Open houses

A - Successful Open House: What can be done to insure one?

Make your home look like a million bucks (well, duh). OK, then consider these ideas:

First, if you're feeling apprehensive about doing an open house, build your confidence for success by simply putting out a sign for an hour or two on a Saturday or Sunday. You’ll get a few visitors, sort of a dress rehearsal.   

Mark the open house date on your info box fliers. A larger crowd promotes urgency.

On your info box flier, add drama: “DON’T MISS OUT” or “FEEL FREE TO CALL FOR A PRIVATE SHOWING!” Appointments made before the scheduled open house reveal serious interest.

Don't conflict with a holiday or compete with some large sports or local community event. 

Put an open house rider (a smaller sign that hangs off your main sign with "Open Sunday 1-5") up several days in advance. At local intersections in your neighborhood, post open house, directional-arrows, the morning of or a day in advance. 

Put your address and directions to your home in your newspaper ad.

Advertise “NEW ON THE MARKET!” or “NEW LISTING!” (even if it’s not really ‘listed’). Buyers like new offerings.

Early arrivals are usually very interested.  On your sign and box flier, put “Open 1 to 4”. In the ad, put “Open 2 to 4”. The highly interested prospects will come at 1 and at 2, instead of all coming at 1. You can now give these prospects more quality time.

Park your car across the street (not in the driveway) to give the impression of prospect activity. People are more inclined to stop if they think other buyers are inside. Also, a vacant garage looks larger.  

Position your open house sign so that parked cars won’t obscure it. If your car should have been in the Cash for Clunkers program, park it at a local shopping center. 

Be sure to have a cozy fire going if the weather is appropriate. 

If there's a storm or screen door, keep your front door open. Visually, this is more inviting from the street. 

Have a sign-in sheet for names and phone numbers. As visitors arrive, say, "We'd appreciate it if you would sign-in. Help yourself to _____________ (M&Ms, popcorn, etc.). 

If listed, be sure your agent has included your open house on the local MLS for the public and other agents to see. 

Homes that sell at an open house are always based on the buyers’ strong emotional feelings–getting caught up in the moment. The best candidates for this are homes that are clean and staged to show well.

Price can always be negotiated, while emotional aspects can’t. If your house is not clean, is in poor condition, or suffers from the blahs, an open house is a waste of your afternoon.