Friday, July 8, 2011

Sales Tip 127: “Great Ideas for Realtor Open Houses”

I have staged many Open Houses over the years for all different types of product. There are three key ingredients that have been utilized to draw decent crowds: 1) Make sure you have some inventory that can be sold and closed quickly - a realtor does not want to wait for a commission check. Clearly state your referral policies and plan for making prompt payment. 2) Don't settle for an invitation or flyer to bring people. Visit some Realtor office meetings and extend a personal invitation along with a product preview - invite the agents to bring a prospect along. Follow up with telephone reminders… just like your doctor’s office does. 3) Food!

Here are some ideas from around the country that have garnered success. Try incorporating some of these ideas into your next Realtor Open House:

1. We did "A Taste of the Town" in our model home. We sent out nice invitations, paired wine with very fancy hors d’oeuvres,  and  featured a high end art gallery. It was a packed house and a BIG success!

2. In my new community I am hosting a Realtor Dusty Shoe model preview and so far have a good RSVP list. I will serve lunch and take them to a model under construction.

3. Hold a “ PICTURE PERFECT” Luncheon for a top-producing Realtor Office.....We had a Professional Photographer present who took pictures of all of the Realtors so they could update their Business cards and Websites was a real big hit!!!!

4. We have found that many local retailers or restaurants are willing to offer discounted or free products to reach the audience - many times it is good to contact the public relations firms in the area who specialize in restaurants for coordination. This can help with offering food or a raffle with a limited budget.

Friday, July 1, 2011

Sales Tip 126: "Earn the Right to Close"

Closing is not just a moment in time when we ask for the check or sale. It is the total process that leads the customer from one decision to the next. Earning the right to close is an important ingredient in the sales process. We must successfully complete the stages that set up the close in order for the close to be natural. We want to create an atmosphere where the customer would be surprised if we didn’t ask for the sale. The more decisions we get from the customer along the way, the more natural the close will be. Three things that must happened before the close can occur:

Rapport: A comfortable trusting relationship must be formed before closing can take place

Enthusiasm: You must believe in your product and love what you are doing

Qualifying: Before you close you must determine the following -
 Do they need it?

 Can they afford it?

 Can they use it?

 Do they want it and are they willing to make the sacrifices to get it?