How Far Is too Far With Home Staging?

CHICAGO – Fifty-two years ago, Barb Schwartz debuted the concept of home staging based on her theatrical background and belief that properties could be improved before being listed. The staging process continues to evolve from its beginnings, which was mostly about simple decluttering and a few trending props. It has transitioned to extensive redecorating, including painting, bringing in new furnishings and even having playlists to add the most soothing background sounds.

Many home sellers see the potential for staging to increase their sales price. Twenty percent of buyers’ agents say staging can boost sales prices between 1% and 5%, according to the National Association of Realtors®’ 2023 Profile of Home Staging. Some sellers take on staging on their own while others hire professionals. In other cases, agents may pick up all or part of the cost to sell a listing faster.

However, the staging process also may upset sellers who find their bookshelves emptied, counters and tables cleared, wallpaper stripped and their belongings hauled off to storage. Their home’s paint colors also may be neutralized with white, beige or gray – whatever paint experts believe offers the greatest appeal.

Spaces are then crafted to convey Instagram and Pinterest perfection. A few pops of color (but not too much), a bit of trendiness (but not too over-the-top), some greenery (since everyone loves nature), a hint of fresh food scents in the kitchen and an overall feeling of casualness and comfort have become the hallmarks of welcoming potential buyers home.

6 ways to ease the staging process

But has staging gone too far? For sellers who think the best way to share their enthusiasm for their property is to display how they live – rather than how hypothetical homeowners might – the answer is yes. For others who like to give the impression of living in spare, pristine settings, the answer is no.

But maybe there is a middle ground to strive for where a real estate professional and stager develop a new strategy for tweaking existing spaces rather than doing a complete overhaul. You might engage in a dialogue with your seller to consider their point of view. Here’s how to start.

1. Explain that the changes aren’t meant to criticize the seller’s taste. To be most successful, staging requires neutral settings with little bright color pops, only a few patterns, nothing exotic or offensive – no animal heads, religious symbols or political messages, all of which might offend some potential buyers.

2. Share your plans early, not the day before the photographer and stager arrive. Explain which objects and furnishings will be changed by walking through the house and yard with your seller. Give the seller time to ask questions and get comfortable with the ideas.
3. Share what you and the stylist will bring in. Don’t just show up with props and boxes of purchased and borrowed furnishings. Ask if your ideas are OK rather than act like a bulldozer clearing away everything in your path.

4. Don’t rummage through a seller’s cabinets and drawers, looking for what they own that you might use. Again, ask for what you need and if they have something similar.
5. Take photos or a video of how things are arranged before you make changes. Be sensitive: Certain objects shouldn’t be placed outdoors, taken off walls or handled, including fragile antiques and artworks. When in doubt, ask!

6. When photos are ready for prime (marketing) time, involve the homeowner in the choices. Also, share your written description before you go to press. They know their house best and are likely to share some sentimental stories that may win over buyers more than an HGTV-perfect setting ever could.

© 2024 National Association of Realtors® (NAR)