School’s out and summer is almost here so I think that it’s time to double down on business generation.
A lot of families are headed out on their summer vacations, so the number of people actively involved in house hunting will probably diminish somewhat, but those that are still looking are going to be heavily prospected by your competition. How can you stand out? Read on!
We all know that open houses are a great way to get face to face with people. In many cases people will come in to your open house and will be guarded in their interaction with you. We all have tried to get people to sign in to our open house register but we don’t always get the results that we hope to get. Depending on your price point and market, this technique does not work at all!
In a conversation with a local agent who has had great success with open houses in a luxury market, she told me the secret to her success and gave me permission to share it with you.
She said “It’s not always possible to get names and contact info from people, but in the course of a conversation with people I ask them for their first names and then later in the conversation I find out if they are homeowners and if so what street they live on and in what city.”
This is brilliant! Because if she knows their first names and street, she can reverse prospect them by looking them up on the tax database! She then sends them a handwritten note with a few of her cards thanking them for coming into her open house.
She also sets them up on her company’s automated home market value system for both the home they met her in (to watch market trends on the type of home they met in) and on the home they own making the assumption that they want to sell it to buy a move up home!
Sheer genius! Of course this doesn’t work if they are not homeowners or if they do not give up their names and street, but what if they did?
Follow up is going to be the key here as it is in any lead gen system, so make sure that you have the proper tools to stay in touch!
Could you do this? Will you?
