So, you hosted an open house this past weekend and, (if you followed our Open House Tips for Realtors) you’ve probably got a nice collection of names, numbers and emails on your signup sheet. So how do you follow up with them so that they don’t forget about you? How do you increase your chances of converting them into real, actual clients for you?
Five Sure-Fire Open House Follow Up Tips
Thank you email
The Monday after your open house, send everyone that attended a “Thank You” email. This first email is purely to say thank you, so leave any sales-talk out of it. You want to send it right away, while you are fresh in their mind. Keep it short and sweet.
“I forgot to tell you” email
On Wednesday, send an “I forgot to tell you” email that highlights something that you did not put into the thank you email. It could be, “Oh, I forgot to tell you…since you’re interested in the Covered Bridge neighborhood, I know of a new home that just came on the market that you might like to take a peek at…”
Or it could be, “I almost forgot to tell…if you need to sell your home, I’d be happy to run a market analysis for you…”
Personal phone call
A phone call is the most important open house follow up that you can do.
Thursday is a great day to call the potential clients and offer to show them homes for the upcoming weekend. If you have to leave a message, that’s okay! It’s your opportunity to leave a short, friendly message offering to be of service.
Say something like, “I hope you enjoyed looking at open houses last weekend…I know you realize not all the homes you may be interested in are “Open.” So, I just wanted to let you know I’d be happy to schedule some private showings for you this weekend. I’m available Saturday from 1 to 4. Does that work with your schedule? Just call me back at 214-555-5555 to let me know!”
One week after (If you still have not converted them)
The Monday following the week of the Open House where you met your potential clients, call them again. Tell them you were just thinking about them as you begin your work week and you wanted to let them know that if they had been out driving by homes and needed more information on any of them, you’d be happy to help. Let them know you’d be happy to schedule a showing or run a market analysis for them.
If you don’t reach them in person, put this same information into a follow up email.
Add to your drip campaign
A drip campaign is a communication strategy that sends pre-written messages, or “drips,” to your potential customers over a period of time. Drip campaigns are enormous time-savers, not just for open house follow up, but for helping stay in front of your prospects. Drips should be short and interesting.
There are many companies that provide these services. At Ready Real Estate, we have a great system and all of our agents are provided with this software just for being a Ready Agent. It makes keeping up with your clients and prospects a breeze!
Numbers don’t lie
Review these eye-opening sales statistics that apply to all sales, not just real estate. The two most important ones are:
- Only 10% of sales people make more than 3 contacts. That means that 90% of all sales people are either A.) Lazy or B.) Terrible at their jobs.
- 80% of all sales are made between the 5th to the 12th contact. Do you see the importance of contacting prospects more than once, twice or even 3 times? That’s why open house follow up using a drip campaign is so important for real estate agents.
Remember, the “sale” you’re going for here is not the actual sale of a house. It’s the “sale” of convincing them to use YOU as their agent.
Use these open house follow up tips and soon you’ll be so busy, you won’t have time any more open houses!