Your open house is over, you’ve got pages of contact information from the many visitors you chatted with, so what now? Now it’s time to follow up with them just like you would any other lead. It is imperative that EVERYONE from your open house be put on your mailing list and any drip campaign you may run. Once you’ve got them all listed in your pipeline, your open house visitors have officially become leads.

It’s time to call and send a thank you card to each and every one for coming out to the open house and gently reminding them to call you with any questions or needs they have. Keep them updated on what happens to the home – whether it sells, what it sold for, similar properties in the area, etc. It is VERY important that you put a disclaimer on everything you send out to leads if you are NOT SURE whether they’re currently contracted by an agent. It is illegal to help people who are already under an agreement with another real estate agent. The disclaimer can be as simple as, “If you are already contracted with a real estate agent, please disregard this e-mail (or newsletter, or postcard, etc).” This will effectively cover your back if some of your leads are already listed with another agent.

Continue to follow up on a regular basis with all your leads (open house or otherwise) so that your name stays fresh in their mind. Remember though that you must have a REASON to contact your lead, so come up with something useful or interesting for them before calling or sending them more material. If you offered them emails with coupons in them, you better deliver.

Some open house leads can be converted to clients without much effort, while others may take a lot of convincing, and still others may not be looking to move for 3 more years. As long as you are actively following up with your leads, building a rapport and gaining their trust, you WILL convert them to clients eventually. Since all the leads are in different stages having a real estate need, month after month you should always have at least one lead in a position to become a client.