Apr. 12, 2006 - Should you have an Open House?

I just sold another house from an Open House this weekend, and am reminded of all of the articles about how Open Houses do not sell houses. Sometimes I think the articles are sponsored by agents who don't want to spend their Sundays working .

I have changed a few things that I do based on technological advances, like pricing the home straight on $350,000 for double hits, instead of $349,899 to be first to show in the mls book. But listing and selling houses via Open Houses has always been "my thing". I have provided some online training on the subject to agents around the Country, and still there are some agents who can honestly say that they have never sold a house from an Open House. It just boggles my mind.

I have always spent a great deal of time helping the seller get the house ready for weeks beforehand, before it goes on market. Then I usually do open houses the first two weeks back to back. This weekend I listed a property, that I had already spent many hours staging,and put "No showings until the Sat. Open House and Open Sat. and Sun. 1-4 p.m." in the mls remarks. This is less wear and tear on the seller and creates a new listing that opens up with a BANG! Lots of energy! Agents showing and people coming all at the same time. I have 6 Open house signs and those big flags that new construction people use. It's like a big party! Sometimes I even cook Italian food and play Connie Francis and Mario Lanza…and of course FRANK! But that's usually for Broker's Opens. I even had agents dancing once…that's an accomplishment

Anyway, back to this weekend. I had an offer by the time the Open House was over and another from an agent who was begging me to wait for her as she rushed back two hours from wherever she was to write it for the buyers who came without her to the Open House. Turned out I didn't have to do the Open House on Sunday, as it was all tied up by noon on Sunday.

Of course an agent who sits in the living room watching the ball game or playing with his laptop looking bored to tears may never sell a house at an Open House. But if you love doing them, there are plenty of ways to turn an Open House into a SOLD House! I hate to admit it, but I did get a call from my friend Reidi in Florida when she saw American Beauty. When Annete Bening got to the Open House hours early in her work clothes scrubbing it down saying "I am GOING to sell THIS HOUSE TODAY!!, Reidi called me and said "Ardell, they made a movie with YOU in it! LOL I'm not quite that bad…but close.

Apr. 14, 2006 - OPen Houses

Apr. 14, 2006 - Open Houses

Nov. 12, 2007 - RE: Should you have an Open House?

Open houses in virtually every price range are a normal part of marketing a property here on the San Francisco Bay Peninsula (Silicon Valley - San Mateo and Santa Clara Counties).  While it isn't often that the agent holding the house open actually sells the house, quite a few are sold because people call their own agent to write up the offer after they've seen the house.  The incentive for the agent holding the house open is to get a client.  Unfortunately, people are on to this and will usually tell you they already have an agent..

Any ideas out there on how to get clients at open houses?  It's the first couple of minutes that are the most important.  What are the questions you ask people to engage them in conversation right away?

Brad

Nov. 12, 2007 - RE: Should you have an Open House?

Brad,

Actually I don't often speak with them in the first couple of minutes beyond gretting them. 

I respect the fact that they came to see the house, not to speak with me.  After they have done what they came to do, I do try to get some feedback for the seller of the home.  What the buyer wants and what the seller needs comes first. 

Do every Open House like you are the listing agent and respect the buyers and sellers first and foremost.  That will impress the buyers more than anything you can say in the first couple of minutes.  Then if the buyers need some assistance and guidance in the home buying process, they will be more receptive to viewing you as a professional who may be able to help them.