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

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.     

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.