Open house tips for home sellers

Key takeaways

• An open house gives sellers access to buyers who may not yet have an agent or are hesitant to book a private showing, widening the pool of potential offers beyond scheduled tours. 
• Preparation centers on three areas: removing personal items and valuables, cleaning every surface that buyers are likely to touch or open, and making the exterior presentable before anyone walks through the door. 
• Your listing agent handles marketing, hosting, follow-up and offer negotiations, so the most effective thing a seller can do during the event is leave the property. 

An open house lets buyers walk through a listed home without scheduling a private tour.

For sellers, it is one of the most direct ways to generate foot traffic, especially from buyers in the early stages of their search who may not yet have an agent.

This article covers when to schedule an open house, how to prepare the home, and what your agent does before, during, and after the event.

A listing's online presence can attract attention, but photos and descriptions only go so far. Some buyers hesitate to schedule a private showing. Others want to see a property in person before engaging an agent.

"Each home is unique depending upon location, price point, and layout, which makes it critical for the buyer to see it for themselves," said Sandi Polinsky, broker and owner of Goldilocks Real Estate in Mineola, New York. "An open house is your time to shine."

An open house removes the scheduling barrier and puts more prospective buyers in the home during a concentrated window. Increased traffic can lead to competing interests and, in some cases, faster offers.

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Timing affects both the volume and quality of visitors. The right day and time depend on the property and the local market.

"Each home has its own rhythm," Polinsky said. "Some work better on Saturday, others on Sunday, and for some, the ideal time might even be late afternoon Friday."

Most open houses are held on Saturdays or Sundays because more buyers are available. Weekend events make it easier for couples, families and friends to attend together. The trade-off is competition: Other listings in the area may hold open houses on the same day, splitting the buyer pool. Weekends can also draw casual visitors with no intent to buy.

Weekday open houses tend to attract fewer but more focused buyers. With flexible work schedules becoming more common, a midweek showing can offer a quieter setting, allowing your agent to spend more time with each visitor. The downside is lower overall attendance due to work and school commitments.

The most common open house windows are 1 p.m. to 3 p.m. or 2 p.m. to 4 p.m. on weekends, according to Polinsky. In summer, a 3 p.m. to 5 p.m. slot can work well for homes with strong outdoor spaces.

"However, avoid those times once the days get shorter," she said. "Preferably, buyers are experiencing the home during daylight."

Check for conflicts before setting a date. Major sporting events, holiday weekends and community events can reduce turnout. Discuss timing with your listing agent to avoid scheduling against something that will keep buyers away.

Buyers will open cabinets, look inside closets and test faucets. Every room needs to be ready for that level of scrutiny.

Remove family photos, personal collections and anything that reflects your specific tastes. The goal is to let buyers picture their own life in the space, not yours. If you still live in the home, pack personal items into bins and store them off-site or out of sight before each showing.

"That includes anything valuable, like jewelry and collectibles, but don't forget important documents like your passport and financial papers, as well as medication," Polinsky said.

This is especially important because open houses bring strangers into your home with limited supervision.

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Do a full walk-through before the event and focus on the areas buyers notice first.

• Entryways: Front door, foyer and hallways should be spotless. Remove mail, magazines and clutter. 
• Bathrooms: Wipe down sinks, toilets, showers, tubs and mirrors. Put away all personal care items. 
• Kitchen: Clean counters, sinks and appliance surfaces. Remove fingerprints, crumbs and strong-smelling food from the refrigerator. Take out the trash. 
• Bedrooms: Make beds, clear nightstands and put loose items in drawers. 

Check for odors throughout the house and address the source rather than masking it.

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The exterior is the first thing buyers see. If you have already handled major landscaping and yard work, a few same-day touches can sharpen the presentation:

• Sweep the porch, sidewalk and driveway 
• Remove trash cans, recycling bins and garden hoses 
• Put away tools, equipment and children's toys 
• Set out a clean welcome mat 

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• Lighting: Turn on all lights and open shades to let in natural light, as Polinsky recommends. 
• Scent: Use a subtle air freshener or bake something simple. Avoid anything overpowering. 
• Sound: Play soft, neutral background music at low volume. 

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Make sure visitors have a convenient place to park by keeping the driveway and street in front of your home open. Take pets with you when you go.

"That's why we recommend the seller leave the home for a few hours so we can do our job," Polinsky said.

Consider inviting neighbors. They can share firsthand knowledge of the area with buyers and help visitors feel welcome.

Your listing agent manages four phases of an open house: promotion, hosting, follow-up and negotiation.

Before the event, your agent will advertise the open house on social media, send emails to their client list and promote it through their agent network. Many agents also place directional signs around the neighborhood. Your agent may suggest that you share the event with friends and neighbors as well.

During the open house, your agent greets visitors, answers questions and walks buyers through the home.

"They will make sure people do a thorough sign-in so they can follow up after," Polinsky said. "They try to engage and take notes about each buyer's needs, and most importantly, they follow up in order to help keep momentum building."

Attendees who show strong interest often contact the agent later to schedule a private showing.

If an open house generates an offer, your agent manages the negotiation.

"During negotiations, we have a large role in countering offers back-and-forth between buyers, sellers and other cooperating agents," said Polinsky. "Once accepted, the listing agent will put together the transaction sheet coordinating between the two attorneys, buyers and sellers."

After the event, your agent follows up with visitors and their agents to gather impressions of the home, the price and any concerns. That feedback can inform whether to adjust the listing price, make repairs or change the showing strategy.

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• How to price your home to sell 
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Use this list before each open house:

• Remove family photos, personal items and collections 
• Secure valuables, documents and medication 
• Deep-clean kitchens, bathrooms, entryways and bedrooms 
• Eliminate odors at the source 
• Sweep the porch, sidewalk and driveway 
• Remove trash cans, hoses, tools and toys from the yard 
• Turn on all lights and open shades 
• Set background music at a low volume 
• Clear the driveway for visitor parking 
• Take pets and leave the property before the event starts