See the Walk and Talk (Staging Report) Consultation in Action...
First off, let me say that not all homes are alike, so getting a good read on what a home really needs is essential! Including a Walk and Talk (or Staging Report) within the Consultation process is a great way to get the home on the right track!
Here are some hot tips for your Walk and Talk, as well as a couple Consultation and Staging Day videos that reinforce what you would do and say with the client:
- After the initial walk through where you've had a chance to assess the home briefly, it's time to go back through the home with the client and a Staging Report.
- Start at the curb and do your second walk through exactly how a buyer would.
- Have the seller hold the clipboard with the Action Plan and write down everything you are verbally recommending as best as possible. Have the STAR the checklist items you think are priority.
- You should have a clipboard with a blank Action Plan (until you are comfortable with it's contents, so you can read through it quickly noting your recommendations along with the client.
- Have an extra shopping list sheet handy for you to write down "priority investment" shopping items.
- Take the client's temperature along the way and always ask, "can you live without _____ for a couple months while you sell your product?" Get their permission and let them set the boundaries.
- Remind them that it's your job to tell them all of the "price eroding" elements, so that they can prioritize their staging investments wisely.
- If the seller is getting exhausted with the Walk and Talk process then chances are they will need you to do the work for them in a Staging Day. Be prepared to up-sell this service and have the Home Preparation Plan hand-out ready, so the home is clean and ready for that day.
- Don't be afraid to give a ten minute transformation (like Jo does in the video below) to get the seller to understand.
This Section Visually Shows You the Process Discussed in the HSR Guide to Success
I strongly recommend you go through the HSR Guide to Success section before watching these videos, so you have a clear perspective on what we're discussing in the videos.
Audra's Consultation with Client:
If you are having trouble viewing the video above, please go to this private YouTube link: https://youtu.be/RB__yK8_tO0
Jo McLaughlin's Consultation and Staging Day with Client:
An amazing transformation and learning experience from Jo McLaughlin of Jo McLaughlin Designs in Connecticut...this was a tricky staging project:
If you are having trouble viewing the video above, please go to this private YouTube link: https://youtu.be/gTHMlxjLkCU
Portion from the Training Manual as a Reminder:
I recommend you start at the curb and work your way through the front door as a buyer would during this walk through. Take time to educate them on the latest home staging statistics.
I also recommend you hand your clipboard with the Staging Report (shortened) over to the client and have them take their own notes (or not) while you can have a blank Staging Report to to follow along for reference while noting the critical shopping investments they should make.
Here are some things to keep in mind as you move through the walk through…
- Ask for permission to move things and open cabinets and cupboards for accessories to use.
- Put colored stickers on items you think they should start packing to clear out the space
- Make sure to remind the seller that it's far easier to clear the items today (see my Less Is More hand-out) than it is to unpack later!
- Remind them that often with a quick sale, they only have 30 days to pack, so getting started on it now, will save tons of stress later
- Remind them that you have the mutual interest in a fast and well-priced sale.
- Let them know that “they can do all or none of your recommendations but you wouldn’t be doing your job if you didn’t advise them what the buyer demographic is looking for and ways to make the most from the sale.”
- Remind them that “taking a price reduction does not “fix” the problem
- A key phrase to repeat during the walk through is that you are looking for “price eroding” items to remove – these are items that the buyer over estimates the price of changing (like paint).
- Another key phrase is that, “we are in the game of removing objections to buyers.” Repairs, improvements and modernizing shopping investments will be essential.
- Ask them to keep an open mind as well as consider the financial benefits while we make changes to the home.
- Let them know you will be extra critical because that is exactly what buyers are like, but that you only have their best interests in mind. A good analogy to use is going to the dentist. It's a painful process but needs to be done in order to have good teeth. Another good analogy is putting money away for retirement. You would much rather have the money now, but know you are making an investment in your future...that is exactly what home staging is like, but you don't have to wait 40 years to reap the benefits!
- Let them know you will only suggest those changes that you think will have a dramatic effect to their bottom line and most of those changes can be done simply using what they have. That’s phase one of home staging.
- Let them know you are also staging with the camera shots in mind and that many of your suggestions will be based on attracting the 95% of buyers online first.
- Remind them that if they go with a MLS Styling or Staging Day, you like to take lots of photos, because you will be studying them prior to the staging day in order to make the most of your time. You will also be taking lots of “after” photos so that their real estate agent can use them in their marketing, as 95% of homebuyers are online first.
In Conclusion
Once you’ve done a thorough Walk Through, make sure to sit the client down and have them review their notes if need be while you take photos. Remind them that it seems like a lot of work (that will be done anyway when they move), so getting a head start for fast and high-priced sale will be worth it. Sympathize and let them know you are there to help, so if they would like you to review the plan and come back for some MLS Styling or a day of staging if it’s a big job, you’re happy to help. By this time, they are sold on your expertise and will be more inclined to just have you do the staging work yourself.
NEVER forget to send a friendly follow-up text or email checking in on their progress! Follow-up creates relationship and is usually where people fall short...show you care by checking in and offering a staging day.