10 Things Your Real Estate Broker Won't Say

Hire a real estate broker to sell your home, and one of the first things he’ll likely suggest is hosting an open house so that potential buyers can casually check out your property on a weekend afternoon. But while open houses are promoted as a great way of finding a buyer, a National Association of Realtors study found that their success rate is a mere 2 to 4 percent.

No matter. Holding an open house serves another important purpose—for the broker. “It gives him a database of clients,” says Sean McNeill, an independent real estate broker based in New York City who says that he doesn’t like open houses, preferring to match clients with appropriate buyers. “At open houses, you get all kinds of people walking in. Some are [trying] to see how much they should sell their own places for; others just want to get a look at what’s out there.” All are perfect pickings for a broker looking to increase his roster of buyers and sellers. “Think about it,” McNeill says. “The broker is devoting a couple hours of a weekend. He won’t do that unless it helps him in a big way.” But it doesn’t necessarily mean that a seller should forego an open house altogether—says McNeill, “It’s still a real good way to showcase your house.”