Finding New Clients From Open Houses
BY JESSICA LOWE
Jessica Jones is undoubtedly one of the best in the business at picking up new clients from Open Houses.
She has an uncanny ability to uncover both buyers and sellers.
Here's how she does it.
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The Action Plan
1. Define Your Target Audience: I like to make a list of the 100 closest homeowners.
2. Send Your First Scout Email: My favorite email to use is the Just Listed: I’ll be in the area. It's a great way to get in front of local homeowners to let them know that you're already established in their neighborhood and that you have a new listing.
3. Start Door-Knocking: I'll try to knock on at least 20 doors, the 10 closest on each side of the street, and go out from there. According to the NAR, when a home sells, 3 of the 20 closest neighbors will consider selling within the next three weeks, so it's helpful to start building rapport early.
4. Facebook Follow-Up: I like to join local groups to connect with more neighbors. Using the list I pulled from Scout, I can search for each person on Facebook and then invite them to one of the local groups after I've sent a friend request.
5. Put Out 20 Yard Signs: You want to make sure they see you everywhere!
6. Run Your Second Scout Campaign: If I'm listing a 4-bed, I'll pull contacts of neighbors who have a 3-bed and run a Looking to Upgrade Your Home? campaign. It's a great way to promote your listing and make use of the data!
Expert Insights
Door knocking is a powerful way to connect with homeowners and generate new leads. Follow these best practices to maximize your success:
Dress Professionally: Wear business attire to make a good first impression.
Choose the Right Time: Visit during times when people are likely to be home, such as early evenings or weekends.
Offer Value: Share useful information, such as market trends or recent sales in the neighborhood.
Ask for Referrals: Even if someone isn’t interested in selling, they might know someone who is.
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