The sign-in sheet gets a fake number because you asked a stranger for their details at the door. This team asks for nothing, and still leaves with three separate chances to get it — built on one decision they make before the open house starts.
This team prints nothing. Not the floor plans, not the disclosures, not the surveys — "we don't print the floor plans. We don't print the disclosures." The surveys stay unprinted too. Visitors still register, by QR code at the door.
The part that matters comes after. Nobody is asked for their information again. Instead the agent listens, and each document becomes the answer to something the visitor brings up on their own.
Someone wondering aloud whether their furniture will fit gets: "Hey, I also have the survey. Do you want me to text or email that?" Someone looking at the lot lines is the reason to send the floor plan. Someone asking about the roof or the HVAC gets: "Well, I've got the disclosure. Do you want me to text or email it?"
Her own summary of why she withholds all three: "you've got three different options to get their contact information if you didn't get it at the front door"
“I don't put that stuff online. None of that's anywhere they can find it. It's in an attachment.”
The decision that makes this work is not the one at the kitchen island. It is this: "I don't put that stuff online. None of that's anywhere they can find it. It's in an attachment."
That is the whole mechanism, and it is the part that gets skipped. If the floor plan and the survey are downloadable from the listing, the visitor never has to ask anyone for them, and every one of these three openings closes before the open house begins. Withholding them from the listing is what turns a document into a conversation. A buyer working with an agent can still get them — that agent can pull the attachments — so nothing is being kept from anyone who needs it.
It also inverts who is asking. You are not a stranger asking for a phone number; they are asking you for something they want, and the number arrives as the way to send it. That is why the numbers are real.
The by-product is a record of what each visitor actually cared about. Someone who asked for the survey was thinking about the lot. Someone who asked for the disclosure was thinking about what it will cost them. Tag which document each person requested and your follow-up writes itself, weeks before they would have told you.
Her results are her own and unaudited: "last year we had 32 of our clients' homes sold and the buyer came through an open house" with sixteen more by the time of this interview.