Open Houses that Drive Sales
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Presented Exclusively at Florida Realtors 2015 Convention.
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Open Houses that Drive Sales
- 1. Distinctive Open House StrategiesThat Lead to Sales! Jason M. Jakus Broker, Speaker, Consultant & Coach
- 6. Home Buyer Habits — Internet — Real Estate Agent — Mobile Website — Yard Sign — Open House — OnlineVideo Site — Home Builder — Print Newspaper — Home Book / Mag — 88% — 87% — 50% — 48% — 44% — 26% — 18% — 21% — 14% Source: 2014 Na/onal Associa/on of REALTORS® Profile of Home Buyers and Sellers
- 7. Why Realtors® Do Open Houses — Obtain Buyers — Sell Home being held Open — The more visits a house gets, the faster it will sell — Buyers love open houses — Sellers love open houses — To engage with potential buyers who could ultimately use our services. (Leads)
- 8. How I feel after sitting a 3 hour open house with no quality leads.
- 9. Why Do an Open House? — 66% will go with the first REALTOR® they meet with — 72% of sellers go with the first REALTOR® they meet with — Each Open House Should result in one closed transaction — If you want average results do average open
- 11. Average Open House Strategy — A few signs — Post in MLS — Few Days of Prep — A couple potential buyers — We lack capture ability — If you want average results do average open houses
- 12. The New Philosophy — A mega epic event — 9 days of preparation — 5 Marketing Platforms — “Team” Environment (2 people) — 50 - 75 directional signs — 15 + prospects and at least 2 solid leads — Data Collection Platform — Immediate Follow Up
- 15. Top Factors — Always do the Open House with a partner — You need to change your thought process — Set Marketing in Motion
- 17. The Entire Process Prep/Plan Marketing Event Follow Up
- 18. Basic Principles — Select Right Home — Aggressively Market Open House — Execute Open House Event — Collect Prospect information — Follow Up with Prospects — Repeat
- 19. The Keys To Success — Planning — Preparation — Organization — Vision of Outcome — Marketing — Follow Up on Prospects
- 20. Preparation & Planning — Open House Calendar (9 Day countdown) — Your Marketing Starts immediately — LaunchYour Listing on Fridays — 9 Days Later is the Open House
- 21. Preparation for the Open House — 10 Days to Prepare — Create a Checklist — Open House Calendar — Task List For Seller — Signs — Handwritten Invites
- 22. Marketing Strategies 1. CreateYour Open House Flyer 2. Direct Marketing (Email) 3. Social Media Marketing (Facebook Event) 4. Invitations to Neighbors 5. Internet Marketing to Portals 6. Internet Marketing to Open House sites
- 23. Creating the Marketing Flyer — Photo of the House — Information About the Event — Use Sharp Colors — Congruent withYOUR Brand — Don’t over think this!! — Software Options (PS Express)
- 28. Direct Marketing — Software Options ◦ Constant Contact ◦ Mail Chimp — CreatingYour List ◦ Buyers Agents ◦ Leads & Prospects ◦ Past Clients ◦ Current Clients — Database Management
- 29. You Must Have REACH BuildYour Following
- 30. Facebook Marketing — Create a Local Open House FB Page ◦ Post your open houses as well as allow other Realtors to post Open Houses — Create Community Pages ◦ If Open House is in this Community – Post here — Post on your own business page — Post on your company business page — Post on your personal page
- 34. PostYour JPEG Flyer — Post on Social Media — Use Hootsuite ◦ Instagram ◦ Pinterest ◦ LinkedIn ◦ Facebook ◦ Google + — Don’t be “spammy” with your posting
- 35. Modern Day Social Marketing
- 38. Calendars By Day — 1- Create Infographic — 2 – Send out Neighborhood invitivations — 3 – Post Infographic & entire in Portals — 4 – Post on websites — 5 – Post Inforgraphics on Social Media — 6 – CreateVideo & Post — 7 – Post Inforgraphic on Social Media — 8 – Get signs, print MLS info — 9 – Day of Event
- 39. The Day of the Event — Print out all of the Active Listings around the Open House Property (several copies) — Contact Those Listing Agents — Know the Sales Comps, know what else is for sale. — Contact Listing Agents
- 40. Better than Smoke Signals — 50 – 75 Directional Open House Signs ◦ Each sign has a helium balloon ◦ Follow Local Sign Ordinances — 2 Large Open House Flags in FrontYard — Red Carpet Runner — Balloons on mailbox — Larger Open House Flags in FrontYard — Put signs out – farthest from home first
- 41. First Impressions are Lasting — Welcome each and every single person — Introduce yourself and offer to show home — Ask each person if they are working with a Realtor® — There are three types of attendees 1. Ready to buy 2. Ready to sell 3. Thinking about buying or selling
- 50. Marketing Platforms — Social Media — Mailed Invitations — Email Blast — Portals (Zillow,Trulia, Homes.com) — Video Marketing
- 51. Moving It Forward — Use a Launch Calendar — PlanYour Open Houses in Advance — Use Social Media, Print, Email Marketing — Execute a Seamless Open House — Engage with Everyone — Know the Market Area — Work with a Team Mate