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All Realtors know that an open house can be beneficial. In fact, you are more likely to gain a buyer from the open house, than you are to sell the property from an open house. So how do you use open houses to gain a huge amount of potential clients?

First, you won't get any leads if nobody shows up to your open house. TO get the most traffic possible, first only choose a house that is easy to find, and preferably in neighborhoods of middle priced homes. Try to choose a house that is just a street or 2 off of a busier street to maximize your exposure. Second, make sure the open house is properly advertised. Post it on the MLS, and on Craigslist. Put an ad in the newspaper, I still hear of a lot of people buying the paper to go look at open houses. Put your signs out during the week letting people know an open house is scheduled.

So you have put in the time, selected a great property, and have a house full of people looking around. And then they say "thanks" and leave. And you just wasted a whole Sunday. You need to capture these leads, so you must prepare before hand. First, create a sign in list. It should ask for name, phone, email, and their agents name. If they leave the agents name blank, you can instantly ask whether or not they are working with an agent. If not, then of course they need you! So how do you get them to sign up? I hear agents all the time saying they asked people if they would sign in, and they refused, or said no thanks, we are just looking. There is one trick that works every time, and it is so simple. The second they walk in the door, say " thank you for stopping by, here is the sign in sheet." Hand them an ink pen. They will sign in 99% of the time. Don't say anything beyond that, just make it seem like that is normal. For your open houses it is, everyone needs to sign in!

The next day, call all of the leads that aren't already working with an agent. Tell them you are following up to ask a few questions about the property, so you can give the owner more detailed feedback. Be sure, of course, you really do give the owner the feedback you get.

That's all there is to it. Just keep following up, and you will be successful. Real estate can be a great career if you do things right!

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