Within the first few minutes of greeting new open house guests, there are two pieces of information you want to gather. First, you want to find out how they found the house. “Did you see the signs or find us online?” Try to avoid saying, “What brings you in today?” This script was created over 30 years ago by someone who has never hosted an open house. It is fairly obvious what they are there for and the question doesn’t allow you to find out valuable information about the potential buyers.
Next, we want to find out their motivation to buy. Ask your guests, “Are you looking to buy a home in the next 3 to 5 years?” This question immediately releases the pressure that you’ll sell them something today.