By Clyde Noel

Open houses are important business builders for realtors. On any weekend as many as 20 homes in Los Altos and 10 in Los Altos Hills are open for buyers to look over.

Alan Bien, Coldwell Banker realtor, held an open house at 648 Oakridge Drive last Sunday and was busy talking to guest buyers.

“Despite the popularity of the Internet, with multiple photos of a house, nothing takes the place of the buyer being able to see the home in person,” Bien said. “When they see the home it looks so different and they can picture their furniture in the house. Some even take measurements of rooms.”

Bien carries his laptop computer with him to an open house. He downloads the latest listings before he arrives so he can advise on other properties for sale that could interest the client.

Eva Marie Smolenski, Cashin Company realtor, was holding an open house at 1160 Portland Ave., Los Altos, last Sunday. A smaller house under $1 million, the house was active because of affordability.

“I like to educate people about the market. I love the interaction with new buyers,” Smolenski said. “They feel they are getting in over their head and I like to make them feel comfortable about buying a house.”

Jack Howell, Mansell & Company broker, was showing a Victorian jewel in the University Avenue area. The Merriman-Winchester house dates back to the mid-1800s, and prospective buyers were more discriminate looking for a house slightly under $3 million.

“Open houses convey to the seller you are actively working to sell the home,” Howell said.

“It also gives a favorable impression to potential buyers, and (the realtor) find out whether they would like to work with you on other properties.”

According to a National Association of Realtors annual survey, home buyers use a variety of methods to search for a home, with over 39 percent responding that they attend open houses.

By comparison, 82 percent use a real estate agent, 51 percent use newspaper ads and 24 percent use friends, neighbors or relatives.

Smolenski is relatively new to the real estate industry and finds open houses are the most productive way to connect with people looking for a home.

“By giving forethought to your marketing plan for the seller, an open house is a good way to focus on new business,” Smolenski said.

“You try to identify the ideal buyer profile by the price range they work in, the neighborhoods they are looking for, the type of property and the buyer’s needs.”

Bien saves time by determining early in the conversation whether the guest is working with another agent.

“You don’t want to waste your time and energy or get in a sticky situation with another agent.” he said.

“If they need the services of an agent, the trust building starts at the open house.”

Success in the real estate business is based on excellent execution of the fundamentals of the business, and one of the basics is an open house.