Real Estate Live

Welcome to Real Estate Live, an online discussion of the Washington area housing market, featuring Post staff writer Daniela Deane. Her special guest is Barb Schwarz, and they'll be discussing staging your home for a sale.

Barb Schwarz started out in residential real estate as an agent in Bellevue, Washington. Prior to that, she owned an interior design business, and quickly recognized the challenge that existed for all agents of how to help sellers prepare their homes for sale without upsetting the owner. Barb started showing sellers how to set the "stage" in order to get their properties sold for top dollar, and created the phrase "staging® homes for sale."

Check out Daniela's recent story about this topic, Setting the Stage (Post, Oct. 30, 2004).

The transcript follows.

Editor's Note: Washingtonpost.com moderators retain editorial control over Live Online discussions and choose the most relevant questions for guests and hosts; guests and hosts can decline to answer questions.

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Daniela Deane: Hello everyone! And Welcome to Real Estate Live! Today, I have Barb Schwarz with me, the queen of staging. Barb, who joins us from the West Coast, is the founder of stagedhomes.com and runs training programs for people who want to become accredited stagers. We're going to limit our discussion today to questions about staging homes for sale since we're lucky to have Barb with us. So I'll kick it off!

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Daniela Deane: So Barb, is it really worth it to spend lots of money getting your home ready for sale? When is enough enough?

Barb Schwarz: Thanks so much for having me on the forum...as the Creator of home staging, I'm here to help in any way that I can. I have seen so many success stories with Staging in all markets all over the country.

To answer this question... it really depends on the price range...in most cases it really doesn't take a lot of money to Stage a home...we usually work with what is in the home and it may only take a little time and effort. Most Staging projects range from $500 to $2500. In other more extreeme cases in higher price ranges I've seen an investment of $25,000 return an extra $500,000!!! True

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Washington, D.C.: Hi, Daniela.

FSBO-seller here from last week's chat. Well, all is looking quite good. I have offers in hand and now just need to pick one - such a problem, I know. I full well recognize how fortunate I am.

Assuming there's no problem with closing, I look to make a wonderful profit after having owned the home for just over two years. I think I did it right - staged the unit well, advertised, agreed to pay an agent, etc. Many agents complimented me on how together I was - had all the disclosures ready and understood the contracts. And, I only received one call from an agent who wanted to "help me." When I responded that I was already expecting one offer, he was left speechless.

There are a lot more details, but I just wanted to share the good news and let you know how much I've appreciated your kind words and your online chat. With the help of your chat, a few good FSBO books, and HGTV, I was more than ready to take this on. While it looks like I will be paying an agent 3%, I will save myself about $10,000 by flying solo.

If you ever happen to do another FSBO story, I would be happy to provide more details. I've set up an email account for the home sale and please feel free to contact me there - palladiumdupont-yahoo.com.

Thanks again, Daniela.

Daniela Deane: I couldn't resist posting this even though we're talking staging today....I had asked this FSBO to let me know how it went for him last weekend...and it seems like it went well!! He did his homework though...CONGRATULATIONS! I'm seriously proud of you....

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Arlington, Va.: My front yard looks fine but small back hard is mostly sloped and weedy. Also, the chain link fence around the back yard is old and rusty in places.

Can I assume that putting a few thousand dollars in basic landscaping/tree trimming would be worth it? (I say a few thousand rather than hundreds because a pleasing instant groundcover for the slope would be needed.) Will spray-painting the fence black be an acceptable quick fix? The rust is limited, and otherwise the fence is in good shape.

Thanks.

Daniela Deane: In my story, I didn't talk at all about staging the outside of a home, which I think is just as important as staging the inside, right Barb? I'm just figuring that when it comes time to sell my house, I'm going to have to spend a few thousand dollars on landscaping...Does everyone need to calculate that basically?

Barb Schwarz: Staging the outside is crucial. Staging goes from one corner of the prop to the other and includes the land and the house. You may never get a chance to make a first impression as the old saying goes, so Staging helps get buyers in the front door and you don't have to necessarily spend thousands. Usually, trimming plants and adding ground cover and generally cleanup is sufficient. Fresh paint or trim or shutters can really help too.

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Arlington, Va.: Ciao Daniela and Hello Barb!

Help! I just found out that in the next 6 weeks I will be relocating all the way to the west coast, which means I have to sell my current home quickly. Your articles on staging could not come at a better time for me. Besides doing major decluttering and hiring professional cleaners to make my house sparkle, what can I do quickly and inexpensively to make my house sell as fast as possible?

Daniela Deane: Slap a coat of paint on it if it needs it. One coat could suffice. What else Barb?

Barb Schwarz: The key here is reduce how much you have out in the rooms...remember my saying, Buyers only know what they see, not the way it's going to be" So remove furniutre if there are to many pieces in a room...create space and flow and a warm look. Not bare, but more spacious. Take out the leaves in your DR table and take off the table cloth. Less is more....always will be when selling...pack it up....and then the buyers can imagine living there more easily

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Staging - also good just for decorating in general?: I am a decorative nit-wit. I have a relatively empty new townhouse (think of it as a blank slate!). Blah yard, Blah garden....it's what the builder put in.

Would a stager be someone to look to, to get your own house in order (not to sell, to enjoy) or is that a waste of their time/not their niche?

Thanks!

Daniela Deane: Good question. Some of the stagers I interviewed were also interior designers. Do stagers also do interior design work, Barb? Or just staging?

Barb Schwarz: Stagers do a GREAT job of STaging home to live in. Its an economical way to redecorate a home. After Staging home owners always say.. why didn't we do this before...its such a great wayt to live!

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Washington, D.C.: There are a lot of houses in this area that are old enough to be old but not old enough to be charming. How do you stage an average 1950s brick house to appeal to today's home buyers?

Barb Schwarz: Add warmth with an afgan on an arm of a chair, lights on with good lamps, soft music playing, drapped fabrics on windows, but lots of light and space....declutter and you have it.

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Maryland: I didn't have the time or money (or, honestly, think of it) to stage the house, per se, but things I did do:

Repainted the front door and back door
Touched up other places that were worn
Removed furniture (small house) and put into storage
Made sure I had fresh flowers in the house at all times
Cleaned out and organized the basement (well, as best i could)
Took down all photos
Took 90% of the items off my bookshelves to eliminate clutter
Put higher wattage bulbs in

Must have worked - got my asking price.

Barb Schwarz: You STAGED...it worked....good for you....yeah

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Washington, D.C. (S.W.): I will be selling my condo in the spring and I have begun to "spruce it up". In the kitchen, I have already replaced the appliances and painted. I would like to paint in other rooms, replace bathroom tile, replace some window treatments and maybe buff and re-coat my wood floors. But all of this is not realistic on my limited budget. What would you suggest I make a priority? Thanks for any help you can provide.

Barb Schwarz: The over all look is what matters...... I would paint the rooms that really need it first. Paint your cabinets also if you have the dollars and paint is the cheapest investment to make in order to make more money when you sell. Many times people are not able to replace the appiliances and that is not a bad thing. They can be painted too, actually. The key is to have less items and reduce the clutter in your kitchen and baths and all rooms. Less is more and keep the big things out and put the little things away.

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Arlington, Va.: Staging works.

We successfully sold our home in September 2004, and with two kids under 5, we had our work cut out for us. But, after a week of late night decluttering, moving of excess furniture, and trips to Goodwill, we sterilized our place. Our floors and walls were fine; paint was off white throughout, hardwoods refinished, and carpet was in good condition, all within the last 4 years. We put plants in places strategically to soften some of the edges. Toys were put away and out of sight. I believe every surface was clear but for some plants, and our one overt personal touch capitulation: we put out 3 framed family photos on a shelf in the living room. It looked too stark without it, and we were trying to show that a family lives here and you can have this happy and clean home, too. Would you have advised against putting the photos out?

I only ask this out of curiosity. The house sold for $40K over asking -- there were 4 bids, and it was in the MLS for 6 days. So, obviously, it didn't matter in the end.

Daniela Deane: It seems to me that you did all the important things...and as you said, it worked! I think the few photos were fine. Or maybe you could have gotten $10,000 more if you had put them away! Seems to me you hit all the important points -- walls, floors, carpets, clutter.

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Alexandria, Va.: When we were looking for a new house, I couldn't believe how some people presented their homes. I didn't expect elaborate staging, but they could have at least cleaned the cat food off the kitchen floor or put away their underwear! It really did make a difference when we were looking in neighborhoods where the houses were very similar. My husband and I felt that if the sellers couldn't be bothered to do basic cleaning when selling their house, they probably didn't do the important maintenance of their house, either.

We sold our townhouse in about 10 days, in large part because we kept it immaculate for showings. We didn't have to declutter because we didn't have clutter in the first place.

Barb Schwarz: Good for you....sounds like you live in a Staged Home and good for you! Staging can be and is a way of life....my new book is about living in a Staged Home which I am writing now....and will be out in the near future

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Bethesda, Md.: Thanks for taking my question. As potential home buyers become more savvy about home staging, do you think they'll look for un-staged homes as possibly presenting better bargains? In other words, if sellers stage to get top dollar, doesn't that mean the sellers that don't want to go to that much trouble might be willing to accept less?

Barb Schwarz: oh I love your question...I ad a seller say to me once, well, I don't want to do it and get the extra money that Staging would give me from Staging my house....so I said, you don't want more money...well then please write me a check out now for the extra $50,000 that you will not receive from selling if you don't Stage....he just looked and me and said, OK, we will Stage it...they did and they got an extra $75,ooo.....Staging works and I have never met a seller yet, that when push came to shove that didn't want the extra money....by the way, it didn't cost in hardly anything to Stage his house either and he took the extra money and went to the bank...

Barb Schwarz: Also,buyres want Staged homes these days as with 3 kids and the extra jobs it takes to make a living these days they usually want turn key when they move in...they don't have the time nor money to do it and so it is better to pay the price and amortize it over a loan in the house morgage than have to do it themselves which would cost more anyway later on...

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Arlington, Va.: Do buyers care if there is a lot of clutter in a garage? Would that be a turnoff? The garage will be our clutter corral while the house is for sale. We will try to make it as neat as possible but will likely have lots of plastic tubs stacked in corners and along the walls.

Barb Schwarz: It is good to have a storage space which you can rent if at all possible...otherwise stack it all neatly as possible in the corner of the garage and that will work....have had many sellers do that and it works...the higher end the house is though in pricing the more clear the garage needs to be...

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Monterey, Calif.: Oooooo....your article made me feel so hip out here in California where we staged our family's San Francisco home for sale (pause for effect) three years ago.

I just want to say that I thought Daniela's article was very thorough and that I think Daniela's picture is cute too.

I would also add that the process of de-cluttering the house and staging it with some new furniture went a long way towards helping me to emotionally "let go" of the house prior to sale (warned you I was from California).

Out here, professional stagers are like their own theatre companies -- so much so that you actually start seeing the "same" furniture show up at different homes if you're in the market.

The highest in demand ones have fees that are just silly -- $10,000 dollars plus.

Daniela Deane: You must be hip if you're from California! We're just boring old Easterners out here....Thanks for the compliment on the picture! I'm kinda thinking we need to update that old thing....that is so interesting about stagers out there....we're just at the beginning stages of staging here.

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Arlington, Va.: I'm about to go house shopping in Arlington, and I'd like to know those elements of staging that are actually hiding defects, rather than enhancing a property's positive aspects.

Or is that a trade secret?

Daniela Deane: Great question! Barb?

Barb Schwarz: Staging is NOT ever to be done to hide any defects. My Accredited Staging Professionals that I train in my courses are to never ever do that. Homeowners are to disclose all challenges and problems with the house so you can read those and know what they are. That is then a part of the purchase and sale agreement. Nothing is to be hidden. Period. Staging sets a room off and makes it feel spacious and comfortable, not to hide things...that is the truth...

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Washington, D.C.: My 1910 house has lots of period details, which I like. So when I gutted the kitchen, I included some old fashioned things, including a linoleum floor (not vinyl, mind you). The lino is also a nice shade of green. I think it's great, but I can see how some people's opinion would disagree with that.
Is replacing an entire kitchen floor in the realm of a typical stage?

Barb Schwarz: No it is not. Many homes do not replace the kitchen floor...Staging is about my 6 C's....
1. Clean
2. Clutter Free
3, Color
4. Compromise
5. Creativity
6. Commitment

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Washington, D.C.: The owner before me had horrendous taste (everything EVERYWHERE is gold painted, accented, hued and -- it looks like Trump's house, except way cheaper and more gaudy looking with rose colored carpet). And me of little money has done what I can to beat that back in the past two years, and I have made some progress, but it looks like I may have to sell in the upcoming months and the house is like halfway gold and still a bit pink. Any suggestions?

Barb Schwarz: Yes, go retro...use the 50:s and 60's accessories in some rooms which has humor and class all at the same time. Don't overdo it..just touches here and there...so when there is a pink bath room, I use Black Towels and tie them with say black and white checked ribbon and then put a big basket on the counter with silk flowers or babie's breathe in it and you are set.

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Arlington, Va.: Everyone falls for staging. I say this even though we are pretty savvy. Our first house and the one we just bought both needed (and need!) a lot of cosmetic work. One was vacant when we bought; the other was not and full of clutter. Anyway, even though we can see beyond the weird shade of green on the walls and icky carpeting, I do recall while looking for a house getting turned off a house by all the country-western dust-collectors throughout. Though I know I made myself look critically at that house, I know it prejudiced me against it. And, no, we did not bid on it.

Daniela Deane: So what were the houses that really attracted you like? ... Clutter is one of the biggest problems, isn't it, Barb? So can we just de-clutter and say we've staged it?

Barb Schwarz: De-Cluttering is the most important thing to do of all things! Color is important and room arrangements too, create space and that allows energy to flow into the room...but clutter is the worst...so pack it up as you have to pack it up when you sell so do it now and make more money..

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Bethesda, Md.: Outside landscaping is important for a condo too. In our downtown condo, we (the unit owners) finally threw in the towel and gave up waiting for the county to do some plantings on the street in front of our building-- a voluntary contribution from the unit owners and a couple of volunteer landscapers have made a big difference.

Daniela Deane: That's a pro-active approach! Good for you!

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Dickerson, Md.: I have a gravel driveway of about a 1/2 mile leading to my luxury home (estimated value is 1.3 million). Is it worth paving for sale at a cost of about $30,000?

Thanks

Barb Schwarz: That would be good to do...but how is your overall landscaping? How is the paint job on your house...those are even more important...and what do the neighbor houses have and what do the houses have that are for sale already...there is where you answer lies..

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Owings Mills, Md.: We're hopefully going to be selling our townhouse in the spring. This winter we're replacing the carpet on the middle level with pergo flooring and we're going to paint the walls. They are currently a really ugly peach/tan color. Would it be best for us to paint it white or should we try a different neutral color? The middle level is technically the living room and dining room, but it is one large room with sliding glass doors at one end and a huge floor length bay window at the other.

Barb Schwarz: I would suggest painting things and walls neutral and then use accent colors on say just one wall, not the whole room and also with pictures, paintings, toss pillows, afgans on sofas, etc. The Pergo floor is great to add by the way..wonderful and good for you!

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Arlington, Va.: Is there any way to "stage" my slovenly neighbors? I'm almost seriously considering mowing their lawn and buying one or two of their extra cars, just to take the edge off their presence.

Daniela Deane: Ha! What do you do about messy neighbors, Barb? Any tips there?

Barb Schwarz: Do whatever it takes...do it...pay to get their lawm moved or do it for them...talk with them and ask their help but you still will probaly have to do it...I have done this for people many many times and it works..

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Baltimore, Md.: Hi there-
We have totally moved out of our house and are
renting, but plan to sell in a year or two. Are we better off
trying to sell while a tenant is there, or with an entirely
empty house, or should we try and put some furniture in?

Barb Schwarz: It is always better to have the tenant out...that is because they are not motivated to help you sell unless you give them some kind of reward. Even then still better to have them out and then have furniture rented and bring in an ASP Stager to Stage it for you and you will sell for top dollar that way....move them out and move the furniture in and Stage each room and it will sell..

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Lake Ridge, Va.: I have a two bedroom condo that I would like to sell within the next two to three years (if not earlier, just need to get a few raises so I can afford something different!). The place is close to twenty years old and has the original carpet. There aren't any holes or bare spots, but it is extremely worn. I can live with it, but I would also love a new carpet. Considering I'd like to sell, would a buyer rather see a new carpet or would they rather buy with a slightly lower price and get to pick out their own carpet?

Daniela Deane: Good question. Should we just leave the buying to new buyers?

Barb Schwarz: Always better to replace...always, do not use an allowance as then they will ask for even more money off for your place...replace it now and enjoy it some before you move...remember, Buyers only know what they see, not the way it is going to be..." This is one of the best sayings I have ever thought of...and it works as it is true...

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Hoboken, New Jersey: Hi Daniela, I'm an out-of-towner (obviously) but I have a housing situation that translates elsewhere involving selling and paint colors.

I might need to sell my 2-bedroom, 2-bath condo that I bought brand new a year ago. I was thrilled at the chance to paint after years in apartments with white walls -- so I painted the massive living room and kitchen a deep, dark red. Everyone who sees it says it gorgeous and makes the space feel less intimidating. I also painted the windowless bathrooms dark blue and the bedrooms a nice beige. Of course I love it but I'm afraid: will potential buyers like it better if everything was more neutral, say white? How much could neutral walls add to the resale value? (I bought for $400K). Also, is it worth it to upgrade my new Formica counters to granite, like all the newest of the new condos in my area have these days?

Daniela Deane: Interesting case...You never thought you'd be leaving this quick, did you? .. Barb, does this poster need to have the place re-painted? ... One little aside: I'm trying to rent a condo now that the tenants painted a beautiful yellow...I thought it look great. One person looking the other day though said the place was "too yellow.". I am starting to think that neutral is the way to go. It appeals to more people.

Barb Schwarz: Part of this depends upon your competition...and you need an expert to look at your property,...call one of our ASP's and ask them to come and look and tell you in person www.stagedhomes.com and enter your zip code and look for a professional ASP to come and see you...meanwhile, neutral is always the best and yet you can still have accent walls in each room...so perhaps you leave the bath Navy and go with White towles...that will work...also the LR could have a red accent wall...if you have done the whole room in white furniture with red walls that can work, it is just that most buyers won't have the furniture accessories to go with it and that is why it is good to paint some of the walls...and as far as the coutner tops...what do the houses in your price range have in your market...if they have granite, then do it, it they don't then you may not need to do it...get an ASP Realtor to give you a price analysis and that will help you too..

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Daniela Deane: Folks! and Barb! Thanks so much for joining us today. Barb, we got a lot of good tips from you. We appreciate you taking the time to talk to us today. I'll be back in two weeks, same time, same place, folks. Join me then. Thanks!

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