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Working with Seniors... requires some flexibility!

By
Industry Observer

 Well I finally had my opportunity to talk about real estate staging to the group of seniors selling their homes. The auditorium was PACKED with an overflow crowd... to a point that there were those that needed to be turned away. To be honest I did NOT expect so many.

Upset and anxiety filled the room. You could feel that the folks attending were searching for help and answers. ANY answers on how to sell their homes. Boy was I glad I prapared my "staging" case.

The idea of staging a houses for its sale is still for most people a new concept. And... it has been my expirience that the SENIOR market is a little less accepting of new ideas. THAT, coupled with the facts that they have strong emotional ties to the homes they are selling, make seniors a tough "sell" for a stager.

To appreciate the benifits of staging, I knew I had to FIRST get them to accept the idea that their homes can no longer be THEIR "homes". I had to get them to understand the HOUSE vs. HOME concept. How did I do that... easy.  I started my talk from a place THEY knew and moved them to a place they never considered. You might say I bent their minds.

So we began with the common phrases:

  • - House sweet House.
  • - Be it ever so humble, there's no place like house.
  • - House is were the heart is.
  • - Welcome house.

A few chuckles later, and a quick discussion about how love created an emotional bond to THEIR house ultimatley making it THIER home, the audience began to see what I was saying.

So then to make a statement "YEARS AGO, you bought a HOUSE and turned it into your HOME" and then flip it "TODAY, to sell your HOME you must return it to being a HOUSE" was a concept they could get AND be open to.

Their new understanding helped to then move into my 7 Basic Principles of Staging and understainding of the neccessitiy of the 7 Tips I associate with each principal. The tips are...

  • TIP: Buyers infer a clean house has been kept in good repair.
  • TIP: Buyers are looking to buy a house that fits THEIR needs, lifestyle and personality... don't distract them with yours.
  • TIP: Store it, Sell it, or Trash it.
  • TIP: Bring a home inspector in PRIOR to listing, and fix problems before a buyer's inspector finds them.
  • TIP: Neutralize it... think beige thoughts.
  • TIP: Remove beautiful distractions.
  • TIP: The front doorway MUST be clean and welcoming.

Now the crowd of seniors could accept my closing statement: "Staging creates a blanker canvas for a buyer to start painting the picture of their own lives and make your HOUSE their HOME."

It took some flexing and bending... but in 25 minutes I got this group of seniors to wrap thier minds around the new concept of staging and how it CAN help them sell their HOUSES. (BOY, do THEIR realtors owe me... LOL).

stage it forward...

PS: The talk went SOOO well, I've been asked to do it ALL over in January 2007.

Here is a graphic I created to help TELL the story... you are all more than welcome to use it or adapt it.

Comments (48)

Val Allocco
Staged 2 Sell New York & Long Island - Northport, NY
HSE; ASHSR - Home Stager, for Manhattan, Brooklyn & Long Island

Craig - loved it, loved it, loved it!  And those seniors must have loved you!  Who better to bring them up to date as to what is happening in the current real estate market!

I do have a question or two, however...

If you were staging for a senior and their furniture was terribly outdated, would you use some of your own 'rental' furniture and props to 'enhance' and make the house look more 'current'?  And, if so, did you broach that subject with them at all?

Did you give this informative seminar for a builder or senior housing company?

Staging It Forward,

Val

 

Nov 20, 2006 09:11 AM
Val Allocco
Staged 2 Sell New York & Long Island - Northport, NY
HSE; ASHSR - Home Stager, for Manhattan, Brooklyn & Long Island

Oops - almost forgot...LOVE the picture!  How DO you do it?!!!

Nov 20, 2006 09:15 AM
Lisa Dunn
Edina Realty - Minneapolis, MN
www.TwinCitySeller.com
Craig-I'd just suggest reminding the seniors to move first if they can...it's just easier on them, and I'm sure, easier to stage the house (afterall the shag green carpet is easily pulled out once all the stuff is out!
Nov 20, 2006 09:31 AM
Bonnie Erickson
Tangletown Realty - Saint Paul, MN
I'm with Lisa on that one.  My dad will not let me put even the slightest hint of beige on the walls.  Everything has to be stark white . . . and there's rose carpet in the living room which my mom liked and he doesn't want to change because she's gone . . . The house is so stark and boring it will never sell.  Since it's free and clear, I'm going to suggest he move first and then we'll change the wall color and carpet and stage it up nice so it sells.  Hopefully, he'll never see it after the color goes in!
Nov 20, 2006 09:38 AM
Craig Schiller
Trempealeau, WI

WOW! I did NOT expect this little blog idea to generate so much dialogue... THANK YOU!

Jay/Med: The schnoozola... still a mystery. Who NOSE where it will turn up next!

Linda: I am still "crafting my verbal message. I knew this would be a GREAT opportunity and practice... I really know this staging thing works, so I loved doing it.

Allison: Ahhhhhh shucks, thanks!

Marc: I followed my own marketing advice... I spoke into their listing.

Leigh: Steal away... but give back by "staging it forward..."

Bryant: Your words in the above comments they just is so respected and welcome.

Judy: I love "staging" words... it helps people HEAR them.

Maureen: Ya the challenge is making the blog topic, head line and pix all work. THIS one took some word flexing for sure.

Gabriel: (or is it Gabe?) You are RIGHT... works on many levels. I just happened to "see it clearly" preparing for my talk to seniors. OH I  WILL be using it for the regular Joe.

ThreeCee: (aka Carole) Believe it or not I take the same approach to blogging as I do to staging. You first have to see what I am saying (in Headlines and Pix) if you are intersted you will buy into the rest.

Gena: My hope is that the REALTOR does benifit. And if they ask the senior seller WHERE they learned to think in such a manner... I hope they say they heard a Real Estate Stager give a talk.  This can ONLY be good PR for ANY stager.

Gina: Did you ever HIT the nail on the head. Seniors CAN benifit financially... and quite often THEY more than any other segment of the population NEED to benifits staging brings.

Kristal: We all are attached to our stuff. I actually touched on that... but I followed up with the point that a stager looks at a property with "buyer eyes" and we are NOT attached.

Lauren: Glad you liked the photo... I do enjoy searching for just the right one.

Caron: Hey I say if something happens once... it can happen twice. Now you are prepared.

Misty: Fiesty Fiesty Misty... oh how I pity the home that takes you in in your Golden Years. YOU will be ONE handful... fun but a handful.

Jeff: Hmmm soothe... I never thought of that. I do like to connect with them on a personal level.

Bonnie: NO NEED FOR A COPYWRITE! I am telling you I have so many more ideas in my head...  By sharing some of it, my hope is that stagers DO use what I say... to get business and GROW this industry. THIS STAGING STUFF WORKS!

Lucky: I LOVE that name... what a gift you were given. PLEASE tell me you have a VERY positive attitude!

Allison: Ahhhhhh shucks, AGAIN! Thanks, AGAIN!

Eddy: Meet me in the alley at 8PM... lets talk.

Marti: I believe to best tell a new story one needs to paint a picture with words. Drawing parallel mages to life makes that task so much easier.

Jason: Learning from others... THAT is the reason why Acitive Rain is SO AWESOME. It inspires me to share and help my collegues in the real estate industry... regardless of what role they play.

Jessica: Thank you! But know that YOU have an amazing voice too... so let'er rip!

Michael: Active Rain is all about Sharing, Challenging, and Thinking. WELCOME and start splashing us with your thoughts.

Susan: I just want people to see what is possible and benifit. It is easy when you BELIEVE in what you do.

Kaushik: ME! CHARMING? No I am really a ruthless jerk!

Joanne: Cute? Young? Ok now I am suspicious... what do you want from me?

Val: Good question... BUT each house, motivation, market, is different. I would have to see it to evaluate it. OH and how do I "DO" the pixes... I have my minions searching the world for images.

Lisa: Um... hate to tell you shag and green is back.

Bonnie: Oh... one point I did make when I said "Think beige thoughts" was WHITE is NOT beige! I knew THAT one would come up in the future too.

Nov 20, 2006 10:27 AM
Teresa Boardman
Boardman Realty - Saint Paul, MN
Very nice.  Seniors can be challenging when they have lived in the house for 40 years and bought it when it was built.  It still looks new to them and it is hard to explain the 20 somethings will be looking at it and might not like the decor.
Nov 20, 2006 10:32 AM
Russ Perlowski
People's Choice Realty Services LLC - Tampa, FL
Tampa Real Estate
I loved the graphic and appreciated your comments, etc.  This will be very helpful for use with all listings!
Nov 20, 2006 10:37 AM
Craig Schiller
Trempealeau, WI

Teresa: YOU sent me an email last week when I was preparing my talk. THAT EMAIL helped me get focus and clarity as to what I needed to say at this workshop and how to say it.

In your email you wrote.."It really is important to respect that the property is still the sellers home while it is on the market if they still live in it and yet at the same time help them to understand that they are selling a house that someone else will one day own and turn into their own home. With seniors and people who have lived a their home for a long time it can be a big challenge."

THANK-YOU THANK-YOU THANK-YOU... you really did put the words in my mouth.

Nov 20, 2006 10:56 AM
Gabriel Silverstein
Angelic Real Estate, LLC - New York, NY
SIOR

Gabriel, not Gabe, but thanks for asking, Craig!

Nov 20, 2006 04:39 PM
Lucie Quigley
HOLT modern Home Staging - Halifax, NS

Nicely put as always Craig!

Great information for all of us to consider when working with this segment of our market. Their agents owe you big time!  

Nov 21, 2006 04:45 AM
Eddy Martinez
Nationwide Funding Group - Highland Park, CA
done!!! i cant guarantee that the crew might be joining me ha ha
Nov 21, 2006 06:42 AM
Phyllis Pafumi
ReStyled to Sell Home Staging New Jersey - Old Bridge, NJ
ReStyled to Sell Staging Homes NJ

Hey Craig

I love seniors, but boy they certainly do have very strong attachments to their STUFF. I did a house once and by the end of the day the client would close her eyes give me her junk and tell me to throw it out.

Phyllis Pafumi 

Nov 23, 2006 01:23 AM
Phyllis Pafumi
ReStyled to Sell Home Staging New Jersey - Old Bridge, NJ
ReStyled to Sell Staging Homes NJ
Ooops almost forgot, Love the pose. I can do that NOT!!!
Phyllis pafumi
Nov 23, 2006 01:27 AM
Maureen Maureen
Orangeburg, NY
Craig - I love the house or home graphic.  I can't believe you are willing to share it!  Most people would be trying to copyright it.  Your generosity is an inspiration!
Nov 25, 2006 03:55 AM
Cindy Lin
Staged4more School of Home Staging - South San Francisco, CA
Host, The Home Staging Show podcast

LOVE LOVE LOVE the graphic. very genius! Wished I was there to hear your presentation! I am always interested in hearing what other stagers talk about when they present.

cheers,

 cindy

i stage & redeisgn to sell, live and work in san francisco bay area!
cindy@staged4more.com
www.staged4more.com
http://stagingtipsandmore.blog.com/  

 

Nov 27, 2006 04:54 AM
Jim Crawford
Long & Foster - Fredericksburg, VA
Jim Crawford Broker Associate Fredericksburg VA
Excellent post!
Apr 20, 2007 03:09 PM
Marci Toliver
438-4642 - Mauldin, SC
Anderson SC, Spartanburg,Greenville SC, Home Staging
This is one of Craig's post that I thought should be revived!
Mar 19, 2008 07:40 AM
Maggie Kent
Front Door Interiors - Bethel, CT

I am so interested in speaking with Realtors as of late about senior move management.  After reading some of the comments, I am certain even a few years later that the same sentiment exists - it is a challenge! But just as it was then, it is now - Craig's mantra rings true! "YEARS AGO, you bought a HOUSE and turned it into your HOME" and then flip it "TODAY, to sell your HOME you must return it to being a HOUSE" No matter the market, the year, the audience, this is what staging is all about!

Marci - you definitely revived a great one - you'd have to "revive" me if I tried that leg move! Maggie

Mar 19, 2008 12:07 PM
Sharon Tara
Sharon Tara Transformations - Portsmouth, NH
Retired New Hampshire Home Stager

Marci, Thank you for reviving this post, since I am new to the Rain and missed it the first time around. 

Craig  This is still such valuable information today.  I will take you up on your offer to use this in my business.  Thank you!

Mar 19, 2008 12:26 PM
Inna Ivchenko
Barcode Properties - Encino, CA
Realtor® • GRI • HAFA • PSC Calabasas CA

lol, I like how the blog name and picture are connected:) Yep, I agree with your statement.

I'm working with 85ish client right now. I really enjoy this experience, yet, it can be very challenging at times....:) No emails, or any internet, no text messages or even voice-mails...everything takes longer.  Yet, I really appreciate such clients. They are 'old school', very good quality people.

Jan 23, 2014 03:31 AM