The Truth About Open Houses: Do They Actually Help Sell Your Home?

Leegie Parker  |  Real Estate Advisor  |  DRE 01020534  |  Compass | Leegie@Leegie.com

TL;DR

Yes, open houses still help sell homes when they are run thoughtfully, and with the new buyer representation rules, they matter more now than they have in years. They are not right for every seller or every home, and safety and preparation always have to come first.

Yes, open houses can absolutely help sell your home, but only when they are done right. In my experience, about 75 to 80 percent of the people who walk through one of my open houses are real, active buyers, not just curious neighbors. And since the new buyer representation rules went into place, open houses have become even more important because they give buyers a low pressure way to explore homes before committing to a formal agreement with an agent.

That said, open houses are not the right move for every seller or every home. There are situations where I would actually steer a client away from doing one. Let me walk you through how I think about it.

Yes, Open Houses Still Work

Selling a home is a numbers game. The more eyeballs you can get on your property, the better your chances of finding the right buyer at the right price. Open houses are one of the most efficient ways to get a lot of people through your home in a short window of time, and that exposure matters.

There is a common myth that open houses are mostly just for nosy neighbors and people who like to wander through houses on a Sunday afternoon. In my experience, that is not true. About 75 to 80 percent of the people who come through my open houses are real, active buyers who are out there searching for their next home.

Here is something that has shifted recently. With the new buyer representation agreements that came out of the NAR settlement, a lot of buyers are hesitant to sign a formal agreement with an agent before they have even started looking. Open houses give them a way to walk through homes on their own terms, without committing to anything. That is making open houses more important right now, not less.

The Safety Conversation No One Wants to Have

Before I will hold an open house for a client, we have a very direct conversation about safety. This is not the fun part of selling a home, but it is the most important part.

There are constant stories about prescription medications being stolen from bathroom medicine cabinets during open houses. Jewelry, small valuables, and personal items disappear. And it is not always the obvious things. Sometimes it is a small piece with sentimental value, the kind of thing that cannot be replaced no matter how much insurance you have.

My rule for sellers is simple. Anything of value, real or sentimental, that could fit in a pocket needs to be boxed up and out of the house before we open the doors. Prescription drugs, jewelry, family heirlooms, small electronics, even a grandmother's ring sitting on a dresser or in a drawer. If it matters to you, it should not be in the house during an open house.

If a seller is not willing to do that prep work, I will not hold an open house for them. It is not worth the risk, and I would rather use other ways to market the home than put my client in a position where they could lose something irreplaceable.

How I Run an Open House Differently

Most agents treat an open house like an unlocked door. Put a sign in the yard, post it online, sit at the kitchen counter for two hours, hope someone shows up. That is not how I do it.

In the days leading up to an open house, I walk the neighborhood. I knock on the doors of the closest neighbors, usually the ten or so homes nearest to the listing, and I bring a small gift. Sometimes it is banana bread. Sometimes it is cookies. I introduce myself, let them know their neighbor is putting their home on the market, and gently warn them that there will be some extra traffic in the neighborhood that weekend. People appreciate the heads up, and it starts the conversation.

I also host a special preview just for the neighbors before the public open house. I call or drop off an invitation to them personally, and I encourage them to bring along any friends or family who might be looking to move into the area. This works for two reasons. First, neighbors are naturally curious about what is going on in their neighborhood, and a private preview gives them permission to satisfy that curiosity without feeling like they are being nosy. Second, neighbors talk. And sometimes those conversations lead directly to a sale.

I will tell you a quick story. Not too long ago, I held a neighbor preview, and one of the neighbors who came through told a friend about the house. That friend showed up at the public Sunday open house a week later, walked through, made an offer, and ended up being our buyer. That sale would never have happened if I had not invited the neighbors first.

The Little Things That Make a Big Difference

At my open houses, I do not ask people to sign in. I know that is the standard practice, but in my experience, it just annoys buyers and makes them feel like they are walking into a sales pitch. Instead, I offer something thoughtful at the door. A small token, usually something that ties in with the season or the location of the home. Around Halloween, I make little s'mores kits with Halloween themed marshmallows.

Each favor comes with a QR code that links back to the property information and my contact details. That way, anyone who wants to learn more can scan it and follow up on their own time, with no pressure and no sign in sheet.

The whole experience is meant to feel welcoming, not pressured. People relax, they take their time walking through the home, and they pay attention to what they are seeing. That is when buyers fall in love with a house.

One more thing that matters, especially for larger homes. A good open house should be properly staffed. One agent cannot keep an eye on every room in a five thousand square foot house, and that is exactly when things start to go missing. For bigger properties, I bring in other agents or assistants so we have eyes in different parts of the home, both for security and so we can answer questions and engage with visitors as they come through.

When an Open House Is Not the Right Move

Open houses are not for every seller or every home. If a seller is extremely private, or the property is a high end luxury home where discretion matters, an open house may not be the right approach. Some gated neighborhoods make open houses logistically tricky too.

I do not have hard and fast rules about this. I try to come into every listing with an open mind and a willingness to adapt my marketing plan to what works best for the seller and their specific situation. If an open house is not the right fit, we pivot.

When a seller decides to skip open houses, I ask them to be more flexible on private showings. That means honoring as many showing requests as possible, including evenings and weekends, so that buyers who want to see the home can get in. I still do my neighborhood marketing, with brochures and outreach to the neighbors, just without the open house event itself. The goal is the same. Get the home in front of as many qualified buyers as possible, in whatever way works best for the seller.

The Bottom Line

Open houses can be a powerful marketing tool when they are done thoughtfully. They get more people through your home, they create energy and momentum around your listing, and they can absolutely lead directly to a sale. But they only work when both the agent and the seller take them seriously, prepare properly, and put safety first.

If you are thinking about selling your home in Los Angeles or the San Fernando Valley and you want to talk through whether an open house makes sense for your situation, I would love to have that conversation with you. There is no one size fits all answer, and the right marketing plan starts with understanding you, your home, and your goals.

As I always tell my clients, I never gamble with your money or your equity. That includes how we market your home. Let's do it the right way.

Leegie Parker DRE 01020534 310-739-9202 Leegie@Leegie.com

KEY TAKEAWAYS

•        Open houses still work when they are run thoughtfully. The more eyeballs you can get on your home, the better your chances of finding the right buyer.

•        About 75 to 80 percent of the people who walk through an open house are real, active buyers, not just curious neighbors.

•        The new buyer representation rules have made open houses more important right now, not less, because buyers can explore without committing to a formal agreement.

•        Safety and security are non-negotiable. Sellers must remove valuables, prescription medications, and anything sentimental before opening their doors to the public.

•        A great open house is not just an unlocked door. It takes neighborhood outreach, preparation, proper staffing, and a welcoming experience for the people who walk through.

•        Open houses are not the right fit for every home or every seller, and that is okay. Marketing should always be customized to the home, the seller, and the situation.