OPEN HOUSE MASTERY
30-40 MINUTES - EVERY TIME
Morning of (or before doors open) review:
What’s Sold
What’s Active
What’s Contingent
I prepare a separate market PDF not to hand out freely — but as a value exchange if someone wants deeper information.
Why?
Preparation eliminates pressure.
When I know the numbers, I control the room.
Signs go out early whenever possible.
Minimum eight signs. An open house is not passive. R E M E M B E R
One hour before start time. It’s a marketing event.
I DO NOT USE SIGN-IN SHEETS
Instead:
I greet personally. I ask their name. I write it down in my notebook.
Why?
Data second.
⁕ Energy shifts when you lead with relationship instead of compliance. Connection first.
introdu When someone walks in:
“Hi,
Write down their name!
“Here are some stats (flyer) on the free to move about the cabin. I’d l feedback when you ’ re done.”
No hovering. No pressure. No in
I READ THE ROOM
I WATCH
Who leads the conversation
Who lingers in spaces
Who asks about schools or financing
Who circles back
NOT EVERYONE IS A BUYER
Some are neighbors.
Some are future sellers.
Some are unrepresented opportunities
DISCERNMENT > DESPERATION
Q U A L I F Y I N G
“How did you find us?”
“How are you looking for properties right now?”
Silence reveals everything.
If they’re working with an agent, they’ll say it.
After they’ve walked through: Then I stop talking. If they’re not, they’ll hesitate. And hesitation is opportunity.
That’s when I swipe left!
If they want market data:
“I can send that over what’s the best email?”
If they’re serious:
“Would it make sense to see this privately?”
No chasing. No pressure. Just clarity.
T H E S T A N D A R D
AN OPEN HOUSE IS NOT ABOUT SELLING THE HOUSE.
It’s about:
Reading people!
Creating trust!
Demonstrating professionalism!
Showing mastery of the market!
When you master people, the homes sell themselves.
I don’t want to work with everyone, because most humans are naturally vampire suckers.
Protect your time and know your worth.
