One of the best ways to get a new or price adjusted listing into the eyes of the prospects is through a well planned and organized broker open house. Here is the reality of selling a house, you have to sell it two times. Once to the buyer’s agents and again to the buyer. The reason I say this is because the buyer’s agents have a tremendous impact on what properties they show their buyers. If you do a thorough job of getting your listing information in front of the buyer’s agent as well as getting them into and through your listing you have a higher likelihood of them showing the property.
Here are some tips on setting up and conducting a productive broker open house:
Send out an email to all of the buyer’s agents who come up in the reverse prospecting earch for the town and price range of your listing.
Call each of them the day before the open house as a reminder of location, price and condition
Post the open house in the broker open house section of the MLS
Provide food and drinks. If you provide tasty and/or interesting food you will draw agents to your properties for both the opportunity to check out the house as well as to have a little snack. My suggestion is to not provide food if it isn’t really good.
Offer to show the property to buyers during the broker open house and honor all buyers from buyer’s agents
Schedule a 1-hour open house for the night of the broker open so the agents can bring their buyers back to the property or send them through on their own. Once again, honor all buyer’s agents buyers.
Make sure the house is detailed, immaculate and if possible, staged. You never get a second chance for a first impression.
All questions or comments are welcome, I look forward to hearing from you.
