Open House Scripts When Homes Are Selling Fast - Real Estate Coaching

Use these open house scripts for agents when homes sell too fast to conduct open houses in hot seller markets with low inventory.

In today’s mastermind, we are going to talk about open house scripts for agents in a low-inventory market. Open houses are going to have the biggest year ever in 2021. They have never been more lucrative than they are now. In some areas, you may need to have open houses by appointment only, due to COVID-19 restrictions and regulations. This should not pose any threat to your ability to make your open house a great success.

VIDEO: Open House Scripts For Agents – When Homes Are Selling Too Fast To Hold Them

Open houses are a huge pillar of business

Most of our clients are getting 60-100 people through their open houses right now in our current market. The inventory is so low right now! Houses are like unicorns. If you host an open house, everyone will want to be there. Every top producer knows that they will generate a ton of income from hosting open houses.

Where did your closings come from last year? Do you know off the top of your head? ICC coaches sit down with our clients at the end of every year and determine the source of each closed lead. How many came from your sphere of influence (SOI)? How many came from prospecting for expireds? From online leads? Open houses are usually second or third on the leader board behind an agent’s sphere of influence.

The bigger the team gets, the more business they get from open houses. This is because you have more agents on the team that can cover all of them. You can have five or six on a weekend and you’ll see that it generates a lot of buyer activity and a ton of listing leads.

Challenge: two open houses per listing

Here’s a challenge. I want every agent to hold two open houses for every listing they take this year. No excuses! Inventory is very, very low. Right now, a lot of agents are saying “homes are selling too fast to hold an open house.” This comes from agents that have not learned the skillset of a real estate agent yet. They have not learned how to set an open house in a low-inventory market. You can still hold two open houses even if your listings are selling within 24 hours of going live. Don’t worry. I’m going to give you some open house scripts for agents to use in this situation.

Open house scripts for agents in a low-inventory market

At the listing appointment, you must change your process slightly. Once you get the listing agreement signed and talking about the next steps, you can follow a script like this.

Here’s what has been working for us. My trainer was talking to me about the importance of holding two open houses the first two weekends a listing goes live. Here’s the catch — we’re going to hold them even after offers have come in. If we have an open house scheduled, we’ll host it anyway.

Want to know why? The reason why is because when you work with <YOUR NAME>, we do everything we can to get you the highest price for your home. I’m not just trying to sell your house. I want to get you the most money. I know a lot of people say that, but what we do proves it. That’s why we sell so much real estate.

I’m going to get your house sold. And what I’m trying to do is get multiple offers on your house. If we get more than one offer to purchase your house, we will get the highest price. We can create a bidding war, and walk that price up as high as you want. Along the way, we can make negotiations. You will have a lot of control if we can get two or more offers competing against each other. It puts you in a position of power. Does that make sense?

Then you go on and explain the dates you plan on hosting the open houses. You can explain that even if you get multiple offers in your first open house, you will still plan to hold the second open house. It only increases your client’s options and negotiating power!

Need more help?

Be sure to watch the video embedded in this blog for extra tips and insight on the value of hosting open houses. These open house scripts for agents will help you get buy-in from your client as to the value of hosting open houses, regardless of how fast their home sells. For more help, get an ICC coach in your corner. Reach out for a free consultation.