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Open Houses, Agent Caravans, and Broker Opens.

Open HousesOpen houses, Agent caravans, progressive luncheons, drawings, raffles, and broker opens are all great but if the home does not sell what is the point?  Busy work is just that.  It looks like you are doing something to sell the home, but you aren't.  Sellers need real buyers in the homes these days not just traffic to dirty up the carpets and bathrooms.  Nothing is more painful for a seller than to hire cleaning crews to spruce up and clean the home after the swarms of traffic invade but there are still no contracts.  That is adds insult to injury and conveys to the seller on many different levels that you really do not know what you are doing.

Buyers need to be qualified and motivated and ready to buy before showing them homes.  Generating useless traffic to a home that is not selling is a pointless excercise.  Opening a home to the general public that cannot afford the home, or to buyers that have badly damaged credit that is beyond repair for the foreseeable not worthy of any praise.  It is shameful.  There is a big difference between generating a crowd, and generating interest that will lead to a sale. 

In this current real estate market this advice is lost on agents that have come into real estate at the peak of the market.  They are not trained correctly.  They are going through the motions and not undestanding the the purpose of the excercise.  Why not generate enormous crowds at the listed property by opening up a 'Soup-line" to feed the the mass unemployed?  Both would have the same impact.  None!

Some Quick Tips

  1. Avoid taking unsellable listings
  2. Have an appealing product to sell
  3. Price the property correctly
  4. Correct marketing the home or property to targeted potential qualified buyers
  5. Presenting the offering in the best possible setting - clean,and neutral
  6. Educate your sellers to the realities of your immediate marketplace
  7. Update a home, paint, carpet, neutralize etc.
  8. Visit all the homes you are competing with - draw strategic comparisons
  9. Find marketing mediums that work and use them
  10. Form a networking group with other agents and brokers
  11. Research and contact agents with recent sales of similar homes
  12. Canvas the neighborhood for persons with friends or relatives that may be interested

James Crawford ABR, Broker Associate





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Comment balloon 16 commentsJim Crawford • December 28 2010 10:51PM
Open Houses, Agent Caravans, and Broker Opens.
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