Dangerous Question (No. 2): "Has it been a busy open house?"
Updated: Jun 24
Your open signs are out, you’ve got the staging perfect, the lights are on, and the scent of vanilla warming on the lamp bulbs is in the air. Then it happens ...
A buyer’s broker walks in, pulls one of your glossy flyers, leans against the kitchen island, helps himself to a macaron, and then asks one of the most dangerous "polite" questions in real estate:
"So, has it been a busy open house?"
I like to call this the $20,000 Open House Cookie Trap because answering it wrong might end up costing your seller $20,000 in equity before the open house even ends.
Many agents fall into this trap because they want to seem successful, liked, or "in the know." They mistake casual chatter for building rapport.
If you answer, "We’ve been slammed! My feet are killing me," you just told the buyer's agent exactly how much competition they have. But here's the catch—if an offer isn't on your desk by Monday morning, that buyer's broker knows you were either bragging or lying. Just like that, your leverage is gone.
If you pivot the other way and say, "It’s been a bit slow today, honestly," you just printed a "20% Off" sign and put it on display right next to the macarons.
Here's the thing: Both answers betray your fiduciary duty. You aren't hosting a cocktail party; you are guarding your client's equity and confidential information. You can be the most charming person in the room without giving away a single piece of your client's leverage.
When the question comes—and it always does—you don't need a conversation. You need a deflection. Try something like this instead:
"The activity has been consistent with every other well-positioned home in this market. I'm sure your clients would want to be among the first to be considered, wouldn't they? Will they be drafting their offer today, or are you looking at Monday?"
Information is the only real currency you have in a negotiation. Don't treat it like confetti by throwing it around just to fill the silence. Every single word spoken at an Open House should be weighed against one brutal question: Will my answer harm my seller’s position?
If your words don't protect your seller’s equity, keep the cookie in your mouth.
Until soon enough,
Jeff.
Championing the Human Parts of Real Estate Since 1979™
About the Author: I am a self-retired real estate professional with a career spanning 47 years. Throughout decades of market changes, I remained dedicated to the idea that real estate is about more than square footage—it’s about the human element. Today, I write about the lessons learned from a lifetime of helping people find the place that truly feels like home, hoping that sharing these insights will help the next generation of agents better serve their clients and find fulfillment in their own careers.
(C) 2026 Jeff Sorg
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