Welcome to the Commission Queen podcast. Commission queen is for women real estate agents that are craving success and want to do things differently. We talk all things manifesting money, and of course, real estate. I'm your host, Bekkah, Marie. And just like you, I'm a real estate agent, I went from struggling to get clients to making over six figures consistently, while working 15 hours or less each week. And now I coach women like you on how to do the same. Listen for real life examples and tips in every episode on how to massively increase your income and find your freedom with ease. You're here because you're ready to change your life, your business and your financial status. So let's do it.
Hello, hello, Queens, welcome back to another episode of The manifesting in real estate podcast. I've been talking to a lot of newer agents lately. And they are just like, Okay, what is the activity that I can do to start getting my first clients, and even agents that have been in the business a while if your pipeline is kind of dried up, and you don't have a system in place to get leads and that system, you build and build and build. So once you have this system in place, it will start to bring you all of the clients on autopilot. However, it takes a little bit of time to get that momentum in that system going. So what is the activity that is closest to the money closest to the closings closest to the clients. And for me, that has always been open houses. I absolutely love open houses. And I do them and teach them very differently than most other coaches. As you probably have already guessed, if you've been listening to this podcast for a while, open houses can be such a great way to bring in clients to bring in your first clients. I mean, doesn't matter how long you've been in the business, open houses can be that thing that gives you a little boost for filling your pipeline. I like them because the clients are coming to you. Right? I'm always about like, what positions can I put myself in where the clients come to me because I don't want to be chasing after clients, I don't want to be chasing after leads. So I don't want to be door knocking, I don't want to be cold calling. And yes, you can get in front of a large number of people that way. But you don't always know if those are the people that are going to be buying or selling or if they even want to work with you if they are going to do so. Now in open houses, they come to you. They are wanting to take a look at this house buying or selling and they are seeing you as the expert. Now there are so many ways that you could view yourself as the open house agent, whether this is your listing or not your listing. This is the first thing we're going to talk about is your mindset around the open house. Doing an open house shouldn't just be another activity that you're doing to check a box saying that okay, yes, I have been doing these activities. I've been doing the things. And now I can complain why I don't have any business in my pipeline. I see this so often. And I love you. But I'm going to call this out okay, saying that I'm doing these activities. I'm doing these lead generating activities. I'm doing open houses every single week. And just immediately going to it's not working. You have to be intentional in what you're doing the open house for why are you doing the open house? What do you want to get out of the open house? For the agents that are just like checking it off, and then being like, Oh, well, that didn't work didn't get any clients from that. That intention was I'm doing this to check the box. Okay, it's like, I'm doing this to say that I've done this activity to just do the activity. And you may be saying to yourself, well, obviously the intention is to get leads, and that's why I'm doing it. But it's very different in the energy versus the trusting and the knowing that your intention for this open house is to meet ideal clients so that they can find you and they will work with you. If you go into the open house thinking nobody's really buying in this market. And there's not that many people coming to open houses. And the people that are coming to open houses already have agents and it's not working. But I better do this. Just to say that I am working to show that I'm working and maybe just in case a client may come through. Does this sound familiar? Like if this feels a little too familiar? Let's talk about how to shift the energy and and attract those ideal clients to you in the open house. So my thought around open houses is, I am putting myself out there so that ideal clients can find me, my ideal clients, they do their own research, they lead themselves, they are already pre approved, or they're really already researching, you know, what it takes to be pre approved and how much they can afford. And they're going to houses to see what they like, they want to start kind of just feeling it out on their own and getting really decisive. And then when they are ready, they want the right agent to help them. So here I am, I'm at the open house, and I am ready to meet them. Because as soon as I talk to them, as soon as we meet, they're gonna be like, You are the agent I have been looking for, like your ideal clients realize they want to work with their ideal agent, you are that agent. So put yourself in positions, put yourself in spaces where they can find you. And the number of clients that I have gotten from open houses like truly ideal clients that I just love them, and we can become best friends. And they're like, super decisive and just great and lead themselves. Like I said, from open houses, there's so many of them. And even clients that I met at open houses, didn't even follow up with them. I'll talk about that in a little bit. But they come back to me years later, like three years later, saying, We just had such a good connection with you at that open house, we've never met another agent like you. And we want to work with you. Three years after I met these people at an open house for 15 minutes. And they decided to come work with me. That is the energy like that's the energy we're going for doing these open houses, being in this space where your ideal clients can find you. So this is the energy I have around open houses, this is my experience around open houses. And then you talk to other agents that are just like, I hate open houses. I've never gotten a lead from it. They're totally dead. Like it's just neighbors and looky loos that come through and they've just never worked for me, how can we have such different experiences, it's because of the energy around it, it's because of the intention around it. So when you're doing open houses, set your intentions, that I'm doing this open house to get in front of my ideal clients to be the expert there to help them to sign to new clients, I mean, get really specific with your intention of why you are doing this open house. Now the energy of open houses is Leanback energy it is not trying to hustle not trying to get somebody in the sale or get somebody's information so that you can capture them as a lead you know, these these capture terms these different things are very specific and it lends a certain energy to it right. So the energy here is Leanback energy. It is expertise, you are the expert, you are here to help. And you are also not desperate to get the sale. Even if you're feeling like I'm Yeah, I'm pretty desperate right now Becca, have that Leanback energy, just there to help their to be their ideal agent, step into the trust and the knowing that your ideal clients will show up. And that when they show up, they're going to know exactly who you are, they're going to know that you are the agent that they want to work with. And have as much fun as you can in the open house. I mean, even if a whole lot of people aren't showing up, it's just a nice little time for you to get work done or whatever else that you need to do. And then when the people show up, have fun, get to know them, chat with them and let things flow naturally. You don't have to be super salesy. As an open house agent, you seriously do not have to be salesy at all, be the most yourself be super chill. And people will open up to you, they will want to talk to you, they will want to tell you their story. And it just gets to be so easy from there. So let me tell you an open house story that just happened to me. A few weeks ago I had this listing which he feels into my previous episode about these past clients that while I was in Greece said hey, we want to list our House next week. So even though I'm not a super active agent anymore, because they focus on coaching, I decided to take their listing and I said that I would do an open house for them that weekend. So I go into the open house and I'm doing it purely for them. I'm doing it purely for my sellers, and not for any business. And it's so funny because I'm sitting in the open house and I'm like, I guarantee you that the people that come through the open house today are going to want to work with me. And it's so funny because I don't even have any business cards, I never carry business cards around anymore. And people are always asking me for that information. This was actually my thought process. So take a look at what I just thought about, I just thought, okay, for sure people are going to be coming through, this was why I was sitting in the house already thinking this. And I'm like, I know people are gonna come through. And I know that they are going to want my information that they are going to be like, I know that I want to work with you. So I have two people that come through both our neighbors, for the agent that has bad experiences with open houses, they're thinking to themselves, of course, I knew that it's just going to be neighbors, and they are going to totally disengage because their belief around open houses and that it's just looky loos and just neighbors that pop in doesn't help them see the opportunity. Okay, I've done this so many times before. So I know that neighbors mean, amazing opportunity. And I also even though I'm not looking for leads, I cannot help myself, but like, just be myself and help these people as much as possible. And when I do that, I know that they want to work with me. So both of these neighbors come in at separate times. And they are both neighbors that have been in the neighborhood for the entire time. Like they are the original owners. They're the ones that built the homes. And so they come in and they're just like, Yeah, I'm just kind of taking a look. And you can tell they've had past experiences with agents. And you know, you always get that little like they're kind of standoffish initially because they don't want to share too much. And they don't want to be sold to or whatever. And this is why the Leanback energy is so important. Because people have had open house experiences. And they have had the experience with the agent that is like, hey, right in their face, like, Can you sign in? Oh, you don't have an agent? Do you have an agent, blah, blah, blah, like, they immediately go into selling mode. And so those people, they immediately go into like resistance mode. So I just am in the Leanback energy, I let them come in, you know, I don't actually say too much. But I'll usually give them you know, a compliment about something or just kind of start a light conversation, and then go into, you know, how long have they been looking? Or how long have they been in the neighborhood? And just go into a conversation with that. So for these neighbors did exactly that. And just went into, you know, things about the neighborhood and the houses and the market and just kind of asking them like really like questions, nothing about selling but you know, as a curious coming from a curious place. So I'm asking questions, and they start to tell me like, yep, we are thinking about selling like we are going to be ready to sell. And they go right into the entire story. And then they start to ask me questions around like, what would you recommend for different things, and so many agents around that time when that happens, that they get asked about their advice. They say immediately, like, you know, let's schedule a consultation. And that's not a wrong way to do it. That's actually a totally fine way to do it. And especially if the timing and the energy make sense for saying, let's schedule a consultation. That may be that may be fine. However, let me tell you, if you don't say let's schedule a consultation, right in that very moment, and at the very first chance that you get if you continue to talk to them, continue to help them with different things. They end up begging you for your information, like they end up asking you how can I work with you instead of you the agent asking them to work with you. I have done this so many times where I just continue to help I continue to give value why while they're they're in open house with me. And I never push on anything. I never start to lead forward where I'm like, asking if they want to work with me as an agent. I'm just giving the value until they are asking me to reach out to them. They're asking me for my information so that they can reach out to me because they want to work with me. They're asking, Hey, can I work with you? As my realtor, I have done this so many times, and it works every time like it works. So well try this and let me know how it goes. Because I'm telling you, it is such a game changer when you're doing open houses. So both of these neighbors end up asking me for a business card, because I don't have anything like laid out or whatever. And I'm like, You know what, actually don't even carry business cards. But if you would really like me to reach out, you can give me your information. And you know, I can text you my information. And that's exactly what we did. Not to mention that one of the neighbors, also has a son that is a pharmacist and is looking for a new house as well. So they were like, We're gonna tell him to work with you, because you've been so helpful and great. And that is what I want. I mean, and also think of that opportunity. Even people that are coming through that they themselves are not buying or selling, it is highly likely that they know someone buying and selling, and highly likely that they know someone buying and selling directly in their world that they have influenced to as well. So you just never know and just see every person as an opportunity to help them and one day be their realtor. Those are the main things that I want you to move forward with if you choose to do an open house. But I'll go through like the standard stuff as well. So give you an idea of if I was an active full time agent, how would I do my open house? What kind of things would I have? And in the past, what have I done that I've really liked. So for sign in sheets, sign in sheets, this was one for me in the past that I know I was so weird about because of course I really wanted their information. And I would look to see, you know, who filled out all of their information. And then I would feel like kind of bad if they didn't fill out their specific phone number or if they gave me a fake email address or whatever. And of course, I would do the old trick of like, fill out the first two lines or so with fake people just to show them that okay, yes, get into formation of filling out every single form on the sheet, which is hilarious. But like, you know, I would feel bad if people weren't filling these things out. And it was so important to me, it felt so important to get all of the information for these people so that I could sign up and I could see, you know that I actually got a lead during this open house. And so I just found that there was like this weird energy around the sign in sheet for me. So I ended up getting rid of the sign in sheet. In the later years of my business, I got rid of it like almost entirely, because I just didn't want anything to be weird. And I wanted to be super open, super lean back. And that's why I just let the people come to me the ideal clients that know I'm their ideal agent, they are going to give me their information or they are going to ask me for my information. And so I just am trusting that that is going to come if you really like to have an assignment sheet, I recommend a digital sign in sheet like something on using your iPad, I used to use spacio. And I think that is awesome technology. And that made me a little more detached from the whole sign in sheet thing and seeing what people are filling in and what they aren't. And I also think that people end up filling out more because one, it's easier than writing and so you know, it's easy to just type everything in. And then it's not just showing right out in the open. So I really liked the space yo technology the space you app that you can use on your laptop or your iPad. And I had a sign that I laminated and put on the door outside the Jets says you know seller requests that everyone sign in, please and thank you kind of thing with a smiley face right at the very front door. So people knew coming in to sign in. It wasn't like I was having to tell people hey, sign in and having to run after people if they weren't signing in. So right away, I had that sign in there. So people knew and once I had that sign everyone signed up like it was not even a question. People just went straight to the sign in sheet which was really easy. Before I had the sign that said please sign in. I felt like that immediately was a turnoff to people coming in. They immediately saw me as a salesperson. They saw me trying to get their information and trying to capture them as a lead you know, so that doesn't feel good. And I felt like that immediately killed any type of like, potential client relationship that we could have had. So having that signage where they knew that they were going to sign in as soon as they went in there, and it didn't necessarily have to do with me, that was great because it opened up the conversation immediately. So if you are going to have a sign in sheet, having that spacio I think really helps. But definitely adding that sign to the front door that says Purcell request, please sign in everyone sign in, you know what it however you want to word it. But that really, really helps. Next thing I like to have is a little portable speaker that I can put some nice tunes on just so it's not dead quiet in there. And it makes it so that talking to people is a little bit easier. And they also don't feel as awkward just like walking around in silence. As far as snacks go, I'm like a 5050 on that I don't think it makes or breaks anything. But it can be nice to have so that when you're chatting or they kind of slow down to chat, I really like to have if you are going to have some sort of snack or something to have a takeaway that you can have your business stickers on. And if you want to put business cards on it or something that can be nice, so that they have your information for a little bit longer. If you didn't get to have a really good conversation with them. My last couple of tips would be, you know, make sure that you are scheduling the open house online putting it everywhere as much as you can, as early as you can, so that you get a lot of people seeing that it's happening. Put a sign writer on if you can, saying that it's open from this time to this time on Saturday or whatever day that's going to be and also having lots of signs. And I love just having instead of like big heavy signs, I may have a few of those, but I get the light corrugated signs that are on the H frames, so that I can just easily stick them in the ground and it's just way quicker. And you can also get them in bulk for a really good deal so that you can put lots of signs around. And if you are going to follow up with the people, if you are going to follow up with the people that signed in, I would recommend following up in a way that is a little bit more personal. So like spacio sends out some auto emails like information about the property if you choose to opt into those, and those can be nice, but I also like to send if they if you've got their address, I like to send a handwritten note card to them. Or maybe even if you feel comfortable with it like a little text that just says so great meeting you blah, blah, blah, but just be as much yourself as possible. This is not a salesy thing. This is not trying to get their information trying to get their stuff. It's like Hey, I am actually here to help you like as much help as you can be. Be that person and they will want to work with you because there are so many agents that aren't being that person and they are just being the salesy agent trying to get their business and clients can 100% tell the difference. So if you're looking for activities right now, that is going to get you closest to the clients closest to the closings. I highly recommend open houses and try this approach. Try approaching it with the clarity and why you're doing it the intention behind it and the Leanback energy so that those ideal clients are coming to you and that they are actually going to ask how can they work with you? I promise it will happen for you stay in that Leanback energy and see what happens. Gratitude and abundance Queens
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Transcribed by https://otter.ai