This week I received a contact form via my website, in the comment section it read: We need your help! I immediately called the client and listened to her lament of how she and her husband transferred from Ohio to Maryland. Just to have his job transfer them back in a year. They put their home on the market and were ready to settle, unfortunately, two days prior to settlement the buyers financing fell through. Now, they are living with her in-laws because they cannot afford to buy another property until they sell the property in Maryland.
Here's the rub, she asked me approximately how much it would cost to Stage their property. I said, "To Stage your master bedroom, dining room, baths and kitchen it will cost around $2000. I will include the first thirty days of rental. If you go under contract within that time you owe me nothing further." I also shared that my last two Staging clients went under contract in twelve days (Washington D.C.) and seven days (Silver Spring, MD). Expressing how I would love to help them do the same.
She said she needed to speak to her husband and the Realtor and get back with me. The next day I got an e-mail from her saying, "Thanks for your help, instead of Staging we're going to reduce the price." This piqued my curiosity, so I looked out on the system to see how much of a price reduction. Lo and behold, $10,000. Hmmm, let's see subtract 2 from 10 and how much does that leave you? Eigt thousand, that's right $8000!
Oh well, maybe I'm the only one who finds this perplexing. After my head spun around like Linda Blair's in the Exorcist, I composed myself and sent a return e-mail, wishing her the best with her endeavors selling the property!
I know I am singing to the choir when I say Staging works! This lovely row home went under contract for full price in twelve days. The seller received three offers, two for the full price!
Is the apprehension we as Stager's encounter from both sellers and Realtors alike because we have failed to effectively communicate the value of our services? The top twelve most persuasive words utilized in the English language are as follows:
1.You 2. Money 3. Save 4. New 5. Results 6. Health
As Stager's how can we incorporate these words into our presentations when educating sellers and Realtors of the value Staging adds to their listings. Let's attempt comprising rhetoric, which could possibly make us the most sought after commodity in Real Estate!
Mr. Seller/Realtor, did "You" know that when "You" Stage your property how much "Money" "You" actually " Save"? The less time your property is on the market, the less mortgage payments for "You" Mr./Ms. Seller, "You" also go to closing sooner. Not to mention the less "Money" spent on marketing for "You" Mr./Ms. Realtor, "You" also receive your commission sooner.
This marketing tool may be "New" to "You" however, the "Results" are "Proven". Staging is good for the "Health" of the economy, as your listings will sell faster. When a home sells quickly, the process is "Easy" for sellers. This course of action is "Safe" as I am a professional who will handle your property with "Love" and once you experience Staging, I "Guarantee" you will share this "Discovery" with all of your clients.
Will using statements containing these words actually have the impact Frances Cole Jones, the author of "How to Wow", Proven Strategies for Presenting Your Ideas, Persuading Your Audience, and Perfecting Your Image" claims?
1. Who is your favorite musical artist? Van Hunt for now.....I also love Maroon 5!
I Really Love It When I Love It When We Make Mistakes Because Once Again It Gives Me A Reason To Complain I Love The Battle Lines The Battle Lines We Draw When Crossin The Mud Ooh I Love It When We Fight Standing On The Verge Of Breakin Up Or Making Love What Would I Do If We Were Perfect Where Would I Go For Disappointment Love With Out Pain Would Leave Me Wonderin' Why I Stay [Chorus] I Think Of Savin' Myself With Nothin To Complain About In Heaven What Would I Do? I Think Of Saving Myself But I Really Wanna Work It Out Down Here In Hell With You See I Wanna Make You Feel The Vibe Gonna Burn You With My Bad Days Ohh Wanna Be Unsatisfied So You Can Feel The Heat Coming From Mr Baby What Would I Do If We Were Perfect Where Would I Go For Disappointment Love With Out Hate Would Leave Me Wonderin Why I Stay [Chorus]
2. Who is your favorite artist? Romare Bearden
3. Who is your favorite blogger? Jeff Turner, Real Estate Media - the GURU!
4. If you could meet anyone (alive or dead), who would it be and what is the most interesting thing about them? George Washington Carver - smart as hell, hasn't gotten enough credit.
5. What did you want to be when you grew up? I dreamed of being a fashion designer and at one point thought of being a dentist, ugh!!
6. What is the most interesting of trivia you know? Acetylcholine is neurotransmitter that makes your fingers curl when your hands are at your sides!
7. If you could live in any point in history what would it be and why? In my opinion, this is the correct time, if I were born into slavery I definitely would have run away and or led a revolt. I think God knows what He's doing....
8. What is the most interesting job you have ever held? Staging and Decorating is definitely the most interesting, it's so funny that the topic is being the IT girl as I worked in InformationTechnology for over 20 years, can you say
A few weeks ago, I went to the Cheesecake Factory with my sister Doris and girlfriend Trena to have a leisurely lunch. It was a beautiful day, so we asked for outdoor seating. A few moments after the host seated us, out of the corner of my eye, I see another host seat a woman adjacent to our table. She is wearing a Realtor badge. I whisper to Doris and Trena, she's a Realtor, I think I'll give her my card. Just as I am about to approach her, she receives a phone call. I lean back and continue chatting all the while keeping an eye on this woman. Well after her call ended, I walked over and said, "Excuse me but I noticed your tag and wanted to introduce myself, my name is Anita and I'm a Stager, may I give you my card"? She looks at me and says, "Yes, someone was just asking me for a Stager and I don't know any". We exchange cards, moments later, her party arrived and we all enjoy our lunches.
I put her card in my purse, without paying much attention to who she was. Trust me when I tell you, earlier in life, walking up to someone cold and introducing myself was not been something I would attempt. However, I am quickly learning that you can choose your fate and alter the course of your life by merely choosing to be bold and stepping out of your comfort zone!
Something about the card haunted me. I looked at it several times before attempting to call. I even lost it amongst the abyss I call a desk, for a few days! When I finally found it, I called her three times receiving voicemail each time, on the fourth try I decided to leave a message. I said, "Hello Ms. Sunshine (pseudonym), we met a few weeks ago, I'm the Stager from the Cheesecake factory. I would like to drop off marketing materials for you to review. Please call to let me know if this is okay." I don't know about the rest of you but I no longer risk handing a parcel of my materials to just anyone. Their destiny may be the circle file as soon as you or I leave the building. Currently, no one can afford to allow that to happen. It's bad for the environment, not to mention our pocketbooks!
Two days later, my phone rang. It was the agent calling she said, "Hello Anita, this is Mary Sunshine we met at the Cheesecake Factory, feel free to drop off your materials. I probably will not be in the office when you come. We are merging three offices and I'm extremely busy. If you leave them in a package addressed to me I will get them." I said, "Thank you, Ms. Sunshine I'll do that" and we hung up.
A couple of days later while assembling the materials and handwriting a card, to thank her for allowing me to court the firm. I asked my husband, Carl to review my note. I believe four eyes are better than two are. Actually, in our case that would mean eight eyes are greater than four, because we both wear glasses! As he suggested items I should edit he asked, "What is her title?" I looked at him with furrowed brow and said, "I don't know, let me look at the card." I ruffled through the abyss, find the card and blurt out, "Oh my God, she is a Regional Vice President"!
The old Anita would have missed an excellent opportunity, as she would not risk rejection. So to all of us who sometimes feel shy and awkward because the voice in our head is asking, "What if you're rejected?" I am finally starting to say, "Be quiet, you don't know what you're talking about". Then I walk right up and say, "Hi, I'm Anita and I'm a Stager!"
As of this post, nothing has happened regarding our chance encounter, but this may be my big break! Wish me luck! To be continued.
A Realtor searching for a Stager in Northern Virginia called to ask how much I would charge to Stage a property. First, I assured her it was in both our best interests that I not provide pricing over the phone. I have learned my lesson regarding giving quotes on properties, sight unseen! What's the saying, "once bitten, twice shy? Second, I informed the caller that I my territories are Maryland and D.C. and happily referred her to a fellow Active Rain Stager. I was confident the Stager would assist her both promptly and professionally. No referral fee, just hoping to assist the agent with getting her listing sold.
I quickly sent an e-mail to the other Stager, giving her a heads up to expect a call. She sent a reply thanking me, which was nice.
Within ten minutes, I had a referral e-mail from an agent who saw the very referral I gave to the Northern Virginia Stager, asking if I Stage D.C. and if so would I have an interest in looking at a property, he may want to Stage. I replied that I would be more than happy to assist him with his listing. Just like that, my good deed rewarded. One good turn deserves another, indeed!
Below is an example of my latest D.C. Stage! I hope he likes my style!
Putting your home on the market without Staging is like a putting a supermodel on the catwalk without makeup! It’s like trying to sell a used car without detailing, or putting used clothing in a consignment shop without dry cleaning. Most people cannot imagine a supermodel on the runway without makeup -- it is practically unthinkable. If they want top dollar for their used car, they thoroughly wash and vacuum the car in an attempt to get the most for their trade. Consignment shops require that sellers have their clothing dry cleaned prior to putting their items up for resale. Why is it that sellers will not take the same approach to their home, their most valuable asset? When a home enters the market, it should be supermodel beautiful, used car lot shiny and consignment shop clean. I am surprised it takes as much convincing as it does to get sellers to buy into this invaluable service! Ask the seller to remove their emotions from the home and imagine they are the buyer. Viewing the property through buyer’s eyes changes the perspective. Would you want to pay top-dollar for this home? Appearance is critical, and in this highly competitive world, sellers should know what they are up against, Heidi Klum (supermodel) is the home across the street. If you are selling your home without setting the Stage, you just hit the catwalk without makeup!
Staging® is a process of taking an existing home from “ugly duckling” to “model” home quality. Professional Stagers® have the ability to transform your home, making it marketable to the largest possible pool of buyers. Staging® depersonalizes the space, attracting more potential buyers. The ultimate goal is to appeal to several prospects, ultimately securing a ready, willing and able buyer. This allows the home to sell quickly. The practice benefits all parties, the buyer, the Realtor® and the seller. We formulate a plan specific to the home, depending on architecture we select and place the appropriate furnishings and accessories providing the ultimate “star quality”. The Dovian Group, LLC, looks forward to providing your Staging® and redesign needs. Contact us at 240-786-9136.
Disclaimer: ActiveRain Corp. does not necessarily endorse the real estate agents, loan officers and brokers listed on this site. These real estate profiles, blogs and blog entries are provided here as a courtesy to our visitors to help them make an informed decision when buying or selling a house. ActiveRain Corp. takes no responsibility for the content in these profiles, that are written by the members of this community.
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