If you've been in the real estate game for any length of time, you know that open houses have always carried a bit of mystery around them. Who are they really for? What's the agent's actual agenda? And if you're a buyer, should you even go without your own agent in tow?
The answers to those questions have gotten a lot more interesting lately — especially since the National Association of Realtors settlement shook up how agents do business. Whether you're thinking about listing your home or you're out there hunting for your next place, here's what you need to know about open houses in 2026.
The Old Playbook vs. What's Actually Happening Now
Let's be real about something that most agents won't tell you upfront.
"Historically, agents held open houses primarily as a lead generation tool for themselves," says Mike Oddo, CEO of HouseJet. "The goal was to meet buyers who didn't have representation yet and turn them into clients. Sellers were almost an afterthought in that equation. But something shifted meaningfully after 2021. Inventory tightened, buyer demand surged, and open houses started generating real, legitimate offers on sellers' homes. We've seen that trend continue into 2026. Now a well-executed open house can genuinely move the needle for a seller — but only if the agent is approaching it with the right strategy."
That distinction matters. Because depending on who you are in the transaction, your goals walking into an open house are very different — and so are the questions you should be asking.
If You're a Seller: What to Ask Before You Let Anyone Through Your Door
You've hired a listing agent. You've cleaned, staged, maybe even baked cookies for ambiance. But before you hand over the keys for a Sunday afternoon showing, there are some things worth nailing down with your agent first.
What's the actual plan for generating offers — not just foot traffic?
There's a big difference between an open house that creates buzz and one that creates buyers. Ask your agent how they plan to convert attendees into serious prospects. Are they following up with every sign-in? Do they have a system for nurturing leads after the event? An experienced agent should be able to walk you through their specific follow-up process, not just say they'll "reach out to everyone who came."
How are you handling the sign-in process?
Under the new rules that took shape from the NAR settlement, agents are now required to track who walks through the door and clarify representation status. This isn't just a formality — it's actually useful for you as a seller. When buyers sign in, your agent can identify who's serious, who already has representation, and who might be a candidate for a quick follow-up conversation. Ask your agent how they're collecting that information and what they're doing with it.
Are you marketing this to the right buyers, or just advertising it publicly?
A well-targeted open house markets directly to buyers already active in your price range and neighborhood. Ask your agent where they're promoting the event — social media, email campaigns, agent networks, MLS, neighborhood groups. The more targeted the promotion, the more likely you are to see genuinely interested buyers walk through, rather than neighbors just satisfying their curiosity.
What's the plan if someone wants to make an offer on the spot?
This one catches sellers off guard more often than you'd think. With buyer competition still running strong in many markets, it's not unusual for an offer to come in during or immediately after an open house. Under the current commission structure, buyer agents are now negotiating compensation directly with their clients rather than relying on MLS offers of compensation. That means your agent needs to be prepared to handle offer conversations that come with different commission arrangements baked in. Make sure you understand how your agent will handle that before the first person walks through the door.
Will you be there — or sending someone else?
This is a simple question, but it matters. Some agents send a junior team member or even a colleague to host open houses when they're double-booked. There's nothing inherently wrong with that, but you should know in advance who will be representing your home and what their experience level is.
If You're a Buyer: What to Ask Before You Go
Open houses feel low-pressure, and that's kind of the point. You can walk through without feeling like you're committing to anything. But that casual atmosphere can sometimes work against you if you're not prepared. Here's what HouseJet recommends asking your buyer's agent before you head out to an open house.
Do I need to sign anything when I walk in?
The short answer is no — you're not required to sign a buyer agency agreement just to tour an open house. But you will likely be asked to sign in with your name and contact information. If you already have a buyer's agent, make sure you tell the listing agent right away when you walk in. This protects your representation and prevents any awkward conversations later about who you're working with.
Could the listing agent try to represent me directly?
Yes, this can happen. If you walk in without an agent, the listing agent may offer a limited, short-term representation agreement — often covering just that specific property for a defined window, like 30 days. That arrangement isn't automatically a bad deal, but you should understand what you're agreeing to. The listing agent's primary loyalty is to the seller, so going into an offer situation without your own representation is a risk you should at least be aware of before you sign anything.
What should I not say at an open house?
This is a big one that a lot of buyers don't think about. The listing agent is working for the seller, which means anything you share about your budget, your timeline, or how much you love the house can potentially be used in negotiations against you. Your buyer's agent should coach you on what to keep close to the chest. Phrases like "this is exactly what we've been looking for" or "we could go higher if we had to" are the kinds of things that shift leverage to the other side of the table.
How should I handle it if I want to make an offer right after?
If you walk through an open house and you're ready to move, talk to your buyer's agent immediately — don't start negotiating with the listing agent on the spot. Your agent needs to put together a competitive offer with your interests protected, and that includes the commission conversation. Since buyer's agent compensation is now handled directly between you and your agent rather than through the MLS, your agent should already have that structure in place before you even get to the open house. Make sure you've had that conversation beforehand so there are no surprises if you want to move fast.
Is there anything about this property I should look for while I'm there?
Ask your agent to brief you on the home's history before you go. In some states, particularly California, sellers are increasingly required to disclose structural reports, renovation histories, and inspection findings upfront. If those documents are available, your agent should have already reviewed them. Walking through an open house with fresh eyes is great, but walking through with informed eyes is better.
The Bigger Picture
From HouseJet's perspective, open houses aren't going away — if anything, they've gotten more strategically important for both sides of a transaction. For sellers, a well-run open house in the right market can compress your days on market and generate multiple offers over a single weekend. For buyers, they're still one of the most efficient ways to explore homes without the pressure of a formal showing.
But the rules have changed. The transparency requirements that came out of the NAR settlement mean that everyone in the room needs to know who they're working with and what the terms are. That's actually a good thing — even if it makes open houses feel slightly more formal than they used to.
The best thing you can do, whether you're selling or buying, is go in with a clear plan, the right questions already answered, and an agent who's prepared to advocate specifically for your interests — not just show up and hope for the best.
