Open Houses are like a social sport… it’s not uncommon for me to have 100 to 200 people at an Open House… my Open Houses are better attended and more effective because there is a whole strategy about what we do. ~ Kendyl Young

When you’re new in the industry you try a lot of things but…

...unless you are authentic, it doesn’t go well. Coming to terms with who you are is one of the best things you can do. It is enlightening and reassuring to hear the soul-searching process Kendyl Young had to go through as she struggled to get her feet under her in the real estate industry in Los Angeles.

It wasn’t an easy path to walk, but it brought her to a place of clarity about who she is, what she brings to the industry, and more importantly, the value she is uniquely able to provide to her real estate clients. She’s become incredibly successful being herself - which means being intensely interested in people. Find out exactly what that means - and how you can develop the same skills, on this episode.   

A strategic Open House can still drive home sales

Kendyl has learned that she can’t expect Open Houses to be successful if she treats them like a thing to dread, gets up late, rushes to put out signs, and hangs around the house with little to no enthusiasm.

She has to be strategic - so she is.

That means she begins days and even weeks before the Open House. Because Open Houses are an expected event when new listings come on the market, she takes advantage of that. She doesn’t allow any showings - by her team or other brokerages - until the open house. She wants people to see the house under certain conditions that she has arranged ahead of time.

That’s just one example of what goes into her Open House strategy. You can listen to the entire conversation to hear how she leverages social media, interacts with those who visit her Open House events, and more.

Earning business by being interested and articulating value

Kendyl says that she’s become very good at showing and telling people that she is incredibly valuable to them when it comes to their real estate needs. In the context of an Open House, she expresses this by being intensely interested in them. Why are they taking a Sunday afternoon to visit a house that’s for sale? Who are they? What are they interested in?

But she doesn’t show that interest just by asking questions. People recognize that questions are often a way to fish for information so they can be sold to… and they don’t want to be sold to. Instead of majoring on questions, Kendyl has become a keen observer and is learning to label what she sees. The outcome is much more effectiveness when it comes to building rapport and establishing a relationship.

But Open Houses are not the sales driver they used to be. What else can be done?

Beyond Open Houses, Kendyl teaches her agents how to nurture existing relationships with people who already know, like, and trust them - before they have a real estate need. They do this by being active in the community, by learning to listen, and by learning to be helpful in whatever ways they can.

As agents are able to build trust as individuals, within their own networks, they become the trusted experts the community turns to when they have a need.

This episode goes into much greater detail, so be sure you take the time to listen.

Here’s What You’ll Learn:

• [0:49] How Kendyl got started in real estate in the Los Angeles market
• [3:05] The steps required for Kendyl to build a positive personal brand
• [6:29] Kendyl’s sales philosophy: The only thing that matters is doing right by people
• [8:48] Strategies for more effective open houses
• [11:22] Leveraging existing relationships before a real estate need is on the radar
• [13:32] Why Kendyl’s team doesn’t push for people to sign in immediately at an Open House
• [18:47] Doing her job well at an Open House and training her team to do the same
• [24:10] Advice for agents: Talk to people without vamping

Resources & People Mentioned

• Chris Voss
• BOOK: Never Split The Difference

Connect with Kendyl

• Kendyl (at) glendalediggs.com or text 818-482-1885
• http://glendalediggs.com - Kendyl’s hand-crafted boutique real estate brokerage

Connect With Spacio

• hello (@) spac.io

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