Ever feel like you’re just going through the motions with open houses? You’re not alone. While there’s some debate among North Carolina real estate brokers about the real value of holding open houses, many top earners swear by them.
Top producer Sasha Valdes attributes much of her success to open houses.
Here’s how to host a successful open house in five simple steps.
Key Takeaways
- Set Realistic Expectations: Open houses are great for showcasing a property and generating leads, but their direct impact on a sale can be low. Make sure your client understands this from the start.
- Choose the Right Properties: Not every house is a good fit. Focus on properties that are rare, attractive, well-maintained, or in highly desirable locations to draw a crowd.
- Prepare the Property: First impressions matter. Enhance curb appeal, deep clean the interior, and make necessary repairs to create a welcoming vibe for visitors.
- Execute Flawlessly: Schedule your open house at an optimal time, create eye-catching marketing materials, and manage the event personally to ensure everything runs smoothly.
- Convert Guests to Clients: Use the open house as an opportunity to build your client list by engaging with visitors, collecting their contact information, and following up afterward.
Tip 1: Keep Your Client’s Expectations in Check
The chances of selling a house directly from an open house are pretty slim, so make sure your client knows this. However, open houses have other significant benefits for sellers that you should definitely talk up.
- Gets the Home Show-Ready: Nothing motivates a seller to clean, declutter, and make repairs quite like an open house. This prep work pays off long after the event is over.
- Allows for Multiple Showings: Open houses are an efficient way to get many eyes on the property in a single day. Plus, you never know when a casual browser might recommend the home to a friend who’s in the market.
- Provides Valuable Feedback: An open house is a goldmine for feedback on the property’s price, condition, and overall appeal. Use this intel to help your sellers make strategic changes to get the house sold faster.
Tip 2: Determine Which Properties to Showcase
Not every property needs an open house. Be selective and focus on homes that are:
- Rare or In-Demand. If you’re representing a one-of-a-kind property or the market has low inventory, an open house can create a lot of buzz and foot traffic.
- Attractive and Well-Maintained. You want to show off your best listings to make a great impression. A well-kept home is more likely to wow visitors.
- Located in Highly Appealing Areas. Properties in popular neighborhoods naturally draw more interest.
Tip 3: Prepare the Property to Wow Visitors
It’s time to help your clients get their home ready for its close-up. Give them a checklist of recommended improvements for both the inside and outside of the house.
What to include on your checklist
- Curb Appeal: First impressions are everything. Is the house welcoming from the street?
- Landscaping: Is the lawn mowed and weeded? Does the landscaping look neat and colorful?
- Paint: Are the paint colors neutral and fresh? Are there any chips or worn spots that need a touch-up?
- Cleanliness: The house should be spotless, organized, and free of clutter. And please, make sure it smells nice!
- Pets: Sellers should arrange for their pets to be away during the open house. Ensure that all evidence of pets (such as hair, odors, and toys) is removed.
- Repairs: Check for any necessary repairs, from major items like appliances to minor fixes like broken molding or burned-out light bulbs.
Are you really a real estate broker if you don’t have a stash of lightbulbs in your car? Learn what North Carolina real estate broker Katie Catron keeps in her work tote bag that helps her close $38 million in sales in three years.
Learn What’s in Katie’s Tote Bag
Tip 4: Execute a First-Class Event
Once the property is looking its best, it’s your turn to shine. Here’s how to make sure your open house is a hit.
How to manage the event
- Schedule it at the Right Time: Weekend afternoons are usually best. Block out a three to four-hour window and start on time. No one likes to be kept waiting.
- Create Informative Marketing Materials: Keep your flyers simple and eye-catching. Include the date, time, clear directions, and your contact info. Highlight the home’s best features with a great photo.
- Get the Word Out: Promote the event on social media and through email. Consider sending postcards to key clients and prospects. And don’t forget the power of old-school signs. Make sure they’re visible from the road.
- Take Charge: While it’s fine to have an assistant or a loan officer there to help, you need to be in control. Know the property inside and out so you can answer any questions that come your way.
- Don’t Have the Seller Present: Sellers can get emotional, which might lead them to say something that turns off a potential buyer. It’s best if they’re not there.
- Create Ambiance. Turn on the lights, open the blinds, play some soft music, and use subtle air fresheners or fresh flowers to make the house feel bright and inviting.
Are you finding it challenging to strike the right balance when speaking with open house guests—remaining approachable and knowledgeable without coming across as too pushy?
Here’s how a superstar NC real estate broker approaches open houses.
Tip 5: Convert Open House Guests to Clients
Your main goal is to sell the house, but an open house is also a fantastic opportunity to grow your client base.
How to turn visitors into leads
- Set Prospecting Goals: Before the event, decide how many attendees you want, how many new contacts you hope to add to your list, and how many meetings you want to schedule.
- Spend Time Talking to Each Guest: Walk around and connect with everyone. Ask questions to gauge their motivation. You might find your next buyer or seller right there in the room.
- Capture Contact Information: Some brokers swear by sign-in sheets, while others use tablets or other electronic means of gathering contact information.
- Don’t be Afraid to Ask for a Meeting: If someone seems motivated, ask if you can schedule a call or an in-person meeting. The worst they can say is no.
- Follow Up: Send a thank-you message to everyone who attended. If you promised to send more information, do it promptly. Following through shows you’re committed and professional.
Create personalized follow-up messages — fast, with AI. Learn more about AI for real estate brokers by requesting a replay of our recent webinar.
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Build Your Business One Open House at a Time
Don’t underestimate the power of a well-run open house. Especially early in your career, hosting them regularly can be a game-changer for growing your contact list and building name recognition. With these steps, you’ll be well on your way to building a thriving North Carolina real estate business.
Learn more open house tactics from boots on the ground agents, Katie Catron & Sasha Valdes, by requesting a replay of our recent webinar, The Open House Playbook for Building a Six-Figure Business.
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