Most Agents Miss the Biggest Opportunity at Open Houses
You spend hours staging, marketing, and hosting open houses. You greet visitors, walk them through features, and hand out your card. But here's what the top 10% of producers do differently: they talk about money.
Not aggressively. Not with a sales pitch. They simply address the elephant in the room — can this visitor actually afford this home? — in a way that builds trust, establishes expertise, and creates a natural next step.
Here are the conversations that convert open house visitors into signed clients.
The Opening: Gauge Financial Readiness
After the initial tour and small talk, try one of these natural transitions:
"Have you had a chance to get pre-approved yet, or are you still in the early research phase? I ask because rates just dropped to a three-year low, and the numbers look really different than they did even six months ago."
This accomplishes three things: it's a qualifying question, it demonstrates market knowledge, and it creates urgency without pressure.
The Follow-Up: Address Common Concerns
When they say: "We're not sure we can afford it"
"That's actually the most common thing I hear — and honestly, most people are surprised by what they qualify for. With rates near 6% and programs like CHFA that can cover your down payment, the monthly payment is often comparable to what you're paying in rent. Would it be helpful if I connected you with my lending partner for a quick, no-obligation conversation? They can run your numbers in about 15 minutes."
When they say: "We're waiting for rates to drop more"
"I hear that a lot, and it's a fair thought. But here's what I've seen play out: when rates drop significantly, buyer demand surges and prices go up. The buyers who purchased at 6% last year and refinanced when rates dipped are now sitting on equity and a lower payment. It's really about the right home at the right time — and rates today are actually the lowest they've been since 2022."
When they say: "We don't have 20% down"
"You actually don't need 20% — that's one of the biggest myths in real estate. FHA loans start at 3.5% down, conventional loans at 3%, and if you're a veteran, VA loans require zero down. Colorado also has some of the best down payment assistance programs in the country. My lending partner can walk you through exactly what you'd need."
The Close: Create the Connection
The goal isn't to pre-approve someone at an open house — it's to create a warm introduction to your lender that converts a casual visitor into an active buyer. Here's how to make the handoff natural:
"I work with a local lender who specializes in Colorado markets — they're really good at finding the right program for each buyer's situation. If you want, I can have them reach out with a quick rate quote. No application, no credit pull, just real numbers so you know where you stand. Sound good?"
Then text your lender the lead info right there. The faster the follow-up, the higher the conversion.
Why This Works
Research from the National Association of Realtors shows that 63% of open house visitors are not yet working with an agent. The agent who helps them navigate financing — even just the first conversation — becomes their agent of choice.
You're not playing lender. You're being a trusted advisor who helps people understand their options. That's the difference between handing out a card that goes in a drawer and starting a relationship that leads to a closing table.
Make Cedar Home Loans Your Open House Secret Weapon
We respond to agent referrals within the hour — often within minutes. We'll run your visitor's numbers, explain their options clearly, and loop you in every step of the way. When your open house visitors become pre-approved buyers, your conversion rate goes up and so does your reputation.
Connect with our team and we'll set you up with a dedicated loan officer who speaks your language and treats your clients like VIPs.
