Measuring Up

"I'll meet you this evening for the BIG unveiling," my email said, and then I added, "fair warning, you may not initially love the work." (Let's just say I've traveled this road before.)

While Agents know that staging provides the BIGGEST and BEST returns on a a client's investment, Sellers don't always meet our improvements with the oohs and aahs we were hoping for. Even the most stunning transformations can illicit a negative response, and while that's not necessarily unexpected, it can feel like a letdown after we've spent weeks (sometimes months) preparing the property for market. (It's not every Agent that can professionally hang wallpaper, but we are truly hands-on.)

The letdown isn't because the changes aren't up to snuff (they usually represent a HUGE improvement), but because no matter what we've accomplished in the short window afforded us, Sellers often have a very visceral response to the changes we've made; changes that neither reflect or represent the way they lived in the house. (BTW, that's intentional; you're not buying the house, nor are your friends or family members who thought "the house looked great as is.")

Ironically, Sellers often hire us after visiting another property we've represented, and although they may be impressed by what we did for Seller X, when it comes to their own homes, the transformation feels far more personal and more offensive somehow, as if we've judged them and found them wanting. (That's not the case, but I get how it can feel that way.) Honestly, we don't have the luxury or the time to "judge" your home (we've seen it all). Still, we will be prescribing a list of improvements intended to move the needle significantly when it comes to the offer date. If the sale price surpasses your expectations, so much the better. 

Believe me, the real judging comes once the property hits the market, and this is where we'd fall short as a team if your home DIDN'T measure up favorably to others nearby listings. This is why our recommendations start with you and your family moving out lock, stock, and barrel, and handing us a set of keys. If that feels harsh, disruptive, or inconvenient, we understand. (It is.)

But selling a home has changed dramatically from the days when our parents' Realtors stuck a sign in the lawn and passed out flyers on Sunday afternoons. Now, bringing a home to market is a MAJOR production that includes both set and garden design. In fact, a good deal of a listing Agent's job is overseeing crews as we "transform" the property from average to magnificent. Leave your property "as is" and it's akin to wearing blue jeans to a black-tie affair. You'll undoubtedly get attention, but not the kind you want or need to meet your expectations. Certainly, we can sell a home "as is," but you're unlikely to be pleased with the result, compared to those properties that are turn-key and camera-ready.

What does it typically cost to bring a home to market? (I'm glad you asked.)

All told, and assuming there are no surprises, staging, painting, cleaning, investigations, gardening, and general overall prep is approximately $50,000. (If we are remodeling the kitchen or bathrooms, rebuilding decks, or dealing with pest issues, it's more.) Luckily, COMPASS created "COMPASS Concierge" in partnership with Notable that will fund up to $50,000 for the tasks at hand. There is no interest on the loan other than a nominal, one-time set-up fee. Once sold, the loan is paid back through escrow. It's as easy as applying for a charge card and quite simple to access.

Happily, for Sellers, especially those without the means or capital to properly prepare their homes to compete, COMPASS Concierge has been a game changer. About 25% of our Sellers utilized concierge dollars last year and were consequently, well rewarded. Even those with means often prefer to use someone else's funds to underwrite the projects as we proceed to market. (And why not?)

In the end, if you can let go and trust the process, we'll get your home to where it needs to be, AND we'll maintain it beautifully throughout the marketing and escrow process. So while we'd love it if the Seller's response to the BIG unveiling were more emphatically along the lines of: "We love it and wish we'd thought to make these changes while we lived here. You're geniuses," we'll settle for your rubber stamping the improvements, and acknowledgement of a job well done. (We've worked hard on your behalf.)

How can we help you?