Success with Open Houses (part 5) – Get the Word Out!


As always, I am attaching the links to the previous blogs – parts 1 thru 4:

  1. Success with Open Houses – Part 1 (Attitude)
  2. Success with Open Houses – Part 2 (Focus on outcome)
  3. Success with Open Houses – Part 3 (Planning)
  4. Success with Open Houses – Part 4 (Preparation) 

If you have read my previous posts and have followed along, the following should be true:  You have the right attitude.  You are fully prepared.  The material is set.  Your objections responses are ready.  The place looks great.  The stage is set for a successful open house.  But then, the real disaster hits – no one shows.

All the preparation in the world will not make traffic flow through the door.  Advertising will.  Here is a list of marketing musts:

Signage – Make sure the signs are out during the week so that traffic in the area is alerted.  This is especially true if the first sign will be on a busy road.  Keep in mind of any HOA or State regulations which prohibit certain sign placements and how early a sign can be posted before the event.

Alert the Industry – What you would really like at your open house are serious buyers.  Serious buyers are typically already represented by real estate agents.  Therefore, you must alert the industry.  A professional flyer needs to be supplied to all area agents during the week – as well as a special letter and/or phone call to your personal contacts.  I am not referring to past clients, I am actually referring to business partners you have established – Appraisers, Shop owners, Home Stagers, Mortgage Broker, Auto Salesman, etc.  Some may feel that letters are not effective, and in some cases you are correct.  The secret to sending letters is being consistent.  You can not occasionally send a letter and expect a response.  When you are consistent, you will find better results.  An alternative to sending a letter is sending an email announcement and of course, blogging.

 Alert the Neighborhood – Yes, sometimes “nosy neighbors” can disrupt an open – but some may have friends who would like to live in the neighborhood.  Others are potential sellers down the line.  It also helps if you could talk nicely about the neighbors to prospects.  Personally inviting the neighbors is a great way to get exposure as the ‘neighborhood realtor’.  Ask them to help you find someone to live in their neighborhood – friends, family, co-workers.

 

Use the Newspaper Wisely – Just about every open will be advertised in the paper.  So, if you are going to throw in the rest – try getting some more bang for the buck.  For example, get together with other area agents and advertise as a tour of homes.  Or use something of value as a general response mechanism and/or to draw visitors.

http://www.suzannesutton.com/joinus.htm                 http://lib.colostate.edu/research/newspapers/

Market to your Sphere – You should have a large sphere of influence represented by your database.  Keeping them informed of opens is important.  As you know, most deals come from personal referrals – but you are not likely to get these referrals unless you keep your sphere informed.  Just like the “Alert the Industry”, you can use the same tools to alert your past customers and customers that are ‘on the fence’.

 

 

What other types of advertising do currently do to get the word out about your open house?

What business partners do you utilize to get the word out?  Or do you even use your business contacts as a resource?

In the next blog, I will address the question of value: how to draw visitors to your house and how to be more likely to keep them as long-term customers.  One way that I have helped agents with advertising is by sending flyers to my sphere of customers and contacts, deliver flyers to the real estate community, and notify an extensive mailing list of agents.

Make every day great!

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4 Responses

  1. Good writing. Keep up the good work. I just added your RSS feed my Google News Reader..

    Matt Hanson

  2. […] unknown wrote an interesting post today onSuccess with Open Houses (part 5) – Get the Word Out! « Texas …Here’s a quick excerptI am not referring to past clients, I am actually referring to business partners you have established – Appraisers, Shop owners, Home Stagers, Mortgage Broker, Auto Salesman, etc. Some may feel that letters are not effective, … […]

  3. Thanks Matt! I appreciate the reply and compliment.

  4. […] unknown wrote an interesting post today onSuccess with Open Houses (part 5) – Get the Word Out! « Texas …Here’s a quick excerptOne way that I have helped agents with advertising is by sending flyers to my sphere of customers and contacts, deliver flyers to the real estate community, and notify an extensive mailing list of agents. Make every day great! … […]

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