As we officially dive into the peak season, there’s one strategy that can make a huge difference in how you approach your open houses—and that’s qualifying your prospects quickly and effectively. In April, as we enter one of the best times to generate buyer leads, it’s crucial to make the most of every opportunity.

So, what’s the best way to engage visitors at your open house? How do you know who’s serious about buying or selling and who’s just there to browse? The key lies in asking the right questions with the right script.

Why Qualifying Your Prospects is Essential

One of the most challenging parts of an open house is figuring out who you’re really talking to. You want to know if someone is truly interested in buying a home in the neighborhood, curious about home values in anticipation of selling, or simply looking for something to do on a Sunday afternoon. After all, your time is valuable, and focusing on the right leads can make all the difference.

The Script That Works

Here’s the script I recommend to qualify your prospects quickly and effectively, and it comes from my colleague Ben Kinney. It’s straightforward, direct, and incredibly simple to use. Here’s how it goes:

“Hey, thank you, Mr. and Mrs. Prospect, for coming to our open house today. I really appreciate it. You know, I’ve found that there are two types of people that come to open houses: there are those who are interested in buying in the neighborhood, and there are those who live in the neighborhood and are curious about home values. Which one are you?”

This script does two key things:

1. It immediately clarifies the visitor’s intentions—whether they are potential buyers or homeowners looking to sell.

2. It prompts a response that will give you an idea of how you should proceed with the conversation.

Why This Script Works

The beauty of this script is its simplicity and its ability to instantly reveal the visitor’s mindset. By categorizing the visitors into two groups, you can tailor your conversation to either guide them toward potential purchasing opportunities or provide them with relevant market information.

Importantly, this script helps you avoid wasting time on “looky-loos” while also uncovering serious prospects who might be looking to list or purchase soon. You can pivot the conversation accordingly, providing more in-depth details based on what the prospect is interested in.

Delivering the Script with Confidence

Now, a quick word of advice—when using a direct script like this, practice is key. You want to deliver it confidently and also warmly. It should never sound like an interrogation. The goal is to make your prospect feel comfortable and engaged, not put on the spot.

The Outcome

Using this script can drastically change the way you handle open houses, especially during peak season when you’re likely to see more traffic. By qualifying your prospects quickly, you can focus your energy on those who are truly interested in making a move, ultimately making your open houses more productive and effective.

If you haven’t already, I encourage you to try this script out at your next open house. Practice it, internalize it, and watch how it helps you generate more leads and create better opportunities.