Home Staging-Starting A Lucrative Home Staging Business Part 3 Meeting the Client, Getting the Job
by adminHome Staging-Starting A Lucrative Home Staging Business Part 3 Meeting the Client, Getting the Job
By Jackie Riley
If you are doing a “consulting-only” job, then you would do a walk-through
of the home, make notes, take photos if you wish, and then put all of your
recommendations into a report or “to-do list” format for the client.
If you are doing “hands-on” staging in the home, you would walk through the
home with the client and give them feedback about what you can do/how much
you can improve each room, without giving specifics. You want to come across
as an expert that can help them, but obviously you don t want to give away
your expertise in detail at that point. Give them your bid for doing the
staging (you can do this on the spot, preferably, or if you need to think it
over you will need to let them know your bid within a day or so).
Do not stage the home without having the homeowner do these things first:
1. Put away clutter like papers, files, mail, etc.
2. Do a general tidying of the place, like put toys away, put everything
where it belongs, neaten closets, put away most personal care/grooming items
in bathroom, etc. You don t want to have to handle personal items and you
are not the maid. They must have the place reasonably neat.
3. Have them put away all valuables like jewelry, sports memorabilia, and
similar items.
Only stage the home when it has been properly prepared. If they do not want
to clean then you can recommend a service. (Do some research to have a name
and number ready for them).
If you are letting them use your accessories or furniture you would have
them pay you a fee for use of the items don t sell them anything. You can
arrange to have furniture rented by putting in an order in your name at the
rental place but get payment for this upfront from the client. Whatever you
bring in, it would be your job to set up/arrange everything during the
staging.
If the client calls you and doesn not know if they want to hire you for
consultation only or for hands-on staging, you will have to play it by ear.
Walk through the home telling them what good features of the home could be
brought out more, and that you have a lot of ideas for every room that would
make a major improvement (which is probably the case). Don t give specifics.
Don t spend more that 15-20 minutes without getting them to decide what
services they want from you. You will need to decide what kind of sale you
want to make in this situation. For example: do they need you to make a
“to-do” list (consultation) only, or would this home benefit immensely from
a full-service 5 or 6 hours of your hands-on staging? You should make a
recommendation to them and lead them in the direction you want them to go in
terms of what you re selling them. And try to get it done without spending
too much time there–like I said, 15-20 minutes should suffice. If they need
to think about it, leave your card and any other marketing materials you may
have. Give a follow up call the next day.
Jackie Riley runs a web site called Staging Your Home to Sell for More Money and in Less Time Part 1: Bedrooms
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