Transcript

00:05
hi I’m Forrest Selby with the fire hill
00:08
group a Keller Williams Realty team here
00:10
in Leesburg Virginia today we’re going
00:12
to talk about open houses going to give
00:14
you two reasons why you should do an
00:16
open house when selling your home going
00:18
to give you a few of the excuses that
00:20
most agents use when they say whether
00:21
you should or shouldn’t do an open house
00:23
and we’re going to talk about why you
00:26
should never ignore someone who is just
00:28
looking
00:31
number one it provides valuable real
00:36
market input from people actually in the
00:40
real estate market in that area this
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doesn’t matter if they’re nosy neighbors
00:45
or looky-loos or the people down the
00:47
street or friends or family it doesn’t
00:49
matter because all of them are going to
00:51
give you feedback and that feedback is
00:54
what you need in order to provide the
00:56
right product and service to the client
00:59
and to the consumers that you serve if
01:01
everybody coming through the house
01:03
comments that the price is too high
01:05
that’s something you should probably pay
01:07
attention to you need to be able to take
01:09
that information as a real estate
01:10
professional back to your sellers and
01:12
sellers you need to take heed of this
01:15
information and listen to that and be
01:17
able to address that in your marketing
01:19
plan for how you go how you plan on
01:22
selling your home we’ve all been in a
01:24
store and been to some shopping
01:25
someplace when someone comes up to you
01:27
and ask you can I help you and your
01:29
answer is probably no we’re just looking
01:31
but you’re not just looking chances are
01:33
you didn’t just randomly wander into a
01:35
store for no apparent reason you came
01:38
there for a reason as the agent holding
01:41
the open house it’s important to find
01:42
out why that is that they came there it
01:45
is not sufficient just to say how can I
01:48
help you
01:51
it gives real-estate consumers a glimpse
01:54
into the real estate market one of the
01:56
main things that you want to do when
01:58
you’re selling your house is generate
01:59
interest you want to get people talking
02:01
about it nothing is worse when you’re
02:03
selling your house to have it be
02:04
anonymous and have nobody talking about
02:07
it and have no story involved with it
02:09
you want people to talk about your house
02:11
you want people to generate interest you
02:14
want people the sneezers out there doing
02:16
their thing spreading the wildfire
02:18
because people fall at different points
02:21
on the lifecycle of buying or selling
02:22
real estate not everybody is at the same
02:24
point and as you’ve seen in some of my
02:27
other videos I believe that most in this
02:29
industry focus only on those people who
02:31
are looking to buy or sell right now and
02:32
they ignore everybody else in the cycle
02:34
that’s obviously a wrong thing to do and
02:37
it’s wrong from my perspective but I can
02:39
tell you why and that’s because of my
02:41
own personal story my wife and I would
02:43
come to open houses here in Loudoun
02:45
County on the weekends we would make it
02:48
a point to come up here we would travel
02:50
to the wineries we’d come out here to
02:51
enjoy the scenery and go to different
02:53
places and then we try and stop by open
02:55
houses on our way to and from we started
02:58
very close to into Fairfax then we
02:59
started moving our way north and west
03:01
because that’s where it’s so beautiful
03:03
out here that we were drawn to this area
03:05
and just like just looking to see could
03:07
we do this can we move out here and
03:09
still work there and still make a living
03:11
and do all these things and we’ll the
03:13
answer kept coming back yes yes and yes
03:15
but we never would have considered it
03:17
have we not gone to an open house in the
03:19
beginning open houses took us from not
03:23
being in the market to being in the
03:25
market and the next thing you know we’re
03:28
we sold our house and Fairfax
03:30
bought a house out here and it’s the
03:32
best thing that we’ve done a best move
03:34
we’ve made as a family ever welcome them
03:37
say what brought your open house today
03:40
and you know what don’t same thing do
03:42
you get an answer but what brought you
03:44
there oh we saw the sign we’re in the
03:46
neighborhood I’d like to ask you a favor
03:48
two favors really one for me and one for
03:50
the owners of the house if you could
03:52
please sign the guestbook for the
03:54
sellers they really want to get an idea
03:55
of who has come through their house this
03:57
makes them feel a whole lot better makes
03:59
me feel a whole lot better that we know
04:01
that you’re real live human beings
04:03
came to this house and the second thing
04:05
is I really need your help and getting
04:07
feedback about this property if you
04:11
could think about a couple things that
04:12
you really like about this home and
04:14
maybe some things that you didn’t like
04:15
your overall opinions I would really
04:18
appreciate if you could share those with
04:20
me so I can take them back to the seller
04:22
so we can help them out I recommend
04:24
starting the tour downstairs working
04:26
your way up and finishing on the deck
04:28
I’ve got some lemonade out there and you
04:30
can enjoy the view thank you for coming
04:32
and please let me know if you have any
04:33
questions or concerns that’s a little
04:36
bit different of approach then can I
04:38
help you okay
04:39
well let me know if you have any
04:41
questions and that’s the last word seen
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then you go back to your phone back to
04:44
your tablet or doing whatever back to
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watching TV which I’ve seen some agents
04:48
not even get off the couch while they’re
04:51
watching TV in an open house but fine
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lazy agents tell you that open houses
04:59
don’t sell houses buyers don’t come to
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open houses you’re a hundred percent
05:05
guaranteed not to get a buyer for your
05:08
home because of an open house if you
05:11
don’t have an open house 100 percent
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guaranteed you’re also one hundred
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percent guaranteed not to get a buyer
05:18
from Zillow if you don’t put your home
05:20
on Zillow you’re a hundred percent
05:21
guaranteed not to get a buyer from
05:23
Backpage or Craigslist if you don’t put
05:25
an ad on Backpage and Craigslist so be
05:28
aware of what you’re getting into when
05:30
someone says it just doesn’t work the
05:32
lazy agent doesn’t want to spend the
05:34
money on the market it doesn’t want to
05:35
take the time to do the marketing
05:36
doesn’t want to spend money on those
05:39
things of making the open house
05:40
worthwhile doesn’t want to go through
05:42
the effort of making it on events and
05:46
generate interest in they don’t want to
05:48
spend all morning putting out
05:50
directional signs then all afternoon
05:51
picking a model I was driving through
05:54
our neighborhood the other day and this
05:56
was Tuesday these signs from a Sunday
05:58
open house were still out and way down
06:01
the road I mean not still directional
06:04
open house signs pointing you toward
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this way even though that open house had
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ended two days prior it is ultimately
06:12
your decision as a seller whether or not
06:14
you hold an open house but you need to
06:16
be aware that you will not get a buyer
06:19
from an open house if you don’t have one
06:24
greedy agents are looking for one of two
06:26
things when they hold open houses
06:28
they’re looking to generate leads for
06:30
themselves capture as many potential
06:32
buyer clients as they can so they can
06:34
put them into their email list and start
06:36
marketing to them and doing what they do
06:37
or they’re trying to increase the
06:40
possibility that they can double dip and
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work both sides of the equation is what
06:44
we call dual agency
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I don’t think dual agency does you as a
06:47
seller any good and we won’t do it we’ll
06:50
refer it out by representing both the
06:52
buyer and the seller in my view you have
06:54
changed your representation to neither
06:56
the buyer or the seller and changed it
06:59
just to the transaction itself and that
07:01
is not what you’re paid to do you’re
07:03
paid to represent one or the other
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that’s my view others take a different
07:08
view they’re welcome to it that’s their
07:10
business model this is mine
07:13
you as the seller are paying top dollar
07:16
to have your home marketed why would you
07:19
pay top dollar to have someone post and
07:22
pray set it and forget it you don’t want
07:24
to do that you want to get someone who’s
07:26
going to really aggressively pursue that
07:28
open house market it create incentives
07:31
to bring people there and then once
07:34
they’re there you want to give them
07:36
something of value whether or not
07:38
they’re looking to buy that particular
07:40
house you want that to be an experience
07:42
that they’ll remember you want them to
07:43
talk about that house you want them to
07:45
talk about you as an agent you as a
07:47
company but most importantly you want to
07:49
generate interest about that house
07:51
because that helps everybody and if
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you’re looking for win wins and not just
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one-sided wins or losses that’s the way
07:58
to go with the fire hill group we have a
08:00
very specific open house plan go to
08:02
ruggedized your open house if you like
08:04
to get that check out the link below and
08:06
we’d be happy to send that to you no
08:08
charge no cost even if you don’t use us
08:11
or can’t use us you should present this
08:13
and have this in your back pocket when
08:15
you’re talking with your agent or your
08:17
interviewing agents if you find videos
08:20
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08:22
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08:26
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08:29
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08:31
see you next time
08:32
that’s a little inside baseball I went
08:35
over there

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