Certainty For Your Real Estate Career. Lessons learned from Josh Stern who took the KW models & systems from 20 transactions a year to more than 350 transactions a year. Attend a Free Training
Are your open houses actually making you money, or are they just wasting your Saturday afternoons?
If you’re like most agents, you’ve probably experienced the frustration of sitting in an empty open house for hours with nothing to show for it. But what if I told you open houses could become one of your biggest lead generators and income producers?
Most open houses fail because there’s no real system in place. Too many agents treat them as passive events instead of active lead-generation opportunities.
The data shows that the average open house conversion rate nationwide is less than 0.5%. That means out of 200 visitors, you’re lucky to close one deal. However, agents who follow the Millionaire Real Estate Agent (MREA) model convert at 5%-10% or higher. That’s 10 to 20 times better results from the same activity.
The key difference is implementing a proven three-phase system:
Phase 1: Pre-open house. It starts with a solid marketing strategy that includes neighbor invitations, targeted social media ads, and personal outreach to your database. When done right, you’ll have 20+ quality visitors.
At our last open house, we had over 30 people attend—and that was the weekend before Mother’s Day, and yes, I still do these myself.
Phase 2: During the open house. Your presentation matters. Having property information sheets, neighborhood guides, and buyer/seller packages ready shows professionalism.
But more importantly, master your visitor engagement strategy. Introduce yourself with enthusiasm and professionalism. Ask the right questions to uncover motivation and timelines.
Also, point out the intangibles, which are things about the home or neighborhood that may not be obvious to a buyer. For example, you could point out the dog-friendly neighborhood, the best local babysitters, or sunsets on the patio during their walk-through. These little things spark real conversations and give you a reason to follow up.
Phase 3: Post-open house follow-up. This is where 90% of agents fail. We use a seven-day follow-up system with specific touchpoints, including personalized videos, market updates, and direct value offers that position you as the go-to expert in the area.
If you want to go deeper, let me share three of our favorite open-house strategies:
• Create a memorable experience. Themed open houses, local vendor partnerships, and neighborhood highlights that make your open house stand out from the competition.
• Maximize your time investment. Plan a “power hour” of door knocking with invitations to neighboring homes before your open house begins. I like to do this the day before, spending two to three hours getting to know the neighbors and asking them what they love about the neighborhood. Take notes to share with the buyers who come through your open house.
• Capture more leads. Position yourself as an expert by being prepared with active listings, pendings, and recent sales. Share comps and price ranges to help buyers understand the market, demonstrate the value of the home you’re holding open, and let potential buyers know of other available inventory in the area priced a little below and a little above the subject property.
These aren’t just ideas but specific action items from the Millionaire Real Estate Agent Open House Playbook that top producers use consistently. In my next post, I’ll interview one of these agents who’ve implemented and executed these strategies, and it’s literally his number one source of business.
If you’re ready to transform your open houses from time-wasters to profit centers, join me and the legendary Lee Stern for our upcoming “Millionaire Real Estate Agent Open House Playbook” workshop.
This is a Do-It-With-You coaching session where we’ll walk through these systems step by step, and you’ll leave with all the templates, scripts, and tools you need to implement immediately. To book a seat for this event, check out the event details and invite links below:
Open House Playbook: MREA Do-It-With-You series + Workshop (KW Utah) with Lee Stern
June 11, Wednesday, from 12:00 p.m. to 2:00 p.m. at the KW UTAH Training Room
Open House Playbook: MREA Do-It-With-You series + Workshop (KW SLC) with Lee Stern
June 18, Wednesday, from 12:00 p.m. to 2:00 p.m. at the KW Salt Lake City Training Room
If you want help building a personal plan that’s based on models and systems that actually work, reach out to me at headcoach@kwutahcoach.com or (801) 252-5226. I’m more than happy to help.
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Certainty For Your Real Estate Career. Lessons learned from Josh Stern who took the KW models & systems from 20 transactions a year to more than 350 transactions a year. Attend a Free Training
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