Distinctive Open House Strategies That Lead to Sales! Jason M. Jakus Broker, Speaker, Consultant & Coach

Home Buyer Habits

�  Internet �  Real Estate Agent �  Mobile Website �  Yard Sign �  Open House �  Online Video 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

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)

How I feel after sitting a 3 hour open house with no quality leads.

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

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

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

Top Factors

� Always do the Open House with a partner

� You need to change your thought process �  Set Marketing in Motion

The Entire Process

Prep/Plan Marketing

Event Follow Up

Basic Principles

�  Select Right Home � Aggressively Market Open House � Execute Open House Event � Collect Prospect information �  Follow Up with Prospects � Repeat

The Keys To Success

� Planning � Preparation � Organization � Vision of Outcome � Marketing �  Follow Up on Prospects

Preparation & Planning

� Open House Calendar (9 Day countdown) � Your Marketing Starts immediately � Launch Your Listing on Fridays � 9 Days Later is the Open House

Preparation for the Open House

�  10 Days to Prepare �  Create a Checklist �  Open House

Calendar �  Task List For Seller �  Signs �  Handwritten Invites

Marketing Strategies

1.  Create Your 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

Creating the Marketing Flyer

� Photo of the House �  Information About the Event � Use Sharp Colors � Congruent with YOUR Brand � Don’t over think this!! �  Software Options (PS Express)

Direct Marketing

�  Software Options ◦  Constant Contact ◦  Mail Chimp

�  Creating Your List ◦  Buyers Agents ◦  Leads & Prospects ◦  Past Clients ◦  Current Clients

�  Database Management

You Must Have REACH Build Your Following

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

Facebook Marketing

Facebook Marketing

Posting in LinkedIn

Post Your JPEG Flyer

� Post on Social Media � Use Hootsuite ◦  Instagram ◦  Pinterest ◦  LinkedIn ◦  Facebook ◦ Google +

� Don’t be “spammy” with your posting

Modern Day Social Marketing

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 – Create Video & Post �  7 – Post Inforgraphic on Social Media �  8 – Get signs, print MLS info �  9 – Day of Event

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

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 Front Yard � Red Carpet Runner � Balloons on mailbox � Larger Open House Flags in Front Yard � Put signs out – farthest from home first

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

Marketing Platforms �  Social Media

� Mailed Invitations

� Email Blast

� Portals (Zillow, Trulia, Homes.com) � Video Marketing

Moving It Forward

� Use a Launch Calendar � Plan Your 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