Appointment I hope you have found the information I have sent useful in your home search. Lets meet so I can make the process even easier…is tomorrow evening good or Saturday morning better?

Weichert. PRO – Reminders for Consistent Follow-up Step 5: Email, Create a Sense of Urgency – “You need Me!” “This report demonstrates the number of buyers who are also searching online for a property like yourself. This is the competition that we could be bidding against!”

Weichert. PRO – Guide your Sales Associates to Access the Training & Support Access the Training Link in Weichert. PRO for step-by-step instructions Attend a Live Workshop in your region

Open House Success by the Numbers! 1. Collect Open House registers by 5: 00 PM Monday 2. Review them and ask each sales associate about the open house 3. Ask them who they followed up on 4. Customize the “Open House Success” slide for your office meeting 5. Discuss successes at your weekly office meeting

Open House Successes (continued) Acknowledge positives from weekly Open Houses • • Sales made Listings obtained Listing appointments Buyer appointments

New Associates Interviews • “We have a Fast Track Program for you. We’re going to get you up and running immediately. You’ll have customers your first week in the business. ” • Explain at the time of the job interview your expectation of Open Houses • Get the Buy-In at that time • Get them to commit to 3 per month.

Get their Commitment Up Front! • “We have 8 weekend days in any given month in which you can host an open house and start working with customers right away. I only ask my sales associates to work three open houses a month. Get their commitment and have them record it in their appointment book! • Which three dates do you want to sign up for this month? ”

Get their Commitment Up Front! It comes back to their commitment at the time of hire. . .

Open House Buy-In Does your office have it?

You Have It When. . . Your associates will commit to hold open houses on: – – – Super Bowl Sunday Memorial Day Weekend July 4 th Weekend Labor Day Weekend Thanksgiving Weekend Do not treat these weekends any differently!

Resources

Conduct Weekly Training Some Resources you can use:

Resources Sales Associate Resources: Holding an Open House

Check out all the Resources on Weichert. One. com

Access the Video Library

Your 30 -Day Plan • Let’s take 15 minutes and work on our 30 -Day Plan for Open Houses. • What key actions will you take to ensure you meet your objectives? • Sales Managers and Assistant Managers work in pairs and agree on a plan.

Quote of the Week “Pretend that every single person you meet has a sign around his or her neck that says, “Make me feel important. Not only will you succeed in sales, you succeed in life. ” Mary Kay Ash