Psychology of Home Staging
Staging Homes
The sun was shimmering and a cool breeze was rattling through the trees when I pulled up to the house. Located on a large lot on a fairly busy street stood a 1950s home that appeared to be well cared for, even though the landscaping was a bit too mature and the old screen door was rusted in appearance. When I stepped inside, teal carpeting stretched as far as my eye could see, showing the wear and tear of 50 years of raising children, celebrating life’s milestones and crying for the inevitable losses when people grow old and move on. The paint colors were faded, the furniture was a bit tattered and I could easily understand why the brokers and real estate agents had only brought two potential buyers over the course of several months. The brokers and agents couldn’t see past the presentation of the listing.
As my eyes quickly moved from one area to another, taking mental notes for my “staging” report, the owner entered to extend her hand in greeting, welcoming me into her well loved and cared for home with her beautiful smile. Her energy and spirit soared as she proudly showed me her home….at 82, she had created a lifetime of memories that sang their song as we toured the property.
Many stagers would have poured right into what was wrong with the home and why the buyers weren’t showing any interest. But instead, her insightful and kind real estate agent and I sat down to have coffee and a piece of cake. We spent over an hour getting to know each other, sharing stories and laughter in a three season sunroom that was filled with mementos. We talked a little about the real estate market and preparing her house, but we mostly talked about life, including the joys and disappointments we had all faced as the years had passed. She shared her memories and hopes for her children, her own future and the need to move on to the next phase of her long and fulfilling life.
It is only then that we spoke about changes that would help sell her home in an increasingly difficult real estate market. The time that she would need to implement the recommendations would also serve her well as she sorted through her thoughts about where to go next. The house hadn’t sold because she wasn’t yet ready to let go. Our meeting was at exactly the right time in the process of selling. She was now prepared to make the changes necessary to sell and move on. The location of the home is terrific and the “bones” of the house are solid. With our vision and the obvious love lingering in the air, this house will sell. The time has arrived for a young family to add their footsteps in the sand.
When we take on the role of “home stager” we are stepping into the inner circle of the lives of our clients. I have had several realtors and homeowners recount stories about home staging professionals who were less than diplomatic and had upset their clients by being so insensitive to their emotional needs. It is so important to take that extra time to understand the stress and fear often associated with moving and to reach out to your clients on a human level. Let them know that your really care about them, not only about marketing their homes.
Many times, it is not a happy situation for the owners, because of divorce, financial difficulties or the need to downsize for health reasons. Even if it is a joyful situation that is forcing the sale of the home, high levels of stress dictate a gingerly approach when asking them to pack away their memories and to present their beloved home for strangers to walk through and criticize. Don’t be that stranger who walks into their lives to criticize their home, be a friend and companion who is going to help them through the challenging process that lies ahead. Turn the table around and think about how you would feel if you had to open yourself up to our critical eyes. Choose your words carefully; do not betray their tentative trust.
I feel honored when I am chosen to stage a home and I welcome the opportunity to see my life reflected in the mirrors of my clients. Remember we hold the key to the Power of Staging…..when you insert the key to open the door, please listen carefully before you step inside.
Written by Kitty Schwartz
http://www.classichomestaging.com
