While it's true that home staging will help a real estate listing stand out from all the other homes for sale, and while home staging will also increase the probability that the house will sell more quickly and for more money-- all of which are of considerable benefit to the real estate agent trying to earn an income from commissions-- I don't believe that agents should pay for staging.
I'm sure there are plenty of home stagers and home sellers who will disagree with me, but here's my reasoning:
If the home seller is prepared to invest in the advice of a home stager, they are far more likely to act on the recommendations they receive.
There is no point getting professional recommendations and then ignoring them. It's human nature that we place more value on something we've paid for. So if the advice is free to the seller (because the agent is paying), they just aren't as committed to the process. Or worse, they don't even believe staging is important. These are not the sellers who will do their part to ensure the home is always showing-ready and they're not the ones who will willingly invest in things like minor repairs or painting.
Some agents include an initial consultation with a home stager on their high end listings. Others will reimburse the homeowner for a portion of the fees after they've collected their commission. Obviously, the higher the price point of the listing, the more room you have to maneuver in terms of what you invest to sell the property.
I've seen top agents who include a staging consultation for all of their listings and others who bring in furniture and artwork at their cost. I have also heard of agents who say they won't take a listing unless it's staged because they don't want the carrying costs and hassle of a listing that doesn't show well.
Personally, I feel it's best to make sure the seller has "some skin in the game" by at least getting them to pay part of the staging costs. This also signals you as the agent that they're serious about selling before you spend too much money on flyers, photography, virtual tours, ads, etc.
Many real estate agents just refer their clients to home stagers, in much the same way as you would recommend a home inspector or real estate lawyer. You aren't expected to pay those fees so why would home staging be any different?
Agents, home stagers, please leave a comment below and let me know what you think or what policies you have in place!
Debra Gould, The Staging Diva®
President, Six Elements Inc. Home Staging
Internationally recognized home staging expert Debra Gould is President of Six Elements Inc. and creator of the Staging Diva Home Staging Business Training Program. An entrepreneur for 20 years and author of several guides, Debra has staged millions of dollars worth of real estate and uses her expertise to train others worldwide.
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