Brian R Kelly

Tag: Realtor

  • Realtors Beware Of Over Engineering Real Estate Business

    Realtors beware of over engineering the real estate business. Real estate is all about people. People buy things from others with emotion and feelings of trust. Don’t get me wrong here. We need good process flow and checks and balances. What I am talking about is making the business too transactional and less relationship focused. Looking at efficiency, profit, and lots of data is fun for an engineer. I is one.

    I jumped into a family real estate business from manufacturing consulting. I looked at processes and ask questions, drew charts, asked more questions. Why do you do this? Why do you fill this form out? Why? Why? Why? I was an adult 2 year old.Jaw Breakers

    I did the same thing with real estate. I drove my first broker crazy. I wanted to break the rules, because at the time they seemed stupid to me. As an example, I take a listing and with a pen fill out a form that has all the information about the property. Then I take it into the office for the salaried administrator types it into the computer. Why touch it twice? Why? (Once I became a broker I started understanding “liability”) You do not need an agent taking a shortcut to change a list price if both seller and buyer have not signed a paper authorizing it. Example…

    I am noticing that teams and mega agents are putting more layers between them and the client or customer. It is causing problems.

    Talked with a person today, about a former real estate deal. He said that his agent was not present at the closing, and neither was the buyer’s agent. Both sent a proxy. Substitutes are fine but it does not relieve responsibility. The title company left off the home warranty payment on the closing statement. The money was not collected at closing. The warranty company was not notified. The parties were looking at the seller to pay. The closing was months ago. He did sign an agreement that he would pay the money, but he did not catch it and neither did the title company, or substitute agents. They are left with a few problems and shared liability. It still leaves the problem of who pays for the HVAC repair or replacement that just happened?

    I spoke with another gentleman who had his home listed for quite some time and he said that the listing agent never bothered to call him after his listing expired. He did not know why it did not sell. He wanted feedback. Perhaps he lied to me, but his perception was that the listing agent did not follow up and give him news.

    These are things that I am guilty of right now in the feedback lacking department and not providing enough hands on direct work with clients. It is not easy to manage the balance of being personal and providing the amazing level of details for many clients over time. That is an agent or broker’s challenge. How do you foster personal relationship and trust? If you want more income and more free time, you try to put processes and people in place that are trustworthy.

    I do know that sellers and buyers want to work with their Realtor. They do not want to feel slighted by working with a substitute and sure do not want to experience a drop in service. That is not good for word of mouth referrals. Realtors beware of over engineering real estate business.

  • Real Estate Sales Done Daily Wins

    Real estate sales done daily wins. Winners in real estate awards used to get plaques. The certificates behind plexiglass would read how many in millions were sold. I remember certain sales people would stack their awards beside the desk because they did not have enough wall space. The consistent top producers did their activities daily. Diligence over time wins great achievement.

    I just returned from a meal with family. 41 days ago, I felt called to write a blog post every day for 45 days about real estate. I had no idea what writers for newspaper columns faced when a deadline was coming up and the blank page was staring back at them. It is 10:02 on a Thursday evening. I need to print out a disclosure and covenants and restrictions for a showing in the morning. I need to complete another 6 hours of online continuing education, and I have two hours to complete a story. My commitment to this daily blog is haunting me. So I am fighting back resistance with some stories about daily discipline. Back you devil!

    Allow me to tell you a story:

    One of the Realtors I admired early in my career was Mary Ruth Cook. Mary Ruth had discipline and perhaps some type of special power. She had daily routines that were admirable, but the oddity that most intrigued me was what she did not have. She had nothing on her desk! I concede she had a phone, but nothing else! No awards, papers, magazines, nada, zilch. She did use these things at times, but when she left the area, the desk was clean.

    Mary Ruth had been in the real estate business for 50 years. When we drove down the street on tours, she could tell you the history of families that lived in homes. She had an amazing mind for details.

    I specifically remember one office agent home tour. We piled out of 2 cars and quickly went through a red 2 story near East Ridge. The house was cluttered and I remember thinking, how in the world will they sell without getting rid of stuff? I was more intrigued by the piles of things around the property than the old home.

    When we got back to the office, I wanted to watch the habits of Mary Ruth and how she operated. She took out some notes and picked up the phone. I will never forget her phone call to the buyer. Mary Ruth acknowledged the buyer and went back through the what she heard the buyer wanted and said, “well let me tell you about the perfect home for you”. Mary Ruth painted the home to the buyer over the phone in detail. Like an artist she covered the entire canvas with details I had never noticed about the cluttered home. They met at 1pm and before the afternoon was out, a full price offer was submitted.

    There are many lessons in Mary Ruth’s efficient style of working. The most important for the sake of this blog post is listening to clients daily, observing the details, and keeping all the other noise and clutter away from the process of showing respect and service to her clients. Doing this consistently and daily allowed her to prosper through the decades.

    Well, it is only 10:44 now and hopefully I have encouraged you with 2 true stories. One of a diligent professional who kept the important things in front of her, and the other of a 2 decade Realtor that is learning the practice of daily discipline in internet marketing. Real estate sales done daily wins.
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  • Young Home Buyers Are Wise

    Young home buyers are wise. I am encouraged about our future because I have worked with young people buying homes. All three couples that I worked with are hard working and using good common sense. They are looking at the following things:

    1. Their budget and not going “house poor”
    2. Deals – 2 bought foreclosures, 1 bought an estate sale
    3. Fix-up – All three were willing to jump in and repair
    4. Location – Each purchased in areas close for commute and good potential future equity growth
    5. Asked for help from friends, family and pros

    The first young newlywed couple set up a long term rental situation with their parents. The parents purchased a HUD foreclosure and the adult children helped make repairs and set up a lease purchase plan between them.

    The second couple purchased an estate sale. The house was cosmetically challenged because a lifetime smoker stained the sheetrock walls with cigarette smoke. They jumped in and worked on the house before they moved in. Yet, another wise move. I will never forget the first home that Dee and I purchased in Franklin, TN. We put the bed under the dining room chandelier because I was “working” on the hardwood floors in the bedrooms. “Piece of cake”, “It’ll be done in a week” For the next few months I woke up in the morning and hit my head on the glass pieces of the dining room fixture. Dee would glare from under the covers each time.

    The third couple purchased a one level ranch that was smaller than most all the rest in the neighborhood. They had the luxury of having a parent who is a professional handyman. They actually moved some doors and walls to make good floor plan changes. I am looking forward to seeing what they have accomplished.

    I am encouraged that our young people are making good decisions. I am happy to serve them and give them some pointers from my perspective as Realtor. After all, they may be calling me soon and asking for help in selling their house. I want them in the best possible position to gain from their investment. I am glad that young home buyers are wise.

  • I am a Realtor Server not a Born Salesman

    I am a Realtor Server not a Born SalesmanI am a Realtor server not a born salesman. My first cut at sales was at Thrasher Elementary school on Signal Mountain, TN. Each year the students sold chocolate bars. We raised money for classroom window air conditioners. I still remember the first house in Skyline Drive subdivision I walked up to. The older lady came to the door, and with my best pitch “I stammered, ‘You don’t want to buy any chocolate bars do you?’” Turns out she didn’t. I don’t remember getting any award prizes for most sales. Funny, I don’t remember selling many, but I do recall the chocolate was pretty good with almonds.

    Fast forward, to my junior high days and a desire for a Schwinn ten speed. The stakes were higher for personal gratification and a need for travel. Instead of buying a bike, my parents bought boxes of commercial grade freezer bags. They said. “Sell these and with the money you raise we will match funds to buy a bike”. Brilliant idea on my parents part. I like to quickly get things done, so I loaded most all the cardboard boxes onto hand trucks. After all there are only 10 sets of bags each box and 4 boxes, how long should this take? One half mile later the only thing I had attracted was a thunderstorm, and zero sales. Lack of first day success did not deter me. I wanted a 10 speed. It took much longer than I first thought, and many more doors, but I did sell all the bags. I learned to help demonstrate how special the bags were, what a great deal they were and the story of why I was doing this. Funny thing was, looking back, I had folks calling me a year or two later asking if I was still “selling” them.

    Being a Realtor “sales” person was no easier for me. I worked in the family real estate biz. First I worked for Mom in relocation. That was fun. We set up a room for counselors to help parents understand the schools, get acquainted with the city, etc. Next on my list was setting up tech stuff. Being a nerd, I became the first I/T guy. I set up telephone and computer systems. Being on salary bored me, so I got my license to sell homes. At the time we belonged to a Better Homes and Gardens franchise. My first sales event was an Open House. My first “salesy” thing to do was call people (this was before the “Do Not Call Laws”) that lived in the neighborhood and “invite” them to visit the Open House. I was very nervous. The first lady answered and listened to my invitation. I nervously asked her to the big event, and she starts scolding me for not doing a good job with her landscaping. I do not think she ever believed me that Better Homes and Gardens sold homes and yards instead of maintaining them. When I realized that people need help not a salesman, I felt more at ease.

    How can I serve my clients and customers to help them is my job. I am very comfortable with that role. God gave me skills to quickly jump into helping and researching. That comes naturally. So the more experience I gained and understanding, I realized I am a Realtor server not a born salesman.

  • I Didn't Mean To Be A Real Estate Agent

    I Didn't Mean To Be A Real Estate Agent
    I want to be an astronaut
    I didn’t mean to be a real estate agent. It just seemed to happen to me. Here’s my version of the story.

    In first grade at Thrasher Elementary in the 70s, I had three occupation choices, 1. Policeman, 2. Fireman, or 3. Astronaut. My decision at the time was Astronaut. I remember watching Neil Armstrong step on the moon in 1969. We are at my grand parents house. Wow, just think, travel to outer space and drink unlimited Tang drinks! Our principal, Mr. Wheeler, did his level best to encourage us to consider the Navy. I must admit it was never a temptation. There was not much water around our home. Tennessee has plenty of trees. Acorns make great ammunition in yard battles – if Military I was going Army. (funny how future events unfold)

    Going through school, I changed my aspiration from Astronaut to fighter pilot. Not only was that really cool, it seemed a bit more practical. Dad encouraged me to get a military scholarship. I did win a scholarship, but alas my near sightedness was a handicap for flying, so I chose the Army. (Acorn experience comes in handy).

    I took the Army scholarship to Vanderbilt University in Nashville, TN. By this time I was thinking businessman or preacher. I decided to take the technical business route believing that God needed Christians in the computer field.

    I wrestled a computer science degree from Vandy’s Engineering School. When I finished in 1986, I was faced with a choice. I could choose the Army Reserves for 8 years or infantry for 4. God lead me to Ernst & Young in the manufacturing systems consulting business.

    In 1990 Desert Storm and a new born son (my wife was 8 months pregnant when my commander called me to active duty) snapped me to attention. I was a new Father and realized that a traveling job was not good for my family. I decided to move back to Chattanooga and jump into the family real estate business.

    This was the beginning of my journey to becoming a Realtor. I wanted to be an astronaut. I didn’t mean to a real estate agent.

  • Five Easy Steps For New Real Estate Agent Success

    Five Easy Steps For New Real Estate Agent Success
    New Realtor On Job
    Five easy steps for new real estate agent success.

    1. Surrender the process to God, pray, choose a leader and a tribe that shares your values and demonstrates care and success in building warriors. Follow people with a credible track record. One of my teacher/mentors was a good For Sale By Owner or FSBO prospector. He shared stories and would dialog with us to help overcome known objections. Experience is a great teacher. If you can learn from someone else’s failures, you do not have to repeat them.

    2. Make a simple written plan with a mentor. The plan will include dates, specific measurable goals, and your signature. Do not under estimate the power of this exercise. Plan time with God and family first, Then schedule your business. I allowed business to trump my family time (Huge Mistake!) If you have ever kept a journal or diary you know the written word will re-wire your brain.

    3. Prospect, diligently, daily, no exceptions, building trust. The Only thing you have in this business is your reputation and how you handle relationships. Trust is made up of 4 components: Your ability, Your believability, Your connectivity, Your dependability. You will gain ability over time and more quickly than you realize. (ask for help, tell the truth, Don’t “Fake It till You Make It”) Believability is presenting who you advertise. If your high school picture is on your website, your credibility instantly diminishes when the customer meets a different looking person. Your connectivity is crucial. Follow up is the devil for most agents. You start serving the out of state couple on a three day tour and it is difficult to remember the email you told your friend you would send a week ago. Frequently “touching” the circle of people that care about you is powerful.

    4. Promise little, listen, deliver more – Just listen. Listen with your eyes and observe body language and not just the words. Listen to gain understanding of desires and wants. The emotional expression from spoken desires translates into fulfilling them if you can pick up on them.

    5. Weekly track with your mentor, coach or leader – Celebrate incremental successes of prospecting goals met, etc. Your loved ones want to see commission checks, but early in your career you need cheerleaders that celebrate the smaller victories that lead to big checks later. I am thankful to have written over 32 consecutive daily blog posts. Give, give, give, consistent daily good things will pay huge dividends later.

    Do what others are not willing to do on a daily basis. Be consistently planning, prospecting, serving, learning and celebrating. Five easy steps for new real estate agent success.

  • How To Sell Your House Yourself

    How To Save Money and DIY
    How To Save Money and DIY
    How do you sell your house on your own?

    Confession (1) I can only guess, because I have never done it. I am a real estate agent, a Realtor. I have owned 4 homes. I hired someone else to sell 3 of them.

    Confession (2) I have not slept in a Holiday Inn Express lately.

    Confession (3) I have been in the real estate industry full time over 22 years helping sellers and their agents get properties sold. (So I do have a few thoughts on the subject).

    So… why would I help someone who is bent on not hiring me?

    (1) I respect the effort. I like saving money like anyone. I recently purchased a bunch of parts for my toilet at Home Depot. Perhaps there is a little bit of pride involved. I can show my wife that I am man enough to fix a small plumbing repair and save a house call. But based on the time and money I spent on this simple project, I am not throwing away my plumbers business card yet.

    (2) I believe in giving value. When you give and give, the universe retaliates. I believe you receive more in return.

    (3) I hope that you will respect the true professionals in the real estate industry after your effort. We tend to paint an industry with a broad brush when someone has a negative experience. I have met many property owners who choose to stay away from real estate agents because “all” of “them” must be not trustworthy based on a past experience.

    (4) Home Depot and Lowe’s have not put builders out of business. For Sale By Owners (FSBOs) and smart phone apps will not do away with professional real estate agents. (They will affect our business, but that is another story)

    Let’s get started. Take some notes. I like bullet points.

    The most impressive For Sale By Owner I met lately did many of the following:

    1.) Study the market to understand value. Ask Realtors and perhaps pay for an appraisal. Take a look at houses you are competing against. Find out how many homes like yours sell each month and how many are on the market. Months of inventory is important.
    2.) Pay for a home inspection. Your buyer will get one anyway. Know your issues up front. I made $10,000 as an investor from a botched for sale by owner transaction over an inspection issue that blew up a sale.
    3.) Fill out a disclosure about all that is wrong with the property. (In Tennessee it is a state law)
    4.) Place good simple signage on property with clear numbers. (You would be surprised at what is really out there),
    5.) Advertise. Zillow “make me move” is the most effective at the moment. Zillow is the most downloaded app for buyers driving around. Craigslist. Next best thing: put flyers in a box outside and keep it stocked daily.
    6.) Set a deadline to break down and pay for a Flat Fee Listing Service. This accomplishes a contractual agreement with other agents that you will agree to pay them if they bring a buyer, and grants you more internet exposure through Multiple Listing Service and Realtor.com.
    7.) Hold Open Houses. Wait for real estate agents who are holding an Open House down the road and put out signs that direct traffic to your house with helium balloons. The people who come to your Open House may not purchase but someone who looked at the house last week may take action because of your activity and “fear of loss”.
    8.) Put a combination lockbox on your house. They are about $35.00 at Lowes. Allow “known” real estate agents to show your house without you being there. Turn on all the lights inside before you leave.
    9.) Stage well. Clean, clean, clean some more. Remove clutter and take away personal pictures. (Huge Tip: Buyers need to be able to “imagine” themselves living there. Not being reminded that you are there….) which leads me to
    10.) Be quiet… listen. If you must be present for a showing realize the goal is for the buyer to emotionally see themselves living there. Their reasons for choosing this house may be very different from yours. Explaining “why” you painted the spare bedroom pink will not help the buyer. Real estate agents ask the sellers to leave during showings. Do not leave your home if you do not know the buyer. Security is a real issue when dealing with the public. Oh, almost forgot… buyers may tell you one thing and do another… “they do not want to hurt your feelings” (especially in the South)
    11.) Find out your local closing practice by talking with a title attorney. Some states require an attorney be present. Your best protection is to have the buyer place earnest money with the title agency’s escrow account. Have the closing agent or attorney draft a proposed HUD-1 closing statement. This way you will know your fees to close.
    12.) Have an attorney review any agreement you make.

    You can sell your house yourself. These 12 tips are a decent start on how to do that. Let me know of your successes and things I should add to the list. Godspeed!

  • Legal Shield Helps Protect Your Family

    Legal Shield helps protect your family. Family and important relationships are your most valuable asset. At the end of the day who loves you and who you love is the most important thing. All the money you made, and the stuff you purchased will “go back into the box”, so to speak.Legal Shield Logo

    I have been listening to podcasts a lot lately. I heard a wonderful story told by Ken Blanchard. Ken is a famous author/speaker and tells the story about reading John Ortberg’s book “When the game is over, It all goes back in the box”. Ken used the book as a subject for a speech. A few days later his San Diego home burned to the ground. He experienced the feeling of losing “everything” of his earthly possessions. In response to the loss he called his friends over to his “yard” and held a memorial service. At the gathering friends tell stories of the wonderful times they enjoyed in their “former home”. He experienced in a real way that your family and friend’s love and relationships matter the most. All the rest goes back in box after you play the game of accumulation and work. Things will not last, but how we take care of property does matter. What we give to others and how we treat people around our “stuff” is critical.

    Two real stories from phone calls on Friday August 30, 2013:

    This morning a builder friend called me about the dealings he is having with a bank on construction loans. He asks me about his “rights” in the loan agreement, bankruptcy and a tenant situation and “assignment of rents” called due, etc. (among other issues) I do have experience in purchasing notes from lenders and some lender law, but I also know that the scope of my business is ‘Real Estate Brokerage’. So I reminded him again about the LegalShield services and also gave him the names of specific local lawyers I know that can help him in particular areas. I gave him 3 names of lawyers that have narrow specialties. I can speak from personal experience these guys are good and will charge $200-350 an hour. My average bill was around $3,500 for each matter when I hired a lawyer in the past regarding lending law. If he chooses to go with LegalShield he can ask for research in areas and be referred to lawyers with specific knowledge and receive a discount on the hourly fee if he needs to sue a party. (LegalShield is set up as a bank of hours for defending you, not suing another party)

    I was speaking with a Mother of adult children this afternoon. She is legally separated from her husband, but technically married. She had rented her home because she was not successful selling it. She moved to another state for employment. Her husband lives in yet another US State. (She is dealing with 3 different sets of state law) She started asking me legal, landlord and estate questions. I am a licensed real estate agent, not an attorney. I know practical ways to help, but she was crossing into matters of law. She needs an attorney…no wait… she needs multiple attorneys. So, I encouraged her to consider Legal Shield as a service. Legal Shield (Basic Service for most US States charges $17.00 a month) and a one time $10 setup fee. She can asks as many questions as she wants during week day business hours. She asked me if she had to sign a contract or sign up for a certain time period. I told her “there are no contracts to sign and the service can be cancelled in writing at any time with no further obligation”. It is a simple month-to-month commitment. I know from personal experience she will receive professional care at a great value. She has many legal questions that involve several states. LegalShield has that covered. My local attorney knows Tennessee really well, but would need to call a “friend” for other states.

    The LegalShield service is a super value. The value is realized when you use it wisely. The greatest value is the ability to call and ask unlimited questions without having to worry about the invoice. The money I pay to LegalShield represents my commitment to protect my family and business. The people I love are worth it.

  • You have a 62% chance of selling your home in Hamilton County, TN When You List With A Realtor

    Marketing Home for Sale
    Marketing Home for Sale
    You have a 62% chance of selling your home in Hamilton County, TN when you list it for sale with a Realtor. Real estate agents who belong to the National Association of Realtors (NAR) use a system called the Multiple Listing System (MLS) to help each other market and sell homes. As of middle August of 2013, 62% of all the listings taken (Hamilton County, TN only) in 2012 have sold. The number as of April 1, 2013 was 54%. Perhaps we should look later down the road? Not necessary, the number of listings that were taken in 2011 was 6,278 and the number sold as of August, 2013 is 3,512 (or 56%). Why is this important? A few reasons are as follows:

    1. You need to know that you have a 38% chance or better of failing. Your baby is … well your baby! Home is home and it stings a bit when you see others getting Sold signs when yours is not. I remember the feeling of getting chosen last for kickball, or getting red marks on English papers. The market can be a harsh judge.

    2. If you want or need a 95%-100% chance of selling then you need to make sure you are working closely with your Realtor. There are characteristics of a winning campaign. Bottom line is A. Getting willing and able buyers into your house, B. Staging and pricing to attract an offer, C. Building and nurturing an agreement to closing.

    3. If your real estate agent is getting people into the home with showings from other agents but there are no offers then A. price is too high, or B. condition is lacking. Period. It is that simple. I was cutting the grass the other day and a neighbor stopped to talk. She said she would be placing her home on the market soon. I asked her where she was moving. She replied that she received an email from an agent regarding a price reduction for a nearby town home and decided to buy it. She had been thinking of moving out of town because prices were so high locally. She is a former real estate agent. She would not “offend” the seller by offering what she was willing to pay for a home she wanted. The discount for the asking price compared to the sales price is 4.5% ! So a $300,000 will sell for $287,100 on average. If that house is listed for $325,000, then many buyers may simply make an offer on a more “affordable” house. If you are a house seller, please consider.

    4. Feedback, Feedback, Feedback – breakfast of champions. What are buyers and agents telling you?

    5. If you are getting offers but no agreements (contracts) then A. Price still may be too high for market, B. You and or your agent may need good coaching/mentoring, C. Property condition may need changing.

    6. Many sellers do not “have to” sell and use the “free” services of a listing agent to “try” the market. Why not? Many agents are eager to “take” listings”. Many others have borrowed to much against their real estate and simply cannot sell for what they owe.

    7. Staging and stories matter. Fresh paint, vignettes that spark imagination and the “ability” to “see” yourself living there… are critical emotional hooks.

    Choosing the correct real estate agent for your property and situation does make a difference. Hunters and fisherman pay guides well to achieve success in their endeavors. Whether a seller or buyer (with or without anPrice reduced sign agent), decide on what chance of success you want and make it happen!

  • How to Do an Open House as a Realtor or Seller

    Open House SignHow do you hold an Open House? If you are the owner or if you are a Realtor, some similar steps apply.

    1. Marketing and advertising: Gone are the days of calling the newspaper and placing one ad. The newspaper directory of Open Houses is still a decent value in Chattanooga, TN. If you are an owner then use Craigslist, Zillow and Trulia to your list. Realtor’s add http://www.Realtor.com to your list. All the online venues are no charge and can be very effective.

    2. Directional signs and balloons: Get people off the main roads to your open house. You may think that home purchasing is not an impulse buy, but it is emotional and I have had folks trade homes over open house visits. Make sure you are not blocking the view of traffic getting out on main roads. You do not want to be the sign that causes people to curse while turning into traffic.

    3. Preparing the property: Don’t forget to spruce up the place and make the walk from the drive to the front door as welcoming as possible.

    4. Involve the senses: This is retail. So best you can, involve good smells (cinnamon sticks in water on stove), or take a sheet of cookies to bake in the oven. Music, appropriate to the space and target audience. Make sure all the lights and accent lamps are on.

    5. Register: Tell your guests that the owner prefers that visitors sign in. You want to follow up with these folks in an appropriate way. Paper registers work fine and there are some iPad apps (one is Open Home Pro $14.99) out for real estate agents that even engage shoppers after the fact. A key question should be “how did you find out about the Open House event?”

    6. Security: Real estate agents must be aware of risks both personally and for the seller. Owners of property, please know that some predators and thieves are looking for jewelry, and medications in bathroom cabinets. A ploy may have you distracted with one member of the party while another goes to another un-watched room. Real estate agents may want to partner up for safety, and remember your local mortgage originator may want to help for their business as well. Your cell phone can be your friend. Apps such as Real Alert and Moby offer 911, recording features, alarm, location notification, and creeper recording info to help you.

    7. Brochures: Buyers like to have something in hand to help them remember what they have seen. Having a page with pictures help them to remember the property as well as you.

    8. Attitude: Open house events are for the convenience of home shoppers, not yours. So I prepare to work and bring my laptop and notecards prepared to get things done between visitors. When a guest comes in, time to bring your smile and charm. Think about your favorite restaurants and hotels and the greeting you receive. Time to dish out copious measures of warmth to these folks that have taken time out of their busy lives to see this home.

    9. Time: Open houses are for the seller and convenience of home buyers. Many open house shoppers will buy a house within 6 months of their visit. Follow up is a key. Jim Weichert has built a large real estate company in the New England area on measured activity. One huge activity is 4 hour open houses on Saturday and Sunday. One and two hour open houses allow some marketing punch, but to me are more for the real estate agent or seller who is interested more in their own free time. Why not schedule open houses during the week or evening?

    Open houses are a great way to engage with people and help to create an environment promoting “fear of loss” and activity, and helps the seller keep a spirit of welcome hospitality. A genuine welcoming spirit doing the discussed above activities is how to do an open house as a Realtor or a seller/owner.