What's the Protocol for Doing an Open House for Another Agent?

Hey, it’s Kathy Byrnes here, your waterfront specialist in the Lake Norman area—though I do real estate globally, so hit me up if you’re interested in that. Today, I’m talking about something super important: running a successful open house when it’s not your listing. This is a crucial lesson, especially if you're a newer agent looking to break into the market. Alright, let’s get to it!

The Pitfalls of a Poorly Run Open House

So, let me start by sharing a quick story. The other day, a friend of mine mentioned she was disappointed with a realtor I had recommended for her open house. Naturally, I was curious—what went wrong? She told me that her sellers, although it’s illegal to record people without permission, were listening in on the open house and gave her feedback on the agent’s performance. And it wasn’t pretty.

Here’s what happened: this wasn’t the listing agent, but another agent from the same brokerage who was helping out by hosting the open house. She sat there, not doing much. Barely engaged with the visitors. She didn’t gather enough information from the people who walked in, and worse, she made comments about what she would have done differently with the house! Can you believe that? "If this were my house, I’d get it painted. I’d have staged it better." What?!

This is where protocol comes in, people. You’re there to represent the seller, not critique their home to potential buyers. You need to be professional and treat the listing like it’s your own. If you're doing an open house for another agent, it’s critical that you act like it’s your listing, because in the eyes of the buyer, you are the face of that home in that moment.

Representing the Seller: You’re Their Voice

Let’s talk about who you represent. Even if you’re just helping out another agent, you’re still standing in for the seller. Your job is to present the home in the best possible light and make it easy for potential buyers to imagine themselves living there. If you're sitting around not engaging, you’re not doing your job for the seller, and you’re definitely not doing your business any favors.

You should always have a sign-in sheet ready, and I personally suggest that you tell visitors that the seller has requested their names and contact details. Let them know it’s for follow-up purposes, whether that’s sending more information about the house or keeping in touch if something else comes up.

I mean, come on—how do you expect to build relationships or gather leads if you’re not even capturing the basics like names and emails? If you’re not engaging with people and making an impression, they’re just going to walk out the door and forget all about you.

Avoid the Rookie Mistakes: Keep It Professional

Now, I’m not here to bash anyone. The agent I mentioned earlier was newer, and maybe she didn’t know better. But that's still no excuse for not putting in the effort. If you’re inexperienced, this is a fantastic opportunity to learn the ropes and work on your skills. Every open house is a chance to meet potential buyers and even sellers. But if you’re just sitting there like a statue, you’re not going to get anywhere.

Instead, you need to greet people warmly when they walk in, but don’t smother them. Give them space to explore, but make yourself available for questions. Be the professional that makes visitors feel comfortable, and most importantly, make sure they remember you. If it’s a large house, have a lender or another agent with you to help show them around. That way, you’re not overwhelmed, and the buyers get the attention they deserve.

Here’s another tip: offering small bottled water or refreshments is a nice touch. It doesn’t have to be anything elaborate—just something simple that doesn’t create a mess. It’s little details like this that make a difference and show that you’re prepared and thoughtful.

How to Maximize Your Open House Opportunities

Now, let’s get into the real reason you’re there. Yes, you’re helping out the listing agent and representing the seller, but this is also a prime opportunity for you to build your own business. You can potentially pick up clients—whether they’re buyers or sellers—if you do it right.

But let’s be clear: nobody is going to be impressed by an agent who sits in a corner, doing nothing but handing out flyers. You need to engage with people. Ask them questions like:

• “What brings you to the area?”
• “Are you familiar with the local market?”
• “What kind of home are you looking for?”

These questions not only help you understand the buyer’s needs but also give you a chance to build a relationship. It’s about being personable without being pushy.

And look, I get it—talking about commissions and buyer representation during an open house can feel awkward, but if someone expresses interest in working with you, don’t shy away from it. Be upfront about the process, but keep the conversation light. Remember, you’re there on behalf of the seller, so make sure to emphasize that first before diving into your own pitch.

Final Thoughts: Open Houses Are Your Stage

At the end of the day, an open house is your stage. It’s your chance to shine, and if you’re going to take the time to be there, make the most of it. Don’t just sit there like a bump on a log. Engage, be helpful, and make sure every visitor leaves with a positive impression—not just of the house, but of you.

Before I wrap up, here’s the big takeaway: interview the agents you plan to have hosting your open houses. Make sure they’re on the same page as you and that they know the importance of being professional and representing both you and the seller. Because if they don’t, it’s your reputation that’s on the line, too.

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Thanks for sticking with me! If you found this helpful, please subscribe below, share with your fellow agents, and let’s keep raising the bar in real estate. Got any thoughts or experiences with open houses? Reach out for a business strategy call and let’s get the conversation going! Stay professional out there, and remember—you’re always representing someone. Let’s get at it!