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Realtor open house feedback sheet form

yeah I mean usually when they come in you know I'm very warm I try to shake their hand comment on their children if they have them or whatever you know ask them to sign in politely not demanding ly but make sure that they sign in and as we all know that's where you know a lot of people put down whatever they wish a lot of times it's not the right email etcetera or not readable so as they're going through the house sometimes if it's not really busy I'm kind of in different rooms with them and you know kind of pointing out different features of the house it's not about trying to show them around and at the same time I'm trying to get it to know them so I kind of you know say a little have you been in the area long are you currently renting or you know trying to feel them out and not be real pushy about it but just kind of try to get to know where they're coming from yes and then I offer the fact that I'm very lucky that my agency has a lot of open houses right in my own hometown so and I also point out that I've been here for 18 years if there's anything you'd like to know about my hometown I'd be happy to help them with and you know I would point out I have out all kinds of brochures and flyers etc that may not even be real estate-related but the things about the community you don't I said feel free do you know it because I want to get the idea across and I'm an expert without pounding it and I've had verbal without sewing you know so yeah okay good so that's a good set up this will help you guys whether it's an open house or any type of interaction with a client and I wrote down three things here I wrote down status control and trust because those are the issues first of all don't be afraid to establish control from the very beginning here's what I mean this is a private residence owned by somebody else this is your open house you as an expert the rules and the ground rules all this mr. Visser thank you so much for stopping by I do it in a polite way it doesn't need to be arrogant pushy salesperson but in the very confident way I establish ground rules I would say thank you very much for stopping by would you please fill out guest register completely and make sure it's legible thank you and the way I'm positioned my table my body it is clear that that's a barrier they need to pass through to enter the house it is non-negotiable I'm not nice about it I don't try to suck up to them or anything I simply inform them in order for them to view the house and get the information they have to fill it out completely and legibly that's it so I must say I usually get them to sign in it's just not legible you know and I always wonder should I say that but then I want to annoy people you know absolutely and they do it on purpose they do it on purpose and I'll make it clear it's not legible you're not going to come in it's really that simple okay but we just want the price I understand would you please fill out the guest register and I smile I'm cool about it how to make a big issue out of it but it's very obvious that if they don't do what they're told they're not coming in here is why and you may say well geez isn't it kind of being an asshole here is why I try to be very high-status firm about it control status see if I don't establish control from the very beginning either I'm going to end up with a client who's going to drive me crazy later and we all had crimes like that right man say it yes or two it's going to be clear that they can do whatever they want they can put whatever information they want that's not how we play this so it is perfectly alright for me if they turn around and walk out because now I save myself hassle and a headache working with idiots working with non qualified people or people at issue with control because that's not my ideal client I don't want to work with people like that I work with people who follow my lead and I establish it from the very beginning I do it in a very pleasant way very comfortable way but also there is no ambiguity about it you fill this out it's going to be filled out nicely so somebody can read it and you're coming in if you refuse to do so and if I read it and I can read it if it's a terrible handwriting I would literally take the pen and set give me our ml again please this is not legible I would point it out on them on it immediately what status do I establish who is in control mm-hmm I say I am no question about it these are my rules my open house this is not your property and I respect if they choose not to fill it out save me a lot of time because a lot of these people are flakes a lot of these people have ultra mode as lot of these people I would never want to work with I wouldn't want to work with the buyers to begin with because I'm going to select only those who need to sell something first or want to buy that particular property that's it the rest I'm not that interested it's a waste of time I don't know waste my time you know I mean so I'm perfectly all right people who turn around and don't fill it out who make it too difficult I would say please leave you're not welcome to my desk requires a certain level of confidence to do that you know leave are you getting it in that yeah no so if I establish this from the beginning it's going to be a lot easier later because now it's clear who is the expert who is in control who is the client and I understand where they're coming from because they get pounded by all these salespeople and all these real estate agents trying to just squeeze them put them in a property and make a buck or sell the property just to make a commission so people we as an industry unfortunately don't have the best reputation so I understand their behavior but by being confident by being in control I'm clearly demonstrating I'm different I don't need to sell it I meant to tell it to them no need to say that it is obvious through my behavior they encountered a different real estate agent and expert a guide a counselor not a desperate salesperson now it is very important and this is not just in open houses in any interaction the first four seconds are absolutely critical because what's going to happen is there isn't there is a in psychology and human interaction social science there is an event that takes place between two strangers it's called frame collision that means you test each other to establish social hierarchy this is built into our DNA we've been doing it for millions of years it is to establish who has the control with the power who is the high status these two frames collide you and your client collide now this is not a not antagonistic like let's punch it out in the face to see who's stronger although sometimes I feel like it where the buyer is a real asshole but it's neither here no less you get my point they come on yet and it's very quickly established who is in control what you describe friend tells me that the buyer is in control not just through the words but through the behavior where they're just wandering through the property maybe talking to you over the shoulder feeling maybe you get the sense that you're a pest you're pestering them that sorry try to be too nice to them to provide information to have them like you big mistake you need to turn it around and this is not as much communication as it is psychology you turn it around because you're the high status you're the expert you're the guide you have the answers you have what they're looking for you provide it you're the prize not them they chase you you don't chase that you set the rules you set the parameters you walk them through the experience this is what's going to happen one two three four okay so you got to flip it around and you flip it around in communication as well and it's established right there at the guest register and if they refuse they walk you're going to end up instead of twenty people who are going to fill it out you may have ten but now he has ten you can work with the purpose of the open house very seldom you're going to convert somebody right away whether it's an open house of his ball or an expired listing where after a few minutes of interaction they're going to go oh we love you where do we sign that seldom happens you're going to need a little bit of a follow-up little bit more interaction in most cases to get to that port that's why the guest raised is so essential because you get home that night first thing they're going to get is a nice thank-you card second thing they're going to get is maybe attacked or a phone call from you great meeting you today sorry things are out a little busy how can I help you get done yeah and I usually do that I follow up with an email sometimes I even text if they're up like we're on friend email would be my last choice email would be the very last here is why thank how many emails per day do you get on average on a busy day yeah would you say 5080 weirding me over a hundred honest there you go everybody else does yeah everybody else does yeah email is very disposable it's more of an annoyance more something cumbersome you have to clean up your inbox every day from older junk do you think they opened their email going oh my God look at that Fran is emailing us thank God can't wait to read what she's saying honey pool oh we're getting my phone you know me I know you're a nice agent and you're trying really hard and you do right by your client but that's reality you know no I wholly mail easily and agree with you yeah I want to get a conversation going because it is during the conversation that has started in the open house and then continues with the text and phone you will discover what is it they're trying to do are they are they war client war WEA are willing able and ready they need to qualify all three plus they need to be nice people they should be pleasant they need to be agreeable they need to be pleasant to work with not to mention qualified so willing able ready and nice that's what you want establish first during that conversations you have to make you question how long have you been looking how much did you sell your house for one of the most essential questions you need to ask here's what you find out if you can identify what they're looking for then you can address the issues of you know I'm keeping in Reformation but there is one more thing about that question it will help you immediately is this just a buyer is it a seller and a buyer is their property listed do they have an agent has it been sold though okay and the process okay yeah you understand what I'm saying very important question to ask the best answer you want to get the answer you're looking for as well we're just getting ready to get our house on the market that's perfect that's what you want because it's already listed there's a presence they were relationship with another agent not somebody you really wanted but in if they're first-time buyer and stuff if you want to work with bars against my advice I know many of you still do it and go I tell you not to that's fine if their house is already sold and closed you need to find out what's going on why they haven't bought another one and again do they have a relationship with another agent and can you help them in some way okay so you get into a conversation about how soon they want to buy what do they want to do and most importantly what is their core driving emotion why are they do it in the first place because they will tell you how realistic they are how motivated they are can you work with them is it really worth your time and effort that's the most important asset you have is your time you don't want to invest so much time working with a client that at the end turns out to be their dad or they can buy or they change their mind or we should wash your unrealistic all that stuff so those are the important questions to ask during the follow-up I didn't much be a conversation now if they brush you off if they're not open to you I would ask them is this a bad time or I know you're probably talking to agents and some of them it's not the most pleasant experience but I'm just trying to figure out if I can help as if you know this is this is mutually beneficial thing okay mm-hmm helpful helpful very helpful cool anything else um no you know I just yeah just trying to I know that a lot of people come away from it in it they'll say well they've got you know like actual people responding to them and that's where you know I kind of fall flat everyone's saying oh this is great information and you know I'm talking about property taxes and how I can help them there and I guess I'm pushing too hard what do you mean by that you push on the start well because I kind of I'm trying to feel them out and yeah I always have them complete a survey at the end I ask them to do that about the house so that I can get feedback and purposely I do that just in case you know I also mentioned it as a raffle hopefully that way they'll give a real email address you're supposed to one they put it on there no notice I guess I call email so you let that go I would just go for the phone on the last importantly now here's a wrong number you know I mean yeah here's what I would do as they give me the phone number on the guest register as they're walking through the house I would text them because if they don't get the tech that gave me the wrong number trust me I'm going to hunt them down and say wait a second you might have made a mistake here because I tried to send you a text you didn't get it call them on it I would change whole parallel I have the capital to do that I'm too confident now at the beginning I was scared shitless to do these things I was scared shitless if somebody to fill out the guest register so I was faking it yeah but I realized that if I don't fake it they gonna do their own thing and it's done it's over and I'm wasting a colossal amount of time preparing for the open house putting the signs up sitting there for three hours and not getting anything so I figured might as well be uncomfortable fake it and just be confident and if it's not genuine confident I will get there eventually but until then I'm gonna fake it but I'm gonna follow the rules and the rules are find the damn thing or you're not coming in and it's bad information call them on it you're in control this is your show they need you this is more of an attitude than then roleplay or anything else you know we could roleplay this and if we do ten times I'm going to use ten different words or ten different approaches because this is not a matter of Magni this is a matter of attitude what I would suggest Fran is read a book by Jensen serrocold you're a badass because it will help you Hank develop that sense of you are badass you know a lot of cool stuff you help a lot of people with some really important stuff I mean you help them sell their house you have the movie of the fine and perfect home for their family that's a big deal your own thing so grow some balls bring it on baby and yes just let me turn some people off and yes some people will be put off by it tough you're not any worse off than you are now don't that make sense and this so read the book you're a better but Jensen Sarah adjust the attitude a little bring it up a little now I would also recommend practice this get somebody on the phone for a while and practice these follow-up calls or we ask them question well Frank let me ask you if you found the perfect house this weekend are you guys ready to move are you excited where are you role play with me real quick a little follow-up call okay so friendly if you found a perfect house this weekend are we ready to move where are you guys can you tell me real quick well yeah we're kind of ready to move but we don't know exactly where we're going to go is it the area that you're not sure about or is it a home what's holding you back well I'm not sure if my house is going to sell for what I think it's worth and I'm hesitant about leaving the neighborhood schools you know those kinds of things I mean that's a scary movie you know what I mean to leave one home to find another it's a big deal this is not like you're buying shoes at Payless you know they don't fit you were going back it doesn't work that way so I totally understand is your house for sale right now well we're thinking about it you're thinking about it so it's not not on the market yet at home not on the market yet not sure so what's the main reason you're looking to live somewhere else what would excites you the most about the new off well I think that we need a little bit more space and the kids are growing up and you know they've kind of moved on with their stuff but um you know that I kind of want to stay close because they have high school friends so Carolyn maybe move out this general area that stay in the area thi'sl so what do you feel would be the next step what information would help you be a little more comfortable deciding whether you're going to stay where you are or actually get a new home would it benefit you to know exactly what a buyer would pay for your home right now in today's market would that be helpful next way you know where you stand would it even make financial sense for you guys to make a move because I'd be more than happy to send you that yeah that would be great okay well let's do this let me take a quick look at your house first so this way I'm not shooting off a hip I can give you exact accurate numbers this way it's easier to make decisions once you know where you stand how is your Tuesday afternoon can I swing by for about 10 minutes could you give me quick tour and Tuesday sure okay fantastic I will tell that verify the address get the information I do a little 10 minutes tour and I have a potential listing that's it mm-hmm now was there any pressure now did I find out the core driving emotion yes Eileen what not completely but I got a good chunk of information where I can tell there's a good chance these people may do something if the numbers make sense to them and if they get over this whole attachment to the house where they probably spend a lot of time years raising their family that's going to be an issue that I have to watch for but I would definitely go visit them and spend 10 15 minutes chatting with them and look at the property yeah and then and the next thing I would follow up with well general area I mean if you could have it anywhere you want where would you pick a house where would you like to live if money was not an issue I know Beverly Hills of course but within our area where would you go now just to point out side note to all of you guys I'm using humor deliberately to release tension I build up tension then I release it and I use humor strategically to make them laugh to bring a sense of comfort because that's something you normally do when you talk to friends on the phone you crack a joke once in a while you smile once in a while so I do that I do that on purpose yeah yes I know that a couple of the training sessions I was on they always said talk with a smile yeah exactly yeah so that people can hear that very good I also use humor once in a while I use it sparingly you know like like a nice spice once in a while you throw it in there so I would find out where would they like to go what excites them about that home and maybe bring a list of those properties just to kind of bring something of value that may excite them to go see them and list the home yeah mm-hmm good you got that then practices a little it's not that hot you have a very nice warm approach to people I can sense that you're a people person you are one who engages with helpful who nurtures clients which is great that's a fantastic quality to have which you need to add to it a little more confidence a little more control you know you got to wrap that soft hand in the velvet glove and then just hit hard do you understand what I'm saying with Python what I mean by that yes so it's a combination keep the heart that's great you want to help people and you want to be authentic and genuine about it just need to wrap it up in more confidence and control more high-status yeah got it awesome for a great chatting with you thank you thanks for joining us today Thanks just alright Music you