One of the best ways to meet new Realtors is to cold call open houses. This can be tricky though as you are infringing on their own sales efforts. Here’s some strategery for working it.

First, be VERY observant of their time. If there are people viewing the house, hold back, or return a little later. If they are free, I say something like, “Hey, my name is Todd, I’m a Mortgage Broker who works this area and wanted to just drop by and introduce myself.” Then ask if they are the listing agent, or just showing the house. Most of the time, a newbie is showing the house for an established listing agent. Ask them about the farm they work, it will usually be close to the open house. Now you have something in common, you both work the same neighborhood. Of course, you really do need to work this neighborhood for this to work. Don’t lie.

I have another angle. I run a modern homes blog. It basically features listings of modern homes for sale in Denver. I have used this on occasion to call on an open house, toting along my camera, in hopes of taking a few pics for the blog (this only works if the home is modern). Anyway, have a reason for dropping by that particular open house other than that you are canvassing the planet for agents.

Ask them if there’s a good time to get together without the interruptions of an Open House to find out if there are some ways you can work together. The only point of this conversation is to get an appointment. An Open House is the time a real estate agent has set aside (usually on a weekend) to sell. They are not in the mood to be sold to. Don’t bring literature, don’t talk about you. Don’t quote any rates. Don’t sell. Just try to get an appointment. I even go to the extreme of wearing shorts and a golf shirt when I hit them. Basically giving the impression that I’m not here to sell to you today.

Now, if you are going to work an open house with an agent, it’s a little different. First, approach the opportunity as a way to help the agent. Offer to help them set-up. Offer to go get lunch. Help answer questions about the house when they are overrun. Don’t worry about mortgages. If the subject comes up, you are there, and ready to do your thing. Also, remember that the point of an Open House is not to sell the house! It’s to meet home-buyers, and convince them that you and the real estate agent can help them with homes besides the open one they are in.

Todd Carpenter - lenderama