Realtors & Home Staging - what's the problem?

Wendy had some insight on her blog post: http://activerain.com/blogsview/1131821/talk-with-the-realtors-not-at-them. I understand your frustration, the most surprising part of the business was learning that a lot realtors were not that excited to use us.

I will probably start telling agents that clients actually like the service and some are even excited when a realtor includes that as part of their services. Maybe have some testimonials from past clients that you could provide realtors with. I'm not sure, I'm still working this out myself!

I feel your pain! I think sellers are so sensitive right now the Realtors may be hesitant to recommend spending money on already devalued home for sale. Yet is has been my experience that the sellers want to do something proactive. It just takes a few and then the word spreads. Keep on truckin'! I am!

Sometimes it's just "planting a seed" which needs to be cultivated and "reminded" of occasionally.  Assuming you got emails of everyone who attended - continue to follow-up & good luck!

Sveta, this dilemma has been asked time and time again, over the past few years here on AR.  Unfortunately very few realtors respond or comment. Hopefully you will get something from them. 

Just don't get more perturbed, if you don't, because honestly it's not you.  I think that there are MANY reasons for the reluctance but I don't really have any answers...I'm in the same boat. 

Here is something ironic: virtually every human being that I meet who finds out what I do (home staging) says that it is critical to stage a house for sale! Except Realtors. I cannot figure that one out. How is it that everyone else is on board except the person who is paid to market it and sell it!?!?

Sveta,

This really can be a dilemma if you allow it to get to you...however, there are the agents who completely understand it and stage every single one of their listings and then there are those who probably will never grasp it.  I think it really is the difference between the average agent and the highly professional ones.  Keep marketing your services & never give up, the ones who understand staging and its benefits, know there is money to be made and they will call you!

Cathy: Thanks!  My first blog referral!

Sveta: This problem seem to be universal.  In addition to the reasons realtors gave me on my blod, I think many of them try to stage homes themselves.  Obviously, this would be more likely occupied homes,  This gets my goat, obviously.  Realtors would scream if we told people they don't need a realtor because they can learn all about home selling from a book.

Our area is a tough sell.  But there are a lot of Caifornians and Arizonans moving here, among them realtors.  Those realtors truly get staging because it's an integral part of the real estate industry in CA and AZ.  But for the realtors who've been operating here exclusively, they still seem to think a "for sale" sign and a telephone ought to be enough.  Still, even with the CA and AZ realtors, we sometimes think we're called in for a consultation so they can take our ideas and do it themselves, so we've become pretty closed-mouthed about specific suggestions.  Now we just look, take notes and assure them that we can make the house more appealing.

We staged a home that had been on the market 2 years (brand new, very upscale) and it sold in 5 weeks.  Another had been on the market a year and sold in 6 days.  In both cases the realtors were thrilled and assured us that they'd stage first the next time.  Either they haven't gotten any vacant home listings or ????? since we haven't received any more opportunities from them.  We do, however, have a repeat customer in one realtor who truly gets it.

When we were in a seller's market, realtors felt staging was unnecessary - it was for a buyer's market.  Well, now we're in a buyer's market and I think they'd now say staging is for a seller's market.  Of course, as stagers, we know staging works in ANY market.

I truly believe it's a money issue (thus they try to do it themselves).  We are staging at rock bottom prices and consider it a "learning period" for the realtors around here.  Everything's going back into inventory.  Our rates will rise to a more realistic level once the realtors here come to realize it works and works well.  So we look at our low prices right now as marketing and advertising expenses as we build the business.  It's tough but so many stagers in our area drop out, we hope our longevity will pay off.

Sveta,

All it takes is one good Realtor to promote you.  Ask your friend to help you get into other offices that are associated with her brokerage, to speak at her office, or at the offices of some of her associates.  Show B&A's of the houses you've done for her, and ask her to make a few comments about the difference your work made in selling the house.  Personal testimony and word of mouth are the best forms of marketing.

Also, make sure you give the Realtors you're talking with some solid information & stats, as well as some suggested ways to approach their clients about staging. Often that's the key component that is missing.

Hope this helps!

Monica

I'm actually reading the staging boards/groups looking for a qualified stager in my community. I'm getting ready to list two high-dollar homes -- one of which is a little outdated and the location may be an issue. Sellers have already agreed to paint and carpet as needed, but I know I'm missing something. As a Realtor, I feel like a staging consultation should be something I provide my Seller as my selling expense. I'm not sure that Sellers are ready to accept this expense in our market in addition to what they already consider a high commission. Would I rather pay for advertising additional months, or would I rather pay for the staging up front? That really kills two birds with one stone, in my opinion -- reduces my days on market and that Seller is more likely to refer me after a positive selling experience.

Yeah -- I know you all wish I lived in YOUR town. [smile]

I have a friend that lives closeby that just finished classes and earned her ASP designation. She and I were brainstorming (I thought), but she cut me off several times in the conversation. I'd like to give her a chance because she is new, but I'm worried that she'll offend my Sellers. I already offend Sellers enough on my own.

So, know any home stagers you would recommend in the Tulsa, Oklahoma area?

Lori, I am in Canada but willing to travel (and I am a great listener - even if you cut me off!) ;) 

Sveta - here is one suggestion that may help you hook realtors, both in presentations, one on one meetings and even simply with an email.  Send before and after pictures, not of homes you have professionally staged yourself but of ones where the homeowner has implemented some of your recommendations themselves.  This small changes can make huge differences and often times that alone is enough to convince realtors that staging is a HUGE value add to their service and well worth the investment of a staging consultation! 

Lisa, if anyone is traveling anywhere -- I'm coming to Canada!

From a Realtor's prospective, I agree that if you win one good Realtor over, we will spread the word.

Sveta,

Get invited to local sales meetings at various realty companies and pitch your service.

Sveta: This is a problem that I'm experiencing as well. A short time ago, I blogged about "Is this REALLY why so many Realtors are not using staging?" Well, not too many agreed with the premise that that Realtors don't do it because they think they need to do it all.

However, the more homes I see that the Realtor claims is "already staged" by him/her the more I believe that it may be the case. What a shame to have so much inventory on the market coupled with the inablility of sellers and Realtors to see what an effective tool Staging can be.

I'll keep track of the comments you receive and hope you recieve some solutions from smart Realtor's.

Sveta,  I feel your pain....what gets me is when I hear homeowners will not go for it or are not interested or costs too much.  ...as most all our business has come exclusively from calls from owners not the realtor. 

To get consistent and steady business though you need a realtor/partner in the mix.   We stagers can offer so many affordable alternatives that it is hard to hear that tune over and over.  Just gotta keep trying and listening.  Around here there are many realtors who claim they do staging too so a professional stager is not required yet I rarely see it in their marketing and mls photos definitely don't reflect it...go figure.

Ana