After over thirty years of doing business in the local real estate market, I am often asked: "Do I need an open house to sell my home?" My answer is a definitive No.
While the "Open House" sign is a classic image in our industry, the reality of how homes are sold in 2019 has shifted dramatically. Here are the three primary reasons why:
1. The Digital Showroom
Homebuying habits have evolved with technology. The internet allows potential buyers to shop from the convenience of their own homes. Between high-resolution interior photography, virtual tours, and satellite tools like Google Earth, a buyer can examine a property and its surrounding neighborhood before ever stepping foot on the driveway. In many cases, a "drive-by" happens long before an official showing is requested.
2. The Rise of the Buyer’s Agent
Smart homebuyers in 2019 don't wait for a Sunday afternoon window to see a house. They have already hired their own Buyer’s Agents. These dedicated professionals allow serious buyers to schedule private tours that fit their own timelines. When a buyer is truly interested, they want a private viewing, not a crowded walk-through with strangers.
3. The "Neighbor" Factor
What I have found is that open houses most often attract "curious neighbors"—folks who want to see how your home compares to theirs—rather than qualified buyers. While exposure is good, the quality of the exposure matters more than the quantity.
The Better Strategy: Market Positioning
Often, frustrated sellers will pressure their agents to hold open houses to increase exposure. In reality, revisiting your position in the marketplace (price, staging, and digital marketing strategy) is far more effective in getting a house sold than a bowl of cookies and an open door.
