- Simple Tips for Better Home Showings
- 6 Ways to Capture Clients at Open Houses
- Open House Safety Tips
- The Modern-Day Open House
And check out this app:
- Open Home Pro -- something that we recommend you looking into when you take the SRS course!
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Here are some links to a variety of tools that will help you hold an effective Open House:
And check out this app:
A week (or more) before the Open House (OH):
1) Prepare the seller and the home: get some great staging tips for the seller here; discuss with the seller when the OH will be and what is expected of them (I will probably end up writing whole post sometime just on this!); make sure that the exterior of the property is ready to invite buyers in, i.e. there is a clear shoveled or swept path to the door, yard is show ready, exterior lights are working and items that may need to be repaired are completed etc; make sure that your sign is correctly placed for maximum exposure.
2) Prepare your advertising: get ads set for the local paper at least several days before the OH! Make sure that the picture of the home represents the property well; and if you can't get a good one of the exterior take a great one of the interior; post on REALTOR.COM and other websites. If possible add it you your website too! Consider using other forms of advertising such as radio or other ways that are appropriate for your marketplace.
3) Get it out on social media: whether it be Facebook and/or Twitter and/or Pinterest get the information out at least the week before and plan on a reminder the day before. Be sure to use lots of great pictures (especially on Pinterest!) Upload a marketing flyer (in PDF format) with the pictures.
4) Let friends and neighbors know: put together post card (with a picture and basic information on the property) and hand it out to the surrounding neighbors at least several days before -- invite them to share the information with friends who may be looking for a home in this area!
5) Let other REALTORS know: make sure everyone who works the area knows of the OH so they can tell their buyers who may be interested.
6) Prepare your materials for the event: develop a sign-in form; make sure you know where is best to put directional signs; put together a property summary sheet with pictures of the property; have a lender help you put together several financing alternatives for the property; get copies of disclosures, previous surveys, utility bills, and have them ready for interested buyers to look at or take a copy of.
7) Let your current and past clients know about the OH: even though they may not be interested, buyers know other people who are in the market and may be interested in that area and that home. And this gives them the opportunity to let their friends know that they are still "connected" to what is going on in the market.
OK...that is a start...more next week...
Have you been asked this question yet? It doesn't matter if you have been in the business one day, one year, or ten years -- people want to know what makes you different? Better? More professional? And you better have a great answer; not just a flippant, quick comeback.
Your answer needs to be short, sweet and to the point. It needs to tell your prospective client exactly what makes you the REALTOR they want to work with; someone they can trust, someone who work hard for them, someone who will look after their best interests.
Now comes the hard part, what sets you apart? Your customer service skills -- what does that mean? Your communication style -- what does that mean? You are easy to talk to -- what difference does that make?
Ask your past clients, or friends, that like you :-) the reasons that they chose to work with you and why they believe you are worthy of their trust. Write these down and see if there is a common thread. Find the 3 top reasons, and then formulate a speech, a brochure, a statement for your website etc which tells your prospective clients how you are going to help their dreams come true...better than anyone else.
Here is a great way to keep in contact with your past owner clients -- offer to put together a market analysis on their property!
Let's face it, who doesn't want to know what their property is worth...today? And, it is a wonderful way to keep connected with people who thought enough of you to ask you to help them buy a home!
No, the purpose is not to get them to list with you right now...the purpose is to reconnect and remind them in a very professional way, that when they are ready to sell you are the professional that they need to call! Or...if they know someone who wants to sell you are the professional to recommend!
Make sure that the analysis is more than just a piece of paper printed out of your MLS program that shows comparable properties.
Show them the properties that have sold similar to theirs; show them the properties that are currently for sale and similar to theirs. Discuss financing, etc. Discuss the current market conditions. Discuss economic conditions for the area. Make sure there is a current picture of their home! Let your imagination go wild!
And make sure you give them your contact information.
Have fun with these! Your clients will love you!
It is often difficult to get some sellers to understand what they need to do to get their home in what we term "show ready condition." Our three options usually are to tell them, show them, and/or school them. However, if telling them goes in one ear and out the other; if showing them a home that is currently on the market and in perfect condition gets them thinking but not doing; print out the following article; hopefully it will help them to not only understand what needs to be done, but will get them motivated to do what needs to be done. http://tinyurl.com/lwpwdvq
Did you know 92% of consumers say that they trust social media, word of mouth, recommendations from family and friends above ALL other forms of advertising? Did you know that 85% of customers EXPECT you to be active in social media? And 82% of customers trust you MORE if you are involved with social media. So are you? If not, now is the time to get yourself established. If you are now is the time to make sure that what you post, what you like, what you share is worthy of your current and future client's TRUST. THINK, PLAN, CONSIDER, before you hit POST!
This is the time of year when we need to thank our past and current clients; this can be anything from a hand written Christmas Card to home baked cookies or a fresh Christmas wreath. It's cost does not matter -- the sentiment does.
Choose something that is representative of you. Over the years I have given a variety of thank you / Christmas gifts. For past clients who still reside here I provided fresh evergreen wreaths with a hand written thank you note (delivered in person). Other times I made shortbread cookies with a hand written thank you note (delivered in person). For current clients I sent (via snail mail) a Christmas Card with a hand written note. And it was always that hand written thank you note that impressed them.
How did I do it? I stayed up night after night going over my lists, writing the notes, ordering wreaths, making cookies, sealing envelopes. And it was worth every second I spent.
So...you have time. What are you going do for the people who put their trust and faith in you? A hand written thank you / Christmas note is the least you can do to say thank you!
This is the time of year for us to stop and be grateful; for what has been given to us by our customers and clients, brokers and other REALTORS. We have one of most soul satisfying jobs in the world. People place their trust in us to help them meet their real estate goals -- and for that we make good money. With that trust comes the responsibility to be reliable, good, honest, and effective.
This Thanksgiving take the time to be grateful for what our profession has given; and challenge yourself to be worthy of the trust your clients place in you.
Carve out 30 to 60 minutes per week. For example; schedule every Tuesday from 10:00 to 10:30/11:00 am. Make a list of all your clients: past, present and future. Call every single client you have during this time and ask them "how are you doing?" Spend just a couple of minutes with each. Give them an update on real estate activity they care about. Thank them for their time, remind then that you are always there if they have any questions. And close by saying, remember if you know of anyone who needs a REALTOR, I hope you will refer them to me.
Thanks to a young student in one of my continuing education classes in October I am adding a blog to my website. It is titled "words of wisdom" for real estate practitioners. I'll cover various topics one thought at a time. I'll post on Mondays, or sometimes Sundays. If you have something you would like to see answered or covered please post and I will respond.
First things first!
Understand the THE most important VALUE you bring is YOU! NOT your website, NOT your fancy cards, NOT your fancy programs. YOU are the most valuable commodity you offer! YOU, your bright, shiny face; your calm and strong voice; your listening skills to name just a few. So...what does that mean? You need to have good quality and quantity time with your clients! So the next question is how are YOU going to make this happen?
PeggyAnn E. McConnochie, DSA, DREI
PeggyAnn E. McConnochie, DSA, DREI, GSI
(Distinguished Service Award from NAR;
Distinguished Real Estate Instructor from REEA;
Gold Standard Instructor from REEA)
Real Estate Broker / Managing Owner
ACH CONSULTING LLC
Licensed in ALASKA
Copyright ACH Consulting LLC 2019