I did not know that was in the Agreement - Protecting Your Business

One of the most important business forms a Professional Home Stager needs to have is a great Staging Agreement.  Operating a business without an agreement leaves you open for huge risk.  Crafting a professional and air-tight agreement will serve you well as you grow your business.  

Here are some Do's and Don'ts when it comes to Agreements:

DON'T Stage a property without an agreement in place.  I don't care how nice the people are, if they have not signed your agreement, they are not obligated to pay you, or even return the items you put in their property.  Do NOT show up and Stage believing they will sign the paperwork and pay for the services.  Please - do NOT do that!  With how easy it is to have clients sign docs now, there is no reason a person does not adhere to your policy - unless they are planning on taking advantage of you.

DON'T forget about the payment terms.  If you are a professional Home Stager and are not accepting credit cards for payments, you are operating at the mercy of your clients.  Invoicing for payments is a waste of your time and because you do not have a valid form of payment saved for the client, they may NEVER pay you!  ACH drafts is an option, but you are still at the mercy of when your client decides to pay you. You need to be in charge of processing payments.  

There are lots of options out there to allow you to process credit card payments where YOU are the one in control.  Merchant fees are write-offs and a cost of doing business.  For me, my time is worth so much more than generating invoices, calling to hound people for payment and keeping track of deposits and checks, or not getting paid at all. 

DO use an online signing program such as Docusign or E-Sign.  It will save you so much TIME and hassle to be able to send agreements to your clients electronically.  The forms are easy to complete on a smart phone, tablet or computer, and they DO hold up in court as official legal documents.

DO have an attorney or other trusted legal adviser review your agreements.  There are online resources to help you craft a fairly good agreement, but having a professional review it for any inconsistencies or information that you need to add is a good idea.  

DO continue to revise your Agreements over time.  Situations arise that you may not have thought of or planned for, and when that happens, you may opt to put a new term or condition in your Agreement.

Like the time I went to Stage a house and there was no electricity.  I was literally Staging by flashlight.  Next agreement that went out had, "Electricity must be functioning," in the terms.  I also went to Stage a property that had been winterized by the seller - so not only was it freezing cold IN the house, the toilets would not work.  We were not by any quick shops so THAT was a situation we did not enjoy!  Next agreement, "Plumbing and heat must be operational." We cannot change the past, we can only learn from it - so use your "experiences" to help you strengthen your agreements.

The agreements need to spell out:

1. Your terms for doing business - what you are providing (services) 
2. Pricing and payment terms
3. Penalties for properties that are not Stage Ready upon your arrival
4. Removal terms such a 7 business day notice to remove or else a rush fee applies
5. Ongoing rental terms - when does the rental start, do you provide refunds for unused portions or for a client who neglects to tell you they don't want to renew and then asks for a refund.
6. Payment timing - do you take full payment at time agreement is signed or a partial deposit?
7. The deposit is non-refundable (I personally take 100% of the fee up front at time of agreement being signed and it is not refundable)
8. All request for removal of Staging items must be in WRITING (text or email)
9. What happens if a payment declines or is not made?  (retrieval of items immediately)
10. Access to the property - you either have a lockbox code or you make a key so you can access the property to check on the Staging items.
11. If the agent or seller changes the access and does not notify you prior to pick up day, you charge a penalty for your time, your crew's time, etc. for not being able to access the property.

Special Circumstances:

• Electricity is on
• Heat works
• Plumbing is operational
• A/C works (in summer for hot places)
• No audience while Staging takes place
• Information about the inventory - it is Staging inventory and not necessarily new
• Difference between Staging and design - client does not get to select or control inventory selections
• Staging selections are at your sole discretion
• No substitutions or additions
• If there are pets, they need to be secured
• Photo use and release
• Other

Get all requests in writing:
This advice was given to me by a credit card company after a client disputed charges.  I won the dispute, but enacted that rule so that there is never any question on when a client makes a request and how that date falls in line with the required time frame for giving notice and avoiding charges.  

When you have a solid Agreement in place, if a client does dispute payments that were applied from their credit cards, you will have a great paper trail and document to send to dispute any charge-back issues.  

Is Ignorance, Bliss?

One of the things I have learned over my 16 years in business to date is clients often do not bother to read what they are signing.  Does that mean they are off the hook when it comes time to enforce your terms?  No.  

I am AMAZED at how many clients do not bother to read what they are signing.  Our agreements are not like the Microsoft agreements that everyone just signs without bothering to read. Microsoft honestly could put in their agreements I would owe them a million dollars or my first born child, and I would have just selected, "AGREE TO TERMS AND CONDITIONS" because I don't want to take the time to plow through all the legalese.

Our haste in getting through the paperwork can put us at risk.  Clients who sign a Staging Agreement and initial certain clauses without reading what they are signing cannot use ignorance as a reason to have you make special arrangements for them or expect to have the rules bent. Being able to point back to the Agreement they signed (and perhaps even initialed special terms) protects your business and money.

This is a business.  Treat it like a business and protect your interests.

For sample Staging Agreements go to the www.iahsp.com site.  It is one of the resources we have provided to our members.  Not a member?  You can join and become part of the world's largest Home Staging Association!

Top 10 Tips for Packaging Your House to Sell During the Holidays

Top 10 Tips for Packaging Your House to Sell During the Holidays

By Jennie Norris, ASPM®, IAHSP-Premier®, ASP-SRS®, ASP-REO®

Owner, Sensational Home Staging – 

Denver Region’s Premier Home Staging Resource

The holidays are just around the corner and many Realtors will tell you that the last quarter of the year is often their best for closing sales.  Homeowners might think that it’s best to wait until the start of next year to put their house on the market and yet the last couple of months of the year are a good time to sell because there is less inventory and more serious buyers, and tax benefits as well.

If you are contemplating Selling in December here are some key tips to keep in mind:

1.  Get a Staging Professional 3^rd Party Opinion.

     A Stager is not tied to the sale of the house and many times what is shared is received as truly objective.  A professional Stager is going to be honest about any changes that need to be done in the house from simply packing up excess to painting, updating, and rearranging.  They will create a specific plan of action and are available to help the seller implement it if needed. If you are a Realtor® having a Stager interface with your Sellers will save you time and energy and allow you to focus on what you do best – getting more business. 

     

F   2. Fall warm décor is always a good visual. 

The warm tone colors of the gourds, cornucopias, and fall leaves are always a nice addition to a home.  Just remember “less is more” – so have one centerpiece on a table that is the highlight and keep all the smaller décor additions packed this year.  A nice seasonal wreath on the door is nice, and warm snuggly throws on a couple of pieces of furniture add a layer of texture and visual appeal.  Just because it’s cold outside does not mean it has to feel cold inside.

3.  Keep holiday décor to a minimum.

This cannot be the year you pull all your treasured décor and holiday collections out and display it throughout the house.  The items might be wonderful to you but to a potential buyer they are a distraction either because the buyer will be looking at all your holiday treasures and not your house, or they will be hiding some key selling feature like a fire place mantel or countertop.  Remember not to put out anything that identifies your family – children’s names should never be on display which means maybe this year you wait to hang your stockings until Christmas Eve.

4.  Not everyone celebrates your holidays.

We want the house to appeal to ALL buyers.  If you know 100% that the buyer for your house is your same faith and will celebrate the exact same way you do then by all means leave all your items out.  Fact is none of us know who the buyer is going to be until it happens.  Don’t give them any reason not to buy YOUR house.  There are many faiths out there so whatever yours is you need to eliminate it from the buying equation.  Otherwise it can be uncomfortable for a buyer who is viewing all your personal faith items, and they might have a bias against faiths not their own, so putting your things away for a short period of time will help your house sell.

5.  Christmas trees need to be in a good spot.

If you are determined to put a tree up for Christmas think location, location, location.  Maybe you usually place it in a prominent area of your house but now that you are selling that tree will be a visual and physical block for buyers.  Make sure that it is not blocking a real selling feature such as a view window or access to your backyard.  Remember not to put any ornaments out that are treasures to you – as anything that is out on display is at risk of damage or loss.

6.  Wreaths, Poinsettias and twinkly lights are good décor options.

A wreath on the door that is simple and elegant is a good idea.  Poinsettias by the front door or displayed on a table to add color are a nice touch.  Twinkly lights on outdoor trees and a few touches inside add that winter sparkle. Just remember less is more.  Have only one or two on display because there is a point where an item goes from adding a highlight of color to a buyer’s experience to becoming a visual distraction. 

7.  No presents under the tree early.

Presents should not be wrapped and put under the tree early as anything that is left out is at risk of damage or loss.  Wait until a couple of nights before Christmas to put those out.  They take up visual space for the floor which is the selling feature and the fact is you will have people you don’t know touring your house.  As careful as Realtors are to ensure the security of a seller’s things, stuff happens.  Be proactive and don’t become a victim.

8.  Keep your yard cheerful.

The weather is turning colder and in many parts of the country snow will soon cover the ground.  Trees are bare and there is a lack of curb appeal with color in most yards.  A seller needs to help this situation out by adding color with annuals that like the cold and other splashes of color.  Pansies, primroses, and kale are all cold hearty annuals.  Put a few pots of these outside by the front door, by the mailbox and at the corner of your walkway to add some color.  Certain berry bush varieties also do well in the cold and add a nice splash of red to the landscape.  And remember the twinkly white lights add a little sparkle too.  Any lights should be tasteful and not overdone to the point of distraction with either cords hanging in odd or dangerous spots, or are visually distracting. 

9.  Remove ice from walkways, decks, porches and steps.

If you live in an area where it gets icy you need to stay on top of your walkways and yard to eliminate slipping hazards.  The last thing you need is for some buyer to slip as they are viewing your house as that could lead to potential financial and legal issues.  There are easy solutions for staying on top of the icing issue from salting the ice to scraping it.  Remember it’s a temporary inconvenience to help your house sell.

10.  Keep your house at a comfy temperature.

Heating a house can be costly and yet you have to keep your house at a comfortable temperature so that buyers will linger and really look around.  Buyers don’t want to walk around long if the house feels like an igloo.  Keeping the house at 68 degrees is a good idea.  If the house is frigid and you don’t mind walking around in a knit hat and winter coat, keep in mind that cold houses are unappealing.  Remind yourself that the heating is for a short period of time in the grand scheme of things.  Even if you are not home during the day, keep the heater going so that any potential buyers are welcomed with warmth.

Come up with a plan of action for selling your house by working with your REALTOR® on a key strategy to get maximum exposure for your property.  Follow the tips above knowing the goal is to help YOU sell your house in the shortest time and at the best price before year’s end.

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For help in the Denver region getting your house or listing Staged and ready to show, contact Jennie Norris at 888-WE-STAGE, 303-717-7918 or www.SensationalHome.com.  Licensed, Accredited & Insured.  Over 4,300 houses Staged since 2002.

Houses that are Scary Tell A Buyer to be Wary!! Sensational Home Transforms Scary houses to help them SELL!

Beautiful Castle Pines Village property - vacant and now Staged for success by Sensational Home Staging!

This property backs up to the golf course and is in an exclusive gated community of Castle Pines Village. Sitting vacant on the market did not give the vision to buyers so now with Staging to help add color and visual appeal we are hopeful that this house will find a match soon!

Beautiful Custom Castle Pines property - Staged and ready for Sale!

This custom property behind gates in Castle Pines is a 6500 square foot beauty with nice views and great outdoor spaces that only add to the contemporary construction and unique features of this property. Staged and ready for sale - it is an easy 10 min commute to Highlands Ranch. Using appropriate inventory selections the Sensational Home Staging team converted the interior from feeling dated and sad to stylish and desirable!

Best Foot Forward - Don't Let Your Listing Sell The Competition

Best Foot Forward

by Jennie Norris, ASP Master, IAHSP-Premier,

ASP-SRS, ASP-REO, ASP-BTS

Owner, Sensational Home Staging

Helping Sellers & Realtors in the Denver Region

The truth is in life we do only have one chance to make the best FIRST impression so we want to have, as they say, our BEST foot forward! 

When a house is listed for sale and a buyer looks at it online or in person - the house either sells itself or sells the competition. They either want to see more and make an offer or they walk on to the next option.

Buyers compare houses online and in person. When one looks great and the other is not prepared for sale - dirty, dated, cluttered, too dark, smelly, etc. - a Buyer will naturally compare that house to the one that is ready to show and buy. So your choice as a Seller or as a Listing Agent is simple. You either Stage up front to get the positive attention and offers or you don't and you just SOLD your competition.

As a Listing Agent you have to ask yourself, "Why would I want to market an ugly foot?" 

You invest a lot of your time, energy and dollars to get a house sold. The house reflects on YOUR reputation. When it does NOT sell you are often held responsible and blamed by the Seller - and word gets around the neighborhood. Aren't you in this business to get referrals from happy clients? Of course. So YOUR best foot forward is to make it a requirement that all your listings are Staged BEFORE they are listed for sale. Or else you just help sell YOUR competition because the neighborhood is watching who gets the pending sign out first and at what price the house sold.

Yes I know Sellers can resist change and it can be hard to tell them their house has warts or corns. Yet you are not doing them (or yourself) any favors by marketing their house "as is." I know there are special circumstances that can exist, but for the most part, a Seller wants ALL the money from the sale of their house. Not just some. 

Putting an ugly foot on the market guarantees they will not net the most from their house and it guarantees their house will be USED to sell the houses that put their BEST foot forward. 

Yes - even in a hot market, a Buyer does not want the hairy foot with warts and icky toenails when they have the option of buying the beautifully manicured foot with pretty color and jewelry. Those two houses will NOT sell at the same price and the ugly foot will be used to sell the pretty one. 

The changes a Seller needs to make to get their foot from ugly to pretty are usually simple and very effective. In most markets a Staging Consultation where the Seller is given a detailed summary of what to do room by room is an average of $250. That small investment can yield thousands of dollars in return. Anything a Seller can do UP FRONT to help their house show better should be recouped in the sale and help their house sell at the best price.

Best Foot Forward. Get the house Staged by a professional Stager to ensure the house truly has the best opportunity to get the best price. Then when the house closes at the BEST price, treat yourself to a manicure! After all the running around we do for our clients we deserve it!
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For help putting your best foot forward in the greater Denver area, give Jennie a call 303-717-7918. www.SensationalHome.com

Messes Send Messages - What Does Your House or LIsting Say?

Messes Send Messages©

What does your house or listing say?

 

by Jennie Norris, ASP Master, IAHSP-Premier, ASP-SRS, ASP-REO, ASP-BTS

Owner, Sensational Home Staging

Denver Region's Premier Home Staging Resource

 

In life 90% of communication is non-verbal.  Body language, tone, expressions - they all convey our message more than what we actually say.

Houses send messages too.  They communicate with us whether we are living in, buying or selling them.  Some messages are of sadness.  Some are of depression.  Some of joy.  Whatever the situation, we can tell when people living in a house have had issues because the house looks neglected.  And for good reason - when life takes an unexpected turn, the last thing we make a priority is making sure our house looks fabulous.

Mess Causes Stress©.  Some of these homeowners don't realize that by living in disarray they are actually creating stress for themselves and stress can lead to a myriad of health issues.  The elimination of "stuff" actually helps de-stress not only the house but the person living IN the house.

When a house is for sale, what message is it giving to the buying public?  Messes Send Messages.  A house communicates and elicits emotions for a buyer who either loves what they see and feels a connection to the house or not.  When they feel that connection the house becomes a must have.  No connection means it is a must leave.  A messy house says, "No one cares about me," or "Don't buy me because you are going to find other issues with maintenance."  A house also send messages about the Sellers such as, "We have given up." or "We don't care about getting the most for our house."  And a house that has too much on display also sends the message that there is not enough storage in this house. That simple message can be enough to deter a potential buyer.

 

 

 

Look at any messy house photo and you just feel stressed looking at it.   Because "Mess causes Stress" when the house is not prepared for sale the buyer literally FEELS stressed standing among the chaos.  They can just look at a photo online and get that feeling of stress.  Is it any wonder these houses don't sell? 

It's so easy to address this issue when selling a house and yet the big question I have is why are so many houses in poor shape when listed for sale?  It's not like the Realtor doesn't see the mess.  At least I would hope they notice because it's right in front of our faces.  We can give the Seller a little break because when we LIVE with a mess we get used to it and don't see it for how bad it really is.  But anyone coming in from the outside who works in this industry HAS to know the house is a mess.  And when it's our job to get the seller the MOST money when selling a house, it is up to US to tell the Seller what they need to do.  

So why do so many houses for sale still look messy?

Is it because the Sellers don't "get it" that they need to address the issue?  Do they not see the value in making changes? Do they resist because it's overwhelming to them?  Or do they just not care.  I think it could be a combination of all of those reasons.

There are ways to get a Seller to cooperate - especially when they see the benefit for THEM.  They will get a better offer when their house shows its best, and their house will sell faster - which means they get to move on to the next phase of their life and into their new home - wherever that is.  As professionals serving sellers we need to be equipped with what to say and how to say it so that the Seller is compelled to make changes.  We also have to be ready to help them.  As a professional Stager, my team and I can and have transformed a house in a matter of hours.  It is a very cost-affordable investment with a high rate of return.  This takes the pressure off the Seller who may be overwhelmed with the move, with life and is unable to make decisions about what to do.  It's a wonderful service we offer - and it makes the Realtor's role a lot easier too because we are the ones doing the heavy lifting, packing, sweating, and setting the scene room by room.  The Realtor can be working on paperwork or meeting with a new prospective client and leave the Staging to us.

In all of this process, the key ingredient is to make sure the seller knows we care and this effort is being done FOR them.  When they know we care and want the very best for them, my belief is that they will get on board.  It might require hand-holding and helping them through a stressful time but in the end they are grateful for the results.  Their house can be presented as a stress-free environment for buyers looking for a connection to a place they can call home.

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For help in the Denver area getting your house or listing de-stressed and ready to buy, give Jennie a call.  Her Sensational Home Staging stage crew can make a big impact in a short time to help the house sell faster and at the best price.  303-717-7918  www.SensationalHome.com.  ©2015 Jennie Norris and Sensational Home Staging.

"Hire me to sell your house – I will only charge you 0.5%!" - A Stager's Courtesy Request

Hire me to sell your house – I will only charge you 0.5%!

Why would I sell real estate for 1/6 of the traditional going rate?  Because selling houses is FUN!  Isn’t that a great reason?

Now – Reality check.  No. I am not a Realtor.  No, I am not selling houses or working with buyers.  If I ever did decide to do that I would never undercut the professionals with an explanation that “it’s fun” – or "I don’t make my real money doing this so I won’t  charge for my services." 

Realtors – don’t you get tired of the Help U Sells, FSBO, and other low or no commission “listing companies” that undercut your professionalism, your business practices, your income and way of life?  You have taken the time to get professional training, education, adhere to code of ethics and belong to a professional association.

You know who else does?  Professional Stagers.  We have made the investment in our education, memberships and business in order to provide a service that brings value to the process of selling a house.  To my Realtor clients that use me as part of their team to help make them more productive, I say, “Thank you” for recognizing my talent and efforts are of value to you and your clients.  To the others that have yet to “get it” that having a Stager on your team doing the Staging actually helps YOU be more productive, read on.

 

Furniture and décor resourced from local thrift stores

Professionally Staged - with the target buyer in mind

 

I have to say I grow weary of seeing some really questionable “staging” being done by agents under the guise of saving a buck or the idea that “I can do it myself so why should I pay someone or encourage my client to hire a professional?”  Or not even recommending it be done because “the house will sell anyway,” not focusing on the fact that Staging helps houses sell for the very BEST price and helps your sellers net the most from the sale.

What if everyone had that same idea when it came to hiring you?  “We don’t need a Realtor – we can just list our house ourselves, honey.  Who cares about the legal ramifications or the fact that we know nothing about marketing or heck – even negotiating on our own behalf.  It looks easy – so we are going to do it to save ourselves some money.”

Does that thought process upset you?  If it does – and I am sure it does – then why do some turn around and do the same thing when it comes to Staging?  In most cases Staging the property costs less than you think and helps YOU net the most for your client and yourself.

 

Not doing anything or thinking that you can do it yourself and then putting furniture and décor that in no way fits the style, property price-point, or target buyer is doing your client (and yourself) a disservice.  Staging is not about just tossing some extra décor you might have lingering in your house or basement, or going to thrift stores to gather up a few things you can hang or place in a house. 

Card table covered with ill fitting table cloth, artwork is too small.

None of this would attract the buyer

Professionally Staged and in line with the seller's list price and Staging budget

 

Staging requires a lot of planning and mental coordinating before the actual Staging takes place.  It’s not about plopping random furniture and décor in a house – it’s about adding visual appeal, defining use and size of rooms, and creating an atmosphere that entices buyers to want to make the house they are standing in their home.  Stagers are constantly transitioning our inventory to keep up with the trends and styles to providing a service that is going to help houses sell.  We make monetary investments to ensure that the finished product represents not only our professionalism but also YOU as our client – so that you get the results you want of a sale at the best price.

So to the Realtors that may be reading this - as a professional surround yourself with other professionals that make you look good to your client and make you more productive.  You really don’t have time to be hauling furniture and décor around when time is limited and you could be meeting with a new client and earning far more on the sale of a house than I ever will Staging a property.

No, I am not going to list a house for 0.5%.  IF I ever did get into real estate I would not be foolish enough to leave money on the table or operate a business where I did not practice at the highest standard.   I recognize your expertise and happily refer you to those I know that need a trusted professional.  Ask a professional Stager, I ask for the same courtesy.