Open house success: 16 tips for making a positive impression

When it comes to open houses, I believe preparation is everything. Before the event, I walk through the property myself to make sure it feels welcoming. Lights on, blinds open, rooms decluttered, and soft music playing in the background. That first impression matters. People should walk in and immediately sense that the home has been cared for, that it is ready for its next chapter. Small touches like a pleasant scent or fresh flowers can turn a casual visit into a memorable one.

Once guests arrive, I make it a point to greet each person by name, hand them a quick info sheet, and let them explore freely. I stay nearby but never hover, just available enough to answer questions and share meaningful details about the neighborhood, schools, or upgrades. The goal is to make the experience feel easy and personal rather than transactional.

Afterward, I follow up within a day to thank them for coming and share additional photos or market insights. At the Gluch Group, we have found that this kind of thoughtful communication builds trust and keeps interest alive long after the open house ends.

When I host an open house, I focus on creating a genuine connection with every visitor. People respond to authenticity. I make it a point to greet each guest personally and ask a few thoughtful questions about what they are looking for in a home. Understanding their needs helps me guide them through the property naturally and highlight the features that matter most to them. Listening carefully and tailoring the tour to their priorities leaves a lasting impression.

I also emphasize the importance of preparation. I make sure the home is spotless, smells fresh, and feels inviting. Small touches like fresh flowers or soft background music create a welcoming atmosphere. The goal is to help potential buyers envision themselves living in the space, which is much more impactful than simply listing features.

During the open house, I circulate and stay engaged without overwhelming anyone. Some visitors appreciate guidance while others like to explore on their own. Respecting that balance shows professionalism and builds trust. At the end of the visit, I follow up promptly to answer questions and provide additional information. These steps ensure that every interaction reflects my commitment to service and strengthens relationships within the Lansing community.

For me, the most essential tip for running an effective open house is making people feel comfortable the moment they walk through the door. Buyers decide within the first 10 to 15 seconds whether they’re going to take the home seriously, so creating the right atmosphere is everything.

My approach is simple but intentional. I always greet visitors with a warm, low-pressure welcome and let them know I’m available, not hovering. I’ve found that when people feel like they can explore freely, they actually engage more honestly with the home. I also make sure the space is staged in a way that helps buyers imagine themselves living there — natural light, clean flow, and small touches like soft music go a long way.

What’s worked best for me is focusing on connection rather than sales. If someone has a question, I answer it directly and transparently. If they’re just browsing, I give them space. That balance builds trust, and in my experience, trust is what ultimately drives offers.

My #1 tip is: I am the Hostess, not the Salesperson. After 20 years and hundreds of open houses in Grand Cayman, here’s what separates mediocre agents from top producers.

However, even before they arrive, I place advertisements on social media. I send personalized invitations, especially to those in the area. They might have friends who want to move into the same neighborhood. Then I double up on open house signs, flags, and banners, possibly even triple them for some areas. Nothing is more frustrating than having a trail go cold and the signs stop. I know where the listings are, but newcomers won’t.

The best open houses don’t feel like open houses; they feel like you’re visiting a friend’s home, and that friend happens to be a real estate expert. My job isn’t to “sell” the property; my job is to create an experience that visitors can’t forget and build relationships. I want to position myself as the trusted advisor they will call!

Before the open house, I think about who would be a good fit for the home or condo: a family or a vacationer. If it’s a family, I will bring a few small toys for boys and girls, again to make a connection!

Of course, I do all the everyday things, such as opening all the windows and doors, turning on the lights, and in the summer, keeping the air conditioner on to keep the space refreshingly cool. For the outdoor space, I will arrange the patio furniture and cold drinks to be visible, perhaps with a beach towel casually draped over a chair. I also like to bring fresh flowers and leave them behind for the homeowner as a gesture of thanks for allowing me to stay in their home for three hours on a Saturday.

I prepare my professional property brochures (high-quality, full-color, Engel & Völkers-branded) along with neighborhood information packets (schools, restaurants, beaches, amenities).

I welcome them and make them feel comfortable. I am not pushy, and I do not follow them like a hawk, nor am I a tour guide complete with facts and figures. I need to see their faces and reactions to each room, so I let them lead the way.

I have an information sheet where they can request information, not just “sign in,” and I follow up with a personalized email to everyone who attended and again, not pushy! I want to be helpful, warm, and professional so they will call me to show them another home if this open house is not to their liking.

I’ve always believed that an open house is less about showing a property and more about reading people. Every visitor walks in with a story, and the key is to match the home’s energy to theirs. I focus on creating a relaxed environment where people don’t feel “sold to.” I’ll open the windows, let the natural light do its work, and keep the space simple so the house speaks for itself. During conversations, I listen more than I talk. If someone mentions they work from home, I’ll point out a quiet corner that could make a great office. That kind of connection feels natural and genuine. Over the years, I’ve seen that buyers remember the comfort of being understood more than any single feature. When they leave feeling like you saw what mattered to them, that’s what makes the property stand out in their minds.

When hosting open houses, I discovered that presentation goes far beyond clean rooms and staged furniture. What matters is the energy people experience when they walk in. Homes have a way of reflecting how they are treated. If the environment feels stiff, visitors sense it instantly. I wanted every open house to feel warm, calm, and enjoyable. That included everything from the lighting to soft background music to the way refreshments were offered. These details may seem small, but together they create an atmosphere where people can truly imagine themselves in the space.

I always reminded my team that we’re not showcasing a building. We’re showcasing a future chapter of someone’s life. That required hosting in a way that felt human and not transactional. If someone lingered in a room, I never interrupted their thoughts. I allowed buyers to connect privately with the space because that is where emotional decisions begin. My philosophy has always been that buyers fall in love with moments, not sales pitches.

After visitors explored, I made myself available to answer questions, but I avoided giving over-rehearsed responses. I shared honest insights from my experience helping families in Nashville. If a home might not be the best fit, I said so. Transparency is powerful in real estate. It shows people you are looking out for them. Some of those honest conversations led buyers to other listings we had that better suited their needs. Many clients later came back and said the trust built during that first open house stayed with them long after the event ended.

As a Texas Realtor, my open house strategy starts with one simple idea. I put myself in the buyer’s shoes and anticipate the questions I would have if I were walking in for the first time.

Buyers decide how they feel about a home within minutes, so addressing concerns early makes a huge difference in how long they stay and how confidently they move forward.

For older homes, the foundation is almost always a quiet worry. Instead of letting that doubt linger, I come prepared with a full third-party engineering report ready to hand out. It shows that the home has been evaluated by a licensed expert and that there is nothing to hide. Buyers immediately relax, ask more meaningful questions, and shift their attention to what they love about the property.

Open houses are all about removing uncertainty. When visitors feel informed and taken care of, the entire experience changes for the better.

At my open houses, I stopped pushing houses and just asked people what they actually wanted. It didn’t lead to instant sales, but people started coming back, sometimes with friends. It turns out, just talking about what matters to them works better than any pitch.