Staging a Home to Sell

As the old adage goes, “You never get a second chance to make a first impression.” Putting your best foot forward can make all the difference in many situations, particularly in the real estate sales process. When a potential buyer walks through a home for the first time, a clean, open and comfortable environment invokes positive feelings, which can ultimately translate into an offer. By staging the home, which is when the seller works with a Realtor to prepare the home to be on the market, sellers can ensure it gives a great first impression. Staging a home can run the gamut from a hearty spring cleaning to remodeling a room, and sellers can spend anywhere from $100 to several thousand dollars. The level all depends on the type of property and how much the seller aims to recoup in the sales price.

When a home is put on the market, it becomes a product – one with stiff competition. Much like the marketing team of a new product on grocery store shelves, sellers want their home to rise above the rest and capture the attention of potential buyers. “Staging the home will help the property stand out against other similar offerings in the same price range,” explains Tom Jewell, president of the Virginia Association of Realtors.

An attractive property allows potential buyers to mentally move into the home and visualize themselves living there. “So much of staging a home is common sense,” adds Jewell. “To get the most from the transaction, sellers must present the property in a good light right from the start.”

Perception is Reality

Staging a home before the selling process begins helps achieve the ultimate goal of selling the home quickly and at the asking price. According to Kit Hale, president-elect of the Virginia Association of Realtors and broker with MKB REALTORS, “My agents want to help their sellers earn top dollar, so they sometimes present two listing prices - one for a properly staged home and one for the home as is. Once the sellers see the monetary difference, they realize what a little elbow grease can do.”

Potential buyers notice when a home is dirty and cluttered, even though the sellers might not be able to see it themselves, and it can detract from the showing. Whether it’s true or not, it may also signify to potential buyers that the owner hasn’t kept up with other demands of a home, such as a routine furnace cleaning or replacing windows. On the other hand, a staged home gives a “no hassle” impression. Even if the home is dated, the pride of ownership will come through.

Tips for Sellers

Here are a few easy-to-implement tips to consider before selling your home. To begin, walk through each room with a keen eye. Pretend to be a potential buyer and look for anything that detracts from the attributes of the property.

Work with a Realtor right from the start, especially those with designations like the Certified Residential Specialist (CRS). A CRS designation signifies more advanced training in selling, negotiating skills and working with buyers and sellers. The professional guidance can ultimately save you time and money, and a fresh set of eyes will be able to identify areas of improvement that a potential buyer might notice. Before your first appointment with a Realtor, however, Jewell suggests that sellers touch up their home. Making a good first impression on the agent can’t hurt.

· Create inviting living spaces. A simple rearrangement of artwork and furniture can do wonders. For example, removing the leaf from the dining room table is an easy way to make the room look larger. You might even put some of your furniture in storage to “open up” your living space and make it appear larger.

· Compare your house to a model home. Buyers are attracted to a clutter-free, pristine environment; less is more. Make sure all paperwork and toys are stored away. Pack up the family photos and repair any nail holes in the walls.

· Compare the rooms of your home. A newly remodeled kitchen more than offsets a bedroom with green shag carpeting. That’s an isolated problem, and one that’s easier to fix.

· Make your house as clean as possible. Steam clean carpeting, especially if you have pets, and make sure there is no pet odor in the house.

· Clean the bathrooms and get any clutter off the countertops.

· Bring in fresh plants and flowers.

· Place dryer sheets under room vents so that when the furnace comes on, the air blows through the dryer sheet, creating a fresh, clean scent.

· Especially in vacant homes, which are traditionally more challenging to sell, added touches like towels in the bathroom and fresh flowers make the house feel like a home.

Your Realtor can help you with these important touch-ups, and give you the best perspective on what will appeal to buyers.

With over 30,000 members, the Virginia Association of REALTORS® is the state's largest individual membership trade association. REALTOR® is a registered collective membership mark which may only be used by those real estate professionals who subscribe to the REALTOR® organization’s strict Code of Ethics, and who are members of the National, State and Local REALTOR® organization.

Jocelynn Castro
Communications & Marketing Intern
Virginia Association of REALTORS