How to Rock Open Houses

Until your sphere is ready to be confident in your abilities, you'll be working open houses like a catwalk in a fashion show. You will be asking seasoned agents for the opportunity every single weekend to strut your stuff in front of possible buyers.

At an open house, you have about 15 seconds to make an impression. I know because I set a time one time to see how long I talked to each person. I spoke to ten people, and on average, my first conversation with them was about 15 seconds before they walked off into another room. Some people are indeed going to snub you all together. There will be rude people. Maniac people. Weird people. It is not your job to catch every fish in the pond, so give yourself a break. Your purpose in an open house is to:

-Help the listing agent sell the house by answering questions and being available.

-Make sure nothing is stolen.

-Have meaningful conversations with potential clients

-Convey authority, knowledge, and confidence to every single human who walks through the door.

Some realtors use a sign-in list and have people fill out their names and contact information. That way, you have all you need to follow up with them if they don't have representation. I do not use this - but I have heard it works for others. I prefer the tried and true. The ol' give something away" approach.

If I am talking to someone about another house, or a great coffee shop nearby that they should try, I write the information on the back of my business card. I believe it is likely to stay in their hands longer if the card has something they need and want on it. I have also now presented myself as a resource.

The best motto in sales is, "give then get."