Sell this home. Would you?
So you got a call from a home owner who just happened to open your listing packages that you sent to them or left at their front door. You are happy to get the call. An opportunity to sell yourself as a real estate professional to the homeowners and get the listing. And you know that they had their house on the market for over 240 days. ( A very long time )
But what you probably didn't know was how it looks inside. So you go to the listing presentation all dressed professionally with your listing presentation in hand. But when you get there,the house looks like it got hit by Hurricane "What the heck just happened here". Okay! No need to panic. ( But if something starts moving under the clutter and you don't know what the heck it is or can't see it -RUN FOREST! RUN!-Sorry! I'm just kidding )
So you see the house. After going to each room in the house with the home owners and going over your listing presentation with the home owners,you tell them that the only way this house can be sold is with the help of a cleaning service and a home staging company. You tell them that investing in a home staging company will even help boost the value of their home and improve the chances of getting their house sold for more than the list price. But they say no way. They feel that it doesn't make any sense at all to spend more money on a house that they are trying to sell.
So what would you do? Would you still try to take the listing of this house if it looked like this? ( I used these pictures because the house is very cluttered. And of course as we all know,a lot of home owners houses look cluttered and don't know too much about the value of home staging. So I am writing this post to try and convince home owners to invest in the services of a home staging company ) Home stagers please comment on this one.
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That looks like my house, when we live in it!
Buyers, beware, this is not what you want to live in!
Mr/Mrs Home Owner; My job is to get your home sold and I understand that you want to get your home sold without spending another dime.
However; I do not think this home will sell until we declutter and reorganize the home. Potential Buyers need to be able to see the HOME - it is difficult with your belongings.
While I want to help you; if you do not wish to follow my recommendations; I won't be able to help you.
Thank you for your time and best of luck.
....Then next week they will call you..... or after they fire their next agent....
David -Some home owners don't know that we are trying to help them sell their house. If they don't sell the house,I don't get paid. Its just that simple. Thank you very much for your comments.
Johnny- LOL. You're too funny. You got that right. Get to hear from you johnny. Thanks for your comments.
James - Well put bro. As usual,you are like Peyton Manning in the fourth quarter when the game is on the line,you deliver. Thank you very much for your comments.
Unless they can clear the house of all clutter - maybe invest in a storage unit - then the answer is NO!
Nancy -LOL. I'm with you. But as we all know,some home owners don't know that home staging companies exist. Thank you very much for your comments.
Ouch, unfortunately I have seen quite a few of these myself. One trick some Realtors that I work with do, is take those home owners who think that "their home is just fine the way that is". And take them on a tour to 3-4 other, clean, staged homes in their area and then say, "See, this is what you're home is competing with."
Another trick I do for some Home Owners is just what you did for us, send them directly the pics you took and tell them that this is what their home is going to look like on the MLS.... If they still won't budge, don't waste your time.
BTW - I hope they didn't cook you those enchelladas that's on top of that pile of books. - lol
Hi Lanre,
I would take the listing, I love a good challenge! This looks like a great home, just needs to declutter. I had a similar home, the homeowners eventually stepped up to the plate and did the work themselves. I nearly fell on the floor when the called for me to come see it! :)
Here are a few of the "coin" things that stager use in marketing - maybe one will help...
Tell them it's no longer their home it's a product for sale just like any other product on the market. Big Business spends million of dollars on marketing something as simple as a $20 toaster, from design to a relaxing picture on enjoying toast, to marketing. Yet their home is worth Tens of Thousands of dollars, of there money and they do nothing.
Just like you detail a car to sell it, you stage your house to list it.
Staging doesn't cost it pays.
Just like a job interview, you wouldn't show up in your old robe and curlers and expect to get the job, any more than your messy house will get an offer.
Staged homes sell 50% faster and for as much as 6-10% more. Only 46% of homes sold in 2007, what will you do to get your home sold this year.
Internet Pictures are key - buyers now drive by with the click of a button, how will their pictures look.
GOOD LUCK! Becky
Are you kidding me? (sadly, I already know you are not!) The house may be exceptionally messy because they are getting ready to move (wishful thinking I'm sure) and by the time the sign is in the yard may be ready to have it cleaned and decluttered (unlikely). If that is the case, then sure, take the listing!
Most likely however this is simply how they live and how the home will be shown. This will be the type of photo you will have to place in MLS and clearly won't really be able to effectively market their home. Unless you can talk them into a really low listing price (again, unlikely) or home stager, I would simply pass on the listing. You will completely waste your time and energy on this one.
A staging company should be able to assess and create an inviting environment for this home IF (note that is a BIG IF) the homeowners will comply with their advice AND keep up the home while it is on the market. Whatever you do DON'T pay for the staging company yourself. (Paying for the consult it OK) Good luck!
If you want to check out some Before and After Pictures go to Staging "Before" & "After" Pictures! Mostly for your education, I think Melissa Marro is right on the money - there will be no money if they don't change!!
Becky
I can't even begin to imagine what kind of organism is growing under all that stuff. An that is what many will think. I know I do. I am getting anxiety just looking at it.
OMG Lanre. You have to ask yourself, "Once I get it in shape, why would I believe the home owner would change their behaviors and keep it that way"? I have to believe that it would take little to no time at all for it to be right back in the condition it was in. Having said that, why would you invest your time and expense into something that is not going to sell? Especially in this market, there is no way that this home is going to make the "Must see" list for anyone except an investor who will treat it as a fire sale.
OMG, I hope I am not permanently damaged by looking directly at these photo's. Good luck.
Vincent - Amen to that. Thanks for your comments.
Derrick-House needs some TLC and a prayer. Whatever cures the situation I guess. Thanks for your comments.
Lynn-I am amazed that homeowners will allow their house to get to this point. Thanks for your comments.
Sandra-This is not my listing. But I was saying if this was my listing,what would you do? Thanks for your comments.
Suzanne-I need home owners like that. They were willing to do anything to help with the sale of the house. Only if every home owners was like that. Thanks for your comments.
Becky - There will be no money if they don't change-Thanks for your comments.
Derek- This is not my listing. These are pictures of another house. But if this was your listing,I was asking what would you do?
Isabel- I got the chills just from you saying that. Creepy. Thanks for your comments.
Margaret - LOL. You're funny. You think I should call Nate Berkus while I am at it? Thanks for your comments.
Gary - I am sorry that these photos are frightening to you. Maybe I should ask the home owners did same thing. Does this home look frightening to you? Thanks for your comments.
Honesty is the best policy.....I'd be forthright with them, that they needed to get the house cleaned up in order to sell it. If they couldn't handle that themselves that there are people who do it for a living. If they didn't want to pick one of those two options, I'd walk.
Bob Mitchell
ValueList Real Estate Services, Inc.
OMG! I don't know if I'd take the listing unless the sellers cleared things out of the house.
Patricia Aulson Hampton NH Real Estate
Erika - LOL. Virtual tour? I think not for this situation. Thanks for your comments.
Bob- Is just that I wouldn't want to say something to someone to hurt their feelings. But then again just looking at these pictures alone is hurting my feelings. Thank for your comments.
Tony- If you list this house "as is",you are going to get a lot of investors who want to put an offer for like less than 10% if not more. Thank you for your comments.
Lanre,
Obviously they can't see clearly...I mean who could, in all that clutter! They will not sell that home for a price they're comfortable with if that house stays in that condition. That is just shocking, really. And yes, as a stager, I'd be willing to step in and save the day! But they've got to want it and commit to it---and it doesn't look like they're at that point. It is amazing just how foolish some can be---they refuse to pay so little to get such a high ROI. Argh, the frustations!
Best of luck,
Audrey, SimplyStage
I think the moving company and stageing company and the cleaning company should get all the comission!!!!!
Ok, here is the deal from my perspective.
Lay down the law. You have nothing to lose.
Tell them quite directly that the house WILL NOT SELL as it is. If it does, it will be for $20k or $30k below what it might sell for otherwise.
If you take the listing and they don't clean the place out and keep it that way, you are wasting your time, energy and money. If they won't do something to clean it up, and you don't list it, you have lost nothing. If they respect you for being honest, and clean up the house, they will be happy with it sold and you won't be wasting your efforts.
That reminds me of a relatives house! Took a while to sell it, and they thought it was 'normal'. They gave up approx 13k in equity on only a 125k house. You should still help them. Just tell them the 'appearance' is going to affect the listing price since comparable homes are in better 'show condition'. Then make an accurate CMA on what you think the house should sell at in that condition. I have another listed like that right now too. They don't want the 'hassle' of changing things before moving. It will cost them as well. But I do have 3 offers in! Listing Price is key. Also... make sure you try to give all buyers/selling agents a heads up as to what to brace for! (also buyers you are working with)
There would be no way to actually show a house iin that condition. Something has to be done. If they don't your advice, it will lead to harder times down the road. Good luck on this one!
The big question is whether once the house was cleaned and staged-would the homeowners keep it in that condition? They need to buy into the necessity of staging by investing their time and money for it to be a good gamble that they would keep it in good condition. I like the suggestion to show them photos of comparables so that they know the competition.
Kathy
Lanre, LOOK AT YOU GO! Congrats on the feature and it's a great topic and you brought out some great points. I love what you've done to your post.
It is difficult for people to see their own mistakes. It's our job to point out the things to help them move their property. Point out the big picture. If they are wanting to move into a bigger home, they will need to make sacrifices. They are only temperary. Great job again.
Mike -With a house that shows like this,it doesn't look like they want to do anything. Thank you for your comments.
Audrey-In order for them to make money,they are going to have to spend money to make it look presentable. Thanks for your comments.
Paula-You know what they say"Never judge a book by its cover". While in this situationI guess you can say"Never judge a house by its clutter".Thanks for your comments.
Barbara-Absolutely right. Thanks for your comments.
Robert-LOL. Thank's robert. I appreciate that.
Paul- Everybody should get paid. Heck,for a job like this,they need to get paid double their pay. Thanks for your comments.
Emily-I doubt if that will happen. But I see where you are coming from. Thanks for your comments.
Lane-Well put. Thanks for your comments.
Matt-13k in equity. That's some kids college fund -LOL. Thanks for your comments.
Collette-Maybe I should have a home stager with me everytime I go on a listing presentation. Thanks for your comments.
Sally & David -You wouldn't even try to persuade them to get a home stager? Thanks for your comments.
Kathy-Would they keep the house in good condition once it is cleaned and staged? Good question. Never thought about that. Thanks for your comments.
Lissa- I like the fact that you are trying to help her by bringing her boxes. Its hard trying to convince an emotional seller to sell her house. Much luck to you on getting your listing sold. Thanks for your comments.
Ray-The man himself. Always good to hear from you sir. Hey! I am just trying to be like you. Thanks for your comments.
Bill -LOL. You're funny. Sounds like you are talking from experience. Thanks for your comments.
RUN,
FORESTLANRE, RUN!! (just kidding, I couldn't resist)First, decide personally, how much you want to work with these folks. If you really think they are hopeless, then walk and don't feel guilty! We are in the marketing - closing business, and we can't stay in business if there is no net after the GROSS!
Otherwise, be sweetly blunt with them. Have they ever seen the TV Show Clean Sweep? Maybe you could take them on a demonstration and show them the three best actives competing with them. If they really want to move, they should start packing now - and rent a storage unit!
Katie -lime green rooms with leopard carpet throughout ... I'll definitely take that listing. Thanks for your comments.
Maureen -I definitely need to give them a checklist of items of things they will need to do. Thanks for your comments.
You'll need a full sized Statue of St Joseph the 6 foot one planted in the front yard to sell this home!
Boy - I started wondering if there are some serious underlying issues going on here for this family. This is totally out of control, both from a clutter standpoint and perhaps from a health standpoint.
I'd make it clear to them that if you chose to work with them, you would have some clear guidelines, requirements, and timeframes to which they would have to adhere. It not, your agreement with them would be null and void.
I also think they need a serious personal organizer in here (NAPO member?) before they even THINK of hiriing a stager. These folks are equipped to work with the underlying issues that cause a homeowner to let things get into this condition, not just the superficial STUFF spread in multiple layers around the house.
Since you like the toaster thing so much I am linking you the blog I wrote about this awhile ago. It goes into more details. Glad I can be of help - if its any consolation as a stager it hard to get them to pay for staging - so your not alone!!
http://activerain.com/blogsview/191850/Marketing-a-Home-For
Laurie - Homeowners with a house like this are definitely feeling something. What that is I dont know. Thanks for your comments.
Michelle- I agree. Their definition of clean is totally different from me and you. Thanks for commenting.
Michelle - Oh! And thanks about informing me about the pictures.
Jim -LOL. That's funny. Thanks for your comments.
Wayne - This is not an actual listing. I am just using these pictures as an example. Thanks for your comments.
Shelby - I agree. I would be afraid that someone might be lost in the clutter. Thanks for your comments.
Toni-This gives "clutter" a whole new meaning. Thanks for your comments.
Debra - Hopefully that won't be the case here. Thanks for your comments.
Angela- Creating appeal brochure. Great idea. Thanks for your comments.
Janis - Only God knows what's going on. Janis this is not my listing. I was just using these pictures in my post. Thanks for your comments.
Becky Raike & Nicole Forte - And that's why I wrote this post. To get home owners to invest in the services of a professional home stager. Thanks for your comments.
Lanre,
Been there done that...many owners won't spend that kind of money nor will they take the time to clean up clutter...sometimes clutter really can hurt the sale especially if they are asking way too much. I don't use stagers....my best suggestion would be to get rid of all that clutter...is that really the kitchen? If so ...it's a shame because it appears to be a nice looking room under all that...do they really live that way?
Yikes! Show them these pictures and tell them that this is what potential buyer's will see online! Then do the "hand jive" by holding your hands far apart and ask your client's "Do you want to make this much on your property?????" Then hold your hands close together and say "Or this much?" They usually get a clue. :)
Hey this looks like a house I showed in Arizona- you could not see the countertops and the rooms could only be viewed from the hallway- that was last summer, I think it is still for sell- wonder why??
Lanre:
People will not truly see what they are paying for if they can't see it. Then they will want a home inspection, how is the home inspector going to find what they need to find?? A storage unit would be the best for all the clutter and then maybe it won't need staging, just a good cleaning, you just can't make that assessment until you see the floor!!
Good Luck!!LOL
Neal - Hey Neal! You are the first one to say that you don't use home stagers. Is there a reason why? Thanks for your comments.
Sandra-Wow! Clean before a cleaning company comes to clean your house. That is bad. Thanks for your comments.
Jennifer - Homeowners need to be put in a buyers shoes and see it from a different perspective. Thanks for your comments.
Kathleen - Hi Kathleen! Home stagers are my friends. I am going to need your help this year to help me get listings and sell all of them as well. Great advice. Thank you very much for your comments.
Christina - LOL. You're funny. Your assistant gave me the pictures. Don't tell her that I said that ( I'm joking of course ).
Harold- Buy some containers at Target,Home Depot or your local neighborhood store and help them fill them up so that they can be either stored in a storage or donated to charity or a company. Thanks for your comments.
Janice- I love that. They should definitely get the picture once I do that. Thanks for your comments.
Kevin- Hey kevin! I don't even know. Actually,this is not my listing. Thanks for your comments.
Jamie-LOL. Could be. You're funny. Thanks for your comments.
Christy - That is too funny. I wouldn't be surprised to find out what's under that clutter. Thanks for your comments.
Sfvrealestate- What is your 12 step program? Can you give me some more detail about it? And can you please log in next time? My name is Lanre by the way,no Larry. Thanks for your comments.
Stephaine - Some investors probably wont mind seeing it like this since they are always looking for a bargain. But buyers of course don't like seeing clutter. Thanks you for your comments.
Eugene- They might if I can tell how good their house will look once we clean it and get it staged by a professional home stager/company. Thanks for your comments.
Lanre,
Just never had much need for them...everything I have listed has sold until a few recently and they weren't interested in the cost of staging for some reason.
Antoinette -I have seen similiar stories on Oprah. Included one lady that brought so much stuff for like over fifteen years. Crazy. Thanks for your comments.
Neal -I see. I was just curious. Thank you very much for your comments.
Lanre:
I lived in the DC metro area for over 20 years...worked in advertising at The Washington Post...miss so much..but now I live somewhere else...guess what all the same...STAGE, STAGE, STAGE, hire a professional STAGER...do they want to sell? Then STAGE!
Good Luck!
If the seller is unwilling to listen to your recommendations at the "pre" listing stage - they are not going to want to take your instruction after you have the home on the market. If it were me, I would try to speak with them again and explain why it's important to stage and declutter - and if they won't listen, then you should be like Forest Gump - and RUN!
lANRE;
The photos and your knee jerk response is one of the most typical in our industry. Staging is extremely effective in almost every market in the country. Unfortunately the typical Seller isn't familiar or can't remember what their "model" home looked like when they were inspired to buy. Our group obtains the best results when attempting to educate/enlighten our prospective clients by taking them through the closest new home development or a finely staged home. In almost every case the potential Seller considers buying the smartly staged new or re-sale home. The best part of this exercise is that almost 50% of the time, if the appropriate due diligence has been done, the potential Seller will buy the staged home you show them and clear the clutter out of their disaster listing. One of our best tools to consummate these types of transactions is to take advantage of the tax credit the Seller will get by donating their otherwise priceless garbage they previously couldn't possibly part with. Usually the tax credit will cover a substantial portion of the down payment on their new purchase. There probably will never be a way to get a firm handle on whether this is a psychological or truly financially motivated decision, however the means the end of a new home sale and pleasantly pleased Seller and staging company client are the name of the game in our business.
Keep up the good work,
Evan Musikantow
Musikantow & Associates, LLC
Keller Williams Beverly Hills
439 N. Canon Drive Suite 300
Beverly Hills, California 90210
Russ Lyon Realty Scottsdale
7150 East Lincoln Drive
Scottsdale, Arizona 85253
800-989-8198
480-483-6014 FAX
www.musikantow.com
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Renee- You lived in Washington DC for twenty years? Do you know anyone who is trying to buy or sell their home? Family member,friend,relative? And since you have worked with the Washington Post,is there anyone there you can refer me too? I am sure you have a nice clientele-LOL. Thanks for the advice.
Darleen- I agree. If they don't listen to me during the pre-listing stage,then there is nothing for me to do. Finished reading "The New World" Yet? Thanks for your comments.
Evan- Great advice. It seems like everybody is giving such great information. And you contributed to every one of the great rsponses. Also,please log in next time. Thanks for your comments.
I would take the listing if it was priced REally cheap. If they want to list at somewhere near retail then they must do the work or hire another agent. The house will not not sell as-is without a huge price discount. The home might be in good shape but when it is that cluttered, buyers will look at it as a fixer upper. There are too many other homes that don't require the vision to see what they can be.
Good luck.
Serena-Wow! And that's why I wrote this blog. So I can educate home owners about the importance of home staging. That's why you are a very good real estate professional and that other person is not. Great post. Thanks for your comments.
Bob-Actually. And I home owners need to know that buyers are not going to submit a good offer on a house they feel they need to do a lot of work on. Home owners will be surprised how much they will net on the sale of their house if they just make little minor repairs or improvements. Thanks for your comments.
I agree with someone else's post - I have taken pre-sellers on a brief tour of competing properties so they could see what they're up against - both in terms of condition and when they had pricing issues.
But my, oh my. That poor house! Probably a stager's worst nightmare? But WHAT a before and after if someone got the job done!!
Personally - I'd probably pass on this one, unless they agreed to let me list it 25% under market value because of the junk. Um.... I don't recommend a virtual tour? :)
I have an investor I'd like to show that house to. If it has a bad odor - so much the better.
Wow, it looks like the homeowners are compulsive hoarders.
It is a medical condition, and something pretty hard for people who don't suffer from it to understand, but you need to realize if you do take this listing, it's going to be a lot harder than "just throw some junk away" or "hire somebody to clean it up". These people probably know that there home is a mess, and are likely emotionally attached to all of the clutter and depressed/overwhelmed by it at the same time. If you do get them to agree to have the home cleaned/staged, it is going to be really hard for them to keep it that way, without professional help to keep them from accumulating more clutter, especially under the stress that selling/moving can bring.
If case anyone on here has this problem, or knows someone wanting help with it, these sites are great:
Squalor Survivors & Helping Hoarders
Wow, it looks like the homeowners are compulsive hoarders.
It is a medical condition, and something pretty hard for people who don't suffer from it to understand, but you need to realize if you do take this listing, it's going to be a lot harder than "just throw some junk away" or "hire somebody to clean it up". These people probably know that there home is a mess, and are likely emotionally attached to all of the clutter and depressed/overwhelmed by it at the same time. If you do get them to agree to have the home cleaned/staged, it is going to be really hard for them to keep it that way, without professional help to keep them from accumulating more clutter, especially under the stress that selling/moving can bring.
If case anyone on here has this problem, or knows someone wanting help with it, these sites are great:
Squalor Survivors & Helping Hoarders
Sheree- All this house needs is a good clean up service to clear the junk and professional home stager. But like you said,give them a tour of what other houses are selling for so that they can see their competition. Thanks for your comments.
Paul - This is an investor's dream. They will probably buy this one in a heartbeat. Thanks for your comments.
Raine -Emotionally attached. That probably would be the situation in this case. Thanks for your comments.
Hello! One of the obstacles for most home buyers are bad credit. We all know that lenders use credit to estimate risk. So if they pay for the services,I will know that they are serious about buying a home and I will reimburse them ( Up to $700-for home buyers at closing )
One of the reasons why a lot of homes are still sitting on the market is due to the home not staged properly. A home that is very cluttered does not appeal to home buyers. When your home is on sale,it is competing against new home developments,homes in your neighborhood,near your neighborhood and city and state. So to improve your chances of selling your home for top dollars,your home needs to be the best so that it can set out from the rest.
Home staging adds value to your home and makes your home more appealing to home buyers. So as part of my services and to help my clients sell their home for top dollars,I offer up to $1000 to help with the home staging services if they use the services of a professional home stager( My clients will receive up to $1000 in check or money order at closing) in a form of a check or money order at closing since it is againist the law to give cash to clients as gifts. Do you or know anyone in the market to buy or sell a home? Please reply to this post via e-mail at your earliest convenience or give me a call. Thank you for responding to my post.
I think the legality is a state thing. In NJ I would not be able to do that and have the payment contingent on a sale.
What real estate company are you with?
Yeh, Lanre - you get it now.
There is a staged price and an unstaged price & if your client's home is even close to the photos the unstaged price will be a deep cut. People have to be able to see what they are buying.
Your listings do reflect on you.
First you need to get a new photo. You look like you are taking a mug shot and I have no doubt you have a lot more personality than you photo. Remember packaging is everything. Second this is not that common place for stagers. So its not too shocking. If we didn't have clients like this we wouldn't have the thriving industry we have... You are just a smart guy who knows you need a stager to assist with the job! good post.
Kathleen -Absolutely. If people can't see what they are buying,no deal. Thanks for your comments Kathleen.
Kym- Thank you! Thank you! Getting the house sold will take a team effort. And part of that team includes very smart and creative home staging professionals like you kim. Thank you very much for your comments.
Lanre, I'm with NJHomeBuyer.com Realty in Cherry Hill NJ. And I just realized that my automatic signature line went away on my last couple posts.
Paul Howard,
NJHomeBuyer.com Realty
Cherry Hill NJ
This the way to handle this.....and this is a suggestion:
Take the home owner to Wal-Mart, Have the home seller to purchase the large Plastic Containers with the lids, Use a different color for each room, Pack all the clutter in the Plastic tub Containers and stack them away in the garage but remember to stack them in an organized manager by color and lable them! this i will eliminate the clutter that they appear not to want to get rid of .....so now they are happy to keep their clutter in a container put away and now you can sell their home....
Totally Virtual Realty
Paul - Great to hear from you Paul. Hope to read many blogs from you soon. Thank you very much for your comments.
Cotina-Thank you! Thank you! Thank you! Thank you so much for that great suggestion Cotina. I really appreciate it. Thanks for your comments.
Just made some changes to this blog.