What? No Cookies?

I have been working with some buyers for several months... We have looked, and looked, and looked at homes.... Foreclosures, Short Sales, Vacant Homes, Model Homes, you name it. From the time we first entered a model home, the client commented "What, no cookies?" It's true... gone are the days where you can count on getting fresh baked Otis Spunkmeyer cookies at any model home.

This became the joke... Every house we went in, someone would comment "It's nice, but there are no cookies." Or something like that. Earlier this week, I showed them 2 homes that they really really liked, especially the second one. Of course, I continued the joke... "Yeah, but there are no cookies, so we better keep looking."

We went back the next evening to show another family member... Guess what we found? Yep. There were more, but we ate them. I had to take a photo before they were gone. They were tasty, too.

And no, it was not an open house. But it was an owner that did absolutely EVERYTHING right as far as staging and making the home available for viewing. She gets an A +++ !

Anyway, it got me thinking... I wonder if there is a camera in here? You know, many people have them. I even noticed them in another home I showed the same night. So, let this be a warning Mr & Mrs Prospective Buyer - be careful what you say and do, you might be caught on camera. For us, I have no idea if there was a camera or not, and we didn't say or do anything that would be a problem, so I am not too concerned. But it's pretty ironic that the cookies were there the next night, don't you think?

Oh - and in case you're wondering... We're waiting on a response to our offer. Did the cookies seal the deal? Hard to say, but it certainly sweetened things a bit.

Successful Open Houses - The Series

How do you feel about Open Houses?  No, statistically very few homes are sold at open houses.  I think, however, that is because most agents don't approach them strategically.  I do.  I have sold many homes because of an open house.

I admit that sometimes I am selling the house and the buyers already have an agent... but the point is had they not seen the home with me, I am not sure they would have bought.  Why? Sales skills.  Pure sales.

Here are some tips, step by step, on making sure that Open Houses are successful:

Successful Open Houses Part 1: Location  For some houses, it just doesn't pay to have an open house.

Succesful Open Houses Part 2: Timing   What is the right day and time to do an open house?

Successful Open Houses Part 3: People  Without the right people involved an open house can back fire.

Successful Open Houses Part 4: Promotion  If you're not promoting your open house, what is the point?

Successful Open Houses Part 5: Beyond Promotion  If you are lucky enough to get buyers through the door, make sure you do everything you can to close the sale.

Open Houses are only one component of a successful marketing campaign, but it must be strategic.  Sure, you can throw speghetti at the wall and sometimes it will stick, but if you are purposeful and strategic, the chances of it sticking increase dramatically.

Happy Selling!

* * *

Hire an agent who knows how to market and sell homes, hire me:

Vicky Chrisner

Real Estate Sales Consultant

Selling homes and land in Loudoun and Fairfax Counties

703.669.3142



Successful Open Houses - Part 2: Timing

When is it best to have an open house?  When you have the highest level of interest, and when you are most likely to be visited.  For example, open houses should be planned:

• The first weekend the home is available to be seen.
• The first weekend after the home has had a status or price change.
• Not a holiday weekend.
• In nice weather (although this is sort of luck of the draw, but if the weather is very nasty, I won’t hesitate to cancel an open house unless I have confirmed visitors that day).
• After a week (or several days) of promotion.
• When the home is completely show ready.
• Usually on a Sunday, although Saturday open houses can be very popular; and I have even had weeknight/weekday opens that have drawn traffic. In fact, for this reason I even advertise my “brokers opens” in much the same way I advertise my public open houses – with signs, internet ads, etc.
• On Sundays, most open houses are held in the afternoon (usually 1-4).  This is when buyers will be out looking for open houses, so it usually pays to be open at the same time.  On Saturdays, I have found that earlier times work better... usually beginning at 10 or 11, and lasting about 3 hours.  There are suggested variables based on market studies and experience in various submarkets, and of course, there are simply limitations that we sometimes can't avoid.

Read the entire series on open houses by clicking here.

Open House Marketing-Beyond the Basics

My marketing plan includes many proven methods which are in use by most professional real estate agents. The difference with me is how I choose to take everything to the next level.

Today I am going to use open house promotion as an example. Here are seven levels of marketing an open house. As you begin to read the list you’ll see that most agents do some of these things when they hold an open house. Then you’ll see that very few agents do them all.

Level 1: Put a sign in the yard.

Level 2: Add balloons (where allowed) and/or riders. Riders should be in place in advance when possible.

Level 3: Put directional signs up from main roads. These should be in place in advance when possible.

Level 4: Advertise online (multiple web sites, blogs, social media).

Level 5: Send email invites to potential buyers/agents.

Level 6: Invite neighbors (mail/flyers/phone calls) a week before. (Sometimes have a separate open house or special previewing time.)

Level 7: All of the above plus coordinate to have other nearby homes open the same day to pull in extra traffic from the collective marketing efforts.

Do you need an agent that can take things to the next level? Talk to me, work with me, and you’ll see the difference.

Selling Your Home?

Hire a real estate sales consultant who understands

the marketing and selling process!

Vicky Chrisner

VChrisner@KW.com

703-669-3142

www.Facebook.com/REWhisperer

Also read:
Is Your Home Ready For The Market?
Real estate home sales in Loudoun County.  Real estate home sales in Fairfax County.  Leesburg, Sterling, Ashburn, Brambleton, Broadlands, Hamilton, Dulles, Potomac Falls, Purcellville, Lansdowne, Mount Gilead, Vienna, Fairfax, Herndon, Reston, Great Falls, McLean, Falls Church, Centreville,