By Robert Urban – FSBO Home Seller, Equity Keeper, and Guy Who Can Spot a Tirekicker from the Driveway
So you’ve decided to sell your house yourself. Congrats and Welcome to the (For Sale By Owner) FSBO-life. This is where you maximize your profit, stay in control and you get to learn just how many strangers will open your medicine cabinet during a showing.
I’ve been there. I’ve done it. I’ve stayed up at 2 a.m. Googling everything from “how to stage a small living room” to “do buyers judge your bookshelf?” (Answer: yes, weirdly, they do.) And while I’m a pretty organized, detail-oriented guy by nature, I just so happened to be at peak bachelor mode when I sold my house-which meant less Pottery Barn decorative towels and more “Is it weird to stage with a bean bag?” I really wish someone had handed me a simple, no-nonsense checklist: Do this. Don’t do that. Definitely hide that lava lamp.
Because while you can binge a thousand home makeover shows or scroll through Pinterest until your eyes glaze over, most of that stuff won’t tell you how to actually run a smart, effective open house-especially when you’re doing it yourself.
So, let me make it easier for you. Here’s something to remember:
A well-run open house can absolutely make or break your FSBO success.
It’s your shot to show off your home, connect with serious buyers, and set the tone for what kind of seller you are-someone who’s prepared, professional, and definitely not the type to fall for a “cash offer right now if you drop the price by fifty grand.”
So, here are five real-deal open house tips that helped me sell my place without a listing agent-and without losing my mind in the process.
1. Treat It Like a First Date… For Your House
You wouldn’t show up to a first date in sweatpants and unbrushed teeth (I hope), so don’t let your house do it either.
This is your home’s big moment-its time to shine. Literally and figuratively. Clean it like your mother-in-law is coming over and open every curtain. Natural light is your best friend. Vacuum, dust, declutter, and give the whole place a good once-over. Bonus points if it smells like fresh-baked cookies or citrus cleaner instead of… whatever that smell was in the guest bathroom last week.
And don’t just clean-stage. That means:
- Removing personal items (yes, even the shrine of family photos or Florida Gators memorabilia)
- Making each room look intentional (what’s that spare bedroom trying to be-an office, a gym, or chaos incarnate?)
- Setting the table and putting out fresh towels in the bathroom
You want buyers to walk in and think, “Wow, I could live here,” not, “I feel like I’m intruding.”
2. Set the Mood-but Don’t Make It Weird
I once went to an open house where Kenny G (a jazz musician who played saxophone who was popular in the 90s) was playing softly in the background, incense was curling through the air, patchouli oil was simmering on the stove, and bundles of sage were tucked into random corners like some kind of spiritual scavenger hunt. To top it all off, there was a handwritten poem about “life’s journey” next to the guestbook.
Y’all… no.
Buyers aren’t showing up for your vibes-they’re there to imagine their life in that space. That’s the goal. That’s the win. As stated above, You want them imagining themselves as the owner of the house, not concerned with “Am I about to get recruited into a drum circle?”
Here’s what does work:
- Soft, neutral music (instrumental or light acoustic-no lyrics, no surprises)
- A clean, calm scent (lemon, lavender, or fresh linen-skip anything too heavy or sweet)
- Natural lighting with lamps on for warmth (especially in corners or rooms without big windows)
And here’s a big one: get out of your own way. Let buyers explore without shadowing them like a retail associate. Greet them, offer a flyer, let them know you’re available for questions, then let them look. Comfort breeds interest. It also shows them you are not desperate.
3. Create a Killer Takeaway
Don’t let buyers leave empty-handed. Give them something that makes your home memorable after they leave and tour six other places.
Print a simple, polished flyer that includes:
- A few great photos
- Key features and upgrades
- Square footage, number of beds/baths, and lot size
- Your contact info (email and phone)
- Optional: a brief personal note about what you’ve loved about the home (just don’t overdo it and give them a novel)
Pro tip: I also included a list of nearby hotspots– coffee shops, parks, schools, and restaurants. It made my place feel rooted in the community, not just a building. If the schools you mentioned are really great schools, let people know that. Highlight the highlights, if that makes sense.
4. Be Ready to Answer the Right Questions
Buyers are curious-and if they’re serious, they’ll ask the questions that matter. So be ready.
They’ll want to know:
- How old is the roof?
- What’s the average utility bill?
- Any recent updates/upgrades
- Is there an HOA? How much and what does it cover?
- Why are you selling?
Answer honestly, but strategically. “We’re downsizing, now that the kids are gone,” or “We’re relocating for work” are neutral, respectable answers. Avoid anything that sounds like a red flag (“We’re selling because we hate hearing motorcycles all hours of the night during even when it is not Bike Week.
And hey, it’s okay to say, “I’m not sure, but I’ll find out for you.” That makes you trustworthy-not clueless.
5. Follow Up Like a Pro (Not Like a Sales Robot)
Here’s what a lot of FSBO sellers forget: open houses don’t close deals-follow-up does.
If you had a sign-in sheet or contact list (and you should), reach out within 24 hours. Keep it personal and short. Something like:
“Hi [First Name], thanks for stopping by the open house at 123 Glenwood Road. Let me know if you have any questions or want to schedule a private showing-I’d be happy to help.”
No pressure. No spammy tone. Just helpful and human.
And if someone seems interested but hesitant, offer to walk through the home with them again one-on-one. The second showing is where serious buyers start imagining furniture placement—and that’s where offers are born. If they mention a spouse or partner, you can bet they aren’t going to make a decision without the other seeing it as well, so invite them if the interest is there.
Bonus: Don’t Be Afraid to Say No
One more thing. Don’t let desperation write your contract. If someone throws a ridiculous lowball or acts shady, politely decline and move on. You’re not just selling a house-you’re protecting your investment.
Remember, you’re in control. You’re doing this to keep your profit, your pace, and your sanity. That means you get to choose who buys your home-and how that process goes.
The Bottom Line
Open houses can be awkward, exciting, and a little stressful, but they’re also one of the most powerful tools in your FSBO toolkit. Done right, they can turn curious browsers into serious buyers.
And with the right prep, a little confidence, and maybe a fresh batch of cookies on the counter, (although I am a oatmeal raisin man, chocolate chips are the most preferred) You can absolutely pull it off.
I’m Robert Urban. I sold my house by owner. No commission. No regrets.
And if you’re thinking about doing the same, these tips above should help you with the open house portion. Good luck!