Leads, Serious Leads . . . & Tire Kickers
After hosting a couple hundred (thousand?) weekend open houses, I still learn useful things about Buyers — as well as the home I’ve been hired to sell.
Which is why I do ’em (vs. letting newer agents pinch hit for me).
The most important insight?
It’s not what prospective Buyers say — it’s their all about their body language, and what they do.
When Buyers have interest, they linger in the house; ask serious questions; and circle back to key rooms.
When they don’t . . . they leave the sales literature on a coffee table near the front door as they walk out.
Personalities vary dramatically, so it’s not always possible to tell when someone’s excited about a house (this IS Minnesota).
But, generally speaking, when there’s interest, Buyers are more animated and engaged.
Of course, an experienced agent is also good at qualifying traffic, and eliciting motivation.
I tend to think of Buyer interest on a continuum.
The most promising Sunday open house visitor is accompanied by their agent — or sent through without them, if their agent is unavailable.
Especially if you know the agent and they’re good, that immediately tells you that the prospect has been qualified by a lender; knows (or is rapidly learning) the market; and has some time urgency.
At the other extreme would be the folks who . . . don’t (know the market, their budget, or have a deadline for making a decision).
The More, the Merrier
Even when that’s the case, though, I’m happy to welcome such people through.
My rationale: serious Buyers don’t know that other open house visitors may only be casually looking (so-called “tire kickers”).
On the contrary, all they see is a house full of people — and worry that someone will buy the home before they do . . .
Plus: “Sunday Open House Multiple Choice“; “Broker Open Buzz, or . . ???”; “1st Open Fanfare“; “Catering Broker Open’s (Or Not)“; and ““Embellishing Attendance at a Broker Open (Word of Advice: “Don’t’).”