Saratoga News
Homes
Staging is a key element in home-selling process
Changing market makes it even more important
By Jean Newton
Staging a home to sell becomes even more important when the real estate market changes and sellers need a competitive edge. Whether the homeowner takes on the job or a professional stager is hired, showing the house in its best light is essential in today's marketplace.
Realtor Susan Tilling of Coldwell Banker believes staging is important and can pay for itself.
"Having a house in good condition and showing it well gives people the impression that they can move right in without a lot of hassle. Staging also helps those who really can't envision how a house could look its best and up to date," Tilling said.
So often with the high prices of homes in Silicon Valley, Tilling finds two incomes are required. "Both have to work to earn an income. If they also have children to be cared for, buyers have very little time for fixing up a house after they own it."
Tilling recommends sellers get rid of their clutter, put on a coat of fresh paint and consider new carpet to get the best price for their home.
According to Realtor Helen Cockrum of Alain Pinel Realtors, the correct pricing trumps staging in getting a home to sell in a timely manner.
"Professional staging does help sell a home. In recent years, I find more sellers hiring stagers. Whether the cost of staging will be recouped depends on many factors; the most important is the pricing of the home. No matter how good the staging and how much is spent on it, if the home is grossly overpriced it likely will not sell," Cockrum said.
Tact is one of the biggest requirements when talking to the seller about staging. "Often the professional Realtor has a problem convincing sellers that a prospective buyer may not love their stuff as much as they do," Cockrum said.
Realtor Mahnaz Westerberg of Intero Real Estate Services says staging a home is one way a seller gains an advantage over other sellers, but it isn't the only factor to consider.
"In the Silicon Valley, we are working with professional and sophisticated clients that know what they want. In this downwardly adjusting market where homes stay on the market much longer, it's more of a buyers market, so sellers have to do everything they can to gain an advantage over other sellers," she said.
"However, staging isn't everything. Choosing an agent who can help you widen your market, negotiate and advise you on how to present your house is the key to a successful seller in the market," Westerberg added.
Interior designer Penelope Worsham of Los Gatos works with Realtors and sellers to get homes staged and ready for the market.
"I have found that those homes I stage do sell faster and they present themselves so much better when furnished. I have done rental furniture and the homeowner's furniture as well. Since the clutter is cleared away and I have rearranged the homeowners' furnishings, the house is much more sellable," Worsham said.
When she uses the seller's existing furniture, accessories, artwork and photos, she rearranges them through what she calls "re-purpose." She also uses feng shui in her approach.
"I can give the home a new perspective that is still comfortable and familiar for the seller, but a new homebuyer can visualize their own furniture in the space as well," Worsham said.
Sellers can do some simple things themselves that will help the process go smoother. The first thing is to listen to the professionals when they say what definitely has to go and what can stay. Simplicity is key. Getting rid of any extra knickknacks, family photos and other clutter is important so the potential buyer can imagine their personal belongings in the space. Those old high school trophies on the shelf or that matchbook cover collection needs to be put away in favor of uncluttered shelves and tables.
Going through the house and sorting objects allows the seller to get a jump on moving as well. Items can be boxed up for the move to the new house or put in a pile to be donated to a charitable organization. When it comes to furniture, Dad may have to do without his old recliner for awhile. Sometimes just taking a few pieces of furniture out of the room or rearranging the furniture to create more space can make a big difference. Professional stagers can also bring in furniture or other accessories to augment or highlight key features in the room.
Cleaning the house from top to bottom and making any necessary or obvious repairs is also critical before putting up that "open house" sign. The outside of the home shouldn't be neglected, either, with trees and bushes trimmed and the lawn mowed. Planting brightly colored flowers adds to the overall impression. It is also good to place emphasis on the front entrance to make sure it is inviting since the front door serves as an introduction to the home.
A home that is appealing both inside and out will have a better chance of creating that lasting impression with potential buyers. Staging is one way to help drive the purchase price and shorten the time on market for a successful transaction.
