Alright, everyone. Let's get this class going. We're letting everyone in. We'll give everyone a minute to get in and get settled. But as we get started today, put in the chat where are you from, where are you coming from, Where are you located? Love to see people from all over. I'm in Austin, Texas. Do I have any other Texas people here? Corpus Christi, Texas. Nice. San Antonio, not too far. Very cool. Lots from all over. Well, welcome. I'm very excited to be here today. My name is Shana Moats. I am the VP of corporate operations implementation here at LPT, and some of y'all may have just wondered why am I here. Well, I'm super passionate about open houses. Back when I was a little baby agent thirteen years ago, open houses are how I built my business and the foundation of the real estate team that my husband and I own together here in Austin. Hey, Tamara. You're in Austin. Awesome. Welcome. Well, as we're getting started and into the chat, I wanna know our so three PM is our team session, but I know that we have a lot of agents here that are maybe interested in starting a team or maybe looking for other options. So are you on a team? Do you own a team? Are you a solo agent? Okay. Scott, your team lead. Very cool. Team lead. Awesome. So okay. So we've got a good group of different people. Wonderful. I love it. Well, we are going to dig really deep into open houses. They're one of my favorite lead generation methods. And, again, what I said is how I built my business. I'm gonna talk to you today about how I did that, but also how we support our agents with open houses on a team. So back in twenty thirteen when I was first licensed, we had just moved to Austin. I had a let's see. I had a six month old baby, and I was tied to my desk for my job. And I looked at my husband, Bobby, and I said, I need something a little bit more flexible. Right? I think I can replace my income. Everyone tells me I'll be good at real estate, so I'm gonna go get licensed. I had no idea what I was doing, but I got to shadow an agent at an open house. I didn't know anyone in Austin, and so that's what I started doing. I just started holding open houses. And I knew that if I could simply close twelve homes that year, I would replace my income and be able to help support our family. I got a little competitive, and I said, you know what? I bet I could close even more homes if I did open houses every Saturday and Sunday. So that's what I did. I did an open house every Saturday and Sunday for, actually, two years, but let's talk about my first year. Open house every Saturday and Sunday from one to four PM. And that first year, I closed fifty five homes. Only open houses. I didn't really know anyone in Austin. I was too scared to door knock. I was too scared to pick up the phone and call people, so that's what I did. So fifty five homes just by open houses. So if anyone has told you that open houses don't work, or maybe you've done a couple of open houses and they didn't work for you, I promise you, you can do it if I can do it. Your team can do it if I can do it. Alright? So we're gonna talk about how today. The encouragement that I wanna give you today is that it took me thirty seven open houses before I set my first appointment. It's a really long time. It's like six months. Okay? What I want you to understand is that the tools that LPT has for us today would have made that so much faster for me. Number one, I didn't know what I was doing. I didn't know what to say. I didn't really know what to do. I didn't really understand how to market the open house so that I would get the most out of it. I kind of learned all those things along the way, and that's why it took me so long. The tools that we have today enable our agents to get to the success I saw so much faster. Get that brand awareness in that area, all of it. It all happens so much faster. And you're right. Consistency is key, and I did not give up. Let's talk about that really quickly because that's another important thing. This is really, really hard. It might be simple, but it's still hard. You're away from your family. You're away from your friends. You're away from fun things. I skipped reunions. I did open houses on Mother's Day. I was committed because my why, which was to support my family, was big enough for me to overcome those things that I didn't wanna do. So I kept I kept going. I didn't give up. Where I see the failure rate is when you do a couple of open houses here and there or maybe you do one a quarter. You're just not going to see that same return on your time as you would if you were doing them consistently. Right? Okay. So let's get started. I'm gonna go ahead and share my screen. I've got some slides for y'all to hopefully help tie everything together for you. And today, we're here to really talk about the open house power pack, and I just wanna move my chat back over so that I can see as y'all are talking to me. Please talk to me. I want this to be interactive. I'll do my best to answer questions in the chat as I get them. I can't see your faces, but we can talk to each other. So the open house power pack, that's what we're here to talk about today. Again, something really powerful that I wish I would have had thirteen years ago. First, let's talk about why open houses. And I wanna talk to you first. Whether you're a team owner or whether you're a solo agent, we need to understand our lead gen levers that we're pulling to increase our business. Right? And there are really two options. We have prospecting and we have marketing. For prospecting, when we think about that, it's very active. It's low or no cost. It does take more time, and it's typically belly to belly, one to one. Marketing is more passive. It can be very expensive. It takes less time, though. So that's the trade off, more money, less time. And instead of one to one, belly to belly, it's really one to many. Right? So me to many people. Eve, I see that you asked, is it just as impactful holding them during the week? I had good success on Thursdays and Fridays in an area with a school zone that was letting out of school, and I would hold them from about two to five. Otherwise, the weekends really are gonna be your best opportunity. So when we talk about lead gen levers, we want to understand the things that we are saying yes to in our business, the things that we're introducing. We wanna make sure that if we're gonna spend the money or the time, that we're really taking the energy to adapt to those things that we paid for with our time or our money. And when we think about what our stool is made up with, for it to be really, really sturdy, it really should have those four different sides to it. Right? Number one is always gonna be our database. These are the people that we already know that we've worked with in the past that are in our sphere, friends, family, people that refer us business. The other two are active prospecting options. Right? These are your open houses. These are your expireds. These are things where you're getting more belly to belly with people, and you're actively going after that business. And marketing is brand awareness. You are going one to many where you are making sure, as Robert says, that you're showing up everywhere, that when people actually come across you, that they already know about you. About three years in, I had a man walk into my open house, and he was a very nice man. And I started my usual spiel. Right? And I'll I'll share my spiel with you. And he said, you don't need to introduce yourself. I know who you are. And I was like, oh gosh. This is is this gonna get weird? I don't know. But it wasn't. He was like, no. I you know, I've I've watched you in our neighborhood for years. I see you holding open houses open every weekend. I see your listings all over our neighborhood. You're Shana, and, I'd like to work with you. I'm looking to purchase another house in our neighborhood. Well and it was it was easy because I had already spent all of that time marketing myself in that neighborhood along with my active prospecting. So that built up over and over and over over the years until it wasn't quite so hard to get that business. Right? Oh, good. Heather did one on this past Friday from four to six and had several show up. That's awesome. Alright. So you have your lead gen stool. If you haven't yet determined paused and determined where are my sources of leads coming from, this is a great, you know, earmark for you. So database, two prospecting, one marketing. The most important thing for our agents and for our businesses right now are the right now levers. Where can we go and get business right now? There are some prospecting methods or marketing methods that will take six to nine months. I mean, if you even look at farming, they say you should plan on eighteen months to see that return. Many of us don't have eighteen months to wait to see a return. So when we think about what are our right now levers where we can go out and get business, it's open houses, expired listings for sale by owners, and referrals, either from your VIPs or agent to agent. So, specifically, let's think about open houses. What are our goals? A lot of people and I might make some people mad here, but I'm just gonna say it because it's true. A lot of people think that the goal of the open house is to sell the house that I'm standing in right now. That's just not true. In my entire career, thirteen plus years, hundreds, if not a thousand open houses, I once, only once sold the house I was standing in to a buyer that walked in the door. K? Our goals when we're holding an open house is to add, number one, add contacts to your database, uncover nurtures, set appointments, and build your brand awareness. Now if I had to adjust the order of of those items, I would put set appointments at the very top. K? I know that when I do an open house, I set my intention that I am not leaving that dang house until I have an appointment. I have to walk in there and say, Shana, you are not spending time away from your family. You are not spending time away from the things that you wanna do, giving your energy to this without setting an appointment. So it doesn't matter if two people walk in, I'm meeting with one of them. It's gonna happen. From there, I want to add contacts to my database, uncover those nurtures, and, again, I'm building that brand awareness. We'll talk about how that comes into play a little bit later. The positives of an open house, they're inexpensive, and they have a very high conversion rate. I found that for every six people that walked into my open house, I would get about three nurtures and one closing. Okay? Now I tracked all of my numbers so I know it. I I really, really encourage you to track your numbers so that you know. I would guess in this market, you know, depending on your local market. Austin, Texas is going through a really rough market right now. But I would guess in your market, it's probably double that. Right? I know if I were to start doing open houses again in Austin, Texas, I'm probably looking at twenty entries into my open house before I'm going to get that actual contact and appointment. The cons, again, it's time, and it can be intensive. Right? It's it's a lot of energy. You're out in front of people. You're kind of on. You know? And so that can be, challenging. But I really believe that open houses are a game changer for teams. It helps you brand your team and also your agents. It helps you find right now business. It's inexpensive. When you think about lead generation methods and the cost associated with them, I dare you to find one that's better than open houses, the as far as how much it costs and the results that you see on the return. It's very powerful. And then, also, you're building brand awareness in a geographic area, which is, again, how you build that brand, that knowing of you in that community so that when it comes time for them to make a decision, they're already aware of you. Right? Let's talk a little bit about the open house power pack. So almost two hundred pieces, business cards, small flyers, large flyers, door hangers, postcards, thank you cards, a neighborhood report, a sign writer. I'm gonna talk about a little bit later how I use all of these pieces, but, golly, I wish I had this thirteen years ago. Do you know that I used to print a sign for the open house that literally said open this day, this time, this location? The cost was was kind of high for that. And then I used to literally print the neighborhood reports to share at the open house. I would print a flyer for that house. Right? Even though it's not I would say ninety eight percent of the time, I was not hosting my own listing open. Right? I would print all of those things for that listing. Can we order an open house power pack on another agent's listing? Yeah. Absolutely. Okay. Important says Millette says important to market on off streets and the route directionals to the open house. Absolutely. When we talk about the process, I'm gonna talk a lot about signs. Daniel asked, do you suggest ordering the sign with the exact date or have it a little bit more generic? So, ideally, this sign right here is gonna go right on the sign writer. So you're gonna hook it right onto that for sale sign. I know that I like to stick with a listing for about a month. So depending on your days on market will determine if you should actually put that date on there or keep it open. I would guess, right now, we're probably gonna be holding that listing open multiple times. I may not put the date, but I would keep the times the same and consistent every single weekend. Okay. So let's get into this open house process. I think that, the process of holding a house open I'm going to challenge some of you on how I do it, and I want you to try it my way, and then tell me if it doesn't work. But I promise, many, many people I've taught this class hundreds of times. Many, many people have found success using this method. So number one, we're gonna pick the right neighborhood. We're going to choose the best open house. The house is a reflection of you. It's super important. We're going to market the open house. We're gonna hold it open, and we're gonna complete the follow-up with contacts. Number five is incredibly important, and I'll get into a lot of details about that. First, let's talk about picking the right neighborhood. And, again, team leaders, this is what I want you to take back to your agents and educate them on. Right? Or send them to my class, let's see, Wednesday at eleven. I'm teaching this for, agents to show them exactly how I hold an open house. Send them to that. Let me be your leverage. But first, what we wanna do is pick the right neighborhood. It should be near where you live or the neighborhood you live in. The last thing that you want to do is really go all in on this neighborhood, and it's thirty minutes, forty five minutes away from where you live. So the neighborhood that I chose was literally ten minutes away from where I lived, and I ended up doing about four neighborhoods in Southwest Austin as my open house, what I call my open house farm. And I chose it because it was a really popular neighborhood. It had a really great turnover rate. Back then, I wanted to see, like, a five to seven percent turnover rate. It's gonna probably be a little bit lower these days, depending on your market. It had highly rated schools. It was close to downtown Austin. So I knew that there was going to be a demand in that neighborhood. Now was there a lot of competition? Oh, yeah. A ton of competition. It didn't matter. There's enough out there for everyone, so please do not be swayed by, oh, you know, so and so has that neighborhood, and they own it, and there's no way that I could get into it because, you know, I'm never gonna be able to break the hold. It's just not true. It's not. So get out there and go after the neighborhood that is the right one for you. You do want it to be close to major roads because, again, we're trying to attract people off of signs. So for every open house that I do, I'm putting out a minimum of twenty five signs, and it needs to lead from major roads all the way to the open house. The number one thing that drives people crazy is I see an open house sign, I turn, and I don't see one for another mile. You wanna put those open house signs about every hundred yards to make sure that people are able to easily follow. I see how do we get plugged in on your class on Wednesday. You'll be able to register. Watch for the email coming out. It'll come out Wednesday morning. You can also go into connect and access it through the calendar there. If you don't know how to do that, let me know. Okay. And Heather says I try to do mine a mile out in each direction. Yes. One hundred percent. Why are the signs so important? Why do y'all tell me why you think the signs are so important. I'll give you a few minutes to reply in the chat. Brand recognition, drive traffic. Yep. Recognition captures interest. Absolutely. Name recognition, driver's pattern. They bring last minute folks in. Yep. So they know there's an open house. Top of mind to sell your listing, name recognition. Love it. Yes. Absolutely. Recognition is one of the biggest parts. You've chosen your open house farm. K? So what that means is you are building your brand in that open house farm so that people recognize you. They see your signs weekend after weekend after weekend, year after year, and they know you are the active real estate agent in that neighborhood. Okay? Number one. But the most important part is actually attracting people into the open house. When, someone walks into my into my open house, one of the first things I'll ask them is, hey. Welcome. How'd you hear about the open house? If they told me that they, you know, found it on the MLS or their agent sent it to them, obviously, they're working with someone or they're probably too far down in that pipeline for me to have an impact on whether or not they're gonna work with me. What we want is those people that are kind of starting to kick the tires. They know that this is the neighborhood they wanna live in. Oh, honey. Look. There's an open house today. Why don't we just pop in? You wanna capture them when they're three to six months out. And those are the those are the people. That's why the signs are really important is because we're trying to get as many of those people into the open house as possible. Does that make sense? Daniel asked, is color important on the signs? Yes. And should I have signs that match my branding? Okay. I would say yes to both. You want your name on the signs, and you don't want it to be overwhelmingly informative. Meaning, you don't need a phone number and your Instagram handle and, right, all these different things, your website. You want your name or your logo prominent. You want open house prominent and a giant arrow. You want people to see very clearly where they need to go in order to get to your open house, and I would recommend a bright color. I love the neon I haven't seen a neon green one. I bet that is eye catching. Green, yellow, red, something bright, something that's not going to blend into the background. I know, you know, the black and white is super trendy right now, but, frankly, everyone is going to look over it. They're probably not going to see it very well. Let's talk about choosing the right open house. So we we've chosen our our farm, right, our open house farm. So every week, I'm going into the MLS, and I'm looking for the best option within that geographic area for me to host an open house. I want it to be fairly new to market. It does not need to be brand new. Oftentimes, when you're hosting an open house at a brand new house, at a brand new listing, you're getting people that are a little bit too far into the pipeline for it to make an impact on your business. I kind of wanna see it sitting for a week or two before I'm hosting it. We again, we want it to be in our farm. We want it to be in a good condition. Why does that matter? Why does condition matter? Most consumers, they're incredibly smart, yet they don't really know or care if the house that you're holding open is your listing, and the listing is a reflection of you. So if they're walking into an open house and there's you know, it's vacant, which is totally fine, but let's say there's maybe some bugs on the ground and maybe there's a little bit of a smell, it's going to be a reflection on you and how you promote your listings. And so you wanna think about that before you accept an open house that, you know, maybe a house that isn't in the best condition. You also want it to be close to major roads. We've already covered this with signs. A couple of things to note, you wanna be careful about choosing houses that don't allow signs in the neighborhood or in the area. You also wanna be careful about placing signs in neighbors' yards. I had a lot of neighbors get frustrated with me over the years for putting signs in their yard, and so what I started doing is I would make a little thank you note. I would say, thank you so much for letting me place my sign in your yard on Saturday from twelve thirty to four thirty. I will be by to pick it up at four thirty. If you have an issue with this, please contact me at this date. Right? And I would just post a little thank you note with a little you know, maybe it's a little candy or a little bunch of flowers, whatever it is. If I have to put it in their yard to make it work, it's only going to build up your brand in that area, and it's not going to leave any bad feelings from neighbors that are mad because you left a sign in their yard. Larissa says, if you're on a team, do you only use your team's listings or all of LPT? Larissa, I would go after any listing that you are allowed to hold open in your target area. Okay? There are some open houses you'll hold because you want to, But if this is your lead generation method, one of those pieces of your stool, it's in your farm every weekend, the same area. Makes sense? Okay. Now let's talk about marketing the open house. Again, this is really where I kind of failed. You know, I had been doing real estate for about two years. Let's see. Yeah. About two years. And, I got pregnant with my second child. She's now nine. But when I was pregnant, maybe some women can relate to this. With your second child, you show a little bit faster than with the first one. Right? And so I looked a little bit further along than I actually was. And, unfortunately, whenever people walked into my open house, they would think, oh, gosh. She's about to pop. I can't work with her. Right? And part of my problem was I was only depending on signs to get people into my open house. So as the summer went on and open houses slowed down, because my only mechanism for marketing myself and my business was open houses and open house signs, I really kind of got myself into a bind when I was pregnant. I had built up some database. You know, at that point, I had probably closed, I don't know, a hundred, a hundred and ten, hundred and twenty homes. And so I had those, people in my database, and I was getting a good amount of referrals, yet it still wasn't enough to maintain our business. Right? At that point, Bobby had joined me. He had quit his full time job. This was our gig. And if I would have had the open house power pack, I I know my business would have done better in that time period because it wasn't just about the signs. I wasn't just depending on the signs. So when I think about how I would use this power pack, ten to fourteen days out, again, we're in a market that's giving us a grace period of time. We're not in a market where homes are going pending at I'm not at least. Maybe you are. I'm not in a market where homes are going pending in two days. Our average days on market is about sixty, so I know I've got some time. So about ten to fourteen days out, I would be planning my open house for that next weekend. I'm getting the power pack, and I'm starting to hand out business cards. Where can where are you gonna use these business cards? Let's see some ideas in the chat. Do you we have these little gray maybe y'all can see them. Y'all see that? The folded business cards. Right? Says open house. It says where it is. You can see details. Okay. Maybe. There you go. Yeah. Coffee shop cork boards. Love that. Really, you know, you might even give these to the seller to hand out to market with you. Dental offices, love that idea. Local shops in the open house area, absolutely. Restaurants, doctor's office. Exactly. Y'all are getting the point. Right? This is an amazing way not only for you to market yourself, but also market the listing. I I do think that if I were the listing agent and someone asked to hold an open house on my listing and they were willing to do this, I would help them. Right? I would help them with it. So business cards, door hangers. I was so scared to get out and door knock. I did do it a little bit, but I didn't have the material to do it with. I mean, to have something like this printed would have just, number one, the time to design it, to go pick it up, to order it, to go pick it up, and then pay for it. It just wasn't worth it in the end for me. I wish I would have. I didn't. But these are going ten to fourteen days out. Five doors to the right, five doors to the left, five doors across, and I'm gonna do that a couple of times. If I have extra time or energy, I'm gonna take some of the flyers with me and start delivering those to neighbors too. The open house that I'm doing the previous weekend, guess what I have there? I have the flyers for the next open house. Hey. You know, I know that maybe this house doesn't work for you. It's three bedrooms. You're looking for four bedrooms. Let me invite you to the open house that I'm having next weekend. It's a four bedroom home, and I think it might be a good fit for you. Why don't you come see me there? Wire with my info on it. And, again, that sign writer is going out too. So you can see that picture there in the sign in the box of what it looks like. Text for info so you're capturing leads, tells them when the open house is. It's marketing to all the drive bys. It's good stuff. Three to seven days out, I'm finishing using that box, and I'm emptying it completely except for the thank you cards. And I'll tell you how we're gonna use those in a minute. So now we're gonna hold the house open. This is where I'm going to upset some of y'all. We're not gonna use a sign in sheet. We're just not. When I go to buy a car and I walk on the lot, I'm kind of like this, like, because I know I'm gonna have a salesman, probably super nice and a great human being, but I'm gonna have them run out at me. How can I help you? Why are you here? Are you looking to buy a car? You don't want people to feel that way whenever they walk in your house. Okay? We wanna put them at ease. We wanna welcome them. We wanna give them the opportunity to look at the house. So, they walk in. I'm typically set up in the kitchen. I'm not right by the door because that can feel a little intense for people walking in. I like to set up on the kitchen counter or the dining room table. And I will say I hear the door open, and I'll say, hey. Come on in. And I'll get up, and I'll walk over there, and I'll introduce myself. I'll say, hi. My name is Shana. The house is listed at five thirty five. It's twenty seven hundred square feet, four bedrooms, three bath three bathrooms. Why don't you take a look around and let me know if you have any questions? K? And then I walk away. I'm putting them at ease. I'm making them understand. I'm not here to attack them. I'm not here to, you know, have sales breath all over them. I just wanna have a conversation. So as they kind of walk around, I'm monitoring them. Trust me. It's strategic. It is not I'm not just letting them do what they want. I'm letting them walk around. And when they get back towards me, I will say something like, you know, what brought you in today? Or, how'd you hear about the open house? Or simply, what did you think about the house? What do you think about what you've seen? I'm just starting the conversation. Let's talk about the RVA model. So I put them at ease. I'm starting this conversation. RVA stands for rapport value appointment. Appointment period. K. So rapport. I'm going to have a conversation with them. Do y'all live in the neighborhood? Or, you know, oh, I I see your daughter is wearing an a and m dress. Are y'all Aggies? Oh, yeah. We're Aggies too. That's wonderful. I'm going to try to find some common point to build a little rapport with them, and then I'm gonna ask them questions. I'm going to say things like, well, do y'all currently live in the neighborhood? Are you looking to purchase in this area? What are you looking to buy? Okay? I get out my notebook. I have my notebook and my pen. We're not gonna do it on a laptop. We're not going to do it on a phone. It makes them think that we're multitasking, and we're not. Our our attention is directly on them, and I'm writing down. Okay. Great. So you're looking for three bedrooms, two bathrooms. Okay. Wonderful. Do you are you looking for something move in ready? I'm conducting a very quick needs analysis, and then I'm giving them I'm giving them feedback as we go along this conversation to show my value. Right? So they may say, yeah. You know, our daughter, she's five. She starts kindergarten in the fall, and we're really looking to get into a good school district. And I'd say, oh, that's wonderful. Oh, kindergarten is so fun. You know, I, have the PTA president's contact for the elementary here. I'd be happy to get y'all in contact, maybe get you a tour of the school, make sure it's the right one for her. That's pretty valuable as a parent. Right? I'm thinking, wow. Okay. Or maybe I am saying, oh, you don't really know the area really well. You know what? That's okay. Let me tell you a little bit about the neighborhoods and what you can get in each. Or maybe you're a first time home buyer. Let me sit down with you and explain how the process works so that you know exactly what to expect along the way. Right? Maybe they're a tennis player. Right? And I am going to, get them all the tennis locations in the neighborhood. Whatever. You're just being helpful. And the only reason that you can be helpful and provide value is because you know this local market area so well that you can go back and pull from all of that knowledge to help them. You really are the local expert. K? And we're really all about getting that appointment. So we build rapport. We don't stay too long in there. We show our value, and the kicker is we ask for the appointment. Now the best way to ask for the appointment is to map their need to why they should meet with you. Right? So, if their need is again, I'm a first time home buyer. Let me walk you through the process. Or maybe it's I am really interested in this neighborhood, but I don't know anything about it. Let me give you a tour. If they say, I need to list my house, do you immediately go after that listing? Do you immediately say, oh, okay. Well, Well, I can list your house for you. Let me sit down with you and tell you how much it's worth. Do you do that? No. You don't. Because their dream, their energy, all of their excitement is around buying the house. They've already decided to sell this house. House. We're gonna cross that bridge when it comes, but we are going to really focus on what they're energetic about and what they have emotion around, which is buying that new dream house. And then, again, we're looking at getting belly to belly over quantity. So I hear of open houses that have a hundred people attend. That's amazing. You better have ten agents there to work all of those people. It's not about getting quantity through and getting as many sign ins as we can. It's about getting belly to belly with as many people as possible. So if you are going to have a large open house where you're expecting more than seven to ten people to walk through that door, you need a partner like I see some of y'all talking about in the chat. Right? Because once I lock in on a potential client, I'm not talking to anyone else. I'm not multitasking at all. Now if they are not ready to set the appointment, I'm still going to get their contact information. I've written down everything that they're looking for. Really, I'm just writing notes about anything that they say. I write their name at the top. I write the date that they came in the open house. And then I'll say, okay. Well, so that I can send you the map of all of the tennis locations in Austin, let me get your phone number. I'll text it over to you. What's your email address? K? And I always ask for the phone number first because if I say, can I have your email address? They're gonna sit and then I ask for their phone number. They're gonna say, oh, just email me. That's fine. But if they've already given me their phone number, they're also going to give me their email address. Make sense? Good. Okay. Another the hardest part is helping our agents or helping ourselves understand which value to pull from whenever we're having that RBA conversation. And so, you know, I talked about being a local expert, but one of the best things again, LPT does it again. One of the best things that we have are some of these value ideas. Right? We have our home buyer workbook if they're looking to buy a home, seven home buyer strategies, our nine critical questions, and our active marketing plan. So if you're if you're like, okay. I'm I'm not exactly sure if they're a buyer seller. Here's four super easy options for you. Hey. You know what? I've got this back in my office. Let me get your address. I'll pop it by later today. Right? So easy. And, again, you didn't spend time designing it or editing it or updating it. You didn't spend energy or money going to the printer and printing it. The the cost for these items is so low comparatively to what we would pay in another place. It's insane. So keeping some of these in your back pocket is an incredible strategy for when you're doing these prospecting, especially open houses. Now the key is the follow-up afterwards. So I know if I have seven to ten people come through my open house, I'm going to end up with four contacts, meaning I got their full name, their email address, and their phone number. I may or may not have gotten their address. That's okay. I can look them up and find it. I'm going to provide the promise value. So if I said, hey. I'm going to send you, our seven home buyer strategies. I'm going to do that right then and there before I leave the open house. It ends at four. I lock the door. I spend thirty minutes before I go back home to my family taking care of all of my follow-up. I put in every contact into my CRM, and then I'm texting if I have their phone number. I'm eel emailing every contact that I got. It was so great to meet you at the open house today. Thank you for coming in. I can't wait to help you. Whatever. Right? Or I really love connecting with you about blah. I'm just making that connection so that they have my contact information as well. I will say that as I would keep my notebook with me for every single open house, and I would label the open house at the top, how many people I had through, just a tally mark, and then I would circle anyone that I got as a contact, meaning I again, I had their name, email, phone number, and they had a desire to transact, meaning they were looking to buy or sell in the next six months, I would circle them. If they got an appointment, I would asterisk them, and then I would keep track of those numbers. So I could figure out my dollar per hour really easily because I had all the data to back it up with. Team leaders, future team leaders, all of us. I wanna talk about how we incorporate open houses into a value ladder. So Robert talks about how we need agents to prove that they're willing to cost us money. How many of us have spent energy, time, actual dollars on agents that hadn't quite yet earned the right to get those things on our team? I know I definitely have many times. And so he talks about building this value ladder where they slowly get access to to different, levels depending on what they've completed. And so really quickly, I'll go over building your value ladder and how we can put open houses into that. So number one, we're going to identify our scarce assets. These are leads, open house opportunities, coaching, your time maybe, ISA support. It really this is unique to any business, and so take some time and think through what are the things that are not renewable resources that I have a limited amount of. Those are your scarce resources. We're going to define our entry requirements. So the very, very bottom, what is it that an agent has to do to get access at the very, very bottom to make sure that they're worthy of getting these items? Number three, we're gonna build our progression ladder. Everyone wants to see growth. They want to understand what is my path to success. Once I achieve this, where do I go from there? And if we're talking about retention on our teams and how we keep agents engaged in our world, it's a progression ladder. How do we take them from a brand new agent or maybe brand new new to our team to a top producing agent to where they wanna go from there. Maybe they want to go into leadership in the team. Maybe they want to go into coaching and mentoring. How can we build that path, giving them more and more access to scarce resources, and keep them in our organizations longer. Those talented people that come into our world, how can we help them be successful and keep them in our world longer? And then we put together our value proposition. So what does that look like? So when you're talking with an agent that's thinking about joining your team, how do you communicate what you get? We know that being on the team is a value exchange. Right? You are giving up some of your value, and they are giving up some of their value. We need to make sure that we're in alignment, and we agree that we both like what we're getting in return from each other. So when you join my team, you get access to your scarce resources, training and or support to master this skill or system, and a pathway to whatever it you know, whatever that outcome is that they want. It's fairly simple. I'll let y'all take a quick picture of that. I had a really hard time putting our value proposition together. It's you know, this was years ago, so I didn't have this training, which would have been amazing back then. But it can be really hard to understand what is it that an agent would want in order to join my team. Like, theoretically, I know what that is, but how do I put it into words that seems compelling and make someone wanna work with me? Here's your answer. Okay. Team value ladder. I Kevin, I don't know if the slides I don't believe slides will be shared and connect, but I know that this recording is going to go in to connect. How can we incorporate in open houses into that team value ladder? Right? So how can we slowly unlock access to assets, based on what an agent has completed or accomplished? So, you know, at times on our team, we had administrative professionals that would schedule and even secure open houses for our agents. We had we gave signs to agents. We gave them all twenty five signs. We even, at some point, had a sign runner that would go and put out our signs for our agents for their open houses and take them down. That was a really cool perk. It was also very operationally heavy, but it was worth it because our top agents that had access to it, they loved it. They did open houses more, and it created this cycle of success because everyone was getting done what they needed to get done with leverage. Other options for your value ladder, you know, access to team listings, you don't have to lock you don't have to unlock that right away. That could be something that they work towards. Open house shadowing. Maybe you, at some point, provide an open house power pack. You know what? If you complete five open houses and you show me that you can get, let's call it, fifteen contacts from those open houses and set two appointments, I'm going to buy your next open house power pack. One of the probably entry, value adds that you can provide is the practice around open houses. So just like how we've talked about today, here's exactly the process for holding the house open. Here's how you can be successful in open houses. Practice that conversation because, again, you don't want your agents to have to do thirty seven open houses to set their first appointment. Right? You we want our agents who are coming onto our teams to be able to get into production within ninety days. We know that if they do, the retention is much higher. And so how can we help them get into production much faster? Well, it's activating those right now lead gen levers, and it's helping them win faster. How do you do that? Practice. Practice every day. Hey. Let's say someone walks in to your open house. Let's practice what you're gonna say. Okay. Let's do a different scenario. Keep going back and back. Way to ask if I would go back to the value proposition, I sure will. We've just got a couple of minutes left. I'm actually I think I might be over. We're gonna keep going. I'll let it sit here. So I just I can't encourage you enough. Team leaders, agents, open houses are a really, really powerful way for you to increase your business and help your agents be successful. If you would like to know more about specifically how I do open houses, I'm going to spend about forty five minutes on Wednesday going through exactly what I say, how I say it, my exact process, all of those things. Team leaders, let me be your leverage. Let me train your agents. Go ahead and send them, over to me on Wednesday, and I'll I'll get them all taken care of. Okay. So thank you so much for attending. I hope that this was helpful for you. The open house power pack is an incredibly valuable tool. Paired with your effort and energy. It can be incredibly impactful for your business. I wish you all the success in this marathon. I can't wait to see who wins all the prizes. I'm gonna be so excited for you. And if you have a chance, I'll see you on Wednesday. Alright. Have a great day, everyone.