Open Houses

Found 6 blog entries about Open Houses.

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Your open house produced a list of prospects. Now what? In this live seminar to a group of Atlanta subscribers, David describes effective ways of reaching out to convert these leads to buyers and listings. You've already put the effort into conducting an open house, now make it pay off.

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This was originally a webinar presented to our Administrators and Managers. We all found it so helpful and compelling that we decided to make it available to all real estate agents as well. As a first year agent she secured six transactions, two pendings and nine referrals from her month of open houses. The techniques she presents will totally change the results you get from your own open houses.

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Avoid the retail dance: “May I help you..No just looking.” Greet and let go. Role play demonstration of meeting the prospects at the door. Give them a reason to return and talk to you. Debrief and determine their motivation. Probe to determine their situation. Role demonstrate of qualifying prospects. See the follow up probing questions that follow the initial question. How to ask for an appointment. Probe for discontent, present benefits of meeting then ask for a time to meet. Role play demonstration of asking for appointment.
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Importance of open houses. Bob Wolff used open houses when moving from Ft. Collins to Dana Point. Why hold open houses? Sell the home or create a prospect? Selling the owner on open houses. How to avoid the “Day the Earth Stood Still” syndrome. Create traffic by contacting prospects, buyers, friends and neighbors. How to prepare for an open house. Information on other available properties. Prepare the home.

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Open houses can be the key for launching and maintaining a successful career in real estate. Here we discuss open houses and how they have helped create opportunities for future business. This article will help agents at any experience level prepare the open house, build rapport and convert visitors to transactions. 

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