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The Bitter Pill of Rejection, Part 2: Objections to Your Staging Recommendations

May 23, 2018

When we offer our opinion, it is just that -- an opinion. When we can back it up with staging design principles and strategies, it is elevated to expert advice. Giving the 'why' behind our staging recommendations demonstrates that we are credible experts, and our clients are more likely to get on board with what we suggest.

[In case you missed it: Your script for overcoming objections to staging]

Here's a great example: Let's say there is an enormous armoire that you know should be moved to storage. Naturally, you are likely to get some resistance because that is a big ask. It is not easily done.

Explain to the homeowner that it is consuming 15 sq. ft. of floor space. Let's say the home is priced around $200/sq. ft. - That is $3000 in perceived value that the buyer is not seeing. Betcha that beast of furniture gets moved!

You may tell your client that their art is hung too high (one of the common mistakes we see). Again, that sounds like an opinion. Instead, you can demonstrate your knowledge and expertise by telling them that the center of the art should be 62" above the floor. Instant cred.

When clients perceive their stager as an expert who can get results for them, they will trust the recommendations and act on them. It's a win for everyone! The homeowner gets their house sold; the agent gets a commission; and the buyer gets a home they are in love with. Win, win, win!

If you want to learn more about becoming the go-to home staging expert in your area, our Staging Design Professional® course includes everything you need to be an EXPERT  Stager!

Debbie Boggs, Co-Founder of Staging Studio and BY Design Home Staging, recently did a 1-hour webinar for the Real Estate Staging Association (RESA) on objections. In this webinar, Debbie dives much deeper into this topic. It is free for RESA members and $50 for non-members. (Click here for the webinar.)

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