There is no better feeling than when you get the call to sell someone’s home. Especially when it’s a fantastic space. Newly remodeled this, newly replaced that…in other words, a realtor’s dream. It’s often difficult to contain your excitement as you make your way over to meet with the owners and check it out, dreaming of the things you can do with the commission that is practically in your hands. And then you step foot through the door…yikes.
What do you do? How do you wipe away the tacky vision in front of your eyes that has just made selling this house an impossibility? Even worse, how do you break it to the owners that the home they’ve built for themselves is a complete eyesore? Here are a few tips:
One good way to bring up the idea of interior décor is to use it to your advantage. Focus less on their taste and more on the idea of the competition on the current market. After all, you are there to help them sell the place, so aim your intentions towards getting the most for it. Mention monochromatic colors, sleek spaces, and lots of neutrals are what gets a buyer interested. It is important you choose your words wisely. No homeowner wants to hear their choices in décor is terrible. Start with a positive, then carefully word in a reason to change things up. Things like “The buyer will be interested in your great stuff and since that isn’t for sale…”or “Lots of folks will be admiring your beautiful family so it might be better to keep these things private. You never know what kind of folks will be walking through.” No one will want to leave their family displayed everywhere after that!
But if handling this type of honesty is a bit out of your comfort level, make an argument for hiring a professional stager to come in and convert their home into something worth selling. The stager can be the perfect person to point out any décor “flaws” in the home and your client will have no one to blame. That’s their job. And if they are reluctant to go with a pro, throw in some stats to sweeten the idea. According to the National Association of REALTORS® 2015 Profile of Home Staging:
- 81% of realtors selling staged homes find it is easier to sell because buyers can visualize THEM in the home, not the previous owner.
- 46% of realtors say buyers are more apt to view the home they’ve seen online if staged well.
- 32% of realtors say buyer offers have increased to as much as 10% over asking price and more apt to overlook property flaws if the home is staged well.
- And last but not least, professionally staged homes remain on the market 72% less than those that aren’t! How is that for a compelling argument?
It may take a bit of coaxing, but being honest with a client about ways they may need to improve things if they want to sell their home as smoothly as possible is just something that will have to come with the territory. Don’t look at it as a bad thing. You’re just looking out for everyone involved…even if it means bruising an ego.
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