How to Host an Open House That Builds Real Relationships

By Troy Davis

With over 22 years of proven success in real estate, Troy has established himself as a top leader in Butte County, California.

If you’re hosting open houses and walking away without new clients, it’s probably not the house. It’s the approach.

In a slower market, most agents treat open houses the same way. They put signs in the yard, maybe run a social media ad, and hope people show up. But once visitors walk through the door, the conversation falls flat. There’s no real connection, no follow-through, and the potential buyer leaves without a reason to call you back.

The truth is, you’re not there to sell that specific house. Of course you’d love to sell it, but the real goal is to connect with potential buyers and position yourself as the agent they want to work with when they’re ready to make a move. That’s what turns an open house into a business-building tool, especially when the market slows down.

Start with the right conversation framework. When someone walks in, don’t hover. Introduce yourself, invite them to look around, and give them space. When the moment is right, start the conversation using the LP MAMA format. Ask what attracted them to this house. Was it the neighborhood? The price? The layout? Going through LP MAMA helps you ask the right questions and build genuine rapport instead of just small talk.

Offer something other agents don’t. One of the smartest questions you can ask a potential buyer is how they’re currently doing their home search. Most buyers are scrolling Zillow or Realtor.com and relying on whatever their agent pulls from the MLS. If you have access to off-market inventory, this is your chance to stand out. Sharing listings they can’t find on their own gives them a real reason to want to work with you over the next agent.

Don’t let them leave empty-handed. This is where most agents drop the ball. You’ve had a good conversation, the buyer seems interested, and then they walk out the door and you never hear from them again. Before they leave, offer them something additional. Know the competing properties in the neighborhood. Know what fits their criteria. Know the showing instructions for those homes. And if they’re interested, set up a showing appointment right after the open house. That’s how you go from “nice chat” to “let me show you another one right now.” You’re solidifying the business relationship in real time.

The more interaction, the stronger the connection. The whole point is this: the more time you spend with a potential buyer, the more they trust you. An open house gives you the first touchpoint. What you do during that window determines whether they remember you or forget you by the time they get home.

If you’d like to talk more about how to run open houses that actually produce clients, give me a call at 530-570-1630 or email me at troy@troydavisrealestate.com. I’m happy to walk you through our process at Action Realty.