Open House Engagement

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Open House Engagement
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Open House Objectives

• 2 to 3 Open Houses Per Sales Associate Per Month
• 1 Secured Appointment per Open House

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Where are YOU?

1. Do you know where you are TODAY in achieving your
   Open House Objective for the week?
2. Are you satisfied with your results?
3. What system do you have in place to achieve your
   objective?

20-minute activity and report back
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Open Houses

• If you want to run a successful office have a
  GREAT Open House system in place

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A System for Success

• At the time the Opportunity schedule is
  distributed (Floor Time), ask for the associates
  to complete their Open House
  schedule for the next month
• Use this commitment to schedule weekly open
  houses
• Have an Open House sign-up sheet available each
  week
• Only the listing sales associate should indicate
  the house s/he is sitting
• YOU should assign sales associates to all other
  available listings

Handouts Associate Open House Schedule 2nd
Request Associate Open House Schedule
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A System for Success

• Here are the tools I use for this system . . .

Handout Open House Property Schedule
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Open House Steps

• Secure Sales Associate commitment to conduct an
  Open House.
• Assign Sales Associates to the properties
• Call associates for more houses to hold open, if
  needed.
• Call other offices for more properties to sit, if
  needed.
• Prepare for an effective Open House.
• On Friday, greet Associates and remind them to
  gather their Open House materials.
• Go over/distribute suggested Open House dialogue.
  
• Follow Up
• Collect registers, review guests, appointments
  secured, follow-up activities
• Hold an Open House Follow Up Call Session on
  Mondays

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Other Key Activities

• Confirm the GSM has been introduced to and called
  each prospect secured from an Open House
• Conduct Weekly Training Session on dialogue,
  preparation, sales tools, and follow-up
  techniques to increase number of appointments
  secured from open houses
• Confirm sales associates are using PRO to prepare
  for and follow up on open houses

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Create an Open House Culture

• Associate BUY-IN
• Belief that conducting an open house is the most
  important, and most productive single activity
• Hold an house open before entering into the MLS
  (first weekend) -- Collect the other half of the
  commission!

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Before the Open House

• Be sure the Open House Rider 12-4 is on the For
  Sale sign 6 days prior
• Call previous open house customers, sellers,
  buyers, and invite them to the open house
• Have sales associate visit the house before
  Sunday/Saturday to plan a route for signage and
  become familiar with the house
• Guide them to knock on doors the day before to
  invite all the neighbors!
• Use the Door Hangers

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Before the Open House

• Make sure its up on Weichert.com
• Advertise to promote the open house
• Directional Signs the day of the event work!
  Balloons attract attention from the street and
  guide customers to the door.
• WeichertPRO has a great Open House invite to
  promote and invite all leads and past open house
  guests.
• Share your Open House on Social Media
• Invite leads and buyers to your Open House using
  PRO

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Before the Open House - Market your Open House on
Social Media
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Personalize your pre-formatted message and Share
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Before the Open House

Invite all your leads with ready-to-use Templates
available as part of the Open House Action Plan
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Before the Open House
Start with the Property-Specific Attendance
Registry Download

• Save it to your laptop or device
• Have your guests sign in at the Open House

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Before the Open House
The Open House Display Board
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Do you use something like this?
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During the Open House

• Ensure every Sales Associate has this placard and
  uses it at their open houses!

Handout Key Actions at the Open House
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During the Open House

• Reinforce the dialogue Would you like to buy
  this house?
• Make the Connection to Gold Services.

Handout Connecting with Potential Buyers and
Sellers at the Open House
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After the Open House

• Let WeichertPRO assist your Sales Associates in
  their follow-up efforts.

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After the Open House
Easily Import Attendees from the Property
Specific Attendance Registry

• The new contacts will be added to the Open House
  group by Property Address and Date for continued
  follow up!
• Each Guest will be added to your contacts, along
  with the notes, AUTOMATICALLY!

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Follow-up WeichertPRO Post Open House Action
Plan automatically added to your calendar
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WeichertPRO Reminders for Consistent Follow-up
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WeichertPRO Reminders for Consistent Follow-up
This report demonstrates the number of buyers
who are also searching online for a property like
yourself. This is the competition that we
could be bidding against!
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WeichertPRO Guide your Sales Associates to
Access the Training Support
Access the Training Link in WeichertPRO for
step-by-step instructions
Attend a Live Workshop in your region
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Open House Success by the Numbers!

1. Collect Open House registers by 500 PM Monday
2. Review them and ask each sales associate about
   the open house
3. Ask them who they followed up on
4. Customize the Open House Success slide for
   your office meeting
5. Discuss successes at your weekly office meeting

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Open House Successes (continued)

• Acknowledge positives from weekly Open Houses
• Sales made
• Listings obtained
• Listing appointments
• Buyer appointments

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New Associates Interviews

• We have a Fast Track Program for you. Were
  going to get you up and running immediately.
  Youll have customers your first week in the
  business.
• Explain at the time of the job interview your
  expectation of Open Houses
• Get the Buy-In at that time
• Get them to commit to 3 per month.

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Get their Commitment Up Front!

• We have 8 weekend days in any given month in
  which you can host an open house and start
  working with customers right away. I only ask my
  sales associates to work three open houses a
  month.
• Which three dates do you want to sign up for this
  month?

Get their commitment and have them record it in
their appointment book!
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Get their Commitment Up Front!

• It comes back to their commitment at the time of
  hire . . .

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Open House Buy-In

• Does your office have it?

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You Have It When . . .

• Your associates will commit to hold open houses
  on
• Super Bowl Sunday
• Memorial Day Weekend
• July 4th Weekend
• Labor Day Weekend
• Thanksgiving Weekend
• Do not treat these weekends any differently!

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Resources
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Conduct Weekly Training

• Some Resources you can use

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(No Transcript)
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Resources

• Sales Associate Resources Holding an Open House

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Check out all the Resources on WeichertOne.com
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Access the Video Library
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Your 30-Day Plan

• Lets take 15 minutes and work on our 30-Day Plan
  for Open Houses.
• What key actions will you take to ensure you meet
  your objectives?
• Sales Managers and Assistant Managers work in
  pairs and agree on a plan.

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Quote of the Week

• Pretend that every single person you meet has
  a sign around his or her neck that says, Make me
  feel important. Not only will you succeed in
  sales, you succeed in life.
• Mary Kay Ash