Expert: Jessica Bryan - 8/18/2004

Question
My friends have recently gotten back into home construcion after a lull of a few years. They have two spec houses under construction - one about 50% finished and the other 75%. Neither is yet listed with a realtor.

They have asked me to do an open house the next 2 weekends for the one that is closer to being completed. The idea is that if someone buys at this point, they have more choices about how to finish the interior. If they don't get an offer in 2 weeks, they will list with a realtor.

I am looking for tips on how do do an effective open house. For example, I had offered to make some signs to put around the house pointing out various features, so that potential buyers could walk around and see everything on their own. I wouldn't have to following them around saying things like, "notice the lovely natural granite counter tops." The builders have rejected this idea.

Any suggestions would be welcome. How can i call the potential buyers' attention to various features in an unobtrusive way, without following them around? Any other hints?

Thanks

Jo

Answer
Dear Jo;
An open house is usually a good way to get people to look at a house without feeling pressured by a salesperson.  Making signs is cluttered and not very professional.  I understand that you do not want to follow someone around, but that usually works best or to at least give a small introduction and ask the visitors to notice the builder's attention to detail...the cabinetry...the built-ins....or any features you think noteworthy.  Then let them wander.  When they are finished ask them if they have any questions and if they seem interested they will stop and discuss things with you.  Otherwise, they probably are shopping price and floorplan and need not be bothered.  One way of letting people know about a home without posting signs all over the house is to have a nice brochure printed with some of the details and features of the home listed on the front page. This eliminates the need for you to discuss details with the visitors and allows them time to take in the the details at their own pace and convenience.  Again, when someone walks in: welcome them, tell them about the house--the price and square footage, number of bedrooms and baths; features; and ask them to pay special attention to anything that you would like to point out that sets this home apart from others.  This should suffice.

Oh....one other reminder:  please exercise caution when holding an open house.  Perhaps you can bring someone else along or have a cell phone with you.  REALTOR safety is becoming a very important issue and being in an open house with a strager puts you in jeopardy.  Be careful.  Never walk in front of a stranger or into a basement with them.  Be sure that the front door stays open.  Ask for the visitor to sign his or her name on your guest sheet along with a phone number.  Better yet, step outside when someone is looking through the home.  This is recommended procedure among REALTORS.  I realize that you are not a REALTOR but following the same procedures as we do is quite prudent.
Good luck.

Sincerely,
Jessica Bryan
Managing Broker
House to Home Realty Services