FSBO Prospecting PlanThe Neighbors
Your first open house on a listing is oftentimes your
best. Keep this in mind also: The first open house will
bring more neighbors than any subsequent ones. Neigh-
bors that visit your open house are doing it for one pri-
mary reason: They want to know how much their home is
worth by comparison. They may be thinking of selling by
owner and are conducting their own market analysis, or
they may just be curious which homes are selling in their
neighborhood.
If your intentions for holding an open house are to sell
the listing, you’re in for a surprise. Unless you are in an ex-
tremely hot housing market, this rarely happens. If you’re
trying to get buyer leads, you’ll need an open house that is
priced at market value and in a high traffic location to get
potential buyers in the door. But if your aim is to get more
listings, you’ll need to accomplish a bit more.
At your first open house you’ll find that many of the
guests that sign in are living in the immediate area. This
means that they are probably homeowners, and not buyers
for the property. Once you find this out ask them questions
along that tangent, such as:
- Are you currently working with an agent?
- How long have you lived in this neighborhood?
- When are you thinking of making a move?
- Where are you thinking of moving to?
- Do you know the current value of your home?