To Stage or Not To Stage, That Is The Question
- Harmony Home Staging & Design
- Jan 29
- 7 min read
Staging a home for sale is more than just a trend; it's a vital marketing strategy in today's real estate market. Did you know the Home Staging concept was invented in 1972 in Seattle, WA?
Many agents, sellers, and buyers debate its importance, often overlooking the substantial benefits and return on investment. While some view staging as an extra expense, or a "luxury", some believe it isn't necessary but research shows that it can dramatically improve both the selling price and speed of a property sale. This article tackles common myths surrounding home staging and emphasizes why agents should prioritize it for all their listings as a part of their marketing toolbox.
Myth 1: Staging is Only for Homes of a Certain Price Point
A prevalent misconception is that only properties of a certain price point require staging. The higher the list price, the more it needs it. Many believe that lower-priced homes can attract buyers without any enhancements. The "as-is" theory. In reality, buyers across all price ranges respond to a home's visual appeal. Personally, I've staged homes from a $14,000 mobile home up to a $30MIL ranch and seen the same results...faster sales for more money than asking.
A study from the National Association of Realtors (NAR) revealed that 93% of buyers look at online listings extensively before deciding to visit homes before they even pick up the phone! It hasn't been unheard of, over the last few years, for buyers to purchase a property having never set foot in it. We have found this especially true since 2020.
A staged home creates a welcoming, inviting, and cozy atmosphere that helps prospective buyers envision life and a home within its walls. Whether it's a quaint cottage or an expansive estate, staging can highlight the best-selling features of any property.
Remember, first impressions mean everything. A clean, well-staged home invites potential buyers in, intriguing and captivating them, while a cluttered or empty space can push or scare them away. You may not even know they are being pushed away because you will never get the call to see it.
Myth 2: Staging is Too Expensive
Many agents and sellers shy away from staging because they perceive it as a costly service that eats into profits. However, consider the facts: staged homes can sell for 10% to 20% more, and 73% faster than their non-staged counterparts. For instance, if a home is listed for $300,000, staging could potentially increase the selling price by $30,000 to $60,000. In Montana, one of our staged homes was listed at $2MIL and sold for $2.5MIL. Who couldn't use an extra $500,000 on ONE listing?
Moreover, one of the key signs you are working with a professionally trained staging company is that they offer packages, a variety of services, or creative solutions that fit various budgets, allowing sellers to choose financially feasible options.
"The investment in Home Staging will ALWAYS be less than a price reduction." - Barb Schwarz, Creator of Home Staging
The average price reduction is usually around 20%, the investment in Home Staging is usually less than 1% and has a return of around 400%. The math, maths. What could this do for your sellers and their families? What could this do for you and your family?
Myth 3: Buyers Can Imagine Themselves in an Empty Home
While some buyers may have vivid imaginations, many do not. Statistics show that over 75% CANNOT see past what is in front of them and visualize possibilities.
"Buyers only know what they see, not the way it's supposed to be." - Barb Schwarz, Creator of Home Staging
The true size of an empty room can be deceiving, it often feels cold and uninviting, buyers have no idea if their furniture will fit, how to lay it out, and give up because they've looked at 10 houses today and they all start to blur together. You will also see every flaw and imperfection, and give buyers ammunition to NOT be interested in your house especially when they have seen houses that are professionally staged. Staging not only fills spaces but also helps define them. Especially important for unique spaces.
For example, showing how a dining area can accommodate a table for six or demonstrating a cozy reading nook in a corner can influence a buyer’s perception of the home's potential. Studies also reveal that 84% of buyers find it easier to visualize a staged home as theirs, according to the National Association of Realtors.
The Benefits of Staging for Real Estate Agents
Enhanced Online Presence
With the majority of home searches occurring online, staging boosts a property's visual appeal significantly. Professional photos of a well-staged home attract more views and engagement than images of bare or cluttered spaces. In fact, staged homes have been shown to generate up to 20% more traffic on online listings. NOTE: Virtual staging DOES NOT have that same effect. We'll talk about that in the future.
Faster Sales
Statistics reveal that staged homes often sell faster than their non-staged counterparts. A report indicated that 77% of buyer agents believe staging makes it easier for buyers to visualize the property as their future home. Faster sales not only benefit sellers by expediting the closing process but also allow agents to showcase their effectiveness in moving listings quickly while saving you money and time in marketing the house.
Greater Price Appreciation
Staged homes typically see higher price appreciation and often easily appraise compared to those that haven’t been staged. Buyers are often willing to pay more for homes that feel inviting, well-maintained, and ready for occupancy. This can mean significant commissions for agents and positive client relationships, leading to repeat business and solid referrals.
Differentiation in a Competitive Market
In today's competitive real estate landscape, homes easily blend together, especially when you've seen multiple in one day. Staging can create a unique selling point for your listings, a memorable experience, and a polished image that reflects professionalism, creativity, and attention to detail. This effort showcases a commitment to marketing the property effectively.
Myths Surrounding DIY Staging
Myth 4: Anyone Can Stage a Home
This is true and not true. Here's why. Some agents may think that staging is just about rearranging furniture or decluttering. While DIY staging is possible, it often lacks the strategic insight that professionals provide UNLESS you work hand in hand with a professional home stager.
Effective staging calls for a keen understanding of design principles, color coordination, and furniture layout. A trained staging professional can craft a look that appeals to a broader range of buyers, maximizing a home's key selling features and overall appeal. A professional home stager has been trained in the psychology of buyers and knows how to work creatively with what the sellers already have, guide them on placement, as well as consult on what items to bring in as needed all within the seller's timeframe and budget.
This is why one of our most popular and effective staging services with our sellers and their agents is our DIY Staging Consultation where we guide and direct sellers to stage their homes effectively helping to keep costs affordable and let the agent focus on marketing and selling the property. Most of our agents include this in their base marketing package and even pay for it to show their commitment to the sale of the home. If you are interested in implementing this into your marketing strategy, make sure you reach out to us.
Click here for an amazing example of one of our staging consultations...
Myth 5: Staging is the Same as Decorating
Staging differs significantly from decorating. The objective of staging is to create a space that resonates with a wide range of potential buyers. In contrast, decorating reflects an individual's personal style and preferences, usually only scratches the surface or the aesthetics, and is often overdone and distracting.
During the staging process, personal items and bold color schemes should be minimized. This neutral approach allows buyers to imagine their belongings in the home, making it more relatable and inviting. Staging also draws attention to deeper issues and challenges, such as maintenance issues, that need to be addressed and resolved.
Staging is an overall solution to every nook and cranny in the house. If it has a price associated with it (included in the sales price), it needs to be addressed and/or staged. What staging DOES NOT do is cover or hide flaws, imperfections, or lack of maintenance. The goal of staging is to remove ALL bargaining chips and negotiations for a speedy sale at a higher price.
Final Thoughts
The myths surrounding home staging can lead agents to undervalue its importance. A well-staged home enhances visual appeal and helps sell properties quicker and at better prices. In some states, staging is a non-negotiable and EXPECTED in every home on the market. If buyers from one of those states are shopping in your area and you DO NOT have your listing staged, you could be immediately eliminated before you even know they are looking.
Agents who embrace staging as a key part of marketing their listings can elevate their services, draw in more clients, and foster long-term success in real estate. Some even raise their commission and the value they offer sellers. If you want more info on how to do this, contact us.
As the market continues to evolve, it's clear that staging is more than just an option; it's a critical tool for agents aiming to thrive in a competitive environment. By incorporating staging into your approach, you'll likely experience positive effects on your business. It takes a village to sell a house and your sellers want to know you have the best pros in the village behind you to sell THEIR home.
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