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Suggestions on how to handle open houses

Assuming that you've already gotten your house in top condition, including top-to-bottom cleaning, staged all of the rooms, there are just a few items to do the day of your first open house.

There are different schools of thought in conducting open houses. Some (professional real estate agents) don't like open houses and would prefer not to conduct them. Others like them. It's really a matter of personal sales styles and both have their pluses. My personal opinion is that you should have one or at most two open houses 2 - 3 weeks apart. The first open house should be the first weekend after you list your house. Prior to that, it should be advertised in the suburban paper and the city's main newspaper. Flyers should be printed up ahead of time and a good supply of those should be attached to the for sale sign in the front yard. Prior to that first open house, the house should not be shown to any prospects, except for other realtors. Emphasize that the first time it will be shown to any prospects will be the open house (typically on a Sunday afternoon).

If you've done everything right up to now, there should be quite an interest in the house and you want all the excitement possible from that first showing. This will have as many people touring your house at one time as possible. When you have a lot of people viewing the property at one time, it creates an air of excitement and urges people to act (make you an offer). If you've priced your house appropriately, and not over-priced it, you might even get a bidding war between multiple parties. This doesn't happen a lot, but then most houses aren't being presented the way you're presenting it. You have a special property that will really stand out from all of your competition.

The following tips apply to those
that are going to have
an open house.

• During the growing season, have the lawn mowed a day or two before. Edge the sidewalk and driveway.

• Put up plenty of open house signs on major and feeder streets.

• Day of the showing, just make sure everything is picked up, counters cleaned, carpets vacuumed, outside potted plants watered, mulched flower beds have a good watering that will perk it up, and finally, some fresh cut flowers are in vases that you've already prepared for.

• Put up colored balloons.

• Have on hand printed flyers with all the pertinent house information listed (sq. footage, number of bedrooms and baths. Include summaries of your past year's utility bills, and taxes. Have a copy of your professional inspection report to view.

• Have a supply of bottled water on hand for prospects. Coffee, tea and cookies are also good. Don't over-do the refreshments. Too much of this type of thing could make you appear desperate.

• If you are conducting the open house, great people when they first come in, tell them a few highlights of the house, and then let them walk about at their own pace. Don't follow them around. If you've staged the house properly, you won't have any valuable items in the house that might be tempting for an unscrupulous stranger to pocket. You should hang out in the kitchen.

• Some nondescript background music (light jazz) in one of the larger rooms is good.

• Don't overdo any scent generators such as scented candles, plug-ins, stick-ons and sprayers. These can be very annoying and if your home is clean, heavy scents will only distract the prospects and make them wonder what you're trying to cover up.

• Candles (unscented) are great in several locations that you've already determined in your staging. Don't have any candles where children might burn themselves.

Things to do if you're doing
the open house

If you're conducting the showing, you don't have to get too chummy with your visitors. Don't offer information that isn't requested by the visitors. Don't talk about problems you've fixed or existing problems (you will have to disclose any defects with house).

If visitors ask when you have to be out, don't give them a firm date, or tell them anything else about your future plans. They might use this information to their advantage in future negotiations. They also don't need to know anything about your financial situation including how much equity you have in the house. When they ask if you'll take less that asking price, tell them to make a written offer and you'll look at it.

The question most often asked is "Why are you selling?" Keep your response simple and tell them you're moving to a larger house, out of state, or to another city.

Sometimes a prospect will ask if you will pay some of their closing costs. Again, tell them to make a good, written offer and you'll look at it. Don't discourage offers by saying no. In fact, your basic answer to any of these types of questions is: "Put it in writing and we'll take a look at it." Offers are documents that can be countered by you so that both buyer and seller have a win-win agreement.

Don't forget that some people will say negative things about your house. Don't take it personally. In fact, some people will say negative things just as a negotiating ploy for you to second guess your asking price and might be more willing to take a lower offer. If visitors do say something negative, just ignore the comment and smile.

Don't get overly excited when someone just falls in love with the house and tells you they can't wait to move in. Some people just like going to open houses and enjoying themselves. Written offers are what your after, not promises of offers.

Things to do if you're
working with an agent

Don't stay in the house during the open house.

If you can't leave, find an out-of-the-way place to hang.

If you are asked questions by visitors, answer the questions truthfully, with just the facts. Don't offer opinions about the schools, neighborhood, city government, or your neighbors.