Priced NOT to Sell?

By
Home Stager with Staging4Smooth Transitions Connecticut Home Staging

Earlier this week Brenda Mullen wrote a fabulous featured post Priced to Sell!!....Aren't They All? In a witty, lighthearted yet insightful way, Brenda asks a very good question .... aren't they all priced to sell - what's the alternative "priced NOT to sell"? 

I think Brenda's intent was to poke a little fun at the silly things Realtors sometimes say in their advertising.  And the phrase "priced to sell" IS pretty silly.   If a house is not priced to sell - house for salethere's a problem.

This post and the many great comments it received got me thinking about sellers who are not realistic about their asking price.  You may think a home stager like myself shouldn't be concerned with such matters. After all, I should only care about lamp shades, pillows and paint chips, right? Wrong!

This particular central Connecticut stager is VERY concerned about list price. You see I don't just make houses look pretty, I prepare houses to SELL. It doesn't matter how great it looks when I'm done with it - if a house isn't priced right it is not going to sell - and I won't feel like I've accomplished my objective.

This is why I urge my staging clients to LISTEN to their listing agent when it comes to determining a list price! 

If a seller is not willing to be realistic about price, there's a good chance that seller is simply not emotionally ready to sell....yet.  Sometimes all they need is a little time and patience getting there.

Perhaps you've noticed, sellers who are not emotionally ready to sell, have a funny way of getting in the way of their own home sale success.  They might overprice their home, refuse to properly prepare it for sale and maybe even make it difficult to show (among other things).  And if an offer does come, something inevitably goes wrong during the negotiations. 

There's an unexpected upside to working with a stager that you might not be aware of.  During the weeks (or sometimes months) it takes to get a home ready to sell, sellers start removing the items that keep them emotionally connected to their home.  They start packing and getting ready to move on to their next home.  They study their competition.  They start looking at their house differently - through the eyes of their potential buyers. The stress, the fear, the overwhelm starts to evaporate because they feel supported through the process. 

Sellers who take the time they need to go through this process (and it cannot be rushed) experience the most success. Why?  Because they've done what it takes to become emotionally ready to list their home and with that usually comes a willingness to listen to their agents about price.  If they're unwilling to go through this process, that could be a sign they're not that serious about selling. 

Of course they MUST realize they're NOT going to get more for their house than its worth because they went through all that trouble!  Staged homes sell faster because they have broad appeal.  Properly preparing a home for sale can help sellers avoid price reductions but it does NOT justify an unrealistic asking price. 

ready2sell in 30days

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Recognizing that hiring a stager is not a practical option for many home sellers, my partner Ann Anderson and I created the Ready2Sellin30Days system.   It's designed to aleviate the stress and overwhelm associated with the entire home sale process. 

It's NOT your typical "staging" manual.  It's a comprehensive do-it-yourself guide to properly preparing a home for sale - it covers overcoming emotional attachment to preparing for an open house to EVERYTHING in between.  Check out www.Ready2Sellin30Days.com to learn more! 

 

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Ready2Sellin30Days

Karen Bernetti is a Real Estate Stager, Former Realtor®, Author, Speaker, and Owner of Staging4Smooth Transitions - specializing in assisting seniors with their downsize moves and offering Home2Home Transitions seminars. Karen is also the Social Media Manager and Administrative Coordinator for Prudential CT Realty, in Madison, CT and Co-creator of the Ready2Sellin30Days System - an interactive multi-media program teaching do-it-yourself homeowners EVERYHTING they need to know about preparing a home for sale. Stay up to date on the latest staging and home decor trends by visiting Karen & Ann's Home Sale Success Blog.  

 

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Re-Bloggged 2 times:

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  1. Lenn Harley 07/23/2011 03:24 PM
  2. Juli Vosmik 07/23/2011 05:42 PM
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Groups:
Advice for Sellers
Connecticut Professionals
Home Staging
Real Estate Staging Association
Realtors®
Tags:
advice for sellers
home staging central connecticut
preparing homes for sale
ready2sellin30days

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Rainmaker
1,162,487
Gene Riemenschneider
Turning Houses into Homes
Home Point Real Estate

All I can say is excellent post.  I have seen people that have to move and yet find something wrong with every home you try to sell them and do not like any of your ideas for selling their home.

July 26, 2011 12:34 AM
Rainer
194,045
Gerard Gilbers
Your Marketing Master
Stingray Performance Marketing

I remember and actually commented on the other post! One thing to take into account is that the sellers do not have the tools accessible to them to help find out what the approximate market price is for their home. Many will do it based on loan amounts or calculations of appreciation rather than actual market statistics.

July 26, 2011 01:02 AM
Anonymous #25
Anonymous
Anonymous

Sellers are often in their own way. If they REALLY want to sell they listen to a professional.  If they MIGHT want to sell (if I get my price) that's when the trouble starts. Nice post.

July 26, 2011 02:37 AM
Rainmaker
214,815
Patricia Beck
Colorado Springs Realty
RE/MAX Properties, Inc., GRI, CDPE

It is definitely a process for sellers and why we often see it sell after they relist their home with another agent at a lower price after it expires.

July 27, 2011 12:18 AM
Rainer
237,419
Janet Jones
Home Staging, Interior Redesign Kihei, Maui, Hawaii
Just Your Style Interiors, LLC

Hi Karen--you are so right that sellers who don't price their homes appropriately are not really ready to sell.  "Hope" is not a useful thing to have in a declining market.  Good preparation is.  Nice post.

July 27, 2011 10:13 AM
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Karen Bernetti

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