Unlock Open House Success: Proven Curiosity Questions to Ask To Close More Deals

This is the season of open houses. We should be doing more open houses than ever. When you’re hosting them, think about incorporating curiosity questions into your conversational strategy. Curiosity questions can unlock the door to continuing a relationship after someone leaves your open house.

Let me give you an example. What if I said, "Hey, feel free to walk around the house. I’ll answer any questions you have and point out some unique features. But one quick question for you— the seller has authorized me to give anyone who’d like a copy of the CMA we used to price the property. The comparative market analysis—it's almost like an appraisal. Would you like a copy of that?"

This is catnip to most buyers. They usually can’t resist wanting it. Often, they’ll say yes. I’ll respond, “Great! I can text it to you or email it to you—what would you prefer?”

Now I’ve gotten permission to continue the relationship.

Of course, before I make this approach, I would’ve cleared it with the seller. My conversation with the seller would go something like this:

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"Hey, Mr. and Mrs. Seller, the number one question I get about new listings is how we price the property. Since you priced it according to my suggestion and based on the CMA we gave you, I’d recommend sharing the CMA with potential buyers. Let them see the comps, because in my experience, it helps us get higher offers.

“I’d explain that we’re basing the price on sold properties or active listings, and while you might have other ideas, this is what we’re using. In my experience, sharing this data leads to higher offers—sometimes even over the asking price. Would you allow me to do that?”

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If they say yes, I have them sign something or send me an email or text authorizing me to share the CMA. Now I can use this approach at my open houses.

That’s just one example, but curiosity questions can be other things too.

You can also ask

- “Would you like to know the utility costs for the last 12 months? I can text or email that to you.”
- “Would you like to be updated on new listings hitting the market that aren’t on MLS yet—pocket listings that could come up in the next two or three weeks?”
- Or, “Would you like to know what this house eventually sells for, or when it goes pending?”

Be creative and use curiosity questions to engage buyers. Remember, 72% of them are sellers in disguise, so there are a lot of opportunities out there for you.
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