HOLDING AN EFFECTIVE OPEN HOUSE

Chris Webb – Lance & Company at NOVA® Home Loans

WHO IS LANCE & COMPANY?

Ranked #27 Nationwide in Loan

Origination

Top 50 over the last 14 years

4 Loan Officers and a team with over 100

years of experience

In house underwriter and support staff

NOVA® COO – Lance Dickson

Dedicated Marketing Department

WHAT ARE YOU DOING NOW FOR YOUR OPEN HOUSES?

• What are your Goals?

• How are you measuring them?

• Are you consistent?

• Do you have a strategy?

• Do you have a plan P (no one shows up)

“

”

BEING BUSY DOES NOT ALWAYS MEAN REAL WORK. THE OBJECT OF ALL WORK IS PRODUCTION OR ACCOMPLISHMENT AND TO EITHER OF THESE ENDS THERE MUST BE FORETHOUGHT, SYSTEM, PLANNING,

INTELLIGENCE, AND HONEST PURPOSE, AS WELL AS PERSPIRATION. SEEMING TO DO

IS NOT DOING.

Thomas Edison

WHAT WE ARE GOING TO GO OVER –HOLDING AN OPEN HOUSE THAT IS PRODUCTIVE

• Pre Open House

• Review a strategy that works and shows results

• Look over some tools

• Are you leveraging you time wisely?

• Open House

• Review a possible plan P

• If a lead was in front of you “at that moment”

thinking

• Post Open House

• Review the situation of the leads you received

and how to market to them

Pre –Open House

Open House

Post Open House

PRE OPEN HOUSE

• This is the most critical part of having a productive

open house. It is in the pre open house stage that

you can make the most difference in your open

house lead generation.

• Focus on your objectives and results, what are you

looking to accomplish to have a productive Pre

Open House?

• Step by Step each day up until the open house.

WHAT DOES THIS LOOK LIKE?

Where do I begin?

WHAT IS THE PROCESS? • What are the steps?

4 Days Before

•TARMLS Research

•Print SIMY

•Property Flyer

3 Days Before

•Door Knock (50 minimum)

•Thank you Cards

Day Of Open House

•Inventory

•Arrive 30 min early

•Hold House Open

•Thank You Cards

Day 2-4 After

•Contact Leads

•Gauge Response

•Drip leads

FIND A HOME WORTH HOLDING OPEN –4 DAYS FROM OPEN HOUSE

Step 1Research the surrounding area for

expired listings for the past 6 months

(15-30 Minutes Minimum)

What is the objective?

Create a route for your door

knocking.

Step 2Personalize a SIMY Letter (5-10

Minutes)

What is the objective?

Invitation for neighbors

Branding of your name and industry

Step 3 Select your property flyers (5-10

Minutes)

What is the objective?

Branding of your name and industry

with each flyer you hand out.

Something of value that is given to

neighbors

STEP 1 PRE OPEN HOUSE –RESEARCH THE SURROUNDING AREA FOR

EXPIRED LISTINGS

STEP 2 PRE OPEN HOUSE –WHAT IS A SIMY LETTER?

STEP 3 PRE OPEN HOUSE

–YOUR

PROPERTY FLYER

PRE OPEN HOUSE –3 DAYS BEFORE

Hit at least 50 doors

Remember Door Knocking

with out a plan will drive you

crazy

Remember your items of

value

1. Property Flyer

2. SIMY Letter

3. YOURSELF!!!

BUT WAIT, THERE'S MORE!

Lance & Company has developed a great tool to set your open house apart from

others.

• Gives Sellers a detailed look at who attended your open house

• Gives an added value to sellers who may be on the fence

• Leverages your time and expertise because of our unique CALM system

What is included in our paperless open house?

• iPad sign in set up, flyer design, entry of leads into your CRM system

• Additional items include working leads with you on your behalf

WITH LANCE & COMPANY, YOUR FLOW WILL GO MUCH SMOOTHER AND YOUR RESULTS WILL

INCREASE

4 Days Before

• TARMLS Research

• Print SIMY

• Contact L & C for flyer

3 Days Before

• Meet with L & C for a smooth iPad setup

• Shoot a Video (if needed)

2 Days Before

• Door Knock (50 minimum)

• Thank you Cards

Day Of Open House

• Inventory

• Arrive 30 min early

• Hold House Open

• Thank You Cards

Day 2-4 After

• Contact Leads

• Gauge Response with L & C

OPEN HOUSE DAY

Inventory

• Make sure you have all of your signs

packed the night before and you have

mapped out the placement.

• All property flyers, snacks, and additional

items should be packed.

• Laptop, iPad, smartphone or camera

• Make sure all electronic devices are

charged and ready to go.

When to arrive?

• 30 minute early (Check in with someone)

• Place your paperwork out if necessary

• Record yourself presenting the open

house (No more then 5 minutes)

• Windows Movie Maker, YouTube

OPEN HOUSE DAY

Clear objectives –

Leads & Appointments

• Leads – everyone who attends

is a live lead

• Appointments – You cannot

close without first setting

appointments

OPEN HOUSE

DAY

• With your laptop and camera in hand, remember

that even if no one shows up, your time for the

next few hours is dedicated to lead generation.

• Activities that are short and simple to do:

• Shoot a property video

• Practice scripts on camera

• Write 300-600 words on why you are in real estate

or about the neighborhood.

• Write out thank you cards.

• Activities that are off limits

• Answering phone calls you would not answer if a

lead was standing in front of you

POST OPEN HOUSE – FOLLOW UP

Identify the leads timeframe

• “A” buyers get “A” service

• Target others with a referral call or

email.

• Include POI in the area like food or parks

• Add to CRM system

• Put on newsletter of email campaign

Identify the leads wants and

needs

• 3bed/2bath

• Neighborhood

• Pool or no pool?

• Family size, now and in the next few

years

POST OPEN HOUSE

Gauge the leads activity

• Are they just looking?

• What was their goal walking through

the open house?

• How much time did they spend at the

open house?

• What was their DiSC?

Are your leads “A” rated leads?

Able

ReadyWilling

CONSIDER OTHER

FACTORS

Lead walks into Open House (They are Looking, unsure about the process)

Make contact with a Real Estate Professional (They are willing, and are learning the steps.)

Given name and number of a lender (they are progressing down the path toward home ownership, tempered excitement)

Speak to a lender get pre qualified (Excitement is higher, because they are now seeing that they may not just be willing, but also able to purchase)

Pre approval from lender (all the necessary documentation has been reviewed and they are now willing, able, and ready to purchase a home. Excitement level is at its highest)

THE LANCE & COMPANY VALUE

Lance & Company’s Marketing Department has Experienced and Certified Marketing

Personnel…

We don’t pass your projects off to an assistant, we actively work your projects

from start to finish!

A Partnership with

a common goal.

Our unique and

powerful system

will improve your

lead conversion.

THE LANCE & COMPANY VALUE

Paperless sign in program

• iPad sign in sheet

• Property flyers

• Set up

• Ongoing support

• Lead follow up and assistance

• Reporting

COMMUNICATION IS THE KEYDo you use your

iPad?

PAPERLESS SIGN IN SHEET

What it looks like What the lead receives

PAPERLESS SIGN IN

Lead Lists – Imported to CRM Seller Statistics

MAKE YOUR OPEN HOUSES COUNT!

Don’t worry about other peoples ideas

of an open house, you now have a clear

objective and a vision of building your

business through a systematic

approach towards open houses.

Go out and make it happen!

Remember every accomplishment

starts with a decision to try.