I read articles all the time written by Real Estate agents who are trying to convince themselves that we are in a good business to be in, and that it is necessary to use an agent for every transaction. In Toronto, put up a sign and your property will be sold by the...read more
Many agents and people think open houses are just about opening the door and letting people in the house. For many agents that is the case because they don’t have a sales instinct in their bones.
The key to open houses are questions. When somebody comes to the door, I don’t generally know a thing about them, unless we spoke before. Asking the right questions is what I do to gauge whether or not, the person coming inside is a waste of time, neighbour, somebody interested or is somebody who is going to live there next.
Here are a few questions I ask when you come to my open houses.
1. Are you working with an Agent?
I want to know if you are working with a lazy agent, or just looking at the house without them. In any case I know already if you are serious about buying a house or wishy washy or your agent just doesn’t care about what you are doing.
2. Did you sell your house? Is It on the Market?
I want to know where if you have a timeline to buy a house, or if you are just window shopping. This question pretty much answers that one.
3. Do you Live in the Neighbourhood?
If yes, you are probably a neighbour, and know a lot of about what is going on. This information is also good to get some information about the neighbourhood I might not know, that only residents might know. Also you might just be visiting to see what your house is worth.
4. How did you know there was an open house?
If it was just with the signs, you are a window shopper, if you saw it online or mls, then you are interested in the house and have done research, saw it online already and just want to confirm what you saw online.
5. What do you think of the house? (After the seeing it)
Depending on how long in and out, I can generally tell if you are interested, and that is just something that comes with experience, body language, and tone when leaving. I can’t explain it, call it a vibe a buyer gives off when interested. They asking buying questions.
Well that’s it for now, I ask more questions, and look for more signals but I have to keep some secrets to myself.
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