Tony Hoefakker, First time home buyers, Sellers, Investment homes. (Coldwell Banker Bain)

Spam prevention
Patricia Kennedy
RLAH Real Estate - Washington, DC
Home in the Capital

Tony, there are some wonderful posts by ActiveRain bloggers with Open House tips.  I do tons of signs, with balloons on the sign in front of the property, and I never ask people to sign in before they see the house (assuming it's not a mob scene).  I like to talk to them and create some rapport before I ask for contact information.  Also, I try to give them a reason to give me their right names and email by offering to send them something.  Also, when it gets really cold. have super hot spiced apple cider on the stove and Styrofoam cups and offer them some.  It slow them down until it gets cool enough to drink.  Gives you a chance to schmooze.  Finally, be sure you have previewed every other home for sale in the neighborhood prior to your open.  Don't just look at pictures, but drive up and go inside!  If you are a newbie, you'll be able to talk about the other homes intelligently without faking it.  Faking - not good.  Knowing your stuff.  Good! 

Oct 27, 2015 12:47 PM
Mike Rock
Complete Design - Granite Bay, CA
Granite Bay Luxury New Construction...For Less

Patricia Kennedy  has some great tips. and she is right, there are a ton of good blogs. i think i may even had done one or there will be agents who SAY DONT DO IT. i disagree, but there are other ways, but none better than opens. especially for new agents. keep doing it, make ascience out of it, not an art.. it will pay off. come back in 2 months and share what you learned.. congrats on your new license and two listings. might get a new loan guy to help out on ur opens as well.

Oct 27, 2015 01:51 PM
Noah Seidenberg
Coldwell Banker - Evanston, IL
Chicagoland and Suburbs (800) 858-7917

Tony be persistent, talk to the people. Ask them if they are interested in the house you are doling the open house on and if they say they are not then offer to show them something else. Do not ever give up.

I have been in your shoes (long ago). If you want help and advice call me.

Oct 27, 2015 01:13 PM
Jack Lewitz
Exit Strategy Realty - Evanston, IL

I would not be afraid to tell people you are new and talk about yourself and why you got into this business and that you would appreciate their business . By being honest with them they will tell you how serious they are and then you can exchange contact information .?

Oct 27, 2015 11:35 PM
Kevin J. May
Florida Supreme Realty - Hobe Sound, FL
Serving the Treasure & Paradise Coasts of Florida

Be the expert in the market and know your competition, by that I mean the home's competition. Once you see that your Open isn't what they're looking for offer some information about a home you know that fits their criteria. Knowledge is a very powerful tool that'll keep them in tune with you.  

Oct 27, 2015 10:32 PM
Joan Cox
House to Home, Inc. - Denver Real Estate - 720-231-6373 - Denver, CO
Denver Real Estate - Selling One Home at a Time

Around Denver it is a crapshoot.   Sometimes you will pick up a potential buyer, but most are already represented.

Oct 27, 2015 10:31 PM
Richard Weeks
Dallas, TX
REALTOR®, Broker

You need to have an open house plan as to exactly how you are going to work them.  You can not just show up and put a sign in the yard.

Oct 27, 2015 10:30 PM
Annette Lawrence , Palm Harbor, FL 727-420-4041
ReMax Realtec Group - Palm Harbor, FL
Making FLORIDA Real Estate EZ

Tony, I can hear your concern. "..a bit leery of aggressively hounding people.."

Kudos for knowing that is not a beneficial approach. This behavior will make you 'one of those.'

So, what the objective you seek is to create an environment where the visitor raises their hand to TELL YOU what's on their mind, what they want to talk about. That makes your job a whole bunch easier. But you really need to be smart about it. Start with understanding those coming in know very little about this house...they do not know #br, baths, pool, size, price. They do however know or are curious about the community.

#1. Not all houses are open house candidates. No more than three turns from a major travel way is best.

#2. Have a real purpose for the open house. Without purpose you are practicing accidental real estate...and the inevitable 'hounding' you don't want to do.  A purpose could be to 'Get more listing."

This is best done as the 1st open house when the greatest number of neighbors will attend. For these folks your 'debut' should be showing them how you 'sell a house.' What is done before they enter the front door has proven to be the most indelible. 

Inside the house seed the environment with fliers regarding benefits of selling with you.  When you see them heading for the exit carrying the blue or yellow flyer you will know exactly how to open the conversation.

PS: You can not do a purposed open house alone. You will need trained affiliate participants.

There are five, including 'get more listings'  open house purposes. Like a well constructed landing page, a well purposed open house creates exceptional conversion.


Oct 27, 2015 10:13 PM
Lise Howe
Keller Williams Capital Properties - Washington, DC
Assoc. Broker in DC, MD, VA and attorney in DC

Engage them in conversation and show that you are knowledgeable about the market and the area. Offer them information of value and establish a consistent follow up system - Video works well because so few people use it as a follow up

Oct 27, 2015 09:29 PM
Gita Bantwal
RE/MAX Centre Realtors - Warwick, PA
REALTOR,ABR,CRS,SRES,GRI - Bucks County & Philadel

The others have given you good answers. You should give them a reason to give you their correct contact information.

Oct 27, 2015 09:20 PM
Amelia Robinette
NoVa House and Home - Frankly Realty - Falls Church, VA
Education, Innovation, Service

So much great advice from experts!

One of the biggest issues I've seen with new agents is that they get stumbly when they talk to people and all humans tend to ramble when they're nervous or not sure what to say. Major turn off, you want to demonstrate expertise.

The key to comfortable conversations is to PRACTICE OUT LOUD. A couple hours of role play will serve you well. Get a few other agents to practice with you and give you real world objections and resistance. Practice on how you're going to answer those objections and create rapport.

Don't practice on potential clients that attend your open house, it'll just lengthen the time until you reach expertise, pratice with friends, family, fellow agents.

Oct 28, 2015 01:34 AM
Marco Giancola
Beachfront Realty - Miami Beach, FL
Realtor (305)608-1922, Miami Beach Florida

Hey Tony-I think its mostly the follow up. It's easy getting them in but you have to manage them once you "have" them.

Oct 27, 2015 07:55 PM
Bob Crane
Woodland Management Service / Woodland Real Estate, EXP - Stevens Point, WI
Forestland Experts! 715-204-9671

Careful planning, organization, marketing and followup.

Oct 27, 2015 02:16 PM
Kathleen Luiten
Resort and Second-Home Specialist - Princeville, HI
Kauai Luxury Ocean Home Sales

When I did open houses I had good results by keeping a list of all the similar homes currently on the market in that area. I'd ask visitors what they're looking for and then ask if they're already working with an agent. If not I offered to show them a few other properties.

Oct 27, 2015 12:39 PM