Top 5 reasons sellers won’t stage

There are many myths and misconceptions people use to avoid doing what they need to do when selling property (much like the pursuit of good health!). Even though there is […]

There are many myths and misconceptions people use to avoid doing what they need to do when selling property (much like the pursuit of good health!). Even though there is a myriad of information on the internet, supported in books, magazines, and TV, people still resist t he most powerful thing they can do to sell property with great results! Think of professional stagers as property wellness consultants. Here are some responses to frequently voiced concerns that you can give your clients.

  1. “Staging costs too much.”
    Answer: Too much compared to what? Not selling? Lowering your asking price? Let’s think about how much it will cost you if you don’t stage. Consider the cost of overheads, the stress of not moving, and price reductions! Most sellers today are willing to invest in market preparedness; choosing not to puts you at a distinct disadvantage. Some sellers invest between 1-5% of the asking price to prep for selling, others invest only a few hundred dollars; it all depends on the condition and deferred maintenance. HomeGain reports even a moderate investment returns 196%, nearly doubling your investment. Working with a professional will maximize the impact of the dollars you can afford. Remember – the investment in staging is always less than the first price reduction.
  2. “If it is good enough for me, it’s good enough for anyone.”
    Answer: Since you last sold a property, things have changed considerably. Buyers have been influenced greatly by TV “Fix up the house and sell” shows; they now have higher expectations than ever before. They have choices – buy a new build, a newly renovated property, or buy yours at a greatly reduced price (because they will need to invest a lot of money to make it how they want it). The fact is, people are busy. They want move-in ready. They just want to bring the kids, the dog, and belongings and have a BBQ on Sunday. What we know for sure is at least seven out of ten buyers are willing to pay MORE MONEY for move-in ready. This is not a time for complacency; agents need to say, “When you list with me I will be investing my own time and money to market this property. To give you the best opportunity of securing the most money possible in the shortest amount of time, the property really needs to be prepared fully for the buyer to engage emotionally. I have a professional on my team who is an expert at this; let’s bring her in and see what she recommends and go from there.”
  3. “Staging is just cleaning and decluttering. I can do that myself.”
    Answer: Correct; however that is just a small part of the process. Staging is much more than cleaning and decluttering. Your property is competing for a buyer with others which have been fully staged. If your goal is to secure the most equity possible, your house needs to look better than others.

    Think Hollywood! There are many elements that contribute to making a picture-perfect movie.Preparing a home for sale may include cleaning, repairing, reducing, and refreshing, as well as a perfect color strategy, the correct selection and placement of furnishings, lighting, art and accessories. To give buyers the best perception of value, stagers select and place everything very specifically. Stagers understand how to have buyers feel the connection with the space. Using proprietary principles that are taught in class, they ensure your house looks its best in person and online in photos. Great photos are crucial to getting maximum viewings, as 97% of potential buyers look at photos on the internet before they ever come to see a house in person.

  4. “Another agent told me I don’t need to stage.”
    Answer: Interesting. Did they say why? When I hear comments like this I immediately think that agents lack understanding of how impactful staging is for the seller of property. Unfortunately not all agents know how staging will benefit you. Maybe they did not want to risk offending you or have you think they weren’t excited about selling your home. 61% of buyers actually know the instant into a house whether it is the one for them. A great stager will make sure that first impression clinches the deal. Staging will amplify the value and build desire for ownership as buyers move through the property. Staging is a key part of many agents’ marketing strategy. What I know for sure is people remember with their eyes. Buyers start with a list of ten properties to see and usually buy within the first six. We want yours to be the one they buy. We need to get on the list, stay on the list, and impress the heck out of the buyer when they are there. Staging will do that for you.
  5. “Let’s wait and see how it goes before we think about staging.”
    Answer: I hear what you’re saying – that it’s a lot of effort and you would rather not! I get it. Some of my sellers have said the same thing and honestly, if I believed you could sell this property with the best results without staging, I would tell you. It is my fiduciary responsibility to do the best job possible for you, whether you do or do not stage. What I know for sure is the highest traffic (eyes) your listing will ever have takes place during the first ten days it is on the market. Those who see your house before staging, online or in person, rarely come back after staging. We lose those opportunities. Even if you take the property off the market later, stage and relist, you only get about 20 percent of the initial interest back. The longer a property is on the market, the less likely it will sell for asking price. First impressions are made in the blink of an eye. I don’t want to waste the initial burst of interest. The most effective time to stage is before anyone sees the property.

Feature photo by Alberto Castillo Q. on Unsplash

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About Christine Rae

Christine Rae blends her passion for the staging and decorating industries, her desire for helping people develop their potential, the thrill of training to the presentation of the CSPâ„¢ workshop. She has honed her skills and built her knowledge through extensive training in a variety of disciplines. During the last five years Christine has trained over 1600 people and in 2004 was recipient of an International Staging Award. Christine believes a crucial part of success as a trainer is to keep your hand in the industry you speak and teach about. This is why she continues to work (outside of training sessions) at building her own staging business, and works with a select group of Realtors® . The best business anyone can have is from a referral - it is an honor and privilege to work with you and your sphere of influence. Wellness with Essential Oils: http://www.christineraelivingoils.com/weblog