Open House Scripts to Get New Listings

Promote Open House & Evidence Marketing Efforts

“Hi, I’m John Smith with ABC Realty.  We have your neighbor’s home at 123 Main Street up for sale and we are holding a special open house on Saturday from 11:00am to 3:00pm.  Since we know that the ultimate purchaser of a home is often a friend, family member or acquaintance of someone that already lives in the same neighborhood, we are inviting the entire neighborhood to come by to take a look.  So if you happen to know or meet someone looking to move into your community, this is a great way for you to hand-pick pick your own neighbors!  Do you think you can swing by?” (Wait for response and proceed with . . .)

Ask for Business Referrals

(If Yes): “Great!  And since we are doing everything we can to get your neighbor’s home sold, I promised my seller that I’d ask:  Do you know anyone looking to buy or sell a home in the area?”

(If No): “No problem, I totally understand.  And since we are doing everything we can to get your neighbor’s home sold, I promised my seller that I’d ask:  Do you know anyone looking to buy or sell a home in the near future?”

Ask for Pre-Listing Appointment

(Possible Follow Up Question): “And by the way, it’s my intent to specialize & focus my practice in this neighborhood. So I’m providing all of the homeowners a complimentary value of $500 with the hope that they might consider interviewing me when and if they ever decide to sell their home in the future.  You see, an appraiser would typically charge you around $500 to appraise your home, and I’m attempting to help you alleviate that cost to determine what your home would be worth in this market.  Would knowing your home’s current value be of any benefit to you?”  (If they are hesitant or otherwise object, proceed with . . .)

(Objection Handler) “I see, and I want to assure you that there would be absolutely no obligation on your part.  Again, this is a courtesy service that I am providing to all your neighbors with the hope that if you decided to sell 5, 10 or 20 years down the road, you would consider interviewing me for the job.  I would also never want you to straighten up your home just for me. I’m a Realtor and we’re very used to viewing homes long before they’re ready to show. I assure you it won’t affect the value at all, and I’ll be in and out in minutes. How does that sound?”  (If they are interested proceed with . . .)

(If Yes):  “Great!  Would 3:00 or 5:00 tomorrow work better for you?”  Also be sure to obtain all of their contact information so that you can add them to your client database management system to stay in touch with them over time.

(If No):  “No problem, consider this a standing offer, so feel free to contact me if you are ever curious about your home’s current value.  In the meantime, can I count on you to let me know if you bump into anyone looking to move into the area so that we can get your neighbor’s home sold?” (Wait for a response)  “Great!  I truly appreciate your time and help.”