How To: Hosting Your First Open Houses

What to Expect at Your First Open House

Open houses are some of the most time efficient and beneficial practices for your business when first starting out. Open houses allow you to come face-to-face with potential buyers. Generally, an open house is a mix of the following events:

A mix of serious buyers, casual lookers, and neighbours
Quiet stretches followed by busy periods
Questions you know the answer to and some you do not
Conversations that feel natural and others that feel awkward

Your Mindset Matters

Open houses are regarded as one of the best lead generation strategies for new agents. However, this does not mean that you should expect to close a deal on the spot, nor should you be pushing to close a deal then and there.

Real estate is a relationships business. You should understand that open houses may lead to client relationships if you are able to form genuine connections with your attendees.

To facilitate connection, focus on the following at your open houses:

Practicing real estate conversations
Observing buyer behaviour
Getting comfortable talking about homes
Learning what questions come up again and again
Building confidence through repetition

Before the Open House

Connect with the Listing Agent

As a first step, you should always speak to the listing agent prior to hosting at their listing. This helps to set expectations, understand the property and ensure you are set-up to professionally show the property. Doing the following will help you to get prepared to host a stellar open house:

Your first step is always to confirm access instructions. Generally, this is done by lockbox at the property but could also involve picking keys up from the listing agent directly.
Ask the listing agent if there are any key features and highlights of the property they'd like you'd to share. If not, review the listing and pull some that you can speak to attendees about.
If possible, try to walk through the home prior to the open house. This helps you to understand the product, which, in turn, allows you to better explain and show it to potential buyers.

Tip: Preparation is key. The more you know, the better a job you'll be able to do.

Review the listing information:

Before arriving at the listing, ensure you have reviewed the following information:

The MLS listing
The floor plan, if available
Basic neighbourhood amenities

You do not need to memorize the entirety of the area or the intricacies of the property, but it is important to present as knowledgeable and prepared to potential clients. Every conversation could lead to a deal, and you want to ensure that potential clients know that you do a good job.

During the Open House

What to Say When Guests Arrive

During the open house, attendees will walk through the door. This may be one-after-another in quick succession, or spaced out with periods of quiet in-between. Greeting all of these attendees with care and attention is the key to success.

When they first enter your open house, try starting off with a simple greeting. Examples:

“Hi, welcome. Feel free to take a look around. Let me know if you have any questions.”
“Thanks for coming by. You are welcome to explore at your own pace.”

Other strategies may include offering a brochure with the listing information as an item of value, or inviting them to sign-up to receive updates on the property.

Tip: Sign-up sheets can be a highly effective lead generation tool, but not everyone will be comfortable sharing their contact information. Make sure that any sign-up you offer clearly provides value to the consumer. For example, you might offer property status updates, a curated list of similar homes, or other relevant information that supports their buying journey.

Handling Questions with Confidence

You will not know the answer to every question, and that is okay. If you are unsure, be honest with them, let them know you will confirm the details and offer to follow-up with them after the open house.

This builds trust and keeps the conversation professional.

When Someone Shows Genuine Interest

When a visitor shows genuine interest in the property, this is an important moment. The goal is to understand their situation, create an opportunity where appropriate, and ensure the listing agent is well informed.

Step 1: Confirm whether they are already represented

Ask a simple, respectful question:

“Are you currently working with a REALTOR®, or are you looking on your own right now?”

Make a note of their response.

Step 2: If they are not represented

If the visitor is not currently working with a REALTOR®, this is your opportunity.

Suggest meeting soon to talk through their goals and next steps
Set up a time to connect as soon as possible so momentum is not lost
At that meeting, review the appropriate agency disclosures and discuss how you could work together
Learn about their timeline, budget, and what they are looking for

Handled properly, this can lead directly to a new client relationship.

Step 3: If they are represented

If the visitor is already working with a REALTOR®:

Ask for their agent’s name
Make a note of it
Share this information with the listing agent after the open house

This helps the listing agent understand interest levels and manage follow up appropriately.

Tip: Keep these conversations professional, transparent, and pressure free. Your role is to gather information, facilitate next steps, and communicate clearly.

Agency Conversations Made Simple

At your first open house, keep agency conversations straightforward.

If asked who you represent, you can say:

“I am hosting the open house today. There is no agency relationship in place.”

If someone asks for advice or representation, that conversation should happen separately with proper disclosures. It is always okay to pause and follow up later.

After the Open House

Once the open house ends, follow up promptly with the listing agent. This is both professional and courteous, and it is a key habit that will help you get invited back to host future opens. Real estate is a relationship-driven business, and this is an excellent way to build strong connections with your colleagues from the outset. Demonstrate that you are reliable, prepared, and professional.

In addition to sharing feedback, you should do the following:

Make notes about conversations you had
Enter contacts into your system
Reflect on what went well and what you would do differently next time

Lean on Support

If you are working with a mentor, reach out before or after your open house. Ask them:

How they approach conversations
What questions they hear most often
How they follow up with open house leads

Conclusion

Every open house makes the next one easier. Confidence comes from repetition. Skill comes from experience. Relationships come from showing up consistently.

We strongly encourage new agents to host as many open houses as possible. This is one of the fastest, most practical ways to learn the business and begin building your client base.