You're meeting with your client for the first time and it goes something like this:
You: "So nice to meet you. Thanks for having me."
Your Seller: "Great to meet you too. Sorry the place is kind of a mess."
You: "Oh, it's alright - I understand."
But in the back of your mind, you're thinking, "Kind of a mess? Kind of a nightmare!" There are trophies on the mantle, magazines piled high and lace doilies everywhere. The stairwell is peppered with family photos from top to bottom. Figurines sit on every windowsill. There's a well-loved striped velour chair parked next to a gigantic TV taking up the better portion of what clearly was once a formal dining room.
You take the tour, then sit down and give your spiel. It goes over well and congratulations, the first hurdle is over. You've got the listing. The place has good bones - someone will buy it... eventually.
At this point, many realtors simply focus on talking with the homeowner about how to prepare for inspection. Making certain that the plumbing and electrical are up to par is key - no doubt. But you and I both know that buyers don't form their first impressions of a property by looking under the sink.
Your homeowner is proud of their home, their furnishings, their trophies, their wall of family photos - as they should be. They've worked hard to make the place uniquely theirs. So advising them that it needs a new look may not go over well.
How will you approach the topic of getting their place "ready" for showings when they think it already is?
Start by affirming them. Their home is well-loved. They've made many memories there. But now that they are selling, the focus shifts. Now, it's all about helping other people - prospective buyers - picture living there, creating their own memories.
The next step is to educate. Remember, your client relies on your expertise to help sell their property. You are the expert in the room. For many people, you are their sole source of information and advice about selling their home.
Luckily, many homeowners are at least aware of the concept of staging, thanks to the recent popularity of TV shows on the subject. But most don't realize that staging isn't just something seen on TV - it's a real life, attainable and affordable service available to anyone. And it can help make their place even more attractive to buyers.
Describe how it works - a professional stager will come in with an objective eye to rearrange furniture, artwork - often using the homeowner's existing furnishings. The process takes about a day and voila, the place is ready to be photographed for the listing. Be sure to take the time to paint the logistical picture for them. Unless you do, few people can imagine letting a stranger come in and move their stuff around. Which is why you'll also advise them how it will be worth the investment.
Both you and your client have the bottom line in mind. Staging can make all the difference, especially in a slow, saturated market. With your next listing, help your homeowner get a leg up on the competition and introduce them to the concept of staging. It just might be the key to your making a quicker sale at a better price.
For more tips on selling and staging properties, contact a Certified Redesign Specialist with Eye to Eye Interiors for an affordable consultation. Serving Chicago and the surrounding suburbs. (773) 350-7020.
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