5 Reasons Why Open Houses Don’t Really Work (For Sellers and Buyers)

Open houses have been pitched as a key real estate marketing tool for decades but the reality? They’re more tradition than tactic. You set out cookies, fluff the pillows, and welcome a steady stream of visitors. It feels productive… but in today’s market? They’re often more show than substance.

If holding open houses is essential to you as our valued client, we are happy to do so. Still, we want to set realistic and honest expectations to provide the best possible customer experience.

Here’s the truth: open houses rarely move the needle for either side of the deal.

The Honest Truth We Tell Our Sellers About Open Houses in Every Listing Presentation:

Almost 30 years ago, before technology, the open house was the way to access a home you wanted to see to determine if you wanted to purchase it. You would have caught an open house date from your local newspaper, real estate agent, direct mail, word of mouth, or real estate publications.

Today, technology has taken that spot; the majority of buyers will first look online with a customized search to understand what's available. Online listings include pictures, videos, and virtual tours. This allows buyers to determine if it's worth their time to check it out in person.

Yes, a very small demographic will still be out and about, driving around, see an open house sign, and stop by for a visit. From my perspective as a real estate agent, this is a good thing at the open house, as it's a chance to grow my network and get feedback on the asset. But there is such a small chance that they will buy your house. What most agents get wrong is that the open houses are not about the agent; they are about you, the client, and achieving your objectives.

From the Seller’s Perspective

1) Serious Buyers Don't Wait for Open Houses

With 49,396 active real estate salespeople and 11,355 real estate brokers, the odds of the buyer already having their representation are extraordinarily high. It's a benefit to get their representation involved as soon as possible, as they have real-time access to the listing broker to get access to the home, usually within hours if not sooner. More importantly, in most cases, these are pre-qualified buyers ready to purchase.

2) Open Houses Attract Curious Neighbors, Not Qualified Buyers

You’ll get plenty of foot traffic… but not necessarily from people ready or even looking to buy. Open houses often draw in neighbors, “looky-loos,” or people browsing for design ideas. It might make the event look busy, but busy doesn’t translated to offers.

It's incredibly frustrating when hosting an open house. It happens every time: the serious buyer who needs real attention, has good questions, shows interest, and is qualified is drowned out by the nosy neighbor, the unqualified buyer who has no real intention of doing anything, or multiple groups in the home at the same time, making it impossible to keep track of everyone to help make sure your home is kept safe and, more importantly, respected. The feedback at an open house can be poor if the people providing it have no interest in acquiring the home.

3) Security Risks Are Real

Opening your doors to strangers can come with risks—small items going missing, damage, or even visitors using the opportunity to scope out the property for the wrong reasons. And yes, that does happen.

From the Buyer's Perspective

4) It's a Crowded, Awkward Experience

Instead of a relaxed, thorough tour, buyers are often competing with a crowd. It’s hard to get a good feel for the home, ask questions, or picture themselves living there when the living room is full of strangers. Buyers should have a pleasant experience when touring a home. They can't do that if there are other parties in the space at the same time. More importantly, it takes away the potential buyer's ability to form an emotional attachment to the home, where they can see themselves owning it. Outside of an open house, if the buyer's broker requests that we be on site to assist, we can be so that the buyer understands the asset they are pursuing and what may be most important if they want to write an offer.

5) Lack of Personalized Insight and Guidance

The listing agent’s job is to represent the seller, not the buyer. And during a busy open house, they’re usually juggling multiple conversations. Buyers often leave with little more than a brochure and unanswered questions. It’s not a great way to make a confident decision on a major purchase.

So, What Actually Works to Sell a House?

If you’re selling, you’ll see far more results from:

• Strategic pricing based on market data, not guesswork

• Targeted digital marketing that reaches real, qualified buyers where they’re looking

• High-quality private showings that allow for genuine interest and feedback

• Expert negotiation from an experienced representative that protects your bottom line

If we have priced your home correctly, showing activity should take place. With that activity, we will receive feedback and report to you in real time. This feedback will be used to help us sell the home.

The bottom line is this: if you want us to put on an open house, we can and will, but we believe strongly that there is a much better way to utilize our marketing and advertising bandwidth.

As Danny says:

“Open houses look good on a marketing report—but they rarely sell the house. It’s data, strategy, and execution that get the deal done.”

Why Hire an Agent Who Knows What Works

With over 22 years of real estate experience. Danny brings a business-minded approach to buying and selling homes in Scottsdale and Phoenix. Ranked among the top 1% of Real Estate professionals nationally. Danny has built his career on results, integrity, and telling clients what they need to hear, not just what they want to hear. Whether you’re selling a luxury property in DC Ranch, buying in Windgate Ranch, or looking for the right investment in Desert Ridge, Danny’s consultative, concierge-level real estate service ensures you don’t just participate in the market—you win.

Thinking about selling?

Let’s skip the gimmicks and go straight to what works. Reach out today to start with a strategy session.