Why are some Realtors slow to recommend Staging as a marketing tool?

By
Home Stager with Impact Home Staging Experts
My perception is Realtors are afraid to recommend Staging. With staging support; the smart Realtors(R) I work with, are having banner sales even in this very tough market.  I do not understand why more do not jump on the bandwagon....They have nothing to loose by suggesting the sellers learn about this tool.

Comments (7)

Gary McAdams
GMAC Schwartz Property Sales - Key West, FL
I use staging all the time and had great results.  I even keep a room of props at my house for homes that just need a little push.
Jan 28, 2008 07:43 AM
Karen Webster...Grand Rapids, MI Realtor
5 Star Real Estate, Grand Rapids MI - Grand Rapids, MI
Darla, staging is a new idea here in Grand Rapids.  I would love to find some properties that have sold faster and for more $ in my market because of staging.  I realize this is a "chicken or egg" situation, but if I could show numbers, it would be easier to convince people.
Jan 28, 2008 08:21 AM
Darla Rowley
Impact Home Staging Experts - Troy, MI
Darla Rowley

Karen,

In our market we are not getting more at this pint in time.  But we are getting them sold.  In a few cases we had a couple of back up offers!  In a buyers market, we are selling properties on average of 2.7 months.  When most houses are on the market over a year (if they get any offers at all)  I consider that success!    We even had 3 houses sell this year with out any basement!  and you know how difficult that is in Michigan.  This stat is not only my track record, but is an average based on furniture rental for other stagers in the metro area.     

Jan 28, 2008 09:20 AM
Keith Elliott Jr
KEIRE Realty Group - Manassas, VA
Principal Broker/Owner

Hi Darla,

Welcome to Active Rain and congrats on your first post! The opportunities to learn and network are incredible here. Best of luck to ya!

-Keith

Jan 28, 2008 10:33 AM
Jimmy McCall
JimmyMcCall.com - Cunningham, TN
The Ex-Mortgage Consultant

Darla, Welcome to AR and congratulations on your first post. 

To have a house staged professionally costs money.  Remember, Realtors are asking sellers to pay them a hefty commission to sell their house?  They don't want to ask their clients to pay more money to stage the house.  Then their is the Realtors's biggest fear: The seller asking them, "Shouldn't staging be part of the marking budget I am paying you a commission to sell my house?"   Darla, you have a tough sale.  Most Realtors do not won't to rock the boat by bringing up the subject. 

Have you thought about marketing directly to the Realtors to pay for the staging?  They are more likely than a seller to have money for your product.  There in you will find the answer to your question.

Jan 28, 2008 01:25 PM
Leo Namiot - SimplerHomeLoan
Canopy Mortgage - Leo Namiot - Saint Augustine, FL
Before you chose a lender check my rates and fees

Hello Darla,

 Welcome to active rain!

 Leo Namiot

Benchmark Mortgage

Connecticut Mortgage Lender

http://www.benchmarkct.com/

Jan 28, 2008 02:46 PM
Darla Rowley
Impact Home Staging Experts - Troy, MI
Darla Rowley

Jimmy,

Thank you so much for responding to my first posting.

I completely understand it is a very difficult conversation to have with a seller.  The commission for a full service Realtor is a sizable investment.  I ask Realtors to do to overcome this obsticle by simply introducing the possibility of staging the house.  I think Realtors try to sell the staging process, and honestly that is the stagers role.  I am amazed they do not even suggest it.  As for marketing the house; traditional methods are expected i.e., virtual tours, good photos, web placement  etc.  All of which are a waste, if the photos don't look good. 

The Realtors I know who are sucessful in presenting staging as a marketing opportunity do not pay for the service (sometimes they will agree to pay for the consultation). These same Realtors are also good at selling the value they bring to the sale, which includes knowing how to surround oneself with professionals who will make the transaction as smooth as possible, including an appraiser, a mortgage company, and an inspector and a stager.  Good Realtors are excellent at communicating what their role is: finding a buyer, taking care of virtual tours, posting the photos, hosting brokers open house events, assisting with the legalities of the sale, understanding of the market, etc. 

As for the fear question, that is what is keeping the realtor at bay for being able to have the best properties available to represent.  If a relationship is developed with a professional experienced stager this should not be a concern. As a Realtor, your response becomes one about being able to provide all the options available to them.  You as a realtor are doing due dillligance in making sure they are aware of all the marketing opportunities. You are investing in traditional methods, they get to choose if they want to take it a step further.

In our market (Michigan)Realtors are getting out of the business in record #'s because they can not make a living, so making the assumption they have more available cash than the seller is not true here.  Fact is everyone is struggling to survive. Only the most proactive individuals (Realtors and Sellers alike) will be successful.  

I have a high % of closure with sellers when I can get the opportunity to present the offer directly to them.  My process is simple, I ask for an opportunity to educate sellers on the possibilities, and show them the results. They they get to choose how they want to play that portion of the game.  

Jan 29, 2008 03:31 AM