How to Plan an Open House That Wins Buyers Over, According to Real Estate Agents

Recently put your home on the market? If you are ready for your next adventure, hosting an open house might lead to a faster, more efficient sale—but only if you do it right.

This real estate tradition started in the 1910s for new constructions, allowing potential homebuyers to explore new styles and modern technologies (like electricity!), says Carmen Molina, an interior designer, stager, and project manager from pre-sale home renovation company Freemodel. It wasn't until the 1920s when open houses became fully staged—and that remains the concept in 2023: showing off a well-loved, furnished home that makes potential buyers want to move in stat.

There are plenty of benefits to hosting an open house. It gives potential buyers a flexible window of time to drop by, so they can imagine themselves living in the space without having to make an appointment with an agent, Molina says—which means less stress for you, the seller, who would have to work around, prepare for, and facilitate meeting after meeting otherwise.

Here, we spoke with experts about the general basics of hosting an open house—along with some extras that elevate the experience and prompt real offers.

Pick the Right Date

While this may seem obvious, an open house works best when it's scheduled for the weekends, when most buyers have the least schedule constraints, says Emily Clancy LoPorto a real estate agent. She recommends picking a two to three hour window in the late morning or early afternoon. "It is the weekend, and you don't want potential buyers to flake out because they'll need to leave home too early," she says.

Also, make sure no other competing national or local events conflict with your showing. Major holidays or town celebrations, like parades or festivals, draw attention away from your open house.

Market Your Open House Accurately and Beautifully 

A successful open house is one with a lot of through traffic, says broker associate Kristin Harris—it's important to get as many prospective buyers into your home as possible. So if you don't create a marketing campaign for the community to discover, you're unlikely to generate a line around the block. 

This starts with hiring a solid realtor, who will broadcast your open house on social media; this might include reels and sneak peak videos, blog entries on their website, and e-flyers or marketing emails to other real estate agents (all in addition to typical listings on affiliate sites, like Zillow). Don't forget to invite your neighbors, too—they might have a friend looking to move into the neighborhood. 

Handling these things yourself? Before you hit send or post on any marketing materials or in public Facebook groups, double-check that your listing description is accurate—and not exaggerated. The listing should highlight the most in-demand elements of the home, notable neighborhood features, and other standout rooms, amenities, and features, says Jennifer Patchen, a broker at Opendoor. 

Another vital piece is photography. "Photos of the property are the biggest motivation for a potential buyer to actually want to visit the home for sale," says real estate agent Michelle Dearing-Shiels. "Photos should be professional and high resolution. Bright photos using natural light tend to work best as opposed to dark images, which may give a dreary appearance."

Focus on Cleanliness

Though a potential buyer might imagine herself living in your home, you may interrupt those daydreams if she spots a big pile of dirty clothes and a sink full of dishes. That's why the inside and outside of your home should be clean and welcoming for guests. "Disorganization can signal to a buyer that the home is in disarray and deter them from purchasing," Patchen says.

Make sure you (and your realtor) have gone through every inch of the house to ensure nothing is left untouched. Your home should tick off everything on this checklist before doors open to the public:

• Well-maintained landscaping
• Spotless floors and countertops
• Organized closets and drawers
• No visible messes
• No visible areas that need improvement (leaky faucet, nail sticking out, etc.)
• No foul odors

Set Up Signs

Think you have enough signs to promote your open house? According to Harris, you can always have more. In fact, she says 10 to 12 is a good place to start—but 20 will optimize your results. If you live in a gated community or have a homeowners association to appease, make sure to ask where you can put them. Ideally, you would place signs starting a few blocks away (preferably on a main road) to guide drivers and in your yard.

Stick to a Neutral Design Aesthetic 

When people visit an open house, they want to imagine themselves living there—so it is imperative to depersonalize your home, Molina. This entails removing family photos, heirlooms, and keepsakes from view. "Chances are, if you have a couple of moving boxes in the living room, they will talk about those boxes. If there are too many little porcelain ornaments in your cabinet, they will focus on that and forget about how gorgeous and clean your flooring was," Molina says.

Remember: You only have a few moments to make a first impression, and whatever is easily seen will be cemented into memory.

Know Your Stuff

Ask your realtor to study up on your home before the day of the open house. Since sellers typically aren't present at these events, you need your representative to be a walking FAQ for your property, says Stephanie Liriano, a real estate agent.

Typical details your realtor might be asked to field include:

• The age of the home, roof, hot water heater, HVAC unit, kitchen appliances, etc.
• The last time the seller had maintenance done on the pool, hot tub, appliances, etc. 
• The material of the countertops and flooring
• Any upgrades the seller made since they purchased the home. 
• All relevant information on homeowner associations or other applicable fees
• The closest gym, local park, shopping mall, school district, etc.

If you don't have an agent, you'll be on-site and responsible for answering these queries. "The buyer wants to know this stuff, so don't wing it. Do the research that it takes to get it sold," Liriano says. "But most importantly, if you don't know the answer to be truthful. Let them know that you don't know, but you will find out and get back to them or their agent with the correct information."

Invest in Secret Touches That Make a Difference

Now that you've mastered the basics of hosting an open house, dig into the above-and-beyond details that really win over buyers. It's these small considerations that often have the largest impact.

Have a Sign-In Sheet

When guests arrive at the open house, ask them to fill in their contact information via a physical or digital sign-in sheet. This allows your realtor to follow up with visitors, obtain feedback for you to review, and otherwise get in touch with attendees, says real estate agent Jennifer Okhovat.

"There are some guests who may visit the open house and think that they cannot afford the house or that it will be too competitive for them to purchase it—so the follow-up is critical to express what the situation with the property is," Okhovat says. "Also, if something changes, such as price or owner's motivation to sell, then the sign-in sheet will allow the agent to have the contact information to follow up with everyone who has seen the property to let them know."

Create a Helpful Brochure

When you're creating marketing materials for your open house, go ahead and create a take-home brochure, too, suggests real estate agent Michelle Sens. This should include all the details about the home, but also things like the distance to walk or bike to a nearby popular area, fun things to do in the area (maybe it's Food Truck Thursday downtown), or the awards the closest elementary school has received recently, she says.

Stimulate All the Senses

Once your home is clean, take time to elevate the guest experience. As buyers walk through the door, appeal to their senses, says real estate agent Dawn McKenna. Some ideas? Bake a batch of cookies just before kick-off so your home smells like nostalgia—or light a fragrant (but not cloying!) candle in the entryway. Then, stock the bathroom with designer toiletries and fill the bar with fine liquor and wines. "We also like to stage a property with interesting local art. It not only brings a home to life, but people take more time, ask more questions, and, most importantly, make higher offers," McKenna says.

Background music, which can create a relaxing and peaceful atmosphere, can also go a long way, says broker Gina Guajardo. "I usually gravitate towards smooth jazz. Not every buyer expects to have music played at the open house. It certainly helps to distinguish yourself from the competition," she says.

Open All the Windows

If the forecast allows, open those windows and let all of the light in. "Lift window blinds, open curtains, and clean window sills and surroundings," Molina says. The reason? Dark homes don't sell. "If your house doesn't have many windows or if they are small, consider taking down window treatments and things surrounding them. Those can give the impression of even smaller windows," Molina says.

Stage With the Season in Mind

Depending on your zip code, theming your open house by the season can create an immersive experience for your guests. If you're hosting a showing during warmer weather, for example, Molina recommends having a refreshment table with small bottles of cold water, cool snacks, and flowers. On colder days, lighting the fireplace and dressing your couch with throw blankets is a great technique, says Dearing-Shiels. Serve hot tea and coffee in addition to other winter-friendly snacks.