When you’re hosting an open house, you’re likely to have people from the neighborhood stop by. Some of them are just curious about the house, but you can use this script to turn a looky-loo into a serious prospect. First, ask how long they have lived in the neighborhood, and what they like about it. Build rapport, and get them comfortable with talking to you. Then ask, “If you were to sell, where would you move to? What’s causing you to move to that city?” Dig a little bit to find out if they are seriously considering moving soon, or just creating a hypothetical situation. If they are serious, or might be serious about moving, move the conversation along. “How soon would you like to be in your new location? Do you have a Plan B if that doesn’t work out?” Get them thinking of the move as a reality, not just a prospect. Finally, offer “Why not set up an appointment to let me show you how I can help you make the best move possible.”
If you have any questions, please get in touch with me; I’m always happy to speak with you.