How To Create An Impression of Value In The Minds Of Home Buyers

Home Stager with Sharon Tara Transformations

Preparing to sell your house this spring? 

Even in a hot seller's market there is no guarantee of a fast sale. The homes that will go fast are the homes that are in the best condition. Buyers are still looking for well maintained, move-in-ready homes. They want value for their money.

When preparing to list your home for sale it's important to understand how value is determined.

The value of your home isn't what you, the seller, think  it's worth or what any of your friends or family say it's worth. Your house is worth what a buyer is willing to pay for it.


"Price is the value perceived through the seller lens.

 Value is the benefit perceived through the customer lens."

Melissa Bolton



Whether you list your house at $100,000 or $1,000,'s the same in every price bracket. Your house is going to sell for what a buyer believes it is worth.

You don't have control over your location. You don't have control over the price that the market has determined for your house. You do, however, have control over buyers' perception. 

How do you control what potential buyers think? You create an impression of value....


What creates an impression of value in the minds of potential buyers?

Clean and spacious rooms, with as much light as possible

Fresh paint in current, neutral tones

Flooring in excellent condition

Well organized cabinets and closets

Updated light fixtures and hardware

Well groomed landscaping

You create an impression of value by presenting a home, their future home, that is both visually and emotionally appealing and appears to have been well maintained.


Preparation, presentation and strategic marketing are the keys to creating perceived value in the minds of potential buyers. A professional Home Stager can provide advice on all three. An inexpensive two-hour consultation results in a detailed plan of action for increasing the market value of your home.


What Is A Home Staging Consult?

How Do I Find The Right Home Stager? 

Will Home Staging Sell My House Faster?

How Much Does A Staging Consult Cost?



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Re-Blogged 3 times:

Re-Blogged By Re-Blogged At
  1. Jeff Dowler, CRS 02/03/2017 10:08 AM
  2. Allan Knowles 02/11/2017 03:53 PM
  3. Gita Bantwal 01/17/2018 08:03 AM
Home Selling
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Virginia Youngblood
DO-STAGE! LLC - an ASPM® Home Staging Company - Charlotte, NC
DO-STAGE! LLC - Home Stager - ASPM®

Ahh!   I just drank from a cool, refreshing fountain . . . your post!!!!

What great words of wisdom here, Sharon!  I'm sharing this on Linkedin and Google +

Thank you, my staging sister and friend!

Feb 07, 2017 08:08 PM #23
Sharon Tara
Sharon Tara Transformations - Portsmouth, NH
New Hampshire Home Stager

Endre Barath, Jr.  I was inspired to write this after someone said to me "I thought staging was for expensive, high end properties."

Kathy Streib  There is so much we can't control these's nice to know we have some control over this very important sale in our life!

Lottie Kendall  Being more appealing than the competition is a good thing!

Virginia Youngblood  Love your comment! Thank you, and thanks for the shares too!

Feb 08, 2017 05:25 AM #24
Dorie Dillard CRS GRI ABR
Coldwell Banker United Realtors® ~ 512.750.6899 - Austin, TX
Serving Buyers & Sellers in NW Austin Real Estate

Good morning Sharon Tara ,

Congratulations on the well deserved featured post! You are so right buyers need to feel there is value in the house they are purchasing. When a seller goes the extra mile in presentation of their home the rewards are always worth the effort. When your home looks way more appealing than the competition buyers are drawn to your home.

Feb 08, 2017 05:47 AM #25
Jeff Stevens
Berkshire Hathaway HomeServices New Mexico Properties - Las Cruces, NM
Jeff Stevens REALTOR®/Associate Broker

Great advice as usual, Sharon Tara 

I see it day in and day out. Homes that don't show well sit longer on the market and tend to fetch lower sales prices. It pays to listen to your home stager and/or REALTOR. Clean it up before you list it! 


Feb 08, 2017 06:29 AM #26
Nick Vandekar, 610-203-4543
Long & Foster Real Estate Inc 610-225-7400 - Devon, PA
Tredyffrin Easttown Realtor, Philly Main Line

All very true, in the market today with a lack of iventory it is hard for sellers to understand they cannot over reach on price because it will hurt them. 

Feb 08, 2017 06:56 AM #27
Sharon Tara
Sharon Tara Transformations - Portsmouth, NH
New Hampshire Home Stager

Dorie Dillard Thank you. I didn't even realize it was featured. That was a surprise! I know this information is not news to's how you have always run your business!

Jeffrey Stevens  Sellers think they don't have to do as much in a sellers market. Big mistake!

Nick & Trudy Vandekar  Low inventory does not mean buyers will buy anything....they still want a well maintained home!

Feb 08, 2017 07:22 AM #28
Mary Hutchison, SRES, ABR
Better Homes and Gardens Real Estate-Kansas City Homes - Kansas City, MO
Experienced Agent in Kansas City Metro area

These items are so imporant as it tells the buyer:  these sellers have pride in their home and keep it maintained!  I would add:  be sure the house is VERY clean.  Even if the house is dated, it needs to be CLEAN and decluttered.

Feb 08, 2017 09:15 AM #29
Chris Lima
Atlantic Shores Realty Expertise - Port St Lucie, FL
Local or Global-Allow me to open doors for you.

Great post, Sharon. Walking into a cluttered and disorganized house is overwhelming to some potential buyers.  The buyers don't get to see the positive features as they are covered or hidden and all that shows is a smaller and not properly maintained version of what the sellers are hoping to show off.

Feb 08, 2017 10:01 AM #30
M.C. Dwyer
Century 21 Showcase REALTORs - Felton, CA
Santa Cruz Mountains Property Specialist

Great spin on a timeless topic; thank you.

Feb 08, 2017 11:23 AM #31
Sharon Tara
Sharon Tara Transformations - Portsmouth, NH
New Hampshire Home Stager

Mary Hutchison, SRES, ABR  Clean like you have never cleaned before!

Chris Lima   Clutter and disorganization is overwhelming for sellers too. Getting a detailed, specific plan of action makes the whole process more manageable. Staging reduces stress for both sides of the sale!

M.C. Dwyer  Thank you!



Feb 08, 2017 11:38 AM #32
Melissa Spittel
Coldwell Banker Residential Brokerage - Westminster, MD
"Achieving Results Together "

Great job of explaining what every seller needs to hear!

Feb 08, 2017 06:32 PM #33
Nathan Gesner
American West Realty and Management - Cody, WY
Broker / Property Manager

I like it, Sharon Tara . You can sell a home in any market if you price it right and present it right.

Feb 08, 2017 07:59 PM #34
Mick Michaud
Distinctly Texas Lifestyle Properties, LLC Office:682/498-3107 - Granbury, TX
Your Texas Lifestyle is Here!

Getting this point through to the sellers is often a difficult one to make.  They can't objectively step back and evaluate their home the way a buyer would.  Your cost is not necesarrily the value a buyer will see.  

Feb 08, 2017 10:03 PM #35
Praful Thakkar
LAER Realty Partners - Andover, MA
Andover, MA: Andover Luxury Homes For Sale

Sharon Tara - as always, the beauty is in the eyes of beholders (did I say it right? I am not so good at!)

And you are so right - it is applicable to all price brackets. 

(Had to bookmark this to share with some sellers.)

Feb 08, 2017 11:19 PM #36
Carla Freund
Keller Williams Preferred Realty - Raleigh, NC
Raleigh - Cary Triangle Real Estate 919-602-8489

Great post Sharon! Most of what you mentioned only cost a little time and effort. 

Feb 09, 2017 04:28 AM #37
Sharon Tara
Sharon Tara Transformations - Portsmouth, NH
New Hampshire Home Stager

Melissa E. Spittel  If only I could reach EVERY seller!

Nathan Gesner  Price, preparation and presentation....the winning combo!

Mick Michaud  Although not all real estate agents are able to convince sellers of the value of staging....home stagers usually have a very successful rate of bringing sellers to action. It's all in the delivery and your ability to address the value to them as sellers.

Praful Thakkar  Yes, beauty is in the eye of the beholder!  (When you are speaking of must prepare the home to show them its beauty.) The sellers' eyes can't be trusted though. They are too close to the home and don't always see it objectively.

Carla Freund  My favorite transformations are those where nothing new is used....only existing furnishing and accessories. Great results can be seen just from cleaning, repositioning and repurposing.



Feb 09, 2017 01:21 PM #38
Sondra Meyer:
Star View Real Estate - Colorado Springs, CO
See It. Experience It. Live It.

Very well said Sharon! Buyers want value for their money. Oh my... I just saw your blog titled "How to a Home Stager." I need to check it out. Have a great week.

Feb 13, 2017 04:56 AM #39
Sharon Tara
Sharon Tara Transformations - Portsmouth, NH
New Hampshire Home Stager

Sondra Meyer:  Thank you!  It's not that hard to create a positive impression. I don't understand why more sellers are not willing to put forth the effort.

Feb 13, 2017 05:13 AM #40
Lise Howe
Keller Williams Capital Properties - Washington, DC
Assoc. Broker and Attorney Licensed in DC, MD, VA,

this is such important information to share with sellers - the good houses that sell quickly are either the real bargains or the ones in great shape

Jul 12, 2017 04:40 AM #41
Sharon Tara
Sharon Tara Transformations - Portsmouth, NH
New Hampshire Home Stager

Lise Howe  And just imagine finding one in great shape at a real bargain!

Jul 12, 2017 01:14 PM #42
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Sharon Tara

New Hampshire Home Stager
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