Strategy #4 - How to Mine Leads from ‘Open Home’ Registration Lists (8 minutes)

Every open home or property inspection is a prime opportunity to connect with potential investors.

While you can’t always attend every open home, following up with the registration list ensures you still capture rent roll leads.

By proactively reaching out to those who attended but didn’t immediately engage, you can identify potential investors who need property management services, ensure they don’t fall through the cracks, and prevent them from giving their management and business to your rivals due to a lack of follow-up.

Never forget this one quote that I always say: “Don’t rely on the sales team to grow your rent roll, go out and hustle for the business yourself”.

Now, let’s dive into the three key steps to making the most of your follow-up.

The first step is to contact attendees on the registration list. You’re essentially making a customer service call, which allows you to introduce yourself and establish a connection with the potential client.

Timing is crucial, so be sure to follow up quickly—here’s a simple script to help guide your conversation:

[Script] “Hello, it’s [Your Name] from [Your Company], the customer service department. Is this [Attendee’s Name]?”

Once you get confirmation, continue:

“Our records indicate that you attended an open home over the weekend at [Property Address] with [Sales Agent’s Name]. Is that correct?”

You can follow with (knowing the sales agent has done this).

"Did [Sales Agent’s Name] give you all the relevant information about the property?"

After confirming the details, ask the key question:

“Is this an investment property you’re looking to purchase?”

By keeping the conversation straightforward and direct, you can quickly determine whether the attendee is a potential investor.

This allows you to focus on those leads who are most likely to need your property management services.

Regarding the questions, you are also asking them questions to which they answer yes, which frames the conversation more positively.

“Yes, I am… Yes, they did!”

Once you’ve confirmed that the open home attendee is an investor, you can begin to explain how you can assist them. Let them know you’re from the property management department and that you offer support for investors in determining rental returns and attracting quality tenants.

For example, you might say:

[Script] “We help investors by providing up-to-date rental appraisals, regardless of which agency handles the sale. We can also advise on ways to maximise your rental returns and ensure the property attracts high-quality tenants.”

This information is often valuable to investors who may not think beyond the initial sale price.

They may not realise that rental markets fluctuate or there’s potential to increase returns with small property improvements.

Offering this insight positions you as a knowledgeable resource and helps build trust. Again, this conversation is framed the same as the one from the website enquiry.