As a mortgage agent who visits over 100 open houses a month—yes, really—I’ve seen just about everything. Before mortgages, I was a realtor and a real estate consultant. I’ve hosted countless open houses myself, and I know the effort it takes to make one exceptional. That’s why it surprises me how many agents put on lacklustre open houses, treating them as a box to check instead of a golden opportunity to shine.
But here’s the good news: if you care enough to read this, you’re already in the top 10%. Because most open houses? They leave a lot on the table. And that means you have a huge opportunity to stand out—for your sellers, your buyers, and your brand.
Staging is Great—But Don’t Be a Clone
Engage the Senses—Sound and Smell Matter
Feed Their Curiosity (and Their Sweet Tooth)
Flooring Matters—Don’t Ignore It
Staging Can’t Hide Sloppy Maintenance
Talk-to-People—Don’t-Just-House-Sit
Know the Product. Know the Area. Be the Expert.
Use the TV—Make It Part of the Pitch
Host-an-Open-House-With-Your-Mortgage-Partner
The Best Open Houses Are Run by the Listing Agent
Why Some Realtors Don’t Care
Many realtors do not prioritize open houses, including many top producers. They believe open houses are less effective at directly selling a property and are more of a marketing tool for generating new listings or acquiring new clients. Additionally, concerns about security, unqualified buyers, and the potential for open houses to be a waste of time for sellers and buyers can also lead to a reduced emphasis on them. However, they know they have to show ‘value’ to the home seller, and they are aware of the expectation of doing an open house, so they largely go through the motions of putting one on.
As someone who’s observed hundreds of open houses firsthand, I can tell you there are several reasons why many realtors seem disengaged from the very open houses they’re hosting. Here’s a breakdown from an insider’s perspective:
- It’s not their listing
- They don’t believe open houses work
- Complacency
- Why I think they are wrong
It’s Not Their Listing
Many agents who host open houses are not the actual listing agent. They’re often junior team members, newer agents, or colleagues from the same brokerage “covering” the open. Since they didn’t win the listing and don’t have a stake in its sale, their motivation may drop. It’s treated as a chore or a networking opportunity rather than a responsibility to the seller or a moment to impress prospective clients.
The problem: Buyers and sellers still assume they’re speaking to the expert on the home, and when the agent can’t answer basic questions, credibility suffers.
They Don’t Believe Open Houses Work
Some realtors have mentally written off open houses as a marketing tactic. They believe homes sell through the MLS and digital exposure, not walk-ins. So the open house becomes more about face time, checking a box, or pacifying the seller, rather than truly marketing the home.
But here’s the truth: The open house isn’t just about selling that home—it’s about generating interest, leads, and buzz. It’s a branding opportunity that far too many agents waste.
Complacency
Some agents—especially those who’ve been around a while—get complacent. They’ve sold homes before, they assume their reputation will carry them, and they underestimate the level of presentation and preparation that today’s market expects.
The irony? In a world where many agents are phoning it in, standing out is easier than ever. The bar is low, but that’s exactly what makes excellence shine.
Why I Think They Are Wrong
OK, I admit that in my time when I was a realtor, the conventional wisdom around open houses was that homes are sold through MLS, not walk-ins. Today, you’ll rarely to never see a ‘big name’ realtor actually doing the open house on one of their listings. But I think things are changing. We know we have seen the emergence of the cash-back realtor among clients who prefer to look for homes on their own. These clients get to know the home and the area by going to open houses. Further, in my career as a realtor, I met some of my very best clients at open houses.
And I generally believe if you are going to do something, you should do it right. So here are some of my insights…
If You Advertise It, Show Up
It seems obvious, right? But every single week, I walk into at least three homes that are supposed to be hosting an open house—signs are up, the listing is live on Realtor.ca—and there’s no agent in sight. The front lawn says “OPEN HOUSE,” the sandwich boards point the way, but the home is dark or occupied by confused homeowners who mistake me for their agent.
I have literally knocked on the door and walked into a home advertised as an open house and been asked by people there if I was the agent. I say, “No, but I’m looking for the agent”, and the people there say, “Oh, we were hoping you were the agent… because there is no agent here!” WOW!!!
Oh, and if you have advertised your open house between 2 and 4, run your open house between 2 and 4. I have often come to an open house at 3:30 only to find the door locked and the home ghosted.
If you’re going to advertise an open house, you must show up. Nothing destroys buyer confidence like walking into a property unannounced. It’s awkward, unprofessional, and, frankly, negligent.
Dress Like You Mean Business
At open houses, people often assume I’m the realtor because I dress like one. I wear a blazer, polished shoes, and I carry myself like a professional. They come up to me and start asking me questions about the home. Meanwhile, the actual agent is in joggers or jeans behind the kitchen table, head down in their phone.
How you show up matters. You’re not just selling a house—you’re selling trust. When buyers walk into a home and see a professionally dressed agent ready to greet them, it sets the tone. If you respect yourself and your brand, your clients will feel respected, too.
Staging is Great—But Don’t Be a Clone
Staging helps homes sell—no doubt. But lately, every staged home looks the same. Identical beige throw pillows, cookie-cutter IKEA-esque furniture, and bland wall art that screams, “I’ve been staged.” It becomes hard to distinguish one home from another.
If you’re going to stage, add something memorable. A bold accent piece, a local artwork, or even a themed room that sparks conversation. Make the home feel different—because buyers aren’t just comparing prices, they’re comparing experiences.
Engage the Senses—Sound and Smell Matter
Ever notice how your grocery store plays music? It’s not an accident—it’s science. Use a Bluetooth speaker and play warm, welcoming music at a soft volume. It creates mood and emotion. Buyers aren’t buying a structure—they’re imagining a life.
And please, do something about the air quality. If it smells like a basement dungeon, open windows won’t cut it. How many times have I walked up to a home when it is 2 degrees below zero outside only to be greeted by an open front door, a home with all the windows open, and the furnace running as hard as it can? Not a good sign. Run a dehumidifier in the basement to kill the musty odour, bake cookies, and light a subtle candle—just something to deal with the foul aroma. Smell is one of the strongest memory triggers. Use it wisely.
Feed Their Curiosity (and Their Sweet Tooth)
A plate of chocolates. A bowl of mints. Something easy, clean, and enticing can leave a great impression. Buyers are often visiting multiple open houses in a day—a thoughtful treat stands out.
Better yet, tie it into the experience. A local bakery sample or neighbourhood-themed snack helps reinforce the lifestyle you’re selling. Or better yet, bake something yourself; nothing else makes you feel more like you are home.
Flooring Matters—Don’t Ignore It
Here’s the home inspector in me speaking now: Floors say a lot about a home. Cheap laminate in bedrooms or hollow-sounding vinyl planks can cheapen the feel of the whole property. Spongy floors raise red flags. And if your baseboards are separating or you see gaps around the floor rads, it’s a clue for deeper issues.
If you’re prepping for market, encourage sellers to invest in high-quality flooring in key areas—or, at the very least, repair what’s damaged. Floors should whisper “quality,” not scream “quick flip.”
Staging Can’t Hide Sloppy Maintenance
That artful staging won’t distract savvy buyers from chipped paint, cobwebs, or walls that look like they lost a fight with a hockey stick. Touch up the drywall. Repaint in modern, neutral tones. Clean. Deep clean. Buyers notice.
Your competition might rely on pretty pillows. You should rely on actual pride of presentation.
Talk to People—Don’t Just House Sit
I can’t tell you how many agents barely acknowledge guests. They mumble, “Feel free to look around,” and then retreat to their phones like they’re waiting out a snowstorm. That’s not how trust is built. That’s not how homes are sold.
Instead, greet buyers with a smile. Ask how they found the property. Share an interesting detail. Your job isn’t to sell—it’s to create comfort, establish rapport, and guide the journey.
Know the Product. Know the Area. Be the Expert.
Some agents don’t know a thing about the house they’re standing in. They say, “I’m just helping out. It’s not my listing.” That’s a cop-out.
If you’re representing the property—even temporarily—own it. Learn the square footage, the lot size, the upgrades, and the utility costs. Walk the neighbourhood. Know where the best coffee is. Know where the schools are and what areas to avoid. Know things about the home and the community you CAN’T discover on the internet… you know, like those TV ads about why you need to hire a realtor. Buyers are evaluating you as much as they are evaluating the home.
Use the TV—Make It Part of the Pitch
Every home has a big-screen TV—so use it! Put together a simple slideshow of the listing photos, add some bullet points about upgrades, and include community highlights. Interview neighbours, showcase amenities, or show a video walkthrough with drone footage. Buyers shouldn’t just walk through a home—they should learn why this home is worth their attention.
Host an Open House With Your Mortgage Partner
Here’s a powerful tip: partner with your mortgage agent (like me!) for your next open house. While you tour buyers through the home, I can run quick affordability checks, explain financing options, talk about different lenders and different lending options, and turn interest into offers. This tag-team approach is a value-add for everyone. You get more engagement, I answer questions, and buyers get excited about what’s possible.
The Best Open Houses Are Run by the Listing Agent
When the agent listed on the sign is actually present during the open house, the energy changes. The pride, the investment, the personal connection—it all matters. If you’re going to host, be there. If you must delegate, ensure your stand-in brings the same care and charisma that you would.
Final Thought: Great Open Houses Build Great Reputations
Hosting a great open house isn’t about luck—it’s about intention. Be present. Be prepared. Be personable. Every open house is a live commercial for your brand. Show people you care, and they’ll remember you long after the cookies are gone.
If you’d like to co-host a standout open house and show your clients what a professional, engaging, and memorable experience looks like, let’s talk.
You show them the home. I’ll show them how they can afford it.
