Realtors Set Yourself Apart: Don't Offer Staging, Offer These 3 Things
I was reading Seth Godin's blog this morning and he asks the question, "What do clients and customers want?" He then goes on to answer his question with three things: results, thrills, and ego. Once again, he got me thinking about how we may introduce the concept of Staging more effectively. Let's break it down:
Results
In this market, results--in the form of faster sale + for more more money--are difficult to promise. I've staged two homes recently that have had the typical tremendous response from the online photos + several repeat showings but slow to come, anemic offers. What I have offered to clients repeatedly is peace of mind + a direction. Packing + relocation can look like Mt. Everest. A Stager can show a client that to move a mountain, you must start by carrying rocks (we even tell them which rocks need to be carried away first!). The transformation that a client goes through during the purging + staging process is undeniable and predictable. They feel better about their environment + that they have done all that they can do to sell. If you provide this as their Realtor, you have set yourself apart.
Thrills
Staging offering thrills? Absolutely! Who isn't thrilled when they check long overdue things off of their to-do list. As Seth says, we are also drawn to huge effort--someone working harder than we are willing to work for ourselves. Having a partner who puts in sweat equity on our behalf to see that our family heirlooms make it to the right family member or that our housewares go to the Abused Women's Shelter is thrilling + gratifying. If you provide that as their Realtor, you have set yourself apart.
Ego
We all love to feel important + the suggestion of Staging (that the client pays for) can feel insulting. So let's stroke the ego better. What makes working with you special + unique. You are very selective about your listings + you work only with clients who are motivated. As such, one of the unique services that you provide is a Listing Partner. A person who will partner with them, give them a plan to get jump started on packing, and work with your photographer to make the online presentation stunning. You will be treating them better than any other. Ego...stroked. If you provide this as their Realtor, yup, you've set yourself apart.
Lets troubleshoot together! I'd love to hear your thoughts on this as well as your successes + obstacles when suggesting Staging.
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