Open house follow-up the right way
You’ve just completed an awesome open house, made a ton of connections, and generated new leads – congrats! But if you stop there, you just did a lot of work for nothing. It’s all about the follow-up! Here’s a helpful framework for the perfect open house follow-up strategy:
Monday – Just send a thank you email. No sales, and keep it short and sweet. Make is personal and specific. “Hi Sarah - It was so great meeting you and your mom Sunday at the open house on Orchard Road. I can’t believe our moms are from the same hometown….what a small world! You two look like you have a lot of fun together. Thanks again for stopping by!”
Wednesday – Send an “Oh, I forgot to tell you!” email. This is one of my favorite tactics. Include something like a new or similar listing you’d be happy to show them, or offer a price analysis on their current home.
“Sarah, I forgot to tell you that we have a lot of new houses coming on the market, and I can often give you a heads up on listings before they're posted. I’m always happy to offer a free price analysis on your current home, whether you’re thinking of selling or not. It’s just always good to know how much equity you have to use on a down payment, your next home, or some home improvements you may have in mind. Just reach out if I can help anytime!”
Thursday – This one is the most important. Call, connect, and offer to show them homes this weekend that are not yet open. Setting appointments is the priority as this creates a tangible follow-up result.
“Hi Sarah, it’s Katie. It was great visiting with you at the open house last weekend. I wanted to reach out to let you know I can show you and your mom houses that are not open to the public this weekend. We could spend a couple hours and hit at least three to five houses in your target neighborhoods and price range. Would that make sense as a next step for you?”
Only 10% of sales people make three or more contacts, but 80% of all sales happen between the 8th and 12th contact. Be the 10% of people who keep calling, and add new contacts to your CRM with email drip campaigns specific to their situation.