Over the last few years, the virtual open house has become very popular. It allows buyers to extend their search radius without traveling so much. But traditional open houses are also taking place every single day. One reason why Homesale Realty is so effective is that we're ready for these events!

By and large, a good open house is the fastest way to meet qualified buyers. Some attendees may be there just for curiosity, but others could be ready to make a cash offer on the spot. You should always treat attendees as if they could be the perfect buyer – because they just might be.

No matter the format of your open house, some questions are bound to come up again and again. Let's check in with some of the most important questions you should be ready for:

• "Why is the home for sale?"
  This is the most common question to receive at any open house, so get ready as a matter of course. Buyers are always looking for "what's wrong" with a home they just stepped into for the first time. Understand the seller's story and priorities so you can share them in a way that makes sense.
• "What is the cost of utilities?"
  Buyers can get burned when they move into a larger home that costs hundreds more than they're used to for heating or cooling. The more confidently you can talk about the type of utilities and average costs, the better that information will be received—even if it isn't 100% positive news for the buyer.
• "Do the appliances sell with the house?"
  One of the fastest ways to make any kitchen look more appealing is to update some smaller appliances. Just be prepared for this question! Buyers who show a keen interest in the contents of the kitchen may be swayed by a concession later. Work with your seller, and don't be quick to offer appliances upfront.
• "What's the neighborhood like?"
  As the real estate agent, strive to know the neighborhood inside and out. Just like a buyer, you should drive and walk the neighborhood at different times of the day and week. This gives you the insight to focus on its special features like popular restaurants, shopping, unusual amenities, and culture.
• "Are there any DIY renovations?"
  If the previous homeowner has done any DIY work, it's always best to be honest about it. This is sure to come out in the home inspection or within the required disclosures. If you tell them now, they will be prepared to overlook it if they really love the home—and you'll have more time to get them excited about it.
• "Was the house on the market before you got the listing?"
  Real estate agents strive to turn listings over within 30 days. Most homes will be relisted if they hit 90 days. The thing is, there isn't necessarily "wrong" with a home that's been listed for a while; it may simply have had the wrong agent. Be sure to get your facts ready in advance.
• "What were the last major renovations?"
  For kitchens, bathrooms, and living spaces alike, savvy buyers now know to investigate when work was last done on each room. With that in mind, it's always wise to encourage sellers to make small, cost-effective improvements (like swapping out fixtures and hardware) instead of saying, "I don't know."

Buyers are smarter than ever, and they're doing their research. With these tips, you can represent a home to the best of your ability. Contact BHHS Homesale Realty to learn more.