I Visited Your Open House, Why Didn't You Follow Up?

By
Real Estate Assistant with Happy Grasshopper

I love open houses!  In fact, since getting engaged in January (yea!) it has become a favorite Sunday afternoon activity.  We're trying to see a wide variety of properties and get a really good feel for where we want to start our family.

Here's a stunning fact: of the 25 or so open houses I have been to this year, only 1 agent asked for my email address!  Unfortunately, that agent hasn't followed up.  It drives me a bit crazy really, because I just don't understand.  We're qualified buyers with excellent credit and we even have a listing once we choose an agent.  Why doesn't anyone follow up? 

I attended another open house yesterday and decided to find out.  It was a three bedroom ranch style home on a tree lined street in South Tampa.  The agent didn't have a sign in sheet and didn't ask for any contact information.  When I asked why, he said "people don't like to give it out."  He also said that following up was too time consuming.

Do you agree?  I was completely surprised.  Is it really too much work to follow up with the people who visit your open houses?  Could the Tampa market be somehow different than the rest of the world?

I spent most of last night thinking about it.  The agent I met yesterday is absolutely wrong!  Here's why:

HE SAID: 
People don't like to give out their contact information. 

I SAY:
This may be true, but why not ask?  If they are so deeply offended that you asked for an email address, chances are they weren't going to be your customer. No one ever decided not to buy the home of their dreams because you asked for their email address.

Tips for getting contact info

  • Write it down yourself so that you can read it later.
  • Keep it private, don't display it for everyone to see.
  • If they hesitate, just explain that you won't bombard them with emails.  Tell them you just want to keep in touch, so you'll be easy to reach if they have any questions.

HE SAID:
Follow up is too time consuming.
 

I SAY:
Then find a better way. DO NOT GIVE UP! 

Even if most of the people you meet aren't ready to buy or sell today, it makes sense to pay attention to them.  That includes people who walk into open houses [think me:)]  You just need an automated way to stay in touch with them until they are ready.

Good News: Marketing to people who don't need you right now can be easy, take almost no time, and be very, very cheap.

You just have to get in touch.  At Happy Grasshopper, we write fun, friendly emails that get great results.  But if you want to do it yourself, here are some tips:

  • Send a message at least once a month - I recommend every 3 weeks
  • Keep them short, friendly, and non-salesy
  • Do not talk about yourself, your firm or your listings
  • Include a method for easy opt-out
  • Include your picture or logo and your contact information

The trick is to be friendly and non-threatening.  All of us (me too!) put our guard up when it comes to email.  It's easy to spot junk mail the moment it hits our inbox, even if it gets around our spam filters.  Short messages, written in plain text can generate much better results than you can imagine.

Click here to see some sample emails now.

 

Posted by

 

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Re-Bloggged 2 times:

Re-Blogged By Re-Blogged At
  1. Cory Barbee 03/29/2011 05:55 PM
  2. Donald Bradbury 03/29/2011 06:00 PM
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Topic:
ActiveRain Community
Groups:
Marketing 101
More Referrals: Strategies & Tips on Getting More Referrals
Tech Corner
Technology for REAL People
Tags:
realtionship marketing
referral marketing
email marketing
email newsletters
professional email

Comments 98 New Comment

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Rainer
113,762
Jayne Esposito
Coldwell Banker-Los Gatos

I am just seeing this blog now as a result of seeing Part 2.  Reading about your experiences with open houses is like nails on a blackboard for me!  Having gotten a good chunk of my business from open houses, I have to say to agents who do not get the contact info and do not follow up this:  Why waste your time???  AND why would you send the sellers out for the afternoon if you're not going to do anything beyond wishful thinking that someone will pick up your card and call?  They'd be better off staying home and rubbing a magic lamp!! And you'd be better off doing ANYTHING else!!

May 24, 2011 04:19 PM
Rainmaker
85,445
Celeste Grupman
Happy Grasshopper

RIGHT ON JAYNE! RIGHT ON!

May 24, 2011 04:23 PM
Rainer
157,250
Rhonda Abbott
Wadsworth & Greater Akron, OH
Howard Hanna

I use individual 1/2 sheet sign-in slips that double as entries for a drawing for a box of fancy apple bread mix.  Works like a charm for getting visitors to sign in (they want to be contacted if they WIN, of course!), and I can tuck the sheet away after they're done so that no one else sees the information they provided....AND I can easily write notes on the back of the paper after they leave, so that I don't forget where they work, what hobbies they have, what their kids' names were, what they're looking for, why they're moving, etc.  Some folks give LOTS of info in that short period of time that can be very helpful later! 

May 24, 2011 04:33 PM
Anonymous #97
Anonymous
Laura Al-Amery

 

Hi,

Thank you for nice article

Thanks

August 19, 2011 03:25 PM
Anonymous #98
Anonymous
Andrew Machado

Would love your feedback back on Open Home Pro. We digitize the Open House sign in sheet, automatically followup for you and do it all with an iPad.  

 

http://openhomepro.com

 

Andrew

andrew@openhomepro.com

http://openhomepro.com

February 03, 2012 05:37 PM
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Celeste Grupman

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