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It feels great to win a listing, no matter what market you work in. But, we all know “winning” is the beginning of where the real work starts.

So what’s next? It’s time to talk with your client about the selling tactics that will really get them to the finish line – and in the time and for the price they want.

One of the hardest part of this of this early sale sit down, whether you’re selling in Beverly Hills or anywhere else, is the staging chat. You know great staging is critical but getting your sellers on board can be a challenge.

After spending a ton of time decorating and personalizing their home, most clients often aren’t too keen on undoing their hard work.

Here are a few of my tips and tricks to help clients see why I know best:

1. Be blunt: Give honest feedback

Remember: every seller thinks they’re the expert on their home, even after hiring you. If you actually want their listing to close quickly, you need to be upfront with your feedback.

That antique doll collection over by the window? While it’s you sellers’ favorite accessory, to most buyers its probably a distraction. Be tactful, but don’t hold back.

Smart sellers will appreciate your insight and hop on board with your plan. Others will only appreciate it down the road after they see their way doesn’t bring in the right offers.

When I get pushback, I point to my sold home history and other selling successes to show my clients I know what I’m talking about.

2. Be inspired: Tour before (or while) you talk

I’ve found that one of the best ways to show sellers what their home lacks is to have the staging chat while touring other listings.

Seeing what other homes have to offer not only supports your suggestions, but may inspire some creative ideas.

At the very least, I send my sellers to a few open houses. This helps them see how their home measures up to others and give them an idea of what it’s really going to take to compete in today’s market.

3. Be complete: Stage from the outside in

Like yours, most of my sellers are real estate media obsessed – addicted to HGTV, Million Dollar Listing, Trulia, or one of the many other shows or sites out there. This is good because it means most aren’t completely oblivious to the fact that selling will take some effort on their part.

The downside is that my clients are used to focusing on the insides of houses. I mean, if you’re watching house hunters the front of the
home is on the screen for 10 seconds tops. Even on Trulia you only find one shot of the front of a house most of the time.
But, I’ve said it before and I’ll say it again: first impressions matter. I start my staging talk outside and work my way in. Don’t let your seller ignore the importance of curb appeal.

I don’t care if your seller’s listing has the biggest master bedroom ever; if the outside paint is peeling you’ll have a tough time getting buyers in the door.

Find more tips in Trulia blog