Bring in the Buyers, Open House Strategies

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Host an Open House like a Real Estate Pro (Here is their advice):

1. Engage with Your Visitors & Put Away the Phone

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The best and most treasured tip I can give is to put away your cell phone—out of view, either in your pocket or a drawer—and do not be on your computer. Think about it…when you arrive at an Open House as a buyer and you see the host on their cell phone or computer, what is your first thought? Mine is that they would rather be somewhere else and are not totally interested in selling the house.

I understand there are exceptions. However, I’ve seen this become more than the norm. Host an Open House with the intention of engaging EVERYONE who comes in with a smile on your face, eyes up, and armed with facts on the house you want to sell. Your attendees will appreciate your full attention.

2. Offer Your Visitors Food & Drinks

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A purchase of cookies, bottled water or soft drinks, chocolates or even a plate of sandwiches from Subway or Cousins will go a long way and make your buyers feel welcome and entertained.  Treat it like a party!  Engage with Buyers.  They will be shy.  Offer food and drink and watch them warm up to you.

3. Know Your Market Data Before Even Thinking About Hosting an Open House

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Before the open house, study up on competing listings so you can speak intelligently on the competition and recent sales.  Focus on what your home offers vs. the competition.  Whether it is a better price, better lot, better floorplan, or better updates, make sure you point out what sets your home apart from other listings.

4. Open All the Curtains to Let the Light Shine In

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Natural light is key to the home buyer process. We find that the home buyers generally embrace the natural light because that’s what most people want. Even on a cloudy or gloomy day, we still leave the blinds open. It can really transform a space even if the weather isn’t the best outside—ceiling lighting can only do so much.

5. Make Minor Renovations & Repairs Before Your First Open House

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Most sellers know the importance of cleaning and de-cluttering a home before listing it on the market, but we also stress the importance of making small home improvements to our clients. If the first things a buyer sees are outdated light fixtures, peeling paint and dirty windows, they can easily be put off and focus on how much work the property needs. Hiring a window cleaner, painting, and replacing light switches/outlets and fixtures are all relatively inexpensive ways to make a better first impression.

6. Use Open House Signs Strategically

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Since most of the neighbors probably aren’t following your listings on Zillow or your Social Media, the only way they’ll know you’re having an open house is to tell them. One strategy is to knock on doors or make phone calls to invite the neighbors, but some find this invasive and some neighborhoods don’t even allow it.

Instead, use open house signs strategically to draw traffic to your real estate open house. Here’s how: Use multiple types of signs that are visible and legible from a distance (at least 30 feet), and place directional signs to advertise in a five-block radius to reach a wider audience.  You want to guide people in from the main road and at every turn until they get to the front of your house. If your Open House is on a Sunday, consider putting up your signs on Friday. Get the word out!

7. Depersonalize the House

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Depersonalize! Having a home that is too full of personal items makes it hard for buyers to see themselves living there. That also means not having underwear lying around (even in bathrooms!), no dirty dishes in the sink, put down the toilet seats, etc. The idea is to have a vibe that it is easy and comfortable to live in the listing.

8. Use This Handy Checklist for Your Open House

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Instead of pulling your hair out the day of your open house, use this handy checklist. Make the most of your open house by choosing the right day and time and promoting it with eye-catching marketing materials. Prepare for the big day by putting away valuables, setting the thermostat to a comfortable temperature, and taking care of any lingering maintenance issues. After the open house, follow up with visitors to see if they have any questions to get honest feedback.

9. Spruce Up the Front Door to Make a Great First Impression

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Simple updates to your front door can make a huge difference. It’s the first thing buyers see—an inviting door calls people in and sets the tone for the rest of the home. Good first impressions go a long way and can result in a relatively large return on investment.

10. Stage Like a Pro

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It’s no secret that a well-staged home can help potential buyers feel comfortable and envision themselves in the space. To create a welcoming environment, make sure that walls and fixtures are updated and that clutter is under control. Then, stage each room with furniture that makes the purpose of the space clear.

If you’re not sure how to stage a house, hire a professional stager who can choose the perfect furniture and decor for the space. Remember, staging does mean buying or renting new furniture, often it simply a matter of rearranging the furniture and decorating items you already own!

11. Bring in a Housekeeper or Professional Organizer

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A clean and organized house is the easiest house to sell.  Nobody wants to buy a house from a slob.  If you don't have time, hire a cleaning service or professional organizer to tidy up and make it look perfect.

12. Make Sure the House Is Ready for Its Close Up

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Turn all lights on and open all blinds/curtains and remove everything from countertops (not only does it look cleaner, but it gives the appearance of a larger space, which is very important in areas like the kitchen).

It should go without saying, BUT the home must be entirely clean, organized and tidy (beds made, junk should be organized or thrown away). A seller’s home is their home until the day they decide to list. Once that decision is made, the home becomes a product—a product that is going to be consumed by the marketplace, so you always want to ensure you put your best foot forward.

13. Get Advice from Those You Trust

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If money’s a bit short, then some sage advice is to invite three of your closest friends/family to your home to tell you what they really think. Get them to pretend they are a potential buyer and walk around the property, speaking their thoughts aloud and asking questions potential buyers might ask. Follow them around with a notepad and jot down anything they say.

Make sure that you have a chat with them beforehand, encouraging them to be completely honest in their thoughts—from what your house smells like to removing a hideous picture from a wall. It helps if they walk around independently of each other; if they all mention the same things, you know you definitely need to take action.

14. Beautify the Landscaping

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A home’s yard is the first thing potential home buyers see at an open house. What’s more, buyers are likely to decide whether to attend your open house based solely on the home’s curb appeal. To ensure you attract serious buyers to your open house, make sure your sellers take steps to beautify their property with landscaping.

In addition to keeping the lawn mowed and the flower beds watered, touch up mulch to give the yard a fresh appearance. If the house has any water features, make sure they’re clean and operational. Finally, power wash surfaces, maintain irrigation systems and repair outdoor faucets that may draw a buyer’s eye to potential plumbing issues.

15. Let Buyers Imagine the Space

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Give guests some space: While you want to be available to answer any questions that home buyers have, you also want to make sure to provide them with some time and space to take a detailed look at the property and start picturing it as their own home. Don’t get stuck to the potential buyers and prevent them from looking around and getting a feel for the place.

16. Master the Art of Feeling Good

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Consider buying donuts. There’s something about the sweet smell that gets people to linger and feel like it’s their home. Put them where you want the clients to hang around. Most of the time, they are in the kitchen, and the kitchen may be remodeled or look especially good.Consider putting them in the living/dining areas if you want them to pay extra close attention to that part of the home. Before an open house,  do a “coming soon” post on social media to build buzz, invite the residents on the block, and also invite friends in who can help spread the word about the property or be a potential buyer.

17. Schedule Strategically

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The first thing we typically do to prepare for an open house is take a look at competing houses in the area that buyers might also be interested in and see if they’re holding an open house. The logic is to avoid completely overlapping times with any of these open houses when scheduling. Generally, try to schedule before any other open houses. you want people to come to your open house first, because after a few rounds of open houses in the morning and then lunch, sometimes an open house in the afternoon can be forgotten about, or the buyers don’t have the energy to go to more, or they find something they think is better without seeing yours, etc., so we usually schedule them in the morning.

18. Keep the Scent Neutral

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Did you know that one out of three people don’t like scented products? That includes air fresheners, candles, incense, and potpourri. Instead of masking odors with plug-ins, warming oils, or burning candles, invest in carpet shampoo and be sure to air out the home for a few hours before your open house. Or, consider putting a batch of cookies in the oven to serve at your open house!  Typically speaking, buyers are likely to wonder what you are covering up with the scented products.

19. Remember to Clean and Organize the Closets

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We always recommend cleaning and organizing the closets. No matter how hard you try to stop them, buyers (sometimes even buyer’s agents) will open the closets. Instead of letting them drown in an avalanche of boxes when they open that closet door, make sure all closets (this includes hall closets, bedroom closets, kids’ closets, linen closets—ALL CLOSETS) are clean and organized.

20. Be Safe!

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Here are a few safety tips for you when holding your open house:

  1. Have a spouse, neighbor, or friend with you during the Open House
  2. NEVER walk up or down stairs in front of the person you are showing the home to.  It's too easy to be pushed down, or tripped up.
  3. Have ALL exterior doors unlocked. If your exit route is being blocked one direction, you want to have another option and shouldn't need to worry about fumbling with the lock,
  4. Hide your valuables!  If you are hiding items from your dresser, we suggest NOT using the first drawer in your dresser.  This seems like the most logical place a would-be thief would start looking.
  5. Keep your phones, mobile devices, pads, laptops, etc. out of sight.  It's impossible to keep an eye on all your visitors all the time, don't tempt them.

Written by Matthew McGrady, Posted in For Sellers

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Matthew McGrady

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