Home Staging has never gotten more popular and in demand among brokers across the country than it did in the past two years. Knowing that, here are a few tips on how to get Home Staging services introduced more effectively into your pitch. Differently from the old school salesman, today an effective sales pitch is a two-way street. A conversation where you listen to your client, ask real questions, and offer them a solution to a challenge they’re experiencing.
As simple as it sounds, introducing Home Staging to your pitches require upfront work and a conscious effort to stray from the script. The National Association of Realtors conducted a research in 2017 that shows that only 4% of buyers did not have their view of the home affected by staging. However, 77% of buyers found it easier to visualize the property as their future home and 40% are more willing to make an appointment to see a home they saw online. While these can be impressive numbers, showing listings of homes staged for sale with before and after pictures from your preferred stager might complement your presentation even more. As you’re reviewing your pitch, be sure your presentation not only includes thorough research and solves the seller problem, but that the pitch also addresses potential sales objections that may come up.
The most common seller objections to Home Staging are budget and need. You may not have a detailed response to it, but be prepared to discuss the subject. The key here is to offer up a reply that shows the Home Staging value to your seller. Is your seller currently interviewing other brokers that offer similar services? If so, highlight the features that differentiate the home staging service you are offering. Do they not anticipate a budget for staging? Talk to how much money staging a home for sale can save them. A staged home has shown to increase the dollar value offered compared to similar homes. In 2017 an increase of 1 to 5% in value was evident in 29% of homes while another 21% of the sold properties showed an increase between 6 and 10% of its value. That added to the time a property sits on the market can influence significantly the sales and the seller experience.
Over time, you’ll hone your objection-response based on the feedback you receive in face-to-face meetings. In the meantime, leverage customer and product research and use that knowledge in handling objections.
Source: NAR; Salesforce
Comments