Just two months until Open House Prime Time! Now is the time to start getting ready for it and I’m going to give you the best open house script that you can use as we start doing these.

My name is Peter Chabris with RealtorLevelUp.com, where we help you with three things for your business: generating more leads, improving your skills, and growing your financial confidence.

I’m going to give you literally the best open house script ever. I can’t take credit for this one. It comes from my colleague and friend, Ben Kinney. Thank you, Ben, for sharing this.

When you’re in an open house, there’s this awkward dance where consumers don’t want to talk to you because maybe you have commission breath and they don’t want to be solicited. You’re trying to figure out who they are and what their story is without coming across sales-y. It’s kind of awkward. This script cuts through all the crap and gets to the point in a way that is respectful and helpful.

Here’s the script: “Thanks for coming to my open house. I really appreciate it. You know, I’ve been doing open houses for a while and what I’ve found is that people come to open houses for one of two reasons, either they’re here because they’re thinking about buying a home and they’re learning what inventory is like or they’re thinking about selling their home in the neighborhood and trying to figure out what their home’s value is. Which one are you?”

That’s it. This script shows that you’re coming from a place of contribution because you’re going to help them with either of those things. You’re going to cut through all the crap and figure out what their motivation is so that you can quickly learn more about them.

Then you just kind of explore it more, “Tell me more about that… Where do you live… What’s got you moving… What’s important to you about where you’re moving… What’s going to be different about your next home…” Get into a dialogue. Do the things that we talked about in previous videos about earning trust and generating warmth and competence.

You don’t have to lead with this immediately. You can talk a little bit first. The deal with scripts is they do not work if you don’t internalize them. If you don’t practice your script and make it your own, you wind up coming off script-y and nobody likes script-y sales people. Let it be part of your language and that way it’s a natural flow of conversation so you can get to the place where you can figure out how you can help the consumer.