How to choose an agent whose show houses actually draw buyers

You've listed your home for sale and an agent has offered to host open show houses. That's good—it can shift a property fast. But you're hearing conflicting things: one agent swears their open days pack the room, another promises "high-quality showings," and you're not sure which one actually delivers buyers or just traffic.

The gap between an agent who draws genuine buyer interest and one who simply opens the door is real, and it matters. A show house that attracts tyre-kickers wastes your time, annoys neighbours, and can even raise security concerns. You need to know which agent has the track record and methods to bring qualified people through.

Track record of sales velocity and buyer feedback

Start by asking the agent directly: "Of your open show houses in this price range and neighbourhood over the past 18 months, which ones sold within 30 days of the first viewing?" Listen to the answer—not a general claim, but specific examples. If they hesitate or deflect, that's a warning.

Ask too whether they track feedback from browsers. Did they note how many "serious buyers" came through versus curiosity seekers? A professional show-house agent logs this. They'll tell you whether attendees were first-time viewers or repeat visits, whether questions centred on price or condition, and whether anyone asked for a second private viewing or submission terms. That granular data shows they're filtering for genuine interest, not just counting heads.

Also ask what they do with weak feedback. If the comments were "liked the garden but not the price," do they feed that back to you and adjust strategy, or does it vanish? Agents who surface and act on buyer signals are the ones whose open days convert.

Marketing reach and timing precision

An open house that no one knows about draws no buyers. Ask the agent: "How do you tell buyers about my show house?" Listen for specifics. Do they advertise on property portals weeks ahead, send targeted email to their database, use WhatsApp groups in the area, post on social media with enough lead time, or notify other agents? And when—do they promote only days before, or build momentum over two weeks?

Timing matters too. A Saturday morning open in a family neighbourhood will draw different traffic than a weekday afternoon. Ask the agent if they propose the timing based on the property's likely buyer profile, or if they just slot all their show houses into the same slots. The former shows thinking; the latter suggests they're running a schedule, not a sale.

Also ask: "How many other agents' properties will you be advertising that same day?" If they're promoting 20 other homes at the same time, your show house shares oxygen with all of them. The best agents often stagger their open days or limit the number they host weekly to keep each one distinct and well-trafficked.

Preparation and handoff quality

None of this matters if the home itself isn't ready or if the viewing experience feels chaotic. Ask the agent how they prepare the property on show day—do they arrive early to air rooms, arrange seating or refreshments, brief themselves on the home's features, or simply unlock and hope? Bad preparation kills buyer momentum fast.

Also ask how they handoff: after the show house closes, do they follow up with attendees the same day or next morning? Professional agents contact visitors quickly—"Thanks for visiting Saturday; did you have any follow-up questions?"—because warm interest cools fast. Silence suggests they're not serious about conversion.

Finally, ask whether they use show-day feedback to inform next steps. Did several people say the lighting was poor in the lounge? That's actionable. Do they bring this to you? Good agents don't just host; they observe, refine and adapt.

When you're choosing between agents, these three threads—their sales history with open days, their marketing reach and timing, and their day-to-day rigour—will reveal who actually draws buyers rather than bodies. Strove can help you find and compare agents who've been verified for this kind of specificity and follow-through; asking these questions will help you spot the difference.