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Open House Tips For Realtors: 19 Tricks For Massive Success


by Kyle Handy       Updated October 8, 2020


In this post, we talk about real estate open house tips, a weekly sales tracker, and getting new construction business.

Here is the podcast:


Kyle Handy 0:00
Well welcome everybody Today is May 27, it's the Monday mastermind calm today's Memorial Day. So, you know, just got a little lighter call than usual. But first off, just want to say thank you to all those that are serving and have served and those that have lost loved ones. And, you know, today is really just a day to be thankful for, for all of that, that we have. So thanks again for everybody. And thanks for you all joining the call today. We'll get started. And as we normally do with getting started on these Monday mastermind calls, you know, I'm going to open it up to everybody on the call and kind of ask if there's any questions that people are bringing with them in this call to kind of get started with. I know we did have a couple topics from last week that are going to get carried over into the call today. And we'll definitely get talking about them. I know open houses was one that was discussed last week that want we didn't have enough time to talk about so we're going to talk about him this week. But before we get into that, you know, I just want to open it up to those that are on the call. William, welcome. Good to see you, Alicia. David, Norma, if, if any of y'all have some questions, feel free to either put them in the chat box or unmute your mic, hit that mute button in the bottom left to unmute yourself. And feel free just to ask any questions about things that you guys are, you know, working on or struggling with or not having the success with that you'd like so I'll give you guys a couple seconds to see if anybody's got any questions. And if we don't, then we will get right started with talking about open houses. So Alicia, I know you are the subject expert on open houses. I'm glad you joined the call today. I don't know Are you are you? Oh perfect. You are there. What's up, Alicia?

Kyle Handy 1:50
You're just listening in. And it's all you You are great. Thanks so much for joining and yeah, so today's gonna be a good topic because I know it's kind of near and dear to your Heart. And, you know, you'll probably hear a little bit of what I do. And maybe that's similar to what you're doing. And then we'll have a couple different avenues to go with it. But yeah, I think that was a big question from last week, as you know, what, you know, what people are doing for open houses. So I've definitely got my, my take on it. And I'll kind of maybe just kick that off with with the starting there. And then we'll kind of go around the room and ask people who, you know, what's working for them and how consistently they're doing them. But, but I kind of want to start there and talk about the consistency of open houses, because I think we don't talk about that nothing else matters truly, in my mind. I mean, that's how I look at open houses, is that to for them to be completely effective to get 100% effectiveness out of open houses, you've got to be in a rhythm and you got to get them like you know, consistent and you want your branding to be, you know, first and foremost with it. In order to do that. I almost feel like you have to kind of pick a particular area, a zip Code a neighborhood, you know, whatever it is, that has, you know, a good amount of people or a good amount of homes in the area. And, you know, get in the habit of doing it, you know, once every week is ideal. And I think that you really should strive to do it once every week. And if you're not, you got to at least do them once every other week. Anything less than that, and you're pretty much just sporadic. I mean, you know, you'll gain leads, and you'll, you know, get business from it. But it's not going to be as effective as you know, if you have a schedule of every single week doing it. And, and so the reason I say that like just to give you an idea when I first started my career, and in general real estate, I was doing open houses every single week, and I was definitely making mistakes and some of the mistakes that I was making early on was I would do open houses all over San Antonio, Texas and I was like looking for I would wait till I had a listing. You know, and I would do an open house on my listing. And then I would wait for like friends of mines to have them and so it was kind of, you know, I would do one on the west side of town than the east side of town and the north side And I never got really any traction from it. And I didn't know which types of homes to really do them on. It wasn't until about, you know, maybe six months in that I, you know, started watching videos and hearing what other people were doing to be effective at open houses. And it really kind of a light bulb went off. In my mind, I was like, Man, I've been doing them all wrong. I've been, you know, somewhere effective. I get 1520 people in an open house if it was a really good listing, but then I'd also have ones that I'd go and I'd sit out there for three or four hours and I'll get like, one or three people. I'm like, What is wasting my time? And what it was, for me, what I ended up realizing was that there's definitely more effective areas to be targeting open houses. And since this calls, you know, in a nationwide call, you know, I'll talk specifically about San Antonio, you got to be thinking strategically in your areas, you know what I'm talking about. And so what it was was basically I had to identify an area that most of the homes were in the average price point of what people are buying here in my market. So for San Antonio, you know, our average price point is, you know, 200 to 225,000. And so I'm going to look for an area that has a lot of action. And there's a lot of buzz around it, that have homes in that price point. It's not like, you know, the fanciest area in San Antonio that has a buzz. It's the buzz that everybody wants to be in, like, if they've got, you know, the average amount of purchasing power, they're going to usually go in that area, maybe they got, you know, good schools, they know got good, you know, just amenities in the area. And there's like, so for instance, in San Antonio, one of the zip codes is 70 247. That's probably one of the hottest zip codes, like a lot of people want to be in there. But it's not fancy. There's, it's not like the most expensive zip codes or anything. But whenever I'm working with a client that has the average amount of money, a good chance, they're going to be interested in that area. And so you want to find out what that area is for you. So for me, it was 78247. You want to figure out what day works best for your schedule. So for me, I was always hosting them on Saturdays. From 11 to three, so that was just what worked for me. That's not like what has to be for you. You can do Sundays you can do different times, doesn't matter, but just figure out what hours you're going to dedicate to this part of your business and have it be consistent every single week. And so then what I would end up doing is instead of just waiting for me to get a listing and 70 247, which almost You know, it didn't happen with any kind of consistency, or a friend of mines, what I started doing was getting in the habit of every Monday morning, looking at what the new listings were, so like Monday or Tuesday morning seeing what new listings had come up that week. You know it just in the last day or two that you could start to to you know, reach out to the agents and whether they with your brokerage or not with your brokerage, you know, reaching out to those agents and seeing which would then would allow you to do an open house and so, the way that I would you know of course even filter out that is I look 70 247 I would look you know average price point so you know anything from about 175 You know, to 50 in those areas, they would have to have great photos, you know, good pictures, because you're going to use that to advertise it, you're going to be having the open house, you and you're not going to take your own pictures, you want to make sure that they have their own good pictures taken.

Kyle Handy 7:16
You want to make sure that you know, the home is well priced, you know that it's even though it's between 175 to 250? Like, is it priced correctly? Like do you do a CMA in that area and make sure that it is a hot home, that's going to be, you know, something people are going to want to go see. And then beyond that, then you just, you know, make some phone calls. And I found that if I call about five agents with new listings, about one or two of those would say yes, that I could go do an open house, on their listing. And so you know, it doesn't take a lot. You don't have to call, you know, 50 of them, you know, but if you definitely call somewhere between five and 10

Kyle Handy 7:50
you should, you know, be able to find one, two or three open houses that you'd have the ability to do. And so for me, I would just get in that habit of you know, I would find out And I'd always have them in the same area 70 247 and the reason why is that way people start to see your branding and that would be the next part of this is don't just use generic open house signs, invest in yourself get about 50 open house signs, that's how many I got because you'll get lost or get damaged or whatever and you get a better pricing I think for most of these sites, I use a build a sign calm to get my signs from and I would buy 50 at a time with them being you know, custom branded showing Kyle Handy open house Saturday 123 that's all they set on them right and then they'd have the directional arrows and I would make you know a few of each of the directional arrows left, right, straight, right, like that's all you need. So you can do 15 of each of those and and that that was kind of the way that I did it and so then I would get out there you know, if my open houses 11 to three, I would set up you know about 930 try and get out there, you know, hit the road by nine or 930 get out there put all my open house signs out You know, and you want to put, you know, at least 20 to 25 signs out, that was always my goal, you don't use all 50, you want to keep some for your reserves, because you're going to, like I said, lose, some are some are going to get damaged or whatever. But I would try and put at least half of them out. And, and so you know, of course you do that every single week, people start to get familiar with your branding. They get to, you know, they start to see it. And then what ends up happening is you'll get people to come to your open houses, just because they constantly, constantly see your branding everywhere going, like I just wanted to meet you or what and see what was going on here. You know, and that's the thing is if you're doing it sporadically, that won't ever happen. But if you're doing it in the same neighborhood, if the neighborhoods big enough, or if you're doing it in the same zip code, that stuff will begin to happen, especially if you're doing it consistently every single week. And so and then you know, beyond that, there's a whole lot of other strategies we can talk about where you can layer on top of open houses. You can start you know, of course doing like Facebook ads, and targeting, you know, a zip code which Well, now you can't target the exact zip code, it's going to target the zip code plus a radius around it just because that's how Facebook, they just recently made that change. But even still, you can kind of be effective, use the same branding on your Facebook ads. And then now people start to say, Man, I'm seeing you everywhere. And, and that's what you really want. And and so it's like, you're kind of getting like billboard level exposure with minimal costs, you know, because they're going to see you on Facebook, they're going to see you, you know, yard signs, or, you know, open house signs every single week. And I think that's where it starts to be really effective. And then of course, you can start you know, even layering on top of that farming, you know, you start sending postcards, and now you're in their mailbox, you know, once a month or whatever it is right. And, and so anyways, I think that most people, especially new agents, at least for myself, I was just like, you know, shotgun approach, like I was going everywhere and you don't have enough money marketing wise to go everywhere in the beginning, you got to be so effective and you got to just you know, like laser focus, your marketing and your Your work efforts on one area. And open house is one of those pillars where like, you got to start there because it's so, so cheap. I mean, all it takes is your time, you know, you invest in those 50 signs up front, you got to make the phone calls in the beginning of the week to set up your open houses. And then you can run some Facebook ads, you could do like a little Facebook ad on Wednesday or Thursday, you know, Friday, just letting people know the open houses coming up. And again, that stuff is minimal. Facebook ads are like pennies, you can do you know, an effective Facebook ad for 2050 bucks max. So anyways, that was kind of, you know, my, my strategy. So once I started doing that, then my open houses I was getting, you know, 1015 people walking through it effectively every single week. And then somewhere even you know, bigger than that, depending on if the house was a big hit or big success that had a pool or something like that and it was priced really good. Or if a house was like really close to a major Street. Those are some other things that can be really effective. You know, if you've got to, you know, navigate somebody all the way through a whole neighborhood. It's gonna be a little harder, but if you know if it's like right off of a main street, and it's just like two sides and they're at the house, that's really cool to the other thing that I will say, this is a statistic that I just stuck with me in my head. I didn't do that this isn't my statistic. But literally, if you use helium balloons on your signs, you get 17% more people through your open houses. I heard that like, I don't know, back when I was, you know, doing open houses every single time when I was like researching it. And I thought, Man, that's, you know, pretty interesting statistic. And I feel like it's true. So I mean, you can get in the habit of that too, because helium balloons are super cheap, but just getting helium balloons The morning of, you know, HDB or whatever, and tie them to your signs. But literally, you know, if you knew that you get 17 more 17% more people through your open houses just by going by and you know, 10 $15 worth of helium balloons, you know, I think that's worth it. It's a little bit more of a pain in the butt the time to the signs, but it's still worth it. So anyways, that's kind of my my take on it. I want to I'm sure I missed Some stuff, Alicia, but I want to give the mic over to you and kind of hear your thoughts.

Unknown Speaker 13:04
Good morning, happy Memorial Day. So I actually do somewhat of what Kyle does. But right now I have four listings coming up at the end of the month. Thanks be to God. So I focus on those, and anybody that wants to help me do open houses, please let me know. So I actually do open houses all day from like 10 to six. I know a lot of people freak out from that time, but, you know, early risers will go late comers and so I do an all day also, in addition to bandit signs, everything. I actually do handwritten signs. So I learned this from another mentor. So I do it like Bucky style, right? So if I have like sandwiches or cookies or some sort of incentive for them to come some value, I'll put you know, free lunch come see this nice house, but I put handwritten signs in between my open house signs because those get a lot of Traffic balloons. Yes, do helium balloons they are super cheap, investing yourself like Kyle is saying, but I actually go to Walmart and I buy the helium tank. And I just have it in my car with me. Okay, because we're in Texas we have wind or wherever you're at, you know what I mean? And I have a little add car. So I can't put balloons in my car. So I just blow them up right then in there. Or like at the Dollar Tree, there's pinwheels, pin will spin, okay, any type of movement that's going to attract the eye to the sign now and I can tell you that those handwritten signs get a lot of reading. The last thing I would add is I also door knock, so I door not 10 left 10 right. 10 behind and 10 in front. And I actually do that a few days before the open house and I get a little flyer. And so a lot of people just throw up signs in the morning to the open house 45 minutes prior and get upset when nobody comes. Do the work. Do you know and I tell me That's going to do an open house I prep from like, if it's Saturday, I'll be prepping Wednesday, you know. So definitely just take the time. Because if you're going to sit there and take your time, prep ahead of time, and make sure you get the most value for it.

Kyle Handy 15:16
I love it. That's awesome. Yeah, I mean, it's all about the prep, you know, I mean, that's one of the things the most effective open house that I ever through, was one where we like prepped to the max, like we actually was this house. And I don't remember. I mean, it wasn't even anything like a super special house. But it was kind of more of like a like an experiment. We just wanted to see like how many people we could kind of get through it. And this was back, you know, probably two years ago, I had my independent brokerage at the time, and I had a lot of new agents. And I was like, Look, this is what we're going to do. We're going to give away it was a I think I don't remember what we gave away a $50 gift card or something to somewhere. And I said but we're going to create these little flyers and it was like small little flyers that we could leave on tours. And we knew that the neighborhood we were doing our open house in It was like a move up neighborhood is probably you know, 300,000 was the house, you know, 250 to 300, thousands was a little bit higher. And that's why, you know, we were like, man, we got to do something kind of effective if we want this open house to be a good one. And so what we did is there was a neighborhood right next door to the neighborhood that we were having our open house and, and there was probably 500 homes. It's a big neighbor. It was like four or 500 homes in this neighborhood, it was called stage run. And then the neighborhood that we were doing our open house when it was called two creeks. And we knew that stage run was a little less price, you know, was like 175 to, you know, to 25. There's a lot of renters kind of in that neighborhood. And so what we did is we went I took, you know, about four of my agents from my brokerage, and I said, Look, we print out signs, I handed them out to each of them. So we're going to go door knocking and so you know, just start handing these out to let them know about the open house, it's going to be in two creeks, and they're not they're just gonna kind of rolled up and leave it on the door or whatever. And so we did that. And we had, I think, gosh, at least 40 Probably 40 people that came through that open houses the most effective one we ever had. And it was huge. We sold that house that same weekend to is like, first weekend on the market and we sold it. So we got a lot of leads from it, we ended up selling that listing, of course, the sellers were, you know, thrilled, it was kind of cool, because we leveraged it, you know, we leverage that event to the max, like we were, you know, showing our seller what we were doing, you know, as far as going out there canvassing the neighborhood, so they were super happy. And we put it on social media. So you know, people saw that we were hustling and working and, and yeah, and then we had an effective open house got a lot of leads from it. So anyways, yeah, I mean, it's all about that prep and kind of figure out how much you can kind of give to it. Now, if you're doing these every single week, you know, some weeks you might be able to do more than others, but the door knocking like Alicia said, you know, at the minimum yet 10 left hand right 10 front 10 back. That's, I mean, yeah, that's a great strategy. I mean, that's Africa where I heard that I definitely know that. You know, we were doing that to pretty much every single one. Sometimes if we you know know if it was a week that I was a little slow I would at least try and get to five five and 10 across those were that was like the minimum but 10 left and right 10 and for 10 and back that's huge and it's 40 doors but if you're gonna do 40 doors and you're gonna do before just plan that you need to you know if you're going out there the morning Have you got to probably do it you know hour and a half early or like she said get there you know, do it two days earlier something so so just kind of you know, realize that So anyways, I think that's some good open house info David, I hope you hope you got that. I know David's pretty interested in doing some open houses Alicia, he's going to he's going to reach out to you and hopefully get hooked up and help you guys out with some of those new open houses that you got going on. Anyways, we'll what's good morning what's going on for you? Doing good doing good. I actually had a couple questions for you. I can hear you perfectly. Um, what I was wondering do you guys do sign in sheets or do you do form also How long do you take to reply to someone that you get a lead at open house? Do you reply to them right after the open house? Or do you do it that next Monday? Because we always do open house on Sundays from two to four here in Amarillo, but do you do like the next day? Call them up? Hey, thanks for coming open house or text them or what do you do? So go ahead. Good.

Unknown Speaker 19:23
Sorry, I immediately if I can, if your open house, so you're only giving William I know, you said this is what we do in Laredo, but don't don't go with the standard. You know what I mean? Everybody here does it from 12 to two. I don't care. I do from 10 to six, you know, to mean you got to be different in a way because you're really only giving people two hours to stop at your open house. I mean, think about what you do in two hours, right? Like we're on this call for a whole hour. I would extend it my personal belief, but I text him immediately. But to answer your question, I will have my iPad For computer savvy people, but I found out a lot of people don't like them. So I just have a generic sign in sheet. Sometimes if I'm so busy though hand write it on my notebook that I have, like, as long as I get there for me. You know, KV core also can give you a hashtag where you can send them the link to the information in the open house. So you can say, hey, by the way, just text, this number, the information from the house is going to get sent to you. So you don't forget and boom, you have their information, right? But text them and call them immediately within after the open house, and then I follow up again in 24 hours and then put them on a drip. So that's what I got.

Kyle Handy 20:40
That's awesome. Thanks, Felicia. Yeah, I know, the follow up is super important. Just like she said, Well, so it's like, Yeah, absolutely. Immediately afterwards, I think is good. You know, it's kind of like, we're not No, we're not talking about listings. But literally one of the things that I do right after a listing appointment, is, you know, I might have just met with them like you know, five minutes before I basically will, will call that person right after I've just left their house and I just say, Hey, I just wanted to, you know, tell you again, you know, thanks so much for taking your time to meet with me. I really enjoyed our company, I think that, you know, we're gonna be able to work well together. You know, I'm so excited, because, you know, I think that this listing is going to be perfect for x y&z reasons. It's just like that immediate thing it creates, like that kind of like lasting impression on their mind, because people are so busy and like so scattered and stuff that like, unless you do something right away, like 24 hours, they might have already forgotten you, you know what I mean? Or like they might have forgotten a connection. But if you make that call right away, you know, right afterwards, I think that there is something to say about that. I mean, there's a reason why I do it. I'm a listing appointment. And and I you know, I'm pretty effective. I get a lot of my listings, every appointment that I go to I just about good. And so I don't know if it's just for that reason, but but I know it certainly helps. So anyways, yeah, so the follow up is extremely important. Like Alicia said, I mean, yeah, the more hours you can do great I mean, for me, I never got to six hours a day, she's a beast. But you know, 10, or no 10 to six, that's eight hours a day, I never got to that. For me, I was doing them, you know, four hours a day finding it, you know, that was a good balance for me. Now, my reasoning was different to you know, at the point that I got into general real estate, I had just gotten out of new home sales. And so I was extremely like, I'm, you know, getting out of new home sales, because I don't want to work. You know, as much as I was working on the weekends, like a new home sale, I was working, you know, 10 to seven on Saturday, and, you know, 12 to seven on Sunday, every weekend, no matter what. And so I got a general sense, I'm doing this, I get my weekends back. So for me, you know, I still willing to work weekends, but like I had to, you know, that's what it was. But if you're like hustling and doing this kind of thing, and you gotta you know, build your business as quickly as possible, then figure it out, you know, do you want to do, you know, eight hours on Saturday, or would you break it up and do maybe two open houses, four hours each, you know, Saturday and Sunday? I don't know, you know what the right answer is, I think you kind of have to determine that for yourself. For me, the reason why I didn't you know, the four hours simultaneously every single week was just because I didn't have to create more signs, right, I could use the same signs that it said, you know, Saturday 11 to three, you know, I just put those in every single single time. I do like the idea that Alicia mentioned about handwritten sides, I think that is super effective, because I do know that my eyes get drawn to handwritten signs all the time. So you know, that can definitely whenever you see like those we buy houses and cash, my eyes just go towards those. And so I'm sure she's right, if you put something like, you know, some branded open house signs, but then also, you know, something that says, like, you know, free snacks or free out free lunch or whatever it is that you're offering. That would also be great to supplement those signs with as well. So that was a cool tip, Alicia that I hadn't heard before. Cool. So does that help? You will? Yeah, Yeah, it does. That's good. Awesome. Just be willing that you know what it is man more than anything, whatever you're going to commit to just be willing to commit to it for you know, every week like that's what I would So like, if that sounds intimidating do it eight hours a day you know Saturday don't commit to that because then you won't end up doing it you might do it one week or two weeks and get burnt out like do something that you can you can do every single week and so that I think would be more effective than you know just you know doing something a ton that you can only you can only do it once or twice or whatever, then stop. So whatever that means for you and for your lifestyle. So cool. What else we got reading the chat here. Yes, it depends on your schedule. I just wanted to share lane boys warranty offers free warranty to the seller. Well, it's listed under you. Yeah, yep, that's right. Oh, yeah, we we definitely give sellers seller coverage for sure. Whenever we take a new listing, you know, it's a good asset for the sellers to have, you know, most of them don't even know about it. Who here Jana, Alicia, Norma, Jill, are you all doing the seller coverage for your listings Homework t

Unknown Speaker 25:01
I don't do too many listings I wish I did I

Unknown Speaker 25:05
generally don't.

Kyle Handy 25:07
Okay, yeah, it's super sad. It's like 50 bucks usually it's really cheap. You can get with Linda that's who I use also so it's funny that you shared that norm I use Linda she's awesome at landmark in so I think you put land voice Bay at landmark warranty and our number is 213804462 and I probably only helps people in San Antonio but you don't have a home warranty. Rep that is something super important to get a relationship with them and they want relationships with you. You got the power as a real estate agent because they want your business. But both for seller coverage and buyer coverage. Like I won't tell you how many times that I've had to make a call it of Linda, you know because something blew up at the person's house. And you know they need Linda's help because I've got a relationship with her. She can usually push some things along that you know might not normally have gone along. It goes a long way with your client. I will tell you that So anyways, make sure that you know, get a good a good home warranty. Rep. There you go. Yep, landmark home warranty. Perfect. Alright, so that was a little plug didn't mean that, but that'll work. I'm sure that they're happy. Anyways, what else we got? Guys? What are y'all working on? Jenna, one of the things

Unknown Speaker 26:18
I'm seeing you with all these nice listings, and I wish I could go after listings, but I really liked hearing about the farming and, you know, just branding it, you know, right now, I'm just getting a lot of referrals, but I really need to

Unknown Speaker 26:34
I'd like to get into listings.

Kyle Handy 26:37
You got two choices for listings, in my opinion, maybe I'm wrong, right. But this is how you can get listings. effectively. You can either wait and just work mostly buyers early on, and eventually they'll turn into you know, people repeat clients and then you start getting listing. That's kind of what has happened to me. Where, you know, like, I mean, my business the first year, was probably I'd say 80 to one Buyers two listings, so I get for buyers for every one listing that I would get back then. And then it was probably a little bit better than that my second year, and by my third year is probably getting closer to like 535 at this point now it's probably about 5050 so I still do and you know, 50% buyers 50% listings, but at least I'm at that 5050 Mark whereas before it was very weighted towards buyers. But you know, buyers just end up you know, getting homes and they become sellers eventually. And then also when they own homes they usually know other people that own homes. When you're working mostly buyers, you're helping people that mostly are looking to buy and their friends are you know, looking to buy, just get more of what you're kind of doing. So you either have one option you can kind of wait until your business you know, just naturally goes that way. And it will if you're in it long enough, or you've got to start hitting for sale by owners and expires I mean that's that's the only way you can force it early. In my opinion. He is you know, starting to make the phone calls to for sale by owners. an expired listings, because I know a lot of agents, not me personally, that that's how they've built their businesses based on listings. And by doing those two things, so, you know, I think that's maybe beyond the scope of this call. I don't again, I'm not an expert and I probably rather bring somebody in that does fizz bows and expired to you know, maybe go through that whole topic. But, but that would be it so I mean, don't be discouraged if you're if you're going after option one years letting it be natural, then hey, that's it is what it is. If you wanted to get more listing sooner than I think you'd probably have to look into the other option so great. Cool. Yeah, absolutely. What else we got? David, are you there? I know I see your phone. I don't know if you're if you're on or just listening in. But happy to answer any of your questions. David's a brand new agent just joined here this past week. And so I'm really excited. He joined join my my mentor ship so it'll be there we go to saw the unmute. Yeah. Yeah, no, I'm

Unknown Speaker 29:02
just listening to everybody's comments. Can you hear me? I can hear you. Okay. Yeah, no, I'm just absorbing, you know, just like said I'm new to this. And I'm just like, you know, listening to everybody's, you know, input comments. So and I'm just jotting notes. So

Kyle Handy 29:18
I love it. A lot of let let me show you something guys. And I'll share this with everybody if, if y'all want it. Let me I'm actually going to share my screen here. I just started I just created this this morning.

Unknown Speaker 29:33
pdf preview. All right,

Unknown Speaker 29:36
here we go.

Kyle Handy 29:39
share screen. So guys, this is what it really boils down to. It really does. So this is the sales tracker here. You probably also heard it called a greatness tracker. If you're really if you're in this full time and this is your whole your whole thing. You've got to be doing one of these every single week. You have to, you just have to, there's no way to not do this. Like if, if you do this every week, you will be get you will be a good sales agent, you will get success in real estate. Most people though they don't do this consistently. And so you can see here, this is what I used. You know, I still use this today, a little bit differently. Now, you know, I'm, you know, focused on some different things but, but as far as real estate sales, you got to know what your key things are that you have to do week in and week out. And you got to track it, I put one of these, like I've got a stack of these, probably about 20 of them printed out. And every week like just this morning, when the week starts over, I grab a new one and I start to fill this out. And this is my way of being held accountable to myself, but then I also have an accountability partner that we both do these. And basically what ends up happening is at the end of the week, we just take a picture of when we send it to each other just to keep us accountable. But what you can look at here is one This is, you know, your week, right? Monday, Tuesday, Wednesday, Thursday, Friday, and then you've got the weekend kind of lumped in here. These are the things that you need to be doing every single week, we talked about open houses, that's literally just one thing on this greatness tracker, right? You've got to do a lot of other things in real estate to have success. And so the things that I've determined that you know, gave me success and that I would focus on weekend and week out is, and the reason I say is a little bit different is because I kind of modified a couple of them what, what I use was very similar to this, it just didn't have open houses in it. And then this was called seminar so I changed it to educational and networking events. But really what you know what you need to do every single week is I've got on there 15 face of face to faces. What that means is you've met with 15 people, right, like face to face with them. Could be you know, just, you know, at an event it could be at you know, you went and talked to them or had a meeting with them. Whatever. If you were face to face with 15 people each and every week and you write their name on here, right, like who was it got to be 15 different people. But you know, each week, it doesn't have to be like different from week to week. If you met with somebody last week and you met with them again this week, you can still put their name on there. Ideally, you do want to be spreading it around and meeting with different people. But just by the law of numbers, like if you consistently trying to hit 15, you're going to have different people in there. So that's just how it's going to be. Now you can't put like your wife or your spouse whatever every single week, right? Like that's not what this is about. This is like, you know, business stuff, you know, 15 face to face meetings. And then out of that, you want to break bread with five people so every single week and that could be lunch, it could be coffee, dinner, breakfast, whatever it is, but you want to break bread with five people each and every week. Doesn't mean you got to pay for their lunch or anything like that. You know, if you are then that's fine too. But you know, just breaking bread with five people every single week. Great phone calls 60 phone calls a week. That doesn't mean you're going to connect and talk to 60 people, but you're going to make 60 phone calls with every single week. And out of that, you'll probably talk to about 20 people. And so what I would get in the habit of doing is I would write their name down if I made a phone call. And if I connected with them, like if I talked to them, I would put an X across out their name so like I could still see it like I wouldn't scratch it out to where you couldn't see their name, but I would just put an X to let me know that I got in touch with them so that way, what would happen is I would write down their names on here, and if I didn't get in touch with if I didn't leave a voicemail or if I couldn't leave a voicemail their name would still be on here so just remind me if I looked back at last week's like, Who did I get in touch with who did I not and maybe I can make another phone call to that person this week. Right? So that's kind of what I would do their open houses hosted. I put here one or two you know, you want to put it on that you're going to do an open house every single week like we talked about. If you can do to then even better. How many hours did you prospect That day. So again, that would be you know, just basically putting your calls look that you did into an hour format. So like, you know, did you do two hours of calls, you know, and but also in addition to that, you know, prospecting could also be like, you know, you're sending messages on Facebook or you're sending, you know, text messages or emails or whatever it might be, but you spent a focus of 21 hours a week on prospecting. But just make sure that you're not just saying, Well, you know, I texted or I messaged all these people on Facebook, does that count as a great phone call? No, it doesn't. So just because you're doing those messaging things and stuff like that. That's not a that's not a replacement for phone calls.

Kyle Handy 34:40
thank you cards sent. It's an important one, guys, these are handwritten thank you cards that you're sending out. Right? If you're breaking bread, if you're meeting if you're on the phone, if you're doing open houses. 10 is a minimum like you have way more people to think than 10 people but you at least got to put 10 1010 handwritten, thank you cards in the mail. every single week, so it could be Thank you for coming out to my open house that could be thank you for going to lunch with me. Thank you for coffee thanks for you know, phone call that we had the other day. You know, Thanks for meeting with me. You know, there's all sorts of reasons you can be thanking people. That's a huge deal when you send 10 handwritten thank you cards out, think of that if you do that, that's over 500 thank you cards that you'll send for the year. It's a map that's massive that will move your business you know, a mentally so educational networking events attended. Now, this isn't like a training. Now of course, you should be training yourself daily. And you should be watching YouTube videos, you should be watching, you know, training inside of the cloud attending webinars, you know, whatever CRM you're using, I'm sure they usually host webinars that you can attend. You know, all sorts of things that you can be doing at home on your computer watching, but that's not what this is. This is networking events, educational events that you can attend and meet other people there. Okay, so you've got one or two of those every single week. Right, and it could be an hour long training or whatever, but you do need to get out. And you need to go out in the field and just meet people network with people. It can be other real estate agents, because honestly, that's where I get the most of my, my training from is other agents, right? So like you want to network with people and learn from them. So one or two of those every single week, you want to be adding 10 leads into your database every single week. Okay, so first off, we've talked about database before I know it, but but just your your number that you've got to be adding into that database is 10 per week, minimum, right? And to add a lead into your database, that's a phone number, that's an email and their name, minimum, right? You want to put those three things into your database to have a new lead. So adding 10 people into your database every week, and you're going to say, oh, how am I going to get 10 new leads every week? super simple, guys. You got to be making phone calls. You got to be out networking, right elite doesn't mean that like they're buying today, right? So a lead can just mean that it's like so Somebody you now have that you have a relationship with that you now know, you might have an opportunity three years from now. So you just need to be adding names, numbers and phone numbers to your database. And when you start to be a realtor and like look at opportunities, you will get 10 people no matter what every single week, I promise you, but you got to be out and doing the work. You got to be doing all of this stuff every week to get those 10. And then now this is the big goal. This is like you might modify this if you're new, you might not right like but this was the hardest one for me to hit every single week. But this is what I kept on here because I strived to try and hit this. But I didn't I didn't hit it every week. Right. But I had a goal of trying to do this every week now is to get three agreements signed every single week could be a buyer rep could be a listing agreement. Right? But if you do that, right, and we assume 50 weeks a year because you say take vacation two weeks. You're gonna have 150 agreement signed Out of 150 agreements sign you'll sell half of those. So that's 75 deals right there. Right? And like I told you, I never hit every single time.

Kyle Handy 38:10
I see Jenny, you doing the numbers in your head set of 70. So one, so that that's the numbers. Honestly, I tracked my agreement, scientists sales, and it was about 50. So if you get you know, it's about 50%. So if you get, you know, 150 agreements signed, some of them aren't going to happen, like some listings, won't sell some listings won't even come to market. I get listing agreement sign every now and then that eventually I'd say, Oh, you know what, something came up, and we're not going to sell any more right now. Right? And so where I get buyers, right, and same thing, they wouldn't get qualified, maybe, or something would happen. But honestly, when you put the agreement signed as your metric of success, it'll push you to try and get agreement signed, sometimes even before you might have normally right like, I would always get a buyer's rep sign right away as quickly as possible. And then like I say, sometimes they wouldn't get qualified, but either way, I would never then end up being in a position like I see so many agents that are like, I didn't get paid on this deal because you know, I was helping this person and then they went and bought somewhere else. Or they bought, you know, with another agent or they bought a new home or they did whatever. That doesn't happen to me because I would always, always, always get buyer's rep signed as early as possible, get listing agreement signed as early as possible. Because it was a metric that I tracked, like I was trying to hit that three every week. And when you're trying to hit that three, every week, you're pushing the opportunity to try and get those buyers agreements signed, and those listing agreement signed. And I promise you when you push that, it'll make your business that much more effective. So like, you'll be able to have success, because now it's like, okay, cool, I got my three this week. But then you got to start thinking of the three that you're going to get the following week. And when you're always in that mindset, it will push your business along. So anyways, that's a sales tracker. If you want a copy of that, you know, maybe just put your email address in this chat box here and and I'll send it to you After so Alicia, I just saw you said it I'll email to you put your email address if you want me to send it to you in there. And anybody else watching if you want a copy of this, put your email address in there. But then like I say in the beginning of this call the other important thing about this guys is not so much just the sheet is the accountability to the sheet and it's having that accountability partner that you have that you can do this she I don't know if y'all can see this list here. So my accountability partner, I've got his name is AJ Maya, whenever we complete it, I've got a text message out if you can just see it. All we text each other is we just say done. Right? That means that we we did our greatness tracker for the whole week. Right? And so like that it was it was on our mind. And so sometimes it might, you know, I might see his and it'll say done, and it'll be like Thursday or Friday and he's already knocked out, you know, whatever he was supposed to do for the week. And then I'm like crap, I'm fired up now. I need to go and make sure that I finished mine so I can send him done. And that's how easy it is you don't have to like, you know, think that an accountability partner somebody who has spent hours and hours with every literally just somebody that I tend to get done with whenever these things are done. So I think that's how effective it can be. So have somebody that you can do that with. You know, because that's the other important thing about this is you're going to build each other up to do that. So cool. I got some emails. I'll make sure to send it to you guys here after the deal here. Let me say this. Cool. All right. Kyle, what can you share about new builds? Well, what do you want to know I can share quite a bit. What? What Avenue Are you thinking like selling new builds? I mean, new builds are extremely easy, in my opinion. I think as far as like if I can get a client to go to a new build. I try and do that all the time. I try and flip them to a new build all the time. You know if it's something that fits in there, Oh, I got leashes. cool thing about new builds is I mean, basically the sales counselor, you know, sells it for you, they help you with the transaction. A lot of times you can get a higher percentage on new builds, you know, they are offering bonuses and things like that, that most of the time resale homes aren't, I feel good with my client getting into a new build, because, you know, it's a lot less you have to worry about on an inspection, you know, repair amendment, all that kind of stuff. So, I mean, that's on the buy side, you know, I think it's great to try and see if your buyer is open to a new build. If they're not, you know, if their timeframe doesn't allow, or whatever, then you know, I get it, like, especially here in San Antonio, like our inventory, standing inventory for new builds, is very limited, like, you know, it's hard to find, you know, inventory all the time. There's way more, you know, resale inventory out there for people to look at.

Kyle Handy 42:52
You know, but if you can flip into an inventory housing great, but a lot of times it's hard to find. So that's one aspect. The other aspect is getting business from New builders, I think is another important thing. What are we supposed to handle on your end? I mean, honestly, you know, I do the same thing whether somebody's buying a new build or resale home regardless. And that's, you know, we communicate once a week minimum. So, I've got, you know, my transaction manager that I use her name's Heather Edwards, she, she charged me $350 per deal. And she keeps the files together. And she also handles all the coordination between the new bill person, the title person, the lender, so she's making those calls every single week. And then what I'm doing is I'm calling Heather to get an update every single week from her like, Hey, what's the latest, you know, this week from all of those people, and then I call my client and I say I just, you know, talk to Heather, she said, You know, this and this, and this is going on. Oh, that's it, you know, and so that's kind of what I do to handle it. But the builder, the new builder, the sales counselor, they do a lot of stuff as well. Now, each of them are a little bit different. Some are more communicative than others, some are, you know, more people, people person people, I guess I don't know the word for that or whatever. But that's then others, you know, and so, you know, your, your client might like that person, you know more than than others. But, but so you have to fill the gaps, you know, if that person is extremely communicative, makes your job really easy. If it's not, then it's just going to be the same as if it was the resale home. So but that would be the deal there. Now on the getting business from side, I don't think enough real estate agents do this. I mean, I guess because I was in new home sales for five years. It was kind of more like on my mind. And so I thought, you know, it wasn't as intimidating maybe some realtors are intimidated to do it. But you need to go build relationships with those new home sales reps. You just have to that can be part of your face to faces, right. And this greatness tracker over here, right? Going to an office like you know, face to face is something you think you have to set up. It doesn't like you can make 15 face to faces every single week, if you just focus on like, you can control a lot of stuff, right? Like you can control your time and going into new home communities and meeting people, you can always do that there's always that opportunity. And so with that, you know, your let me change this year. So I mean with that you basically look at, you know, going into a community and trying to make a relationship with new home builders as part of your process of building your business. And so like when you do that, you might meet five agents and only hit it off with one of them. That's fine, right? You don't need to have every new home builder be your friend. But if you hit it off, and you'll find common interests, and you do that and get in the habit of doing that every single week, I got so much business from New builders, I would get business where you know, you have to go in you got to be prepared prepared, right. So like when I first did it, I had two programs that I offered, I did a move up program, and I do the least buyout program and so when I went into the new builder, you know, I would Like a little like sheep that explained the two programs.

Kyle Handy 46:04
And one of them was at least buyout and basically said that I would contribute up to 1% of my sales commission back to that to the potential buyer to help them buy out of their lease. And if I can renegotiate it for less than I'll do that mostly apartment complexes here in San Antonio, they wouldn't negotiate. So I just kind of assumed I was going to spend 1% given that money to that person, which was fine, right? I would still like 2% on a deal that I really didn't even do anything for like the agent would put me on the deal. The salesperson put me on the deal, I'd get 3% I'd give 1% back to the client help, you know, on their lease buyout, and that was it and they would come out of the hood, I'd have to worry about paying anything. You know, it's very easy. So I mean, basically when I said it was at least buyout, it was my client having a buyout of it, but then he reimbursing them on the HUD they would get an extra credit that they wouldn't have got anyways. of 1% which it was a $300,000 house or $250,000 house. That was 25 hundred bucks or three grand that that person was getting that would help with that least buy out. So you got to know that before you go in so you can tell the sales council Oh, hey, I'll help with this. Like if you got a client and they're not moving forward because they're saying that they can't get out of their lease until x date or whatever it might be telling them, hey, you work with a realtor that's going to give you back a percentage of their commission to help you with that lease buyout, and then boom, you know, that's just something that they wouldn't have had otherwise you give a ammunition to that salesperson, you know, in some sales communities and some sales counselor, some builders, they might already have a relationship with somebody that does that, right. And you're just another person. But if you are another person that is going out there and building a relationship with them, they might start to want to use you because most of them like when I was with Rylan for five years. Yeah, I had, you know, an agent, a real estate agent that did it that the company kind of picked for me. But I didn't know that person at all. Like, I didn't know that Real Estate Agent, right? But if I had somebody come into my office and they were cool, and they were like a friend of mine or whatever, I would be more, you know, eager to give that person to business than somebody that I never had met or knew known. So, you know, I think that's something that people can be doing very effectively. But then on the move up program, it was the same thing, right, I basically just told them that I would list their home and I still do this today. If somebody is listening at home and buying with me, I list their home for one and a half percent. And, and I, you know, on the buy side and make my 3%. That's just something I've always done. And I think that's pretty competitive, to what most move up programs are offering. So essentially, you list their home for four and a half percent, you get the buyer's agent 3%, you keep one and a half, and then you make 3% on the new build. So that was just something that I would always go in, hey, if you've got a client that's doing this and this and this, you know, I'm happy to help with this program. All you got to do is call me up. I'll go out to their house. You know, next day, same day, depending whatever get them a car. Hey, you know, we'll get this rocking and rolling. Like, that's the thing is like, I would try and push my speed that I'm a person, you can just call it you can text and I will be there. Like, I think that goes a long way with new home sales counselors to be able to have like a real person. And then what ends up happening once you do that you build that relationship, you got to keep it going, like go visit them, you know, once every month, you know, just shoot the shit with them, talk to them about like, hey, like, you know, How's business? What's going on your neighborhood, like what's going on in your life? You know, maybe take them to lunch every now and then that could be your breaking bread. We're going to Starbucks, that can be your breaking bread. Right? You know, so I mean, that's the thing is a lot of times these new home sales counselors, they don't want to leave their community because they might have a client that comes in, you know, during lunchtime, go bring them lunch, right, bring lunch to them, call them up text ahead of time, say I'm in the area. I'm gonna stop at this restaurant, kind of bring your lunch or like 10 o'clock in the morning like, Hey, I'm going to be in your area this time for lunch. Can I bring you lunch around noon time? Right? Like get creative with that? What's that cost you 1015 bucks. You know, that's a huge thing that you can due for new builds, and I remember because that's what ended up happening, like we had big agent here. I mean, I'm sure anybody in San Antonio knows you know his name. But, you know, Dayton Schrader was our like, move up guy for Rylan back when I was doing it huge agent, you know, 600 700 homes a year, right. But I didn't really know him. Like, he never came to my model home and like, met me, I was just a new home salesperson. I didn't even know how big of an agent date and trader was until I got into general real estate. And so, you know, he was just some other name that the company had told me that this is who we use.

Kyle Handy 50:31
But, but what end up happening an agent just like I'm telling you came in my office built relationship with me started, you know, coming out, you know, once a month, just checking in on me bring me food, you know, whatever it was, and, and that person end up getting my business and so, you know, it just, it's, it's something that we can all do, you know, and if, again, if you're treating this like a business, you're getting consistent with it, where you're trying to do this, you know, every single week, you will get effective with it. So we're going to say I've got a great relationship, somebody Not going to click with, that's okay, if you're doing this 510 times a week or whatever it is, you will be effective with the new home side of it. So any questions on that?

Unknown Speaker 51:11
That was awesome. Thank you, Kyle.

Kyle Handy 51:15
Absolutely, absolutely. Yeah, just just make a little document guys just have to I mean, just details the program, right doesn't have to be anything super fancy, you know, just have like a little flyer, just something you can hand out, you know, to people that said, like to the new home sales people that says this is the program, right that I offer. And you know, if you can make it a little bit nicer, like us a, you know, work Word document or PowerPoint or whatever, and create like a little thing with your logo, because what they're going to do, you're going to give them probably 10 or 15 of them. That way, they can also hand it out to their clients when they're in there. Right. So that's what it was, I would give them, you know, one that they can keep and they'll know what the program is. And I'd say hey, by the way, when you get clients, you know, feel free to hand this out to them. And that way they can kind of see the program exists. It's not just like a person thing. So

Unknown Speaker 52:01
that's created nice.

Kyle Handy 52:05
Cool, we're good deal guys. Well, it's already the top of the hour man that went quick. So I'm going to let everybody kind of get off today and do a, you know, do the Memorial Day thing. Hopefully, you know, everybody's got some some plans, maybe barbecue and a burger too. I know. That's where we're headed here later today. So, but I will send out this sales tracker to everybody who requested it. And you know, and if you need anything if you got any questions, let me know. But we have another call tomorrow. So if you're EXP agent Tomorrow's the attraction call. So feel free to jump on that 9am Central Standard Time, the Tuesday mastermind calm and I'll see you then. And we'll talk to you later guys. Have a good one.

Unknown Speaker 52:49
Day Kyle. Bye

Kyle Handy 52:51

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