Real Estate Prospecting

Chapter 11Open Houses

All agents should be holding two to four open houses per month, especially if you're a new agent without a solid pipeline. In fact, if you are a newer agent, I would even suggest you have six to eight open houses a month until you start getting more clients who are ready to transact. Without a doubt, if you don't have clients, your business will not succeed. Additionally, it's a fantastic chance to establish rapport with potential customers, become known as the top agent in your industry, and expand your business.

Again, open houses may be done differently in other regions, so be sure to ask your brokerage about any processes or rules that are in place before you plan any open houses.

What Do You Do When You Don't Have Any Listings?

There are several options for you.

If you are a new agent, reach out to agents that have homes on the market, and ask to host open houses.

Look for stale listings to host open houses. Listings that have been on the market for over three months may benefit from “new blood” coming in and showcasing the home.

Look for vacant homes to host open houses in. This works great, especially if you're in a resort town. Beach or mountain homes make fantastic open houses during the tourist season. You never know who may be looking to buy a second home or investment property.

Look for agents from out of town that may need assistance in hosting open houses. There may be an agent from out of your area that has got a listing and they can't ...