Staging 101...
Staging is HOT now, but…
For the longest time no one knew what I was talking about when I
mentioned that I was a Real Estate Stager®. So I would say “Homes that
are Staged® have been cleaned, de cluttered, and depersonalized. And
then they are often refurnished or rearranged to have that open,
spacious, light-filled inviting look that buyers want” And the blank
stare would start to fade—a little.
Now I hear “ Oh, you mean like on the TV shows!” Thank Heavens for the
TV shows like “SELL THIS HOUSE” and “Designed to Sell”. Many more people
have heard of staging. In fact, now everyone wants to get in on this
“hot new” trend that was conceived back in 1972 out in California, by a
woman named Barb Schwarz. Just so you know, the word Stage® is a
federally registered trademark of StagedHomes.com. Barb was a realtor®
with listings that weren’t selling and she figured there must be
something she could do to change that, and the rest is history.
So, Why Stage Your House?
There are four things that affect the sale and the selling price of your
house.
LOCATION
CURRENT MARKET CONDITIONS
CONDITION
PRESENTATION
You can’t change the location, you can’t do anything about the current
real estate market, but you can change the condition of your house and
it’s presentation. A real estate stager® helps you to do these last two
things and can positively improve the selling price of your house.
Notice I keep saying the word ‘house’. That’s because the minute you
decide to put your ‘home’ on the market, it becomes a house—a product to
sell—that must look, feel, and show better than the other houses, like
yours, out there on the market.
Staging is best done before the home ever goes on the market. But it can
also help homes that have been on the market and aren’t selling. Vacant
homes and model homes need to be staged® as well with small vignettes of
accessories and minimal room furnishings to give that welcoming feel.
The stager® goes through the property, with a trained, objective, “
buyer’s eye” and uses an extensive checklist to determine what needs to
be done. They need to be totally frank with you, as gently as they can.
After all, this is information you NEED to know. Depending on time and
budget, the homeowners can then do these things or hire the Stager® to
complete some of the things on the list for them.
Of course I was “ preparing homes for sale” 20 years ago, I just didn’t
have a name for it. Now, there are many terms used: House Fluffing,
Dressing To Sell, and Home Presentation to name a few. After all, in
reality, your house is only worth what someone else is willing to pay
for it! Harsh words, but true. And how do you increase the value of your
home in the buyer’s eye? STAGING®! Usually, Barb Schwarz’s phrase --
“The way you live in your home and the way you sell your house are two
different things” or, “Would you like some ideas and techniques that
will help you sell your house?” get the point across.
So here are a few of my basic tips for selling your home:
Curb Appeal, Clean, De Cluttered, and De Personalized.
Curb appeal-- Buyers will judge your home by what they see from
the street. If they don’t like what they see on the outside, you’ll
never get them inside. Overgrown shrubs, anything dead, weeds, driveway
cracks, peeling paint, and plants growing in the gutters give off
negative messages about your home. Don’t forget to check the front door
& entry area for dirt, cobwebs, fingerprints & chipped paint. Remove any
personal nameplates from the home now.
Clean, Clean, Clean— as I tell my clients “like it ‘s going in
for surgery.” Especially Kitchens, Bathrooms, and Windows.
Fingerprints, grease, dirty grout, moldy cracked caulk, and ugly stains
anywhere are a real turnoff to buyers.
Worn carpet or flooring should be fixed or replaced. Fresh paint where
needed for walls and trim in neutral colors please.
Odors from pets, smoking, unpleasant cooking smells need to be dealt
with as well. Don’t cook cabbage, fish, etc the night before an open
house or showing.
Clutter— for the homeowner has a way of disappearing into the
background after a while. They don’t even see it. But you can bet the
buyers will and it lowers the value of the house in the buyer’s eye. One
person’s treasures are another person’s clutter. When in doubt, don’t
leave it out!
De Personalize by removing family photos,
trophies, awards, vacation souvenirs, family treasures, personal quilts
or wall hangings and pack them away. Yep, you read that correctly. Any
personal valuables and other expensive items should also be put out of
reach and sight. You’re selling your house, not your things. This is not
the time to try to impress anyone with your belongings.
There should also be no pj’s and nightgowns on the back of the bathroom
or bedroom doors or personal toiletries out in plain view. They all
represent the personality of the owner and their “life” in the house. By
removing these personal things from the house or from view, the seller
is really giving the buyer “permission” to mentally move their things
into, and to “buy”, the house. Until they can do that, they’ll never
make an offer.
But we have to live here! Yes you live there, but the closer you
get to the ideal of the “model” home, the better off you’ll be. These
temporary inconveniences will really pay off in increased offers. Just
think of that great vacation spot you go to or that nice hotel suite you
stayed in. They are designed to be just relaxing, uncluttered,
comfortable, impersonal spaces. No personal photo’s on the walls or
tables. Yes there were towels and toiletries in the bath, but they
didn’t look like they had been used or “ belonged” to anyone before. You
would have checked right back out if they had!
And now-- the rest of the story
So these are the basics. They’ll give you a great start. Beyond this is
where the art and science of staging® really begins. It’s not just about
decorating. This is where the Stager® provides a critical buyer’s eye
opinion that is so important.
Some homes need some un-decorating. Others need a bit of “sparking up”.
You’re really showcasing the architecture and positive features of the
house, not the belongings of the current owners.
Old drapery treatments, faded bedspreads, stained dingy towels, shower
curtains and throw rugs all leave negative impressions about the house
on the buyers. Not fair but true.
On the other hand, fresh flowers, at least in the kitchen, the smell of
cookies baking, or a lightly fragranced candle gives a positive
impression.
And along these lines, neither the homeowner nor the pets should be in
the home while it is being shown. Pet food and water dishes should be
placed out of sight as well or at least out of the traffic path buyers
will be taking.
Room editing, and furniture arrangement for an easy traffic flow and a
spacious look is critical. Closets, cupboards, drawers should all be
organized and have space in them.
Lighting is very important as well. Show all rooms in the best possible
light. Windows and curtains open and lights on even during daytime. It
adds a richness and warmth to the rooms. And leave a few of the
“prettiest” lights on in the house at night, for those “drive by first’
lookers.
Feeling welcome and comfortable and free to move about in this “house”
is critical to the buying decision to make it their “home”.
I’ve never heard anyone complain about a house having too much light,
too much space or storage or being too relaxing!
Sound like a lot of work? When you sell your house, it’s a job. And you
are earning back your equity. I can guarantee you that no matter what
you spend on your home to get it Staged® and ready for the market, it
will be far cheaper than your first price reduction would have been when
it didn’t sell.
“When you stage® your home you are selling on purpose, not just leaving
it to chance”~ Tracy Susick
Tracy Susick is an Accredited Staging Professional™ and owner of Room
Works in Saegertown. She specializes in Interior Redesign and Real
Estate Staging® and works with all homeowners and home sellers with or
without a real estate agent.
Tracy Susick - Room-Works
www.room-works.com
tracy@room-works.com
Read another home staging article...
The way you live in a home and the way you sell your house are two very
different things!”
Your house is probably your biggest asset; selling it can be one of the
most important decisions in your life.
