With low turn-out rates at home opens, it is time that we changed the psychology around them. We need to be more creative with our home opens. Instead of opening every property at every available chance, what would happen if we were to change the marketing method from open homes to ‘By Invitation Only’?
So how does ‘By Invitation Only’ work?
Some of you out there might be saying that ‘By Invitation Only’ is the same as ‘By Appointment Only’. While they are both very similar, there is one major difference, ‘By Invitation Only’ means that the only people that you’re going to show through the property are those who have been personally invited by you.
By doing this we’re creating reverse psychology by making people wonder why they can’t view the property, resulting in them trying to find out how to get invited. We are creating that wonderful thing that I’m sure we’ve all experienced, FOMO, or ‘fear of missing out’. People will start to call you asking how they can get invited to view the property.
This now gives you the opportunity to get more information from them by having them register their details. You may also setup an interview explaining that the sellers have asked you to really narrow down the ideal buyer for the property and you don’t wish to waste anybody’s time.
Without being rude or arrogant about it, it’s changing the way real estate agents do things just by offering properties ‘By Invitation Only’.
Obviously, those people will then become part of your Private Exclusive Buyer Database and any new listings you get, they will then be invited to. This is going to create an attraction-based buyer situation where buyers will start to contact you because they want to be part of this exclusive club and be invited to all these special home opens.
Sometimes it takes extreme situations for us to change the way we do things. I believe that ‘By Invitation Only’ is a great way to reinvent home opens by creating some FOMO amongst potential buyers.
If you want my advice, give it a try. As has been mentioned before, the height of insanity is to keep doing the same thing while expecting different results.
For more strategies such as this one, register for my upcoming FREE half-day Real Estate Brilliance webinar. I’ll even show you the invitations that I used and how my clients use it to generate interest in their home opens.