Many calls I have received lately are from home owners who have homes on the market, or whose listings have expired and they are thinking about re-listing. This week I had two consultations with this type of seller and they both were puzzled and irritated by their agent’s actions!
I spent a lot of time explaining the importance of curb appeal, first impressions and why deferred maintenance and declutter had to be dealt with before listing. The widow whose listing had expired was near tears. I expected her to be overwhelmed and even a little irritated with me by “imposing” expectations upon her. It surprised me when she said “Why didn’t my agent take the time to explain this to me before I listed?” I had no idea these things were so vital to my house selling quickly.” Yes, she was concerned – there was lots of work to do. But she had a plan and hope so was able to “see” that by taking a few steps forward she may be able to sell her home and move on with her life. More than concerned, she was irritated with her agent, and wanted a recommendation for a new agent. The trust was gone because the agent hadn’t let her know that our services were available or that her home was a target for low ball offers when it was so dated, cluttered and needed small repairs performed.
I’ve met this agent before and she has heard me speak about staging. She has even asked me about staging and I know she has considered presenting it to some of her clients. The response I’ve heard from some agents is “My clients don’t think it’s necessary” or “My clients won’t pay for it”. In fact, they didn’t have the statistics, time or information needed to present staging options in a way that encouraged their sellers to embrace the staging process. When clients understand the power staging can have and a plan of action, most are encouraged to do much more to prepare their homes for sale.
The next consultation I had was for a desperate home seller whose house had been on the market for many weeks – no showings, no realtor tour, no open houses and no idea as to why her home was being passed by. When I had looked at the photos on the MLS I knew why. After spending two hours with this seller, not only was she on board with doing everything suggested, but she also wanted the recommendation for a new realtor.
I’m working with a new agent who contacted me and is having me spend 15 minutes with her sellers before their homes are put on the MLS. I talk about staging, give the sellers statistics and explain the process. We visited with an elderly couple whose home was clean but dated and cluttered. When I explained staging, the owner told me that he had sold many homes over his lifetime and that their house was fine. I explained the current market, the impact of media, HGTV and first impressions. He held firm. I agreed with him that in a logical world staging wouldn’t be necessary, but that I was happy to help in the future if the need arose. When we left, the agent and I both knew this process had been incredibly successful.
No, it didn’t result in a job for me or much improvement on her listing. BUT – her sellers now are well informed on what should have been done before listing. If she didn’t present these ideas and options, who would be on the hook when the house doesn’t sell in 60 days? The agent! Bad advertising, not enough open houses, not enough signs – something pointing back to the listing agent. This young agent has it figured out. She knows the dated home will take a long time to sell. She had us inform them on what should be done, maintains a great relationship with the owners and when the time comes to make a price reduction – she can confidently say “Remember before listing we discussed how important it was to do the things the stager recommended? Now that the listing has been on the market for 60 days with no offers . . . “
Instead of being mad at you, they’ll be mad at themselves. Staging works – but only if you work it!
Creative Concepts and Contracting provides top notch staging and contracting services for home sellers in Oregon. Houses that are prepared correctly and well priced are selling! Contact us at 503-881-0886 for information on how staging can set you apart from the competition!
What a great way for a realtor to handle a client. By doing what they did, she basically covered her back when they house didn't sell as fast as the home owner would have liked. Don't you wish all realtors would think along that line? Then perhaps staging would be more acceptable way of selling your home.
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