As chapter president of the Metro NY Chapter of ASHSR, I am responsible for holding monthly meetings where area stagers can share ideas about the industry and work together to improve it.  As it happened, I had a conversation with a realtor prior to tonight's 'teleconference' in which we discussed a seller's reluctance to make necessary changes in order to improve their 'product' when it is placed on the market.   Since this topic was fresh in my mind, I wanted to discuss it with my peers.  While no solution was reached during our ‘meeting' this evening, we did determine that Stagers must continue to educate the general public and find ways to provide information that will enlighten and motivate sellers to stage prior to selling.

In light of what was discussed this evening, you can imagine my surprise when I later read my e-mail and found one from a client who was in the process of signing a lease for rental furniture for a very small bungalow that I was to stage on April 1st.  In this letter she informed the furniture rental rep and myself  that "after going over the final figures in the current market we will not be staging".  Quite honestly, I don't really understand what she meant by the 'final figures in the current market', but I believe that I might understand what is happening out there. 

I have a theory that many sellers are reluctant to make any changes to the house that would require an outlay of cash (maybe due to economic conditions) but are not opposed to selling the house for a lower price.  I think it might also  have something to do with the equity that has accrued over the years and the 'mindset' that the seller will still make a profit.  Of course Realtors and Home Stagers know that any investment made to present the house in a more favorable light will not only hasten the sale, but also help it to sell for more than it might fetch in its current state.

Although houses in California have been successfully staged and sold for almost three decades, here in the Northeast and other parts of the country, it remains a relatively new concept or, in some instances, the 'unknown'.  We're still trying to figure out how to introduce the service to everyone and teach sellers how effective staging is when trying to sell a house.  

I would be interested to hear what others think about this topic and what suggestions you might have as to how Home Stagers AND Realtors can educate and inform the public in a way that will motivate sellers to do what is necessary to present a better ‘product'.

3/20/08:  I just received this opinion from a colleague and I think it really sums it all up beautifully: 

"Here is my theory on it~ A seller does not recognize the price reduction because it is not "real" for them, they don't have any of the money yet so in their minds how can you lose what you don't have. Where as Writing a check or agreeing to a charge on your credit card becomes a "real" loss for them.

I had a scenario with my nephew's car where if we had a body shop fix a few dings and repaint we could have gotten more for it. We decided to sell as is, take the loss rather then put more money into it.

I'm not sure if people can admit or want to admit that it is not the "smart" choice. We all want to think that we are making wise financial choices.

I think it is that simple".