How to Host an Open House That Actually Converts
Open houses are one of the most tried-and-true methods for real estate agents to generate leads and engage potential buyers. Yet, after visiting 60 open houses in a span of 100 days, one thing became painfully clear: most agents are missing massive opportunities to connect, build relationships, and ultimately convert attendees into clients.
The good news? With the right approach, hosting an open house can be a powerful business-building tool—but it requires more than just unlocking the door and waiting for people to walk in.
Here’s how to properly host an open house that maximizes engagement, captures leads, and sets you apart from the competition.
Step 1: Make It Obvious
Before a potential buyer ever steps inside, they need to know they’re in the right place.
Too many times, open houses lack clear and obvious signage, causing people to drive right by or feel awkward approaching. Avoid this mistake by making it abundantly clear that there’s an open house:
✅ Use balloons, signs, and flyers—Make the event impossible to miss from the street.
✅ Ensure a welcoming entrance—Clear entry points, open doors, and visible walkways make a huge difference.
✅ Mark key entry points—If the home has multiple possible entrances (front door vs. garage), make sure visitors know where to go.
First impressions matter. Before buyers even step inside, they should feel welcomed and comfortable.
Step 2: Greet Every Guest
Here’s a staggering stat from my experience: Only 2 out of 60 realtors asked me to sign in.
Even worse, there were multiple instances where I wasn’t greeted at all. Some agents barely looked up, while others were buried in their phones. If someone takes the time to walk into an open house, they deserve an introduction and engagement.
💬 If possible, greet every visitor personally. Even a simple, “Hey! Thanks for stopping by! Do you live in the area, or are you looking for something new?” can set the tone.
🤝 If you’re with another guest, acknowledge new arrivals. A quick “I’ll be with you in just a second!” goes a long way in making people feel valued.
Step 3: Ask Smart Questions
Most agents miss the chance to engage in meaningful conversations. Many simply recite property details that are already listed on the MLS sheet.
Instead, ask open-ended questions that provide insight into the buyer’s needs:
🔹 “Do you live in the area, or are you exploring something new?”
🔹 “What’s on your must-have list for a home?”
🔹 “Are you currently working with a Realtor?”
These questions aren’t just about small talk—they open the door for deeper conversations, give insight into a buyer’s timeline, and help build trust between the agent and the visitor.
Step 4: Capture Contact Information—The Right Way
The entire purpose of hosting an open house isn’t just to sell that one property—it’s to generate future business.
Yet, in my 60 open house visits, only two agents followed up after I provided my contact information.
Here’s how to ensure you’re getting (and using) visitor information effectively:
✅ Make signing in mandatory—Use a simple script: “Our sellers request that all guests sign in. You can scan the QR code here to check in and answer two quick questions.”
✅ Ditch the paper sign-in sheet—Handwritten sheets are messy and unreliable. Instead, use a QR code or digital sign-in form to capture accurate information.
✅ Offer an incentive—A simple “Rate the home from 1-5” survey in exchange for a $5 Starbucks gift card can significantly increase participation.
By gathering names, phone numbers, and emails, you’re not just collecting data—you’re building your future pipeline.
Step 5: Follow Up—The Most Overlooked Step
Collecting contact info is useless if you don’t use it.
Within 24-48 hours, follow up with every attendee. Here’s an example of a simple but effective follow-up script:
🔹 “Hey [Name], thanks for stopping by the open house at 123 Main Street! Just checking in—what did you think of the home?”
If they respond:
💡 Ask about their home search timeline:
- “Are you currently working with an agent?”
- “Would you like me to send you similar listings?”
💡 Engage nosy neighbors (potential future sellers):
- “Would you like me to send you updates on home values in your area?”
💡 Keep the conversation alive:
- “I’d love to stay in touch. Can I send you a quick guide on ‘7 Things Every Homebuyer Needs to Know’?”
This simple strategy keeps you top-of-mind when they’re ready to take the next step.
Step 6: Use Open Houses as a Long-Term Strategy
Many agents treat open houses as one-off events—but when done correctly, they should be a consistent lead generation tool.
Here’s how to maximize results:
📅 Host open houses regularly—More visibility = more leads.
📊 Track engagement—Which strategies generate the most conversions?
💬 Refine follow-up—Test different scripts, email sequences, and incentives.
Over time, the agents who master open houses build a sustainable pipeline of future clients.
Final Thoughts
Hosting a successful open house isn’t rocket science—but it does require intentionality, engagement, and follow-up.
The difference between an agent who hosts an open house and an agent who converts from open houses?
👉 The follow-up.
By implementing these simple strategies—greeting every visitor, asking engaging questions, capturing leads digitally, and following up effectively—you’ll separate yourself from the majority of agents who simply “hold” open houses instead of using them as a lead-generating machine.
So, next time you’re preparing to host, remember: Do 100% of the work—including the follow-up.
That’s where the real magic happens.
And as always, keep chasing excellence.