How many of your open house events are filled with “Hail Mary” showings? Everyone knows that a “Hail Mary” pass in football refers to a very long pass made in desperation with very little chance of success. Do you take the time to speak with potential buyers about their needs and some of their history, when you meet them at an open house event? Do you spend time with a visitor or is it a scenario where you herd them in and let them run out?
The more time you spend talking with buyers, the more rapport will be established. The rapport you create with a potential buyer at an open house event will determine if that buyer will feel comfortable working with you, if they do decide to purchase the home they are visiting.
We’re listing agents, and we do follow up with every visitor who attends our open house events. We do not work with any of them as buyers’ agents. We are listing agents, and we make that perfectly clear, verbally and in writing. The disclosure is displayed at every open house. Our purpose and main goal is to close the visitors on purchasing the property that we are holding open.
If the buyer wants to use a buyers’ agent, we are promoters of that and we will follow up with that buyer’s agent. If they do not wish to use another agent and wish to use our services, we certainly will accommodate their wishes.
Establishing a rapport and networking well with visitors of an open house event will certainly lead to new transactions. Spend the time and try to establish a common ground with people. You’ll be surprised at the results. When I was actively working in real estate, there was rarely a person with whom I couldn’t establish some degree of harmony and unity. Establishing rapport will inevitably be a feather in your cap.
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