RISMedia's Real Estate Magazine

MAY 2019

Real Estate magazine is the industry's leading source for real estate news and information since 1980. Published monthly by RISMedia, Real Estate magazine offers timely and relevant real estate news to the industry's top brokers and agents.

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RISMedia's REAL ESTATE May 2019 85 Use these five strategies to help coach and train your agents on maxi - mizing open houses right now to create listings and sales in the next three months: 1. Pick the right house to hold open that will have a move-up buyer with a house to list. Choose a house that will bring in a buyer who has a home to list so that you're getting two sales out of each client. Also, avoid sitting first-time buyer open houses if you want to pick up listings out of the open house. And be sure to pick the price point that's in the highest demand, as that's where all the buyers show up every week. 2. Prepare the open house in ad- vance. If you prepare for the open house, you can drive more traf - fic to it. Post it up to three weeks in advance online to create urgency and showings before the open house. In - vite the neighbors with a phone call and a postcard. Run a boosted Face - book ad to target buyers to attend your open house. 3. Offer value during the open house. The agent who provides the most value gets hired, plain and simple. Offer a homebuyer guide or packet of information branded to you. Include mortgage and home in - spection information, as well as the steps associated with the buying process. Also, add value to what you say to help convert the lead. 4. Focus on getting appoint- ments during the open house. You have a 90 percent greater chance of getting a yes to an ap - pointment if you ask at the time of the open house. Add value by offer - ing to assist them before they put the house on the market. One of my favorite value-adds is explaining how you can save them time and money. Remember, start the relationship. You're not going over to their house to list it, but rather, you're cementing the relationship. 5. Watch my signature "How to Make $50K at Your Next Open House" webinar. This webinar makes for your next in-office lunch-and-learn or special training session by shar - ing proven strategies with new or experienced agents. My entire strat - egy shows agents how to properly prepare, plan and execute the 2 - 3 most profitable hours of their week. To receive a free link to this webinar, visit https://pages.services/sher - rijohnsoncoaching.com/rismedia- request/. Your agents will have im - mediate results and approach open houses with a new mindset, con - verting more leads into listings and sales in the next 6 - 12 months. RE Sherri Johnson is CEO and founder of Sherri Johnson Coaching & Consulting. With 20 years of experience in real estate, Johnson offers coaching, consulting and keynotes, and is a national speaker for the Homes.com Secrets of Top Selling Agents tour. For more information, please contact coaching@sherrijohnson.com or 844-989-2600 (toll-free) or visit www.sherrijohnson.com. Converting Open House Leads Into Sales by Sherri Johnson O pen houses are the best free lead generator in our industry, and yet, the least maximized—probably because most agents don't have an effective strategy to drive traffic and then successfully convert leads into clients. Sunday is notoriously known as "real estate day" in every city in the country, so help your agents be in front of potential buyers and sellers to create new business. If you help increase your agents' sales skills and show them how to add tremendous value to the process, they'll convert more business and generate appointments and sales from their open houses.

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