Do you use open houses to gather real estate leads?
Sometimes they work, and sometimes all you get for your trouble is a few hours alone. That’s pretty frustrating if you’ve gone to the trouble to send invitations and provide refreshments.
If open houses aren’t doing the job for you, try this instead:
When you close on a home sale, let your client invite 20 or 30 friends to a closing party! If they’re the sellers, it will be a going away party. If they’re buyers who are new to the area, you can invite the neighbors and it will be a get acquainted party.
Match the refreshments to their lifestyle and preferences, so it will really feel like “their” party. It could be wine and cheese, beer and pizza, or even punch and cookies.
Right now is when your clients love you most and will be glad to introduce you to those friends they’ve invited. And when they meet you in person and see how charming and helpful you are, they’ll be even more likely to think of you when they need a Realtor – especially if you don’t let them forget you.
When you visit with people and hand them your business card, tell them that you occasionally send market reports and ask for permission to add them to your mailing list. Be sure you have a notepad or your smart phone in your pocket for that purpose – not everyone carries business cards, especially to parties.
The day after the party, send a “Glad I met you” note and offer to supply them with any information they might want about the current market. If they’ve handed you a business card, and thus their mailing address, take the time to hand-write that note and send it by postal mail. If not, email is better than no mail.
Once they’re in your drip campaign, every month or so you can send some news of interest, just to remind them that you’re there when they need you.
Use the same campaign for these folks as you do for others in your sphere of influence – you don’t want to annoy them by suggesting that they might be ready to buy or sell.
