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Sybil Campbell's Blog

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Staged homes sell more quickly and for a higher price

I recently read an article by a home stager.   The article states that staged homes sell more quickly and for a higher price when compared to homes that are not staged.

I have often seen statistics that claim staged homes sell more quickly and for a higher price.  I went to a listing appointment last weekend and my clients asked me specific things about preparing their home for sale.  After the listing appointment I began to ponder why staged homes sell more quickly and for a higher price.

So I thought about the psychology behind home staging:

•·     When a client lists their house it becomes a product for sale.

•·     What do other professionals do when trying to sell a product.

•·     One of the most important aspects that retailers and restaurant owners consider is presentation.

•·     So how can I enhance the presentation of a house that I have listed for sale?

What is the buyer's experience when first arriving at the house and then when entering?  Most agents learn in real estate school that purchasing a home is a very emotional experience.  Since I have a background in psychology I thought about the things that trigger emotional experiences.

We experience things first by using one or more of the five senses:

•·     sight

•·     hearing

•·     smell

•·     taste

•·     touch

So keep this in mind when preparing a house for sale:

Usually the first of the five senses that is used is sight
. The outside appearance of the house often referred to as curb appeal should be pleasing to the buyer's eyes! As soon as the buyer enters the house, the buyer will get a first impression of the condition of the house, so it is very important that the seller stage the part of the house that will be seen when a buyer first enters the house.

The second sense that a buyer will use is hearing.  What sounds first reach the buyer's ear when approaching a house and when the car door is opened?  Is the sound of a busy street or a peaceful sound like a fountain or bird singing?  When the buyer enters a house is there nice music playing?

A very important third sense is the sense of smell.  What does a buyer smell?  Is it the lovely smell of flowers in the garden or freshly mowed grass?   When a buyer enters the house, is their nose greeted with the smell of freshly baked cookies or a pie.  Can the buyer imagine walking into this house and sitting down to a delicious meal?

The fourth sense that a buyer might use is taste. Is there some sort of refreshment on the counter with a note for the buyer to enjoy?  Food triggers very strong emotional responses.

The fifth sense is touch may often be overlooked by a seller or agent
. Consider this question: what will the buyer feel when touching the handrail, counter or door knob?  A doorknob should never be sticky, and all doors in the house should open freely.  The handrails should be smooth and the railings should be secure.

Just in case you are wondering, I am not a home stager and have never taken a class on staging.  This information is based solely my life experiences and what I have observed as a REALTOR®.

So if you or someone you know need(s) to sell a house in the Williamsburg area, contact Sybil Campbell REALTOR® at 757-897-5889 or by email: sybilcampbell@cox.net

Sybil Campbell, REALTOR®, ABR, SFR, SRES

Long and Foster REALTORS® 

(757) 897-5889


licensed in Virginia and Florida



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