HOME STAGING FOR
REALTORS
Working
with the
Global
Client
WHO IS
YOUR GLOBAL CONSUMER?

Bergen is the most populated county in NJ – 1 million in 2012

Korean Americans are the fastest growing immigrant group – over ½
of the state’s population lives in Bergen County

Bergen County also retains a robust level of ethnic diversity:
Indian . Filipino . Chinese . Latino . African Americans


Long-standing groups include Italian, German, Irish, Polish, Greek
Christian, Jewish, Muslim
The Flaim Group LLC – Home Staging & Interior Redesign
What I discovered . . .
WHAT IS HOME STAGING?
It is
NOT :
decorating, decluttering and freshly baked cookies
It IS : a science – the art of perception – a statistically proven
marketing technique that:
 Creates mood and desire
 Helps overcome objection
Most important . . . it pulls a buyer in – having them fall in love
with your seller ’s home as if it were their own
The Flaim Group LLC – Home Staging & Interior Redesign
The Flaim Group LLC – Home Staging & Interior Redesign
A Knowledgeable Realtor
Will Recommend this Service
to their clients because:
 Highly effective tool to market your home
 Provides objective third-party expertise
 Professional MLS photos generate greater perceived value, buyer
interest/increased traffic
 Creates and satisfies a higher level of expectation
 Flexibility on pricing
 Tax deductible
The Flaim Group LLC – Home Staging & Interior Redesign
A Knowledgeable Realtor
Will Add Staging to Their
Marketing Mix because it will:
 Enhance the value you provide your clients
 Partner with a third-party expert who will
deliver the difficult messages
 List/market your properties 100% of the time
 Get paid faster/get more listings
 More flexibility on pricing
 Offer a unique positioning within in the marketplace
The Flaim Group LLC – Home Staging & Interior Redesign
HOW DO YOU SELL THE CONCEPT OF
STAGING TO YOUR SELLER?
 Your home is not for sale, but your
house is
Consider it a product that has to be “packaged” and marketed
Staged homes spend 78% less time on the market
Staging is tax deductible!
Staging highlights pluses;
downplays minuses
 Helps reduce carrying costs
 Sells faster/more money
 A staged home appears
well-cared for




The Flaim Group LLC – Home Staging & Interior Redesign
DID YOU KNOW . . .
The average age of
today’s home seller is 57
while the average age of
today’s buyer is 32 . . .?
This internet-savvy, busy
home buyer is looking for
“toothbrush” ready!
The Flaim Group LLC – Home Staging & Interior Redesign
Home buyers want to buy a home . . .
Remove dated wallpaper and
paint; you will attract more
buyers and offers.
. . . not work
The Flaim Group LLC – Home Staging & Interior Redesign
Your home must
be seen through
the “buyers’
eyes” –
ultimately, the
buyer will
decide what
your house is
worth!
The Flaim Group LLC – Home Staging & Interior Redesign
Do all the painting, repairs & cleaning first . . .
BEFORE it goes on
the market.
Painting walls a warm color; using
updated hardware; and defining spaces
gives buyers a reason to move in not
move on.
The Flaim Group LLC – Home Staging & Interior Redesign
It only take 3-5 seconds for a
buyer to decide if they like it…
…or not
The Flaim Group LLC – Home Staging & Interior Redesign
Show off the space
not the “stuff.”
The Flaim Group LLC – Home Staging & Interior Redesign
Each room should tell a “story”
so that buyers will
want to see what
happens next . . .
Show every room’s potential
It Sold© - 2013
The Flaim Group LLC – Home
Staging & Interior Redesign
90% OF BUYERS
JUST CAN’T SEE IT
You
have to
Show
it to
Them!
131 OAKWOOD AVE, BOGOTA
BEFORE
AFTER
131 OAKWOOD AVE, BOGOTA
BEFORE
AFTER
131 OAKWOOD AVE, BOGOTA
BEFORE
Statistics: 2 mos. - Before staging
AFTER
After staging: 2 offers, under contract 3 days
30 POLO LANE, MAHWAH
BEFORE
AFTER
30 POLO LANE, MAHWAH
BEFORE
AFTER
Statistics: After Staging: 3 offers in 4 days – full asking price
14-10 TERHUNE, FAIR LAWN
BEFORE
AFTER
14-10 TERHUNE, FAIR LAWN
BEFORE
AFTER
14-10 TERHUNE, FAIR LAWN
BEFORE
AFTER
Statistics: After Staging: 4 offers in 3 days – over asking price
BEFORE
AFTER
BEFORE
AFTER
BEFORE
AFTER
BEFORE
AFTER
BEFORE
AFTER
WHICH ONE WOULD SELL FASTER
AND FOR MORE MONEY?
“GLOBAL” FACTOIDS & TIPS
 In India, every transaction
— EVERY transaction — is
negotiated. This can impact
every aspect of the selling
process.
 It's wise to ask every client,
regardless of whether they
look like “immigrants,
"Where are your ancestors
from?”
 Asian cultures believe in
FENG SHUI: a belief about
energy and its flow. How
can that be applied when
selling their home?
 Ask each and every client
about his or her culture – it
helps build rapport much
faster than talking about
real estate related topics.
The Flaim Group LLC – Home Staging & Interior Redesign
#1 way you are remembered is how you
make people feel – creating a connection and
earning their trust by understanding who they
are and what is important to them.
T he Fl a im G ro u p LLC – Ho m e S t a gin g & In te r ior Re d e s ign
AN INVESTMENT IN STAGING WILL
ALWAYS BE LESS THAN YOUR
CLIENT’S FIRST (OR NEXT)
PRICE REDUCTION!
Q&A