It’s a question I hear all the time — and like most things in real estate, the answer isn’t as simple as yes or no.
Historically speaking (at least when I started about 23 years ago), open houses were really a way to get listings into the newspaper. Advertising was expensive, and brokerages liked to see agents putting in effort before spending the money.
New listings, open houses, and price reductions were what prompted an ad in that week’s paper.
Obviously, newspapers are no longer the driving force they once were — and because of that, agents and brokers now have very mixed opinions on how effective open houses really are.
So let’s break it down.
The Elephant in the Room
One thing I hear all the time from other agents is:
“Open houses don’t sell homes.”
We’ll get to that — but before we do, let’s talk about what I think is the real elephant in the room.
Open houses are a great way for agents to meet buyers and sellers.
Neighbors who are thinking about selling will often stop by to see how their home compares. Buyers, more often than not, prefer to look first and connect with an agent later.
So the argument becomes:
👉 Is the agent holding the open house to sell your home… or to grow their own business?
And honestly — it’s a fair question.
The reality is, it can be both — which is why how the open house is handled matters.
Do Open Houses Actually Sell Homes?
From my experience — yes, they do.
Most buyers feel more comfortable walking through a property before engaging a buyer’s agent. And with the recent changes requiring signed buyer agency agreements just to schedule a showing, this is even more true now.
An open house gives buyers a chance to explore a home without obligation.
And while I don’t think homes are typically impulse purchases, I’ve absolutely seen buyers walk into a house they’ve “always loved” and decide right then that it’s time to make a move.
Why Open Houses Still Work
Open houses have long been part of a strategy to create buzz and a sense of urgency.
By delaying showings until the open house, attendance often increases — and buyers see firsthand how much interest there is. That can lead to stronger, more competitive offers.
Since COVID, they’ve also become a matter of convenience for sellers.
In a market with more buyers than inventory, without an open house, a seller might feel like they need to leave their home all weekend for individual showings.
An open house can simplify that.
Where This Strategy Starts to Break Down
Here’s where I start to have an issue.
The trend of:
👉 “No showings until the open house”
sounds great in theory… but doesn’t always work in practice.
I recently had a buyer who wanted to see multiple homes in Plymouth — which, as we all know, is not a small town geographically.
Every single listing required attending the open house, and all of them had different, staggered time slots.
It put me in a position where I couldn’t give my buyer the experience I expect to provide.
The result?
- The buyer felt frustrated
- Sellers potentially missed out on a competing offer
- Listing agents came across as inflexible
- And opportunities were lost
That’s not a win for anyone.
When an Open House Doesn’t Make Sense
There are definitely situations where an open house just isn’t the right strategy:
- A home that’s in disrepair or could be unsafe without supervision
- A smaller home that will feel even smaller with heavy traffic
- A home with valuables that aren’t able to be easily removed.
There’s also another shift happening.
Buyers who are tired of bidding wars and “manufactured urgency” are starting to come in before the open house with strong offers — hoping to avoid the competition entirely.
That’s something sellers should be aware of.
My Take
Open houses are not one-size-fits-all.
The right strategy can vary not just from home to home — but from week to week depending on the market.
I do believe open houses serve a very real purpose in most marketing strategies — and when used thoughtfully, they absolutely help sell homes.
What I don’t agree with is treating them like a default or a box to check.
One Thing I Don’t Love
I also don’t think it’s appropriate to have another agent from the office host your open house just to “pick up clients.”
That agent often:
- doesn’t know the property as well
- doesn’t fully understand the strategy
- and may not clearly represent the seller at all.
That creates confusion — and that’s not something sellers should have to navigate.
And While We’re Here…
I’d personally love to see the days of open house signs on every corner — with balloons and fanfare — go away.
We’re not hosting a party — and that kind of approach can sometimes attract more curiosity than real intent.
We don’t need signs on every corner anymore — we have GPS. Buyers who want to find the home will find it.
The Bottom Line
Open houses can be a powerful tool — or the wrong strategy — depending on the situation.
That’s why the most important step is always sitting down, evaluating the pros and cons, and building a strategy tailored specifically to your home and the current market conditions.
If you’re thinking about selling and wondering what approach makes the most sense, I’m always happy to talk it through.