Ask the Expert: How Can Staging Pave the Way for a Better Sell?

Today’s Ask the Expert column features Patty McNease, director of Marketing for Homes.com.

Q: How can staging pave the way for a better sell?

A: Staging allows your clients to show off the unique features of their home that buyers can come to love. During the holiday season, staging can make a home stand out even more. The following staging tips will help buyers fall in love with their future home just in time for the holidays.

Is staging really necessary?
Many homeowners are concerned about the overall cost to sell their homes. One place they may look to cut expenses is staging. While some think it’s unnecessary, proper staging is crucial to selling a home since it allows buyers to imagine what living there could look like. In fact, according to a recent National Association of REALTORS® (NAR) survey, 77 percent of buyers’ agents said staging a home made it easier for a buyer to visualize the property as their future home, which decreased the amount of time it was on the market.

Which rooms are the most important to stage?
According to the same NAR survey, the living room, master bedroom and kitchen are most critical. This is likely because these are the spaces where future owners will be spending most of their time. When planning these rooms, space and functionality are important. Rooms that are cluttered or difficult to navigate will not appeal to potential buyers.

How should I stage a home around the holidays?
Keep in mind that buying a home is an emotional experience for both the buyer and the seller. Often, the buyer’s emotional connection to the home is what really solidifies the sale. The holidays are a sentimental time for many, as they bring back warm memories and allow younger buyers to imagine future celebrations. Enhance these emotional connections to draw buyers to make an emotional investment in the home.

That being said, it’s important not to go overboard. Since different types of potential buyers will be coming to visit, avoid including overly religious décor. Instead, opt for simple and classic. Also, consider burning a pine- or cranberry-scented candle for those buyers who come over for a tour.

My client is hesitant. How can I convince them to stage their home?
If your client is against staging, remind them that 86 percent of buyers believe viewing a property online is the most useful part of their home search. With so many different options, it’s important to capture their attention in this initial stage of viewing so that they want to see the home in person. If you’re still struggling, show your client a before and after photo from another property you’ve staged, and ask them which home they would rather see.