Three agents at the top of their game provide insight into how they capitalise on open homes – the dos and don’ts, and how to turn potential buyers into database goldmines.
Alexander Phillips – Phillips Pantzer Donnelley
Mr Phillips, who ranked number one in REB’s Top 100 Agents, and his team know impressing their sellers and converting buyers into clients is all about dedicating time and resources to open homes.
“We’ve built the best relationship with them [the buyers] because we’ve actually taken the time to meet with them. [At] every one of our open homes ... we have 20 to 25 every weekend ... we’ve still got two agents at each open home so we’ve actually got the time, we’re not rushed off our feet.”
D’Leanne Lewis – Laing + Simmons
Playing the numbers game won’t always end in the highest results, and Ms Lewis, who placed fourth in REB’s Top 50 Women in Real Estate ranking, said engagement is more important than sheer quantity of buyers.
“We have to do things to be remembered and I think the thing for me that works is we build personal relationships with people. It’s not a numbers game for me and my team, even though we do like great numbers. It’s about interacting with people so they see you, and you are a genuine person.”
Ivan Bresic – BresicWhitney
Open homes are the best places to build, or even start, your database, according to Mr Bresic. When his agency takes on new agents, he tells them to work open homes first so they understand how important it is to make contact with potential clients who are in the mindset to buy.
“What we find is, as [our new agent] Lincoln gets better with buyer work, his open houses improve... he actually knows what he’s saying, what he’s doing. He appreciates buyers, his callbacks get better, his qualification gets better because… you have to deal with the right people who are ready to buy or sell. From there, his product knowledge improves. He’s talking to buyers, they’re telling him about properties that other agents are showing, he’s bidding from them and, all of a sudden, he’s got great knowledge of the three or four or five suburbs that he specialises in. His database is growing. Finally, he can list because he understands the process.”