I understand, people don't like bad news and when they get it, they sometimes express negative feelings toward the person delivering the message.
In real estate, Realtors know this all too well.
Unfortunately, they find themselves walking on egg shells when it comes to advice on improvements. Sellers don't want to hear about changing the carpet or removing the wallpaper.
The possibility of losing the listing can tie the Realtor's hands and limit their suggestions.
Home stagers are not in the same situation. Our hands are free and we will hold nothing back. It's not only our job to point out every issue or concern...we can't help ourselves...the message will be delivered.
In order to have a successful sale, sellers must understand that the home stager is on their side. The home stager wants the same outcome...they want the house to sell, for as much and as soon as possible.
The home stager is only the messanger.
The home stager is not the one who has collected all the Star Wars memorabilia. It's not the home stager's fault that the gold lighting fixtures and the pink flocked wallpaper and blue shag carpet are not appealing to buyers.
Don't blame the stager for noticing the grease and fingerprints on the cabinet doors and for suggesting your son's room be repainted to cover the magic marker mural he created when he was three.
Home staging advice is delivered with only one goal in mind.
That goal is to make your house stand out from all the other houses in your price range...
stand out as the house that is the cleanest, prettiest, and most emotionally appealing.
Don't shoot the messenger...follow their advice to the letter!
You won't be sorry you did!
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I got certified as a REALTOR Home Stager, but after a couple of times of being shot as you describe, I stopped advocating my own services as a stager...too many folks couldn't handle it...
:) PS
Hi Sharon~ It is sometimes difficult for sellers to hear the truth. It is sometimes even harder for them to realize that they may have to spend some time and money for it to sell.
Sharon ! SOOOO true !!! Selleres are often defensive when advised on ways they could 'adjust' their home !! ... they just have to get out of the mindset that it's a personal attack on their design, and more that it is advice on how to best present their home to sell !
Cheers Sharon !
Sheldon :o)
How about the seller who emptied most of the house after the realtor said that it would show better without so much furniture? "So much" doesn't mean none! :)
The happiest sellers in the end are the ones that take the realtor's staging advice early on. They see an immediate change in the feedback they receive after showings, and their house sells! If only they all understood that the staging investment they make will bring them a faster sale at a higher price than if the house sat on the market for months.
It's like the contractor who comes in and starts telling us how bad our home is...might be true, but we aren't really prepared to hear it.....we all think our taste is perfect and they are hiring you to tell them they don't need you :)
Great post Sharon!
Great advise
I love Barbaras quotes, clutter eats equity and Q-tip clean. They really work when dealing with sellers by taking the pain (sting) out of the recommendations.
Sharon... I would love you to be the Bad Cop to my Good Cop for my Client relationships. Can I get you a list of Suspects? Very True about most Realtor hesitation to be the messenger of bad news.
Good point! A stager can be detached, in a way a realtor may not always be able to do.
Patrick: I've heard that before. It can be difficult to wear both hats. I'm sure you can use your training in subtle ways to influence your clients.
Vickie: Well, you need to spend money to make money, right? It is so surprising to me when they want a certain price for the house, but they don't think they need to make any effort at their end.
Sheldon: Exactly! It has nothing to do with their personal taste or style, it's all about marketing! Usually...sometimes it is about taste and style! Either way, the bottom line is...do you want to sell or do you want to sit on the market?
Shoshana: I had a woman completely empty the kitchen cabinets once...she put all her dishes and food in boxes in the garage. The poor thing...that is not what I meant when I told her to remove what she didn't need on a daily basis.
Lynn: The earlier on they take the advice, the better off they will be. They also take it more seriously if they pay for it, instead of having the Realtor pay. They are more invested.
Karen: I've had many clients tell me that "they know what needs to be done" or "they watch HGTV and their house is fine" and so often they are wrong.
Kimberly: Thanks!
Vickie: Clutter does eat equity, and they don't always realize how much of their "stuff" is actually clutter. Thanks.
Steve: I've seen some of your listings and you seem to be doing ok playing both parts! Not that I wouldn't love the opportunity to help you sometime. Would there be a lineup and two way mirror?
Li: Yeah, I guess I could be considered "detached" at the very least! That's a good thing, right?
Nice post, ...I think as time goes on staging will become like surgery that's necessary! at that time we will become the agents of hope!
Thanks, Jess
Sharon this is so true. I actually promote the fact that I can be the "bad guy" for realtors. They get to look like heroes for bringing in the staging professional and they don't have to deliver the news about all of the work that has to be done. In many instances around here it really works to their benefit because many of their clients are the friends and family. It is hard to tell Aunt Pearl that her wall paper that has been in the kitchen since 1965 has to come down. I have no problem helping them out!
Hi there Sharon, yeah sometimes we get that sideways look and a "What did you say?"
But as you so wisely stated it's our job to be 'The Buffer'. I like it when they we make the change right then and there and the client's look turns to "Oh yes, now I get it!" Woo-Hoo, great blog!
Jess: I think I like the sound of that...Dr. Sharon with a prescription for success!
Sheila: Poor Aunt Pearl! We certainly can make the agent's job easier and less stressful. Thanks!
Cynthia: Doctor, buffer, bad cop...whatever...we get the job done and that is what is important! Thanks!
Okay you are going to laugh at this. I just had to share! I read your comment to Jess and it reminded me of a time when we used old film containers with colorful labels on them that we handed out as advertising pieces. The tag line could be "Home Staging is your Rx for Success." We filled the little bottles with jelly beans, but you could put a small flyer or contact info sheet with a before/after pic on it. Hand them out to all of the doctors offices you can visit and even health fairs, etc. We know staging is good for your health! Give them a push in the right direction! Do you think they even make those little film containers anymore? I am sorry but I had to share this memory with you!
I always say my main goal is to help you sell your house. That's the exciting part, when you do a consult and the owner takes your advice and then sells the house.
Hi Sharon: I agree with you - tell it like it is - even if the truth hurts!
:)
Sheila: You have the best ideas for marketing! You should write a blog post about this and share it with everyone! I'm sure there are other little bottles that could be used. Maybe actual medicine bottles can be found online for reasonable cost.
Cindy: It is a great feeling when you know that your input made the difference.
Matt: Sometimes the truth does hurt and you need to suck it up and get on with it!
Excellent post Sharon! I think you said this so well. In the long run, we can only hope they realize that we say these things for their own good.
Oh my gosh, you really gave me a great chuckle with this post, Sharon! Love the "Don't blame the stager" concept. It is a good thing I got a masters degree in communication--it's one of the most important aspects of being an effective home stager! "We can't help ourselves", that is so funny and so true.
Kathy: People can be so suspicious. We need to be today, so many con artists out there trying to scam us. I wish they could understand we don't have some hidden agenda. We just want the house to sell...we are on the same team.
Mary: Laughter is the best medicine, right? I'm glad I gave you something to smile about today! Wow, masters in communication, huh...I wish I had that!
LOve your post-love the title!! I remind the clients I may be a home stager, but I am really in the business of selling homes!
Cathy: So true, our business is selling homes and so many sellers don't understand that. Thanks!