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By Ross de la Haye
Do Open Houses Work?
Today's home buyers are pro-active, searching print and electronic media for information, not leaving any stones unturned. Once they have found an area that fits their geographical and financial criteria, they will drive those neighborhoods to feel the atmosphere and to see if it strikes a harmonic cord within themselves. A comfort level that says "this is where I want to live, now lets find a home." This type of searching has seen a dramatic increase because of the relocation buyer. They will narrow the search as much as possible through the print and electronic media, and then will do "fly out" week-ends to find a house that will be their "home."
An Open House afford all buyers the opportunity to see and feel the physical "being" of a home. It should not just be a "walk thru" but also a "thought thru". Does the home not only fulfill the "shelter" needs, but does it also have the character that makes this house their home. Take the time to see all that the property has to offer. Buying a home is one of the most important decisions we all have to make.
The fact that the listing agent holding the Open House has "local knowledge" is more important now than in the past. Buyers are now moving from one city to another, not just down the street. The home, the neighborhood and their amenities are usually best presented to the buyers by the local agent that specializes in the area. Buyers should have a list of questions important to them, which the agent will be glad to answer. If some need a more detailed answer, ask the agent to research it and call you later with the answers.
The greatest receptor of information is the human eye. Go to Open Houses and see all you can about a future home. If you are a seller, let your home be seen as much and often as possible. The physical presence of a home has more of an impact than a flyer, a printout or the most animated phone conversation.
To sellers I say, "present, present, present." To buyers I say, "go, see and absorb...and then purchase."
An Open House is no different than a car show, model home or fashion show. They exist only to capture the attention of that magnificent receptor of information, the human eye and the even greater computer that lies behind it.
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