Working Open Houses
Open House Sign In
Sheet Template
Whats the best way to get in front of people looking to buy a home?
OPEN HOUSES!
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An open house is not about selling the house that day. It is about converting strangers into future clients.
If you leave an open house with zero contacts, zero follow-up and zero appointments, you did not host an open house, you babysat a property.
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There is no other lead generation activity where you get face-to-face access to motivated buyers, completely free. Everyone wants leads. Very few want to pay for them or work for them. An open house gives you both for the cost of two to four hours of your time.
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Mindset matters. Treat every open house as a business opportunity, not a favor to the seller.
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SETUP & PREPARATION
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Online Traffic > Signs. Most serious buyers find open houses online. Sign traffic tends to be less motivated. So if you hate doing open houses due to the sign placement, forget it! It doesn't bring in serious buyers.
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Materials to Have Ready
• Professional property flyers
• A sign-in method (clipboard, tablet, QR code)
• Something of value to give away
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Value Add Options
Buyers are visiting multiple open houses. Give them a reason to remember you.
• Neighborhood/Buyers guide
• Branded item or gift card (optional, but see below)
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Food & Drinks
Cookies, water, or snacks are optional. They do not convert clients—your conversations do. Plus, if you bring cookies there's a good chance you're eating 6 of them..
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PROTECT THE KITCHEN (SIGN-IN STRATEGY)
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The kitchen is your checkpoint. You do not leave the kitchen. You allow them to come to you naturally because they will eventually tour the kitchen.
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When they reach the kitchen, theyre guard is down, because they are walking towards you
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• Have your sign-in sheet or ipad ready
• Step slightly in front of the counter
• Keep your tone friendly and confident and say: “If you don’t mind, would you please sign in real quick?”
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GREETING GUESTS (FIRST IMPRESSION)
Initial Greeting Script
“Hey there, my name is (Agent name), welcome in. The master bedroom is to the left, we have three bedrooms upstairs. Make yourself at home and let me know if you have any questions.”
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Do not immediately sell. Let them explore.
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QUALIFYING QUESTIONS (NATURAL CONVERSATION)
Ask questions casually as they walk the home. This is not an interrogation.
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Key Questions to Ask
• Do you live in the area currently? = Are they relocating? Do they rent? Do they already live nearby?
• How many homes have you seen so far? - Tells you if they probably have a Realtor or not
• What do you do for work? Do you work around here? - Shows intent, ability to qualify.
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Your goal is to understand:
• Timeline
• Motivation
• Experience level
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HANDLING COMMON OBJECTIONS
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“We’re Just Looking”
What you say: “Totally get that. Are you just looking for fun, or looking to buy sometime this year?”
This reframes the conversation without pressure.
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“We Already Have an Agent”
What you say: “Nice, that’s great. How long have you been working with them? Whats their name?”
More often than not, open house guests are lying about having a Realtor to avoid solicitation from you.
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If it sounds like a strong legitimate relationship:
• Be respectful
• Do not compete
• Do not badmouth
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Open houses are only as good as you make them. You must follow up with the leads you collect at open houses! That is where most agents fail. Once you get the second appointment with them to show them homes its game over! You've won. You're their Realtor. But getting that second appointment to meet them and to show houses is the toughest part. Stay persistent.
Evening after the Open House send a text (4pm-6pm):
Eric, just wanted to say thank you for stopping by our listing on 5054 Golfside. I know it may of not been a perfect fit for you, but I know of plenty of others in the area. Would you like me to send you a list of them?
Email the next morning after Open House:
Eric, Did you have any questions on our listing at 5054 Golfside Dr in Frisco. It was great to meet you. If you have any questions about the house on Golfside, or any other houses in the area give me a call. Should be available later today if there are any other homes you want to check out before the weekend is up. Talk to you here soon.
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Call the next weekday (Monday morning usually):
"Hey there Eric, this is (Agent) from the open house on Golfside this past weekend. I wanted to ensure you got my texts and calls, theres some other homes in the neighborhood, would you want to check them out this weekend?
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Do not Give up on them if they do not reply. Have the mindset of "They are either going to buy a house from me, or tell me to f*** off". NEVER allow them to sit in that grey area in the middle of whether they are going to work with me or not.
Personal note from Tyler:
Throughout all of the collaboration during our open house training, I think the one a-ha moment for many of us was providing something of value to open house attendees. More often than not, buyers are attending multiple open houses in a day.. So when you text them that same evening, what makes you stand out, what makes you memorable? What puts your name to your face?
My recommendation is to offer something genuinely useful, such as a $5 Starbucks gift card. As guests are heading out, you can say:
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“Hey, it was really nice meeting you. I’m sure you’re probably worn out after looking at homes all day, so here’s a small Starbucks gift card to help you recharge.”
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Now Imagine that script above. When you text them the same evening after you met them:
"Hey this is Tyler from 123 Main St, I was the one that gave you the starbucks card. It was nice to meet you! Would you like me to email you a few other homes in the area we have that match what you're looking for?
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I just put my face to my name. BOOM.