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.

Vacant Houses Are Like a Christmas Tree Stand with No Tree! Stage it BEFORE you List it!

Vacant Houses have no visual appeal - they are like a Christmas tree stand with no tree!!  This holiday season, make sure you have the BEST first impression - Stage it BEFORE you List it!

#home #staging #stager #Denver #Colorado #house #property #vacant

Highlands Ranch Staging - Highend House - Sensational Home Staging - Denver Region's Premier Home Staging Resource

Hands-on Home Staging to help add Visual Appeal for Buyers - Sensational Home Staging - Denver

This house had core furniture pieces but some were dated and the décor was not appealing to the target buyer. We provided hands-on Staging services including coordinating moving of large furniture pieces to storage, and then set the scene using what the homeowner had with our décor and furniture added as needed. THe end result is a visually appealing property that is prepared for the target buyer.

2015 was a great year for Sensational Home Staging and our clients . . . looking forward to a successful 2016!

A Timely Poem for Realtors and Sellers . . . . Twas the Month Before Christmas - Staging Style!

The Christmas Season is upon us . . . here is a Sensational Home Staging twist on an old classic . . . .enjoy!!

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

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!

Why Vacant Houses Need to be Staged to net the Seller the MOST Money from their Sale!

“Vacant Doesn’t Make It”

I love this Staging Saying coined by Barb Schwarz, The Creator of Home Staging® and my personal mentor and Staging Mama! And she is absolutely right. Vacant houses do not feel larger to Buyers and they are not a blank slate for a Buyer to visualize living in with their things.

Consider this well known statistic: Less than 10% of the population can see things in a different way. That means a vacant house lacks appeal to 90% of the buyers out there!

This property would have sold without Staging - but because it was Staged and showed so well it got multiple offers and SOLD for $50K OVER List!

Why Vacant Does Not Make It!

1. Vacant rooms are cold and empty.
2. Buyers cannot tell how large or small a space is when it is empty – especially from a photo.
3. Buyers cannot tell what room they are looking at especially when all the rooms are the same paint color – and just a square space with a window.
4. Buyers will notice all the “minor flaws” in the room – scratches on the floor, baseboard that needs painting, etc. – because there is nothing else to look at in the room. They focus on the condition versus the possibilities.
5. Buyers may believe the Seller is desperate to sell since they moved out and are now carrying a mortgage on an empty house.

Why Stage?

1. Staging helps define the use and purpose of the room.
2. Staging helps highlight the focal points of the room.
3. Staging helps Buyers envision how to place their furniture in a room.
4. Staging helps add color and visual appeal for Buyers online and in person.
5. Staging gives Buyers something else to focus on rather than minor flaws and conditional issues.

Staging creates an emotional connection to the property that a vacant house lacks.

Just because the market is “hot” around the country does not justify putting a house on the market with the expectation that it will sell because what is being left on the table is MONEY for the Seller. Agents need to be providing information on every tool available to help a seller net the MOST from the sale of their house.

Getting an estimate to Stage is usually a complimentary service or provided at a nominal cost. How can a Seller make an educated decision about Staging when they don’t even know the price? Sellers need to get the information from a Stager that owns and operates a business, not from the Agent that does not know Staging pricing for THAT property.

So go ahead – LOSE money - leave money on the table by not Staging. Or be a WINNER and part of the proven statistics that show time and time again, a Staged house sells at a better price. According to National Association of Realtors – anywhere from 5-20% of your list price! Be an educated Seller and work with Agents that understand how to get you the BEST Staged and SOLD price!

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For help with Staging in the greater Denver market give Jennie a call (303)717-7918 or 888-93-STAGE and online www.SensationalHome.com. Jennie is also networked with Realtors that include Staging as a standard part of their listing services and pay for some or all of the service and she would be happy to provide their information to you. 

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

Staged and UNDER CONTRACT in 1 day - Highlands Ranch Staging and Listing Success!

This property was on the market last year and did not sell. New year, new Realtor that brought me in as the professional Stager - and new look for the property that included tasteful furniture and décor to highlight this home's features. Result: This house went under contract in 1 day! THAT is the power of proper marketing of a house even in a hot market!

Home Staging and the Laws of Buyer Attraction

Home Staging and the Laws of Buyer Attraction

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

Owner, Sensational Home Staging – Serving the Greater Denver Region

The spring market is in full swing around the country as homeowners take the plunge and decide to sell. It is important to make the very best first impression for buyers and that means you need to Stage your house before you sell. Barb Schwarz, The Creator of Home Staging® coined a phrase used by many in the industry, “The way you live in your home and the way we market and sell your house are two different things.” What that means is there is nothing “wrong” with how you choose to live in your home. However, selling a house requires a shift in mindset because you are looking to attract a buyer.

Staging is the process of preparing a house for sale so that it sells in the quickest time and at the best price. It is an up-front investment in time and dollars to ensure you maximize the rate of return on the sale of your house.

Property Interviews and Dates that lead to a Match
Think about any time you went to a job interview or on a date. Did you shower, dress up nicely, present yourself well to the person you were meeting? Hopefully you answered, “yes.” Selling a house is no different. Buyers preview your potential property online and I call that the interview. When they come in person to see the house – it’s a date. In both instances the house has to look its best. If the buyer does not like what they see online, then there is no date set to see the house in person which means no offer. One leads to the other and both are essential to get you the best price for your house. 

It’s the laws of attraction at work.

You might be in a “hot market” where houses are selling quickly, and yet Staging will help you get the very best price and in some markets results in competing offers for the property because it looks so good. In a traditional market statistics show that Staging helps houses sell 2-3 times faster and anywhere from 5-20% MORE than the un-staged competition. Your ASP® or ASPM® Accredited Stager can explain the difference between “Staged List Price” and “List Price” which can mean more money in the sale of your house, as well as show you the statistics that support Staging.

We live in our homes and sell a house or product. Staging is about preparing the house for the unknown buyer and that is why we have to put things away that are personal to us or might be distracting to buyers. All you know about a prospective buyer for your house is that they have money to invest in a property and are searching in your area. You don’t know their age, faith, race, background, politics, education, what they do for work, or family status. In order for your house to attract all buyers you need to remove any of those things I just listed from your home and turn it into a house that all buyers can appreciate.

Staging is also to help protect the Seller. By removing things that are too personal such as family photos, financial information, health issue items such as prescriptions, you are protecting your family from potential predators online and in person. Even something as generic as kitchen knives in a butcher block need to be removed because they are weapons. In fact any weapons in the house need to be removed and/or secured before any buyers enter the house. It is both a safety and liability issue.

Here are some tips you can use to help get your house ready to sell:

1. Clean your house – top to bottom, inside and outside. A clean house tells a buyer that you took care of your house and they feel better about the purchase. If you don’t have time to do the really deep cleaning in bathrooms and your kitchen, hire someone to help you. It will be well worth the investment.

2. Clutter-Free – removing all the excess from corners, counters, and rooms is key. You are packing – just pack up early so that when you get that offer, you are already well on your way to being ready to move. Think about the things you have now and decide if you really want to pay to move them – and then purge and donate things that you no longer want or need.

3. Color – we paint our walls custom colors that we like but have to understand they may not appeal to the buyers. Paint out any bold colored walls to a nice warm tone neutral. If you love that color you get to paint it in your new home. Remember we are selling SPACE so open up those rooms visually by putting warm tone neutral paint on the walls. You can add color with artwork, accessories, accent pillows, and bedding. Do add color to the exterior of your house with fresh annuals that are cheerful and inviting.

4. Pets – What do we do with our fur babies when the house is for sale? Buyers may have positive or negative experiences with pets so you need to minimize the evidence of pets for photos and showings. Buyers may assume a pet soiled the carpet or did damage to the house if there is evidence of a lot of activity. Leaving a large dog that barks in the backyard or garage is not a good strategy. Taking them with you, putting them in a day-kennel, or having family members help out is a good plan. Pets that are strictly indoor pets need to have a discreet area to do their business that are kept very clean, and if they are housed in a cage or terrarium it should be clean, covered and located in a discreet part of a bedroom. Make sure pet hair is cleaned up before any showings, and take time to remove any dog “bombs” from the back yard so buyers don’t track that inside.

5. Personal Items – As you prepare your house for sale remove anything of value. If you leave things out on display they are at risk because a buyer could handle them, accidentally break the item or even steal it. Jewelry should not be left out nor should prescription medications. I recommend my sellers take those things with them when there are showings. Just stuffing these things in a drawer is not a good idea because buyers may snoop.

6. Get Help - The last and most IMPORTANT recommendation I am going to make is for you to get an objective, third party opinion on what your house needs to prepare it for sale. Find an Accredited Staging Professional® (ASP®) Stager in your area and have them prepare a Staging Consultation which is a documented detailed summary of what you need to do room by room, inside and outside. We don’t see our houses the way buyers see them – and getting an objective assessment is crucial. On average a consultation investment can range between $125-$375 depending on where you live. If your house is vacant, an ASP® Stager will preview your house and provide a Staging estimate to Stage the key rooms in the house.

To find a qualified, trained, Accredited Staging Professional go to www.Stagedhomes.com and click on the ASP Directory Link.

About the Author:
Jennie Norris, ASPM®, IAHSP-Premier®, ASP-SRS™, ASP-REO™, ASP-BTS™ is the owner of Sensational Home Staging, serving the greater Denver region. Since 2002 she has Staged over 3,000 homes and over $1 Billion in property values. She is a Board Member of the International Association of Home Staging Professionals® (IAHSP®) and is the President of the local Denver IAHSP® Chapter. Jennie is also a Certified ASP® Course Trainer with Stagedhomes.com and since 2005 has helped educated thousands of Realtors and Stagers. Staging is her passion and she enjoys sharing the value and benefits of Staging with Realtors and Sellers. Jennie is a marketing expert, author, blogger, mother to four teenagers and wife of 27 years. You can find her online at www.SensationalHome.com.