You are new to real estate and you have gone to your company class and learned how to complete a sales contract and know what forms are necessary to secure a listing. Now, how do you get the clients so that you can use this knowledge?

Open Houses

Start with an open house. Ask around your office for properties that you can hold open for other agents. Make sure the property you choose is something that you like and will get traffic. Don’t choose something that is dark and dreary and way off the beaten path -- it’s a waste of your time. Be careful to see the properties that other agents want you to hold open because they may be less than desirable sometimes. When you know the inventory of your office and have some that you really like, try to hold those open. Most agents will appreciate that you are available to hold an open house; however, be persistent, you may need to ask more than once.

You should schedule an open house a minimum of once a week. Even better would be to hold an open house for two or three days per week from 1:00 to 4:00 PM each of your three days; e.g., Friday, Saturday and Sunday. An ideal house for this would be one that is vacant. Use at least ten open house signs that have your name on them. This is free advertising and if you hold open houses three days a week using ten signs people are going to know your name very quickly. Send open house invitations to a minimum of 25 homes around the home that you are holding open each time. They should be mailed two to three days before the scheduled open house.

Be prepared with house flyers that have your name and picture (not the listing agent), copies of your resume, copies of your web site if you have one, and maps of the area. Have a register for every one to sign and be sure to ask for email addresses. Offer a small drawing, perhaps a basket of flowers, so that you get accurate names and phone numbers.

You are ready to go. Remember every one who comes to your open house could be a potential buyer or seller. Make sure you know every property that is for sale in the immediate neighborhood regardless of price. You will be asked about other properties that may be several blocks away. Know your market.

Ask for appointments! Your objective for the day is to get as many appointments as you can during the open house. Go for it!

For-sale-by-owners

Another good source of clients are the For-sale-by-owner’s (FSBO). They think that they want to sell their homes themselves, but they really don’t—they just want to save money. And, they really don’t! Here are possible listings just waiting for someone to pick up.

Cut out all the FSBO ads from the paper every week. Call on Sunday and make an appointment to see their home. Let them know that you want to be familiar with all the properties on the market. When you go to see them, ask questions about why they are selling, where they are moving to, how they are advertising, etc. as you walk through their home. Make sure you know what price they are asking. Thank them for their time and give them some information on you and your company. When you get back to your office, send them a thank you note.

In two days, call and see how they are doing. Ask if you can go over and bring them some information on selling their home. There are many sources of information available that you can provide the FSBO. When you go over, bring them one flyer that you created for them on their property along with the other information. Offer any help and the use of two open house signs. Make sure you give the ones that have your name on them; perhaps this will keep other agents away. When you get back to your office, send them a thank you note again.

In two days, go back and see them again with disclosure information. You might bring along the Lead Based Paint booklet. Offer your help in any way. When you get back to your office send them another note.

They will ask why you are being so helpful and you be honest and tell them that you want to list their property. Keep up the visits and help until they either sell or list. It’s worth your time every other day to get a listing. Your objective every time you speak to a FSBO is to get the listing.

These two sources will bring some immediate results. You will have buyers to work with and possible sellers. This is also a very good way to get use to talking real estate with the public. The more you do it, the more proficient you will be. Now, you can put your contract knowledge to work with a listing and/or a sale. Good luck!

Published: October 19, 2001

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