Open House Language that Works

Open House Language

Agent: Welcome to our open house. My name is Robert Schantz what’s yours?

Prospect: My name is Bill.

Agent: Nice to meet you Bill. Could you take a moment to sign in our guest book. At the Seller’s request all visitors must sign in before viewing the home.

Prospect: Okay Sure.

Agent: (as prospect is finishing up signing in the register). Bill I would just like to point out a couple of important things about the home before you go on your tour. (Remember to keep smiling)

-There is a finished attic up the stairs in the back so you don’t want to miss that.

-The laundry is in a closet in the hallway so feel free to open the doors to see that

And

-The backyard has a dog run built on the side of the home so please take note of that.

I will be available to you if you have any questions while your viewing the home and afterwards as well. I would also like to get your opinion on the home when you have finished viewing it.

Also, please stop by the kitchen and grab an ice cold water if you’d like.

Prospect: Thanks. I appreciate that.

(Agent now follows the prospect to the back of the home but hangs back a little so Agent is not hovering)

Prospect(while walking through the home) makes comments. Agent turns those comments into questions. For instance comment is made and Agent responsds : Yes, I see that and is having a XX important to you? Why? Or That’s true and would having a smaller xx be better for you? Why? Or Yes I see that and what about a large xx is unattractive to you? Or that’s true and what is the challenge in that feature for you?

At the end of the preview Agent asks the client for the feedback by saying, “ I’m glad you’ve had a chance to view the home and I know a couple of the homes features were interesting or not so interesting to you. Can you tell me what you feel are the homes biggest disadvantages?”

Turn these disadvantages into a discussion with the prospect that will help you find his/her true needs in a home and then discuss the inventory that you might think would be a match for this client. It will make you as an agent sound like a neighborhood pro. Once you’ve peaked the propect’s interest, offer to send them some additional information related to these items and get them to fill in more information on the sign in sheet. As they are doing this, ask them if they would like to set up an appt. to discuss their needs even further or if they would like to see a few properties with you.

Happy Production