Home staging sets the stage for a sale

Published 8:02 pm Friday, June 13, 2008

If you want to sell your home in this soft real estate market, simply listing it might not be enough to attract buyers.

More sellers are considering the help of professional stagers, who improve a home’s appearance inside and out to increase the chances of putting a “Sold” sign in the front yard.

Many who seek the help of stagers believe that spending about $1,000 and a few hours of work is a better investment than lowering their asking by thousands of dollars and waiting for a sale.

“You are paying less,” said Claudette Meyer, a Windermere North Real Estate agent. “Dropping the price $1,000 will do nothing.”

Meyer encourages her clients to stage their homes. When houses were selling well a couple of years ago, she only had one or two homes to show buyers. Now she’ll take prospective home buyers to 10 to 12 residences.

“Buyers can remember a well-staged layout,” Meyer said. “In this market, there is so much inventory that it really helps to distinguish oneself.”

Meyer believes that by hiring stagers it helps to create a product.

“A home is a product you are selling,” Meyer said. “Staging is one of the steps you take to make it the best product out there.”

When John Wiest of West Seattle put his rental property in Everett on the market, he had it staged at the suggestion of his wife, who works with real estate agents and others in the business.

“It set me apart from the other property that was listed in the area,” Wiest said.

His property sold within three weeks, although he took an offer that was below his original asking price.

Staging gives home sellers an edge, said Anne Harding, co-owner of First Impressions Home Staging in Lake Stevens.

“Great price is imperative. But when you have a home looking good and ready to show, it stands out. It makes a good difference.”

Harding and her sister, Cindy Mahan, have seen a sizable increase in business since the real estate market softened. The sisters and their friend, Jennifer Duke, are busy with many clients in and around Snohomish County.

Staging involves a variety of tasks. De-cluttering, organizing and moving furniture and belongings might be more important for a home than repainting. Harding and her crew also have an collection of furniture, plants, artwork and housewares they use for decorating.

Two of the most important considerations, Harding said, are cleaning and odors. The home needs to be clean and well maintained so buyers don’t get the impression that the property has not been cared for.

“No smells,” Harding said. “That’s a huge turnoff.”

Too much clutter is overwhelming for buyers and can give the impression that there is little space. While sellers may love the home they are in, they should consider that not everyone shares their tastes. Often buyers cannot visualize themselves or their belongings in a home that has too many personal mementos or photographs.

There also are those houses with hidden potential waiting to be uncovered by someone with a fresh eye and perspective.

Harding and Mahan were helping a couple get ready to put their home on the market and were considering what to pack up. Mahan wanted to move a big-screen television to create more space. The owner wanted it to stay put.

When the sisters finally convinced the homeowner to move the TV, they discovered a huge selling point: an ocean view.

“I do think that people don’t remember why they bought their house,” Harding said. “It takes a professional to come in and remind us.”

Harding takes care to ease clients into the idea that someone else will soon live in their home. Harding said sellers must emotionally move out of a house long before they physically move out.

“People sense if you are still holding on to your house,” Harding said. “The house will show emotional ties.”

Both real estate agents and homeowners hire Harding and her team. Business comes equally from each group, Harding said.

Clients can pay for the staging upfront, allowing Meyer to spend more money on marketing. If clients can’t pay for staging ahead of a sale, real estate agents can work the cost of staging into the home sale.

Homes are staged before going on the market so buyers can view the staged homes online and in fliers before arriving for a walk-through.

When Meyer looks at homes on the market, she can see that most of those she staged have sold.

“Pricing is paramount, but staging helps you distinguish yourself,” Meyer said. “Regardless of price drops and price range, there will be competition.”

Christina Harper is a Snohomish County freelance writer. She can be reached at harper@heraldnet.com.