Why Do Agents Host Open Houses?

Every time I teach Open House Domination, I start with the same question:

“Why do agents host open houses?”

And every time, the answer is the same:

“To meet buyers.”

“To meet sellers.”

Because that’s what we’ve all been taught. So let me be blunt: That is dead wrong.

Let me tell you a quick story…

It was 2014. I was hosting a massive open house in Morrison Ranch—signs everywhere, big turnout, all the bells and whistles. One of the guests was so impressed with the setup, they asked to interview me to list their home.

A few days later, we met, and I locked in the listing.

Opening weekend, I did what I always did: another MEGA open house. Around 25 groups came through in four hours. I was feeling great about it—until I got a call from the seller.

After telling her how successful the open house was she said, “That's why I'm calling, I’d like to cancel the listing agreement.”

I was stunned. Did I screw something up? Say the wrong thing? So I asked, “May I ask why?”

She replied:“A friend of mine came to the open house. She said you didn’t try to sell the house at all—you were just trying to convert her into a buyer.”

I was upset but you know what? She was absolutely right.

I had done everything except the one thing I was hired to do, sell the damn house!

That moment was a turning point for me. I realized I was so focused on growing my business that I forgot what business I was actually in—representing my client.

So I made a shift.

From that day on, I committed to making every open house about one thing: showcasing the property and doing everything I could to sell it.

Ironically, when I stopped trying to chase leads and just did my job better, my conversion rate went through the roof. Buyers trusted me more. Sellers respected me. Referrals increased.

Why? Because people can feel when you're genuinely putting your client first. That’s what they want in their own agent.

Here’s the truth:

No seller hires you hoping their home will be used as a marketing tool to grow your business.

That mindset? It’s unprofessional.It’s selfish. And it stinks of commission breath.

So if you want to attract more business at open houses, start by actually doing your job. Represent the seller. Sell the home. Be the agent you’d want working for you.

That’s how you win.