Presentation is loading. Please wait.

Presentation is loading. Please wait.

Attract and Appeal to More Buyers with Fabulous Staging! Great staging showcases the property and brings in more buyers. Learn staging advice and the scripts.

Similar presentations


Presentation on theme: "Attract and Appeal to More Buyers with Fabulous Staging! Great staging showcases the property and brings in more buyers. Learn staging advice and the scripts."— Presentation transcript:

1 Attract and Appeal to More Buyers with Fabulous Staging! Great staging showcases the property and brings in more buyers. Learn staging advice and the scripts that will convince your seller and win the listing consultation.

2 Stage to Sell Main Ideas Perspective on Staging Convincing Your Sellers to Stage Options for the Staging Consultation Evaluate the House Implementation Staging an Empty House Success with an Online Presence Top Five Staging Mistakes The Bottom Line 2 Attract and Appeal to More Buyers with Fabulous Staging!

3 Perspective on Staging Benefits of Staging Staging is your ticket to getting your listings sold. In any market, your listings must stand out! By pricing your listings correctly and then staging them effectively, you can deliver the one-two punch to get your listings sold for the most money in the shortest time possible. 3 Attract and Appeal to More Buyers with Fabulous Staging!

4 Convincing Your Sellers to Stage First Things First: Get the Listing Staging can be a sensitive topic. Don’t risk losing customers over what they may perceive to be unnecessary, or worse, insulting recommendations. 4 Attract and Appeal to More Buyers with Fabulous Staging!

5 Convincing Your Sellers to Stage Explain Staging Talk about what staging is. Give them printed information. Supply a checklist for the process. 5 Attract and Appeal to More Buyers with Fabulous Staging!

6 Convincing Your Sellers to Stage Set Expectations See with buyer’s eyes. Visit model homes to learn how builders present fantasy lifestyles rather than everyday reality. Read decorating and home magazines to identify popular trends. Watch the HGTV shows Designed to Sell and Curb Appeal. 6 Attract and Appeal to More Buyers with Fabulous Staging!

7 Convincing Your Sellers to Stage 7 BeforeAfter Attract and Appeal to More Buyers with Fabulous Staging!

8 Convincing Your Sellers to Stage 8 BeforeAfter Attract and Appeal to More Buyers with Fabulous Staging!

9 Convincing Your Sellers to Stage 9 BeforeAfter Attract and Appeal to More Buyers with Fabulous Staging!

10 Options for the Staging Consultation Pros You’ll spend more time with your sellers, enabling you to build your relationship No monetary expense You have control over the finished product 10 Cons You become the bad guy It may cost you more in time (which you could spend lead generating) than it would to pay for a consultation You may not have the skills or resources to stage different types of homes Option 1: Do It Yourself Attract and Appeal to More Buyers with Fabulous Staging!

11 11 Third Party Tools Available at Realtor.org Attract and Appeal to More Buyers with Fabulous Staging!

12 Options for the Staging Consultation Tips for Doing It Yourself Study the principles of staging. – Websites www.stagedhomes.com www.IAHSP.com www.QCdesignschool.com – Books – Dress Your House for Success by Martha Webb – Home Staging: The Winning Way to Sell Your House for More Money by Barb Schwarz 12 Attract and Appeal to More Buyers with Fabulous Staging!

13 Options for the Staging Consultation Tips for Doing It Yourself Prepare checklists. Develop a network of professionals for jobs such as painting, carpet cleaning, or landscaping. Agree upon a completion deadline. 13 Attract and Appeal to More Buyers with Fabulous Staging!

14 Options for the Staging Consultation Option 2: Train a Team Member to Do It 14 Pros You can train them to your standards and have control over the finished product Sellers appreciate a specialized consultant Cons Depending on their role on the team, it may cost you more in time than to pay a consultant They may not have the skills to stage different types of homes Attract and Appeal to More Buyers with Fabulous Staging!

15 Options for the Staging Consultation Tips for Training Your Team Member Have them shadow you on both the listing presentation and the staging process for a number of months. Supply them with your checklists and reading materials. Explain all your procedures. Hold them accountable for results—follow up on their work by asking your sellers to evaluate the service. 15 Attract and Appeal to More Buyers with Fabulous Staging!

16 Options for the Staging Consultation Option 3: Use Professionals 16 Pros Professionals deliver top-notch quality You don’t deliver the bad news Homeowners react more quickly when a professional delivers the news than when an agent does They have their own props and storage facilities—no overhead costs for you Cons You relinquish part of your perceived value in the eyes of your seller Covering their fees is an expense Attract and Appeal to More Buyers with Fabulous Staging!

17 Options for the Staging Consultation Tips for Hiring a Professional Before choosing a stager to work with, learn about their reputation. Visit a listing currently on the market that was staged by someone you are considering using. Go over your expectations and the standards you expect them to achieve and maintain. Hire the stager for an hour of consultation after the listing agreement has been signed. Provide the consultation as a free service to the seller; pay the stager a nominal fee. 17 Attract and Appeal to More Buyers with Fabulous Staging!

18 Evaluate the House Review the Property Make the appointment to go through the home as soon as possible after the listing agreement has been signed. Ideally, review the property when the sellers are not at home—the evaluation will go more quickly. Start by evaluating the curb appeal. 18 Attract and Appeal to More Buyers with Fabulous Staging!

19 Evaluate the House Review the Property Inside the home, look at the layout and determine where extra furnishings can be distributed throughout the house. Note rooms that are painted bright colors or have strong wallpaper that won’t have mass appeal. Note clutter, imbalance, and light. Check flooring for wear or bad color/pattern. Check ceilings, baseboards, windows, and doors for cracks. 19 Attract and Appeal to More Buyers with Fabulous Staging!

20 Evaluate the House Make Your Recommendations Email the recommendations to the seller within 24 hours. To help ease the process, you can also supply: – A calendar – A list of your subcontractors 20 Attract and Appeal to More Buyers with Fabulous Staging!

21 Evaluate the House Make Your Recommendations Hold your sellers accountable. You can formalize this arrangement in the listing agreement. In the section titled “Special Provisions,” leave the date blank and write this phrase: “This listing will go on the market and in the MLS on the date the agent determines the house is ready.” 21 Attract and Appeal to More Buyers with Fabulous Staging!

22 Implementation Overall Considerations Pay special attention to areas of the home that influence buyers the most. In each of the four areas: – Declutter – Clean – Maintain and repair – Create an atmosphere 22 ENTRYWAY LIVING ROOM MASTER BEDROOM KITCHEN Four Areas of Home that Influence Buyers the Most Attract and Appeal to More Buyers with Fabulous Staging!

23 Implementation Overall Considerations You should expect that 50 percent of personal belongings will need to be taken out of the home. Store items off-site or in an area of the garage in a neat and orderly fashion. 23 Attract and Appeal to More Buyers with Fabulous Staging!

24 24 Implementation Overall Considerations Simple Staging Consultation vs. Extensive Services + Simple Remove clutter Clean Paint Rearrange furniture to create space and flow Extensive Remove clutter Clean Paint Rearrange furniture to create space and flow Extensive Significant home repair New flooring and window treatments Upgraded kitchen features Rent furniture and plants Attract and Appeal to More Buyers with Fabulous Staging!

25 Implementation Overall Considerations 25 PetsChildren Keep food areas and litter boxes fastidiously clean For open houses and showing appointments, put the dog in doggy day care, and leave the cat outside or crated indoors Small children need to select their three favorite toys and put the others in storage Teens need to remove all personal photos and take down their posters Attract and Appeal to More Buyers with Fabulous Staging!

26 Implementation Overall Considerations Make a Good First Impression Paint or replace the front door, and make sure the doorbell works. Clean and polish all door hardware, or replace altogether. Buy a new welcome mat, and put potted plants next to door. Repair cracks on paving on stairs. Keep entrance swept and clean. 26 Attract and Appeal to More Buyers with Fabulous Staging!

27 Implementation Checklists Staging is very detail-oriented work. When working in different areas of the home and dealing with tasks that range from cleaning to home repair, it can be easy to get overwhelmed. Keep on track through the use of checklists. 27 Attract and Appeal to More Buyers with Fabulous Staging!

28 Implementation Decluttering Our clutter is part of our lives, but it works against sellers when they are trying to sell their house. Potential buyers react well to open spaces. TIP! There is a hidden benefit to decluttering. Your sellers will be halfway done with their packing by the time they have finished! 28 Attract and Appeal to More Buyers with Fabulous Staging!

29 Implementation Cleaning From the baseboards to the ceiling fans, everything must glow, shine, and be squeaky clean. Buyers will notice, even if only subconsciously, that the house smells and feels fresh. TIP! Recommend that your sellers consider hiring a professional to do a deep, thorough cleaning. Then all they have to do is a lighter cleaning for the showings. 29 Attract and Appeal to More Buyers with Fabulous Staging!

30 Implementation Maintenance Often, cleaning and decluttering will make the need for maintenance and repairs more obvious. Depending on the severity of the work that needs to be done, your sellers may need your subcontractors. Conduct preinspections—home inspection, termite, radon. 30 Attract and Appeal to More Buyers with Fabulous Staging!

31 Implementation Create an Atmosphere Set the mood by using music, lighting, good smells, and props. TIP Think function and form. If the light is good in a particular corner, place a chair with a throw cover and an open book that will suggest how relaxing the room is. 31 Attract and Appeal to More Buyers with Fabulous Staging!

32 32 Implementation BeforeAfter Attract and Appeal to More Buyers with Fabulous Staging!

33 Implementation Keep Up Appearances! Give them a checklist to follow so they will be able to quickly and easily maintain the staged look. 33 Attract and Appeal to More Buyers with Fabulous Staging!

34 Staging an Empty House Why Stage an Empty House? Empty houses lead buyers to question why the house is vacant. Size is difficult to visualize when a room is empty. Without furnishings, buyers could bogged down in negative details. 34 Attract and Appeal to More Buyers with Fabulous Staging!

35 Staging an Empty House How to Stage an Empty House Refer to your checklists and follow the same procedures as you would for an occupied home. Merely omit the jobs that have anything to do with furnishings and belongings. Rent furniture and add pictures, silk flowers, and cushions to create a warm, lived-in look. 35 Attract and Appeal to More Buyers with Fabulous Staging!

36 36 Staging an Empty House BeforeAfter Attract and Appeal to More Buyers with Fabulous Staging!

37 37 Staging an Empty House BeforeAfter Attract and Appeal to More Buyers with Fabulous Staging!

38 38 Staging an Empty House Before After Attract and Appeal to More Buyers with Fabulous Staging!

39 Success with an Online Presence Facts to Remember 90% of buyers start their home search on the Internet. Professional photography is important. The physical visit to the home can actually be the 2 nd or 3 rd showing. 39 Attract and Appeal to More Buyers with Fabulous Staging!

40 40 Success with an Online Presence BeforeAfter Attract and Appeal to More Buyers with Fabulous Staging!

41 Top Five Staging Mistakes Avoid These Mistakes When Staging a Home Being unprepared for seller objections Not eliminating odors Too many personal effects in view Selling an empty house Overstaging 41 Attract and Appeal to More Buyers with Fabulous Staging!

42 The Bottom Line Staging Is Not about Trying to Put Lipstick on a Pig! You don’t want your sellers to disguise problems or mask flaws; you merely want them to show their home in its best possible light—clean, decluttered, and repair-free. Buyers should only see what is right with the house, not get focused on what is wrong. 42 Attract and Appeal to More Buyers with Fabulous Staging!

43 Ideas into Action Learn about staging. Make it a “value add” for your clients. Decide who will stage—you, a team member, or a professional. Internalize effective scripts, for example: “The way you live in a home and the way you sell are two different things” 43 Attract and Appeal to More Buyers with Fabulous Staging!

44 Final Thoughts 44 Attract and Appeal to More Buyers with Fabulous Staging! Three Words – Perception – Presentation – Follow-through

45 Action Plan List at least ONE action you will take as a result of what you’ve learned. 1. _________________________________________ 2. _________________________________________ 3. ___________________________________________________________ Attract and Appeal to More Buyers with Fabulous Staging!

46 Thank You! Please complete an evaluation for this session. Use any mobile device! www.kwueval.com.


Download ppt "Attract and Appeal to More Buyers with Fabulous Staging! Great staging showcases the property and brings in more buyers. Learn staging advice and the scripts."

Similar presentations


Ads by Google