The Staging Iceberg

The Staging Iceberg

by Jennie Norris, ASPM, IAHSP-Premier, SRS, BTS, REO

Owner, Sensational Home Staging

Denver Region's Premier Home Staging Resource

     An iceberg is a beautiful sight resting in the water.  It looks like a floating hill or mountain of ice and what we know about icebergs is they can be lethal underneath because 90% of their mass is actually underwater.  That mass was strong enough to sink the Titanic and can cause incredible damage to those that do not steer clear of them.  I think the iceberg is a perfect analogy for a business where what our clients and the public see is the pretty and polished part, and what they don’t see is the churning mass  that lies beneath the surface that keeps the top afloat. 

 

     When people hear that I own and operate a successful Staging business or see one of my marketing brand items that lets them know what I do, what I usually hear is, “What you do looks like so much fun!   I just love decorating!”  

 

If only it were that simple. 

 

     When we are skilled at what we do, we end up making it seem easy because we have learned how to run a business successfully and show the smooth outcome to the public. 

     I have had clients think they have overpaid for Staging because the end result looks fabulous and they figure it took no time at all to achieve the finished outcome.  The television programs that promote Staging could not possible show the actual work that is part of every successful Staging business – there is simply not enough time.  Overall the media has been a blessing and a curse to Stagers.  They give exposure to the service of Staging but do not show the reality of what is entailed.  A Stager that is “featured” on one of these shows gets a microsecond of exposure, maybe a few words of dialogue, possibly show them hauling stuff out of a truck, but rarely show the back story of how they got to the point of the installation.

     I get calls all the time from people that want to do what I do – to “be a Stager.” They have no clue what it entails outside of us making a house look better before it comes on the market.  They see the finished product and hear about the success and statistics that support Staging.  They might even hear that Staging pays well and think it is easy money.  I don’t discourage people and yet I know that they have no clue all that goes into being successful.  Wanting it is not enough.  Working hard every day and being committed with an attitude of perseverance is what it takes.

    
     What they see is just the tip of the iceberg.  Are we making it look too easy?  Should we show more of the churning chaos that is happening underneath and sink a ship or two from time to time?

   What they don’t see or know about is all the people that have started a business and failed or quit because turns out it was hard work.  Client don't just fall into our laps.  They don’t see the hours of education to learn about our industry. They don’t see the many hours of unpaid work we put in to get that first client and continual unpaid hours we put in to ensure we get new clients.  They don’t see the physically demanding part where you haul items into or out of a house – and your hair is so sweaty you can wring it out.  They don’t feel the sore muscles and backs we have after a long day.  They don’t experience the many miles of driving back and forth across town to get to appointments or secure inventory. 

    They don’t see the mental gymnastics we go through to coordinate multiple projects and many moving parts.  They don’t hear the many conversations we have with Realtors or sellers that don’t believe Staging will help and some tell us more kindly than others.  They don’t see the various personalities we deal with and have to please as we go through the process with our clients.  They don’t know the hours put towards branding and marketing a business just to get that first opportunity and the volume of hours we put towards maintaining and nurturing client relationships.

     They also don’t see the "predators" out there – sharks that want to take our business or other aspects of the industry that are out of our control – such as the real estate market and the economy that both can have a huge impact on our success.

     Of course everyone would like to do what I do and earn the income I earn.  I have been at this 13 years and have learned along the way from mistakes that can only come from being in the trenches.  At the end of the day when an assistant bails on me and just decides not to show up to destage a house, guess who has to go to the house and pull all the items out, loading bins and art and schlepping to the Staging rig?  Me, that’s who.  At the end of the day, it is MY business and “the buck stops here” applies to any Staging business owner working to be successful. 

     If the project does not go as planned and a client is unhappy, it is not the worker-bee that gets reprimanded.  It is the company owner.  Accepting responsibility and being able to handle tough situations separates the wannabes from the successful Stagers in this industry.  When the going gets tough I cannot – I will not - pack up my tent and go home.  This is my livelihood and I have to make it work because I support my family with this business.  And because I love what I do.  And because I would not choose to go back to my old life of working a 9-5 job.  The hours, the sore muscles, cranky clients and other chaos that might occur are worth it to me because I love Staging.   I also love the transformations I am part of whether it is the physical house or the mindset of a client.

      Just like icebergs are constantly growing and changing under water, we too have to change and adapt to the market and industry expectations.  Being able to remain viable while also being competitive is an art and science.  Finding other niches for income that take advantage of our creativity and talent is always happening and being able to keep a lookout and be forward focused on the horizon for new opportunities is our goal.

     I don’t believe that the public will ever really fully understand what goes on beneath the surface of my business and I don’t need to them to know every aspect. I educate them about what I do and my processes to help them achieve their goals and keep the back details private as they really don’t need to know all of that.  They just need to know I am able to help them and they are in capable hands.   Only when someone enters the waters of owning and operating a Staging business will they truly have full appreciation for all that goes on to make our clients properties look fabulous and help them achieve higher success.  And then they will finally have the appreciation for successful Stagers in business all over the world. 

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Jennie Norris is the Owner of Sensational Home Staging serving the greater Denver region.  Since 2002 she has helped over 3,000 properties look their best before coming on the market.  She is one of only a few hundred Accredited Staging Professional Master Stagers in the world and provides her leadership and mentoring to colleagues worldwide. (303)717-7918   www.SensationalHome.com

Developing Your Unique Market Brand - Going from Bland to Memorable

Developing Your Unique Market Brand - Going from Bland to Memorable

by Jennie Norris, ASP Master, IAHSP- Premier

Owner, Sensational Home Staging & Marketing Guru

Helping My Clients Achieve Success - Because That's What I Enjoy!

 

When it comes to marketing your business, have you developed a strategy that really sets you apart from others that provide the same service? Do you believe that it’s all about your services, your skill or your business strategies?

Answer these questions:

Do you believe that you can appeal to every target client?

Do you believe that anyone can become your client?

Do you believe clients hire you because of your services?

 

If you answered YES to any of those questions, I have news for you. You are wrong. Yes – wrong.

 

In order for you to truly develop your key marketing brand and honor yourself you need to understand that you do not appeal to every person and not everyone wants to work with you. When you embrace that fact – it’s liberating!

 

In life and we pick and choose our friends and partners. Why don’t we have that same discriminating attitude when it comes to our potential clients? It’s a mistake to think that we will magically be able to create this appeal in our business where everyone we meet will want to work with us. Those that believe they have universal appeal end up developing a marketing strategy that basically waters down who they truly are, and focuses on the generic, bland blob of oatmeal approach to attracting a client.

 

I’ve never cared for oatmeal. The mushy consistency and the bland taste were never my favorite. That’s probably why at 4 years old I fed my morning oatmeal to the stray red tabby cat outside our kitchen sliding glass door. I missed the first half of pre-school that day as my punishment but that is how I got my first pet, Victor.

 

Mass appeal is dead. The unique, story-telling aspect of who we are draws our perfect clients to us. And the best part is we don’t have to fabricate or engineer a story – we all have wonderful stories called our lives – to draw upon for inspiration.

 

It’s not about rejection it’s about embracing who you truly are and the laws of attraction will bring your perfect clients to you. It’s about creating an emotional connection through story telling about YOU and your life that makes marketing memorable.

 

Think about the recent Super Bowl commercials. Which ones were your favorites? Mine were the Clydesdale, the Farmers, and the Old People. They told a story, showed the heart behind the message, made me laugh or cry, and it was memorable. The ones I least liked were focused strictly on the product and did not get to my emotions.

 

If you want to develop your true unique marketing brand and strategy ask your self some questions and be really honest with your answers, knowing that there are no wrong answers:

 

• What makes me different or unique? (your background, your talents, your characteristics)

• What am I truly passionate about in my life? (family, friends, your work, a cause, etc.)

• What hobbies do I have? (your interests, your focus when not working)

• What are my core values? (your beliefs, your heart)

 

If you have trouble answering the questions above, get help from your close family and friends to get some concrete answers.

 

The things you wrote down – those need to be the focus of your marketing brand. You need to somehow incorporate those elements into your message. Don’t hide who you are under a blob of oatmeal believing that you might offend someone if you truly “put it out there.” Guess what? That person you are afraid of offending is going to figure it out anyway – and not be part of what you are building. And the person that is like you, has the same interests as you, respects what you stand for – they are going to be that much MORE attracted to you because of your willingness to “put it out there.”

 

So many people think, “If I can just be like (some other person you admire) then I will be successful.” And forget that they can NEVER be that person because that person is already taken!

 

When a business person is able to craft their marketing around their core values and passions it becomes about the emotional story telling in our marketing instead of focusing on service and how hard we work.

Face it – no one really cares how hard you work or your litany of services you offer – BORING. Yawn. That is not an interesting story. What they care about is YOU and finding a connection to you that makes sense for their life. They care about how you fit with their goals and values.

 

Embrace who you are – know that you are not a blob of oatmeal – you are a vibrant, interesting human being with opinions, thoughts, and passions. Use THOSE to differentiate yourself and come up with creative ways to let people know WHO you are and WHY you do what you do. When you are able to marry the two pathways of marketing and branding you and your business, you will attract the type of clients you want and success will be yours.