Home Staging in our Listing Presentation

Ever wonder why someone painted a color? Where did they get so much stuff? How you are supposed to tell the home owners during a listing presentation that the wall that holds all the photo memories of their family is way too cluttered right after they have personally explained each sentimental value of the picas. Most agents competing for that listing will not say a word (speaking of a competitive listing market of course), so, really why would they chose a listing agent who asks them to do work on their home or who perhaps thinks it’s too cluttered ect….wouldn’t it be much easier to select the agent who simply says it looks great.
We struggled with the element of presenting a stager. I tried on my own, relied on my own experience….and that worked sometimes but at other times I lacked the “sensitivity chip” that was clearly needed. We tried leaving the stager information in our listing kits and of course almost 90% of listings wouldn’t call, especially if they were going to be paying for it.
So, we decided to include it in our package and present right at listing time as well as having the Seller indirectly pay for it and create a win/win situation for everyone.
Statistically it’s proven that a house that shows well will sell quicker and likely get better dollar value. If you have the right stager, this can all be shown easily through their own presentation.
I’ll share what we do. In our listing presentation we have 3 options. If a Seller lists at 5% they receive a 1hr verbal consultation with a home stager to show the benefits of having the home staged. It only costs us about $75.00. At 5.5% a Basic Package with full consultations and reports and room by room redesigning advice is given. Then followed up with a post consultation. At 6% they receive an enhanced package which includes a design package and assistance from stagers throughout the entire process and return visits. There are more details for each package of course but this is the basics of it.
With including even a consultation in my listing presentation it at least sets me apart. If you pick the right stager they will work well with your clients. A good home stager should have before and after pictures and testimonials of how homes were on the market without staging and once staged sold ECT...
Even the basic package with a stager sets things in motion. The wheels start turning and home owners “want” their home to look that good.
With vacant homes it is almost essential to bring in furniture to make it looked more “lived in”. Some agents in my office go out and get the furniture themselves and put it in. I think the best use of your time though is to get a stager to do it. A stager can do it all and usually has great contacts in the furniture rental area so I just leave it to her.
The statistics for staged homes are amazing and often my clients are really impressed with the results.
We’re in Canada and home staging is just starting to take off here. Be careful though because you want to make sure your listing is priced right. Or perhaps you want to set up a clause in your listing that refunds the money if they cancel the listing. If you go with our method and are doing listing option 2 or 3 you really need to be sure your clients are going to stay with you.
Overall, by putting our stager in our listing presentation we are seeing a great amount of success. Of course not every client will fall in love with home staging, but, it’s starting to set us apart and our homes.
I think everyone should have a great home stager involved in their listings!