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Carver Communications - Index

Carver Communications - 5.15.05 - Index

Vol.XXVI, No.10 © Carver Communications, Inc. May 15, 2008
How to Guarantee Your Open House is a Success
By Rick Barnes
Grab Their Attention
Create a lot of attention when you
are having an open house. Do not make
the mistake of not being prepared properly.
Make sure you are going to get the
attention you need to get the guests you
expect.
Use multiple signs in the neighborhood
entry with multiple colored balloons
at different lengths to advertise the open
house. Ensure all of your directional signs
are new and presentable. This is the first
impression the client will experience with
you.
In the front yard, place open house
signs on each end of the property. This
will give you more signs for balloons and
will help capture the energy of the passing
public.
If the home is listed by another
agent in the office, remove all of the other
agent’s branding for the term of the open
house. Pull all of the flyers out of the
property box so people have to inquire
within.
P.O. Box 33862
San Antonio, Texas 78265
Make every room light and bright,
not dark and dingy. Every room should be
open, airy and fresh. Think of all five
senses when staging each room.
A fun tip for Realtor open houses is
to create a themed open house. Send out
invitations and make it memorable. You
will soon become the talk of the industry.
Get Their Information
Place the registration book in a neutral
location in the center of the action.
Use the smallest black three-ring binder
you can purchase. Do not place a yellow
tablet by the door with a pen.
Customize the guest sign-in sheets
so no more than five guests can sign each
sheet. Give each person about 1 1 ⁄2-2 inches
to complete if they choose, asking all
the pertinent information. Don’t forget to
ask for their email address. As the sheets
fill up from guest registrations, remove
them for privacy.
Fill up an open faced, no lid, clear
glass candy dish with Hershey’s © Silver
Kisses—they are proven to take the memory
pleasantly back to childhood. Place
PRSRT STD
U.S. Postage
PAID
San Antonio, Texas
Paid Permit #1957
the candy dish one hand length away from
the upper right corner of the registration
book.
While handing the guest a pen, look
them in the eye and say, “Feel free to help
yourself to some candy.” Tap the pen
lightly on the registration book and continue
by saying, “Make sure you let the
owners know you were here.” Smile and
hand them the pen. This will increase the
chances of you getting their information,
thereby increasing your contact database.
Understand the Different
Personalities
Have you ever noticed how couples
usually have opposite personalities and
communicate about the same thing differently?
One is the thinker personality.
Often quiet, introverted and reserved, he
or she prefers to do their thinking in their
own head. They can balance money to the
last dime and never give you a clue what
they are thinking. With this personality
you should be prepared to talk about the
property as a brick and stick house.
The opposite personality is the feeler
personality and is usually very extroverted.
When balancing their checkbook,
they are happy if any one number matches
the bank. Even if it is on the stamp!
With this personality you should be prepared
to talk about the property as a home.
The key to communicating with
either personality is to ask a lot of open
ended questions that start with Who,
What, When, Where, How and Why. The
more they talk the more you write.
Master Your Scripts and
Dialogues
You should master certain scripts
that will help you sharpen your open
house presentation. Scripts are one way
conversations you use in your business on
a regular basis. As an example, when
showing the property, make the guest take
ownership of the features by saying, “This
is an island kitchen. What that means to
you is….” This will subliminally turn the
feature into their benefit!
However, dialogue is a two-way
conversation that will tell you when the
guest is ready to make an offer. Listen for
common sense buying signals.
“What are the payments on this
house?
“Does the chandelier stay with the
house?”
“You’re in real estate, what do you
think?”
“Honey, you can use this room for
your office.”
Your guests will pace, linger, sit
down the purse and even go back and look
at things more than once. While she will
describe what it would be like living here
during the holidays, he’s holding his chin
and staring at the floor in deep thought.
The mega agents start pulling out
contracts as soon as they see the above
buying signals. You should be able to recognize
these signals and not wait for the
people to say “Let’s make an offer.” ASK
FOR THE OFFER!
Rick Barnes is the founder of Rick
Barnes Coaching. Rick is a master of
independence & motivation who has
helped thousands of independent contractors
to build and better their business.
For more information go to
www.RickBarnesCoaching.com