1. Be blunt: Give honest feedback.
Remember: everyone thinks they’re the expert on their home—even after hiring you. If you actually want their listing to close quickly, you need to be upfront with your feedback.
Smart sellers will appreciate your insight and hop on board with your plan. Others will only appreciate it down the road after they see their way doesn’t bring in the right offers. If you get pushback, point to your sold home history and other selling successes to show clients that you know what you’re talking about.
2. Be inspired: Tour before (or while) you talk.
One of the best ways to show sellers what their home lacks is to have the staging chat while touring other listings. Seeing what other homes have to offer not only supports your suggestions, but may inspire some creative ideas.
At the very least, send sellers to a few open houses. This helps them see how their home measures up to others and gives them an idea of what it’s really going to take to compete in today’s market.
3. Be complete: Stage from the outside in.
Most sellers are real estate media obsessed — addicted to HGTV, Trulia, or one of the many other shows or sites out there. This is good because it means most aren’t completely oblivious to the fact that selling will take some effort on their part.
The downside is that many clients are used to focusing on the insides of houses. If you’re watching house hunters the front of the home is on the screen for 10 seconds tops. But first impressions matter. Start the staging talk outside and work your way in. Don’t let your seller ignore the importance of curb appeal.
It doesn’t matter if your seller’s listing has the biggest master bedroom ever; if the outside paint is peeling you’ll have a tough time getting buyers in the door.
4. Be clutter-free: Have your clients pre-pack.
Let’s face it. Most buyers don’t have an imagination. The more stuff they see, the less they can envision themselves in a home.
The framed children’s artwork may be cute, but it could be taking away from the formal dining room a buyer-prospect is trying to picture.
Depersonalization, decluttering, changing the aura—whatever you want to call it—it’s sometimes hard for your sellers to hear it. Like a lot of things in this business, it’s all about how you package it.
Need those counters cleared and family photos off the walls? That’s just “pre-packing.”
Serious sellers aren’t just thinking about the sale, so frame the staging process as a way to help them get a leg up on the move ahead and keep personal decorations from getting in the way.
5. Be neutral: Make it a canvas.
To be clear, when it comes to being bland, we’re not talking about personality. But the more neutral your listing’s color scheme, the more ready it is for a potential buyer to come in and make it their own.
Be sure to think about the paint and fixtures as well. The bright red walls that were perfect for your client’s couches are more likely to be hurdle for the next owner.Go with neutral, but don’t take it too far. If you can avoid it, never show an empty home. Doing so can make it hard for buyers to see a house as a home, lead to super-boring listing photos, and make most places look smaller than they actually are.
Make sure my clients know that staging is a must if they’re serious about selling.
6. Be generous: Spend cash to make cash.
You have to spend money to make money. Convincing clients to spend money on a home they are leaving is usually one of the toughest staging conversations you’ll have.
When clients object, remind them of the cash they stand to make and the big boost their listing will get from a little bit of investment.
It doesn’t have to take millions or even thousands of dollars to stage a home well. Help your clients be thrifty without being stingy: it’s an investment that can have a serious return if you help them do it right.
1898 Homewood Drive | Altadena, CA 91001
Offered at $1,275,000
This beautiful, French Chateau style home is located on one of the most desirable streets in the country club neighborhood of Altadena. This home is 2,245 square feet (measured) with three bedrooms, three baths which has recently been painted inside and out with custom colors. The entrance is highlighted by a foyer with rich wood floors that continue to the generously proportioned living room with crown molding, stately fireplace, and tall French doors that open out to the front yard.
The bright gourmet kitchen has an open floor plan with granite counters, farmhouse sink, stainless steel Viking range and GE Monogram refrigerator. The custom cabinets have many built-ins including a Bosch dishwasher. The kitchen and great room have French limestone floors that flow between the two areas. The spacious master bedroom overlooks the garden with many windows and has an updated bathroom with limestone tiles. The remaining two bedrooms are large and bright. The fenced garden and patio are perfect for relaxing or entertaining. The large sparkling pool is completely fenced in and is located at the rear of the garden. In addition, there is a fully finished guesthouse with a three quarter bathroom.
Home Features & Amenities:
- 3 bedrooms/3 baths
- 2,245 sq. ft. (measured)/13,153 sq. ft. lot
- Guesthouse with bath
- Crown molding and fireplace
- Gourmet kitchen with granite counters, farmhouse sink, stainless steel Viking range and GE Monogram refrigerator
- Custom cabinets/built-ins
- Fenced in garden and patio
- Sparkling pool
Exclusively Represented by:
Cell > 626.825.0161
897 Granite Drive
Pasadena, CA 91101
Additional information and photographs available at: www.1898Homewood.com
Searching for a comprehensive list of what real estate will look like in 2014? Look no further, because we’ve culled together top predictions from around the web for you right here, with insights from Trulia.com, Zillow.com, Forbes, the NAHB and NAR.
2. Affordability will get worse, although price increases will slow from the unsustainable pace of 2013.
3. Expect mortgage rate increases next year. Don’t expect major hikes to scare markets and buyers, but anticipate small upward rate increases as the Fed tapers further.
4. Move-up buyers will be less discouraged by rising prices and interest rates than investors or first-time buyers.
5. Gains in housing will hold up and even continue in 2014, but more moderately in all sectors: new homes, existing homes, and building starts. Growth, however, will be uneven across states.
6. Higher prices will encourage listings for homeowners whose homes were underwater; buyers will face less competition from investors who scale back from buying as prices rise.
7. Existing-home sales will climb 4 percent to 5.2 million, a 7.5 percent increase from 2012. New-home sales may climb by another 16 percent to 580,000 next year (2013 saw an amazing 36 percent increase over 2012).
8. Areas with inventory shortages should cool, but watch rising mortgage rates (see #3). Sales in California and Arizona will be rapid, while New York and Florida will continue to deal with gluts.
9. Prices could slow for the wrong reasons, too, if there’s another government shutdown to dampen consumer confidence, which hurts both demand and pricing.
10. Looser credit may help renters become new owners. With fewer foreclosures, single-family rentals will tighten making buying more appealing.
WASHINGTON, DC – Year-over-year gains in Americans’ attitudes toward home ownership demonstrate that the housing recovery continues to move forward on firm footing despite a drop in housing sentiment during the fall, according to Fannie Mae’s December National Housing Survey results. Forty-nine percent of consumers surveyed believe home prices will go up over the next 12 months, compared to 43 percent in December 2012. Consumers’ average 12-month home prices expectations moved to 3.2 percent, up from 2.6 percent last year. Those who say it’s a good time to sell a home rose significantly to 33 percent from 21 percent in December 2012. And, despite a higher mortgage interest rate environment, consumers are more optimistic about their access to mortgage credit than they were a year ago, with those who say that it would be easy to get a home mortgage today rising to 50 percent, compared to 45 percent last year.
“The marked improvement in housing market sentiment over the course of 2013 bore out our view going into the year that the housing recovery was on a firm footing. Year-over-year gains in home price expectations and attitudes about the current selling environment were particularly notable,” said Doug Duncan, senior vice president and chief economist at Fannie Mae. “Going into 2014, housing attitudes are recovering from a recent dip that coincided with the heated fiscal discussions between the Administration and Congress late last year. Consumer attitudes about the ease of getting a mortgage today are at their highest level in the survey’s three-and-a-half-year history, which should help offset the current higher interest rate environment and support a continued but measured housing recovery as we move through 2014.”
Homeownership and Renting
- At 3.2 percent, the average 12-month home price change expectation increased since last month.
- The share of respondents who say home prices will go up in the next 12 months increased to 49 percent.
- The share of respondents who say mortgage rates will go up in the next 12 months decreased slightly to 57 percent.
- Those who say it is a good time to buy a house increased from last month, up three percentage points to 67 percent.
- The average 12-month rental price change expectation increased from last month to 3.8 percent.
- Fifty-three percent of those surveyed said home rental prices will go up in the next 12 months, a three percentage point increase over last month.
- Fifty percent of respondents thought it would be easy for them to get a home mortgage today, holding steady from last month.
- The share of respondents who said they would buy if they were going to move fell slightly to 66 percent.
For more information visit: www.fanniemae.com/progress/index.html