Fall Open House Strategy: What Works in September vs Spring

Fall open houses work differently than spring open houses.

Different buyers. Different expectations. Different results.

The Seasonal Difference

Spring buyers: Shopping early, taking time, comparing options

Fall buyers: Ready to move, deadline-driven, making decisions

Adjust your strategy.

The Timing Change

Spring open houses: 1pm-4pm works fine

Fall open houses: 12pm-3pm better

• Earlier sunset
• After-school activities
• Sunday football starts at 1pm

Start earlier in fall.

The Serious Buyer Ratio

Spring open houses: 30% serious buyers, 70% lookers

Fall open houses: 60% serious buyers, 40% lookers

Fall attendance is lower but quality is higher.

The Weather Factor

Check forecast before scheduling:

Rainy day open house: Low turnout, serious buyers only Nice fall day: Better attendance Football Sunday: Lower traffic Holiday weekend: Skip it

Weather impacts fall more than spring.

The Marketing Timeline

Spring: Promote 7-10 days ahead

Fall: Promote 3-5 days ahead

Fall buyers move faster. Don't promote too early.

The Sign Strategy

Spring: Signs Thursday through Sunday

Fall: Signs Friday afternoon through Sunday

Shorter promotion window in fall.

The Feature Focus

Spring buyers notice: Yard, outdoor space, curb appeal

Fall buyers notice: Heating system, insulation, windows, roof

Emphasize different features.

The Temperature Setting

Keep the house comfortable:

Not too warm (makes people leave faster) Not too cold (makes people uncomfortable) Consistent temperature throughout

68-70 degrees is ideal.

The Lighting Strategy

Fall has less natural light:

Turn on every light in the house Open all curtains and blinds Add lamps to dark corners Make it bright and welcoming

Darkness kills fall open houses.

The Scent Approach

Spring: Light floral scents

Fall: Warm scents

• Cinnamon
• Apple
• Vanilla
• Fresh baked goods

Match the season.

The Follow-Up Speed

Spring open house leads: Follow up within 48 hours

Fall open house leads: Follow up within 12 hours

Fall buyers won't wait.

The Attendance Goal

Spring: 15-20 groups is good

Fall: 8-12 groups is normal

Lower numbers don't mean failure in fall.

The Qualification Questions

Ask everyone:

"Are you working with an agent?" "What's your timeline?" "Have you seen other homes today?" "Is financing in place?"

Fall buyers can answer these. Spring browsers can't.

The School District Angle

Families looking in fall:

Missed spring market Want to be settled before next school year Understand local schools

Have school district information ready.

The Pre-Approval Emphasis

More fall buyers are pre-approved:

Ask about financing Suggest lender if they're not approved Follow up with serious buyers immediately

Fall is closing season, not browsing season.

The Neighbor Strategy

Invite neighbors:

They refer buyers They know the area benefits They often want to move up They're referral sources

Neighbor turnout is better in fall (they're home more).

The Virtual Tour Option

Fall weather can be unpredictable:

Have virtual tour ready Post online for people who can't attend Send to interested leads who missed it

Technology saves weather-impacted open houses.

The Weekend Competition

Spring: Less competition for buyer attention

Fall: Sports, school events, holidays

Plan around major events.

The Price Positioning

Spring: Room for negotiation

Fall: Price it right from start

Fall buyers won't wait for price reductions.

The Feedback Collection

Get specific feedback:

"What did you think of the price?" "How does it compare to others you've seen?" "What would it take for you to write an offer?"

Fall buyers give actionable answers.

Common Fall Mistakes

Using spring timing and tactics. Not adjusting for daylight. Ignoring weather forecasts. Treating lookers like serious buyers.

Fall requires different approach.

Your Next Open House

Schedule for 12pm-3pm.

Turn on all lights before attendees arrive.

Have school and heating information ready.

Follow up with every attendee within 12 hours.

Fall open houses generate fewer leads but better conversions.

Tiffany Hampton is a seasoned real estate leader and MAPS Coach with over two decades of experience helping agents succeed through leadership, coaching, and innovative strategy. As the founder of AgentGrowth365.com, Tiffany delivers proven systems, tools, and training that empower agents and market center leaders to grow with clarity and purpose. Whether you're looking to hit 24 transactions, streamline your coaching systems, or lead your business with impact, AgentGrowth365 offers a full suite of solutions designed to meet today's challenges and scale tomorrow's success.