Are You a Tweaker?

Are You a Tweaker?

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

Owner, Sensational Home Staging

Helping Sellers and Realtors Achieve their Goals since 2002

No. I am not asking if you are a Meth-head.  I am referring to Staging. 

Are you a Tweaker when it comes to your hands-on Staging projects?  Whether occupied or vacant home Staging projects, I have encountered Staging Tweakers – and the fact is Tweakers lose profit and drive themselves insane because they just don’t know when to stop!

I have witnessed Tweakers in action during the many Staging projects I have supervised both as a Trainer and as a Company owner.  These are the people that adjust an item over and over – moving it slightly here, slightly there.  Taking it away. Bringing it back.  Agonizing over whether the items they are using are “right.”  Making changes to the finished product repeatedly.  Even driving back to the house once the Staging is done to adjust things one more time.

When I have my Staging Crew – I make it clear up front that we need to execute the plan in each room and move on.  If I find I have brought a tweaker with me I have to do an intervention.  I need to step in and let them know what they’ve done looks great – and let’s move on to the next area.  As compelled as they are to go back and adjust, they are not allowed to do that.

I say we need to lovingly help Tweakers to help them get away from tweaking.  The reason I feel strongly about this is I want my colleagues to earn the MOST from the Staging creativity and expertise.  When we start tweaking beyond what is truly needed, time does not stop and we may end up taking much longer in a room or house because of our need to make it “perfect” versus sticking to the plan.

Here are the steps you need to take to get out of Tweaker mindset and in to a Stager business mind set.

1. Understand that Time is Money.  If you need more explanation on that just read my blog post on that principle and it will become clear. 

 

http://sensationalstagedhomeblog.blogspot.com/2013/03/the-longer-we-take-less-we-make.html

2.  You have to make a plan and stick to that plan.  It’s not that things cannot change once you get into the Staging and another great idea pops into your head – the key is to settle on the final product and be happy – and move on.  When the Staging is done, it’s done.  Think about if you finish earlier than planned? That is a good thing – you have extra time for yourself and made more than you planned!

3.  You need to ask yourself, “Will my adjusting this item from where it is right now really make a difference in the Staging?”  If the honest answer is yes – then by all means do it.  If the answer is no and you are just over-analyzing the room and Staging - STEP AWAY FROM THE ROOM.  And Move on to the next area to be Staged.

4.  I think we all need to “tweak” our Staging just not to extremes – the final product to assess how it looks from the doorway – are tags showing on pillows, is the comforter straight, are the chairs placed in the right spot?  But taking it to extremes reveals a compulsion in some of us that we need to stop.  Because it is costing you money.  It is costing you sanity.

The fact is whether the plant is 3 inches to the right or left really is not going to make a difference in the Staging.  Whether a picture is hung 3 inches to high or low or too far to the right or left WILL make a difference – so fix it.

5.  Be Confident in Your Staging.  Staging styles differ with some Stagers bringing in a lot of décor and others bringing in more minimal – and the key is whatever you decide to put in a room, on a surface, on the wall – you need the CONFIDENCE to know it looks great and give yourself permission to move on.  Just who do you think is coming in the room?  I will tell you who isn't - the Staging Police – who will slap the letter “L” on your forehead because you did something “wrong” in your Staging! 

If your challenge is about confidence in your work, then I recommend shadowing with an experienced Stager and study the before/after photos of Staging projects to really understand what it takes to be successful.

6.  Final Stamp of Approval.  At some point in all our Stagings we need to give the stamp of approval for the room and move on.  Never drive back to a house because you saw some small “flaw” (to you) in the photos.  Remember that Staging makes an overall impression on the Buyer and very few are really scrutinizing what was done close up – unless they want to go into the biz.  Some Stagers bring an iron to all their projects and take out all the wrinkles in fabric as they make the bed.  I say, get bedding that does not wrinkle!  I have a steamer and will use it as needed but when our budget it tight and we need to stick to the clock I am not whipping out an iron to get rid of wrinkles when I can avoid them from the start by bringing products that make me most efficient.

In summary, Staging is subjective and we have guidelines for what we know works for both process and presentation.  Simply follow those guidelines and have confidence in YOU and your creative talent.  That is the cure for tweaking.

 

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If you are a Realtor or Seller in the greater Denver area and want to get your house or listing Staged for sale, give Jennie a call.  She is efficient and experienced to get your house Staged in the quickest amount of time (which minimized the amount you need to pay) so that it looks great before coming on the market.  (303)717-7918 or 888-93-STAGE.  http://www.SensationalHome.com

Staging With Your Family - How to Make it Work

Staging with Your Family - How to Make it Work

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

Owner, Sensational Home Staging

Denver Region's Premier Home Staging Resource

Building a Home Staging business is not easy. It takes perseverance and hard work, dedication and long hours. Toss the added challenge of having a family – and you have the question of “How do I make this all work?” How do you roll your roles as spouse, parent and business owner together without losing it?

When I started Staging 10 years ago, my 4 children (3 boys and a girl – the oldest) were 3 to 8 years old. I was also homeschooling them (did that for 5 years). No I am not nuts but love my children and that was the path we chose at that time. When it became necessary for me to once again contribute to our family income, I was determined to not go back into the corporate world where I would leave my children in child care and deliberately found a profession that not only used my creative talents, but was flexible as well. It was not easy to start a business with a 3, 4 ½, 6 ½ and 8 year old!

So I compromised and made it work. In the early years of my business, I did not go to client appointments in the day time. I had to get consultations done in the evening, and would Stage nights and weekends as needed. When I started getting more and more demands for daytime appointments, I added a team member whose kids were older so she was available in the daytime – and she handled those appointments. Stagers on my team will remember midnight completions of vacant Stagings, and zooming to a Starbucks that was about to close with warnings from us on the phone to stop cleaning their machines because we were going to make it in time! I did what it took to make it work. I was able to build a business around my family, I did sacrifice some time with them, and thankfully I have a husband who was supportive from the beginning, and would do child-duty at night when I had an appointment. And I am grateful Staging is flexible and being able to build a team of Stagers helped offload projects that I could not personally handle.

In the beginning my children could not help out much in the business because they were too young. They could help with administrative things like marketing pieces, organizing papers, and stuffing envelopes. You want to find ways to involve your children in your business so that they gain an appreciation for what you do, and eventually can grow into a business partner. You see there are ways to involve your family that are advantageous for you and them – because you can pay a family member any wage you determine for them to help you in your business. A child can earn over $5,000 tax free as your employee and the benefit is this money can then be used by them to purchase things they need such as clothes, school supplies, entertainment – things you would be paying for anyway – but now they are a legitimate tax write off for you. So I found ways to involve my family.

Our daughter (18) helps with the creative side of things in a Staging acting as an assistant on projects where I need help. She has also helped with marketing campaigns on occasion. My boys have grown up to become my labor. Our oldest son is now nearly 6 feet tall, weighs 190 pounds, and at 17 years old is proving himself to be strong, reliable, and did I mention strong? I will sometimes include some of his football buddies when I have a Staging that has bulky items to move around. These boys are polite, hard working, and happy to work for $20 and a pizza. Our two younger boys (13 ½ and almost 15) provide a labor resource for getting items from the vehicles into a house, helping to pack, load, and organize. I remember when our 2nd son proudly exclaimed, “Look Mom! I can carry this area rug all by myself!” The rug was longer than he was tall but he was carrying it and doing a great job! Our youngest son is a whiz at packing a truck, maximizing the space potential in ways that would challenge any Tetrix enthusiast!

My husband has always been available as needed – he has helped schlep inventory, he has driven vehicles, he has helped de-Stage when I was flying solo and my crew were not available. Most of all he has helped open doors for relationships because he is such as great networker and spokesperson for my company. He says the things I am too embarrassed to say because it sounds like I am bragging. He has a full-time demanding job in the high-tech industry, and yet loves the real estate industry and truly understands how I fit within the industry to help serve Realtors and sellers. I know if I did not have his support, and that of my children I would not still be Staging because it would be too challenging to have to prove my value repeatedly to my family and demonstrate that I have a legitimate business.

When I started both my Staging companies, I built from the ground up from scratch. We did not know any Realtors or have any sort of network for referrals in both the cities where we lived. That is the hardest way to build a business – cold – and yet that is how I have had to do it both times. Having the encouragement of family has been key.

Not all of my extended family “got” what I did in the beginning and therefore were not the most supportive. I believe they thought it was a hobby, fad or trend that I would move past and not a legitimate business. Staging was not that well known where they lived so my starting a Home Staging business was probably odd to them. When I started bringing in big dollars that is when my parents’ eyes opened. I have had family members sell and not contact me for help – and that’s OK. They may never totally appreciate what I have done in the past 10 years as a business owner, mentor, trainer, author, and entrepreneur, but my family and I know and that’s all that matters.

And my sisters and brothers in the trenches in the industry know because they are right there with me each day working to increase their business, to be successful, to represent our industry, and to help others achieve their goals along the way. I cannot think of a better role model for my children than a person that uses their God-given talents to develop a business that helps others. The fact that it is a great industry and lucrative is a double bonus. My Staging family that extends all over the world has become a huge avenue of support, encouragement and friendship and I would not be able to do this without them!

"Marketing Made Simple - The Key To Success" - Book Released! Co-authored by Jennie Norris & Barb Schwarz

The latest book released by Barb Schwarz, The Creator of Home Staging, President & CEO of Stagedhomes.com and Founder & Chairwoman of The International Association of Home Staging Professionals (IAHSP) is co-authored with Jennie Norris, ASPM, IAHSP-Premier, ASP-SRS, ASP-REO, Owner, Sensational Home Staging, and Certified ASP Course Trainer with Stagedhomes.com. 

With nearly 70 years of combined marketing and business experience, this book is full of great information and ideas to help any ASP and ASPM Home Staging business owner - new or seasoned - get the exposure and market share they want.

Order your copy by going to the http://www.stagingshoppingcenter.com .  The book is on sale for $29 plus shipping and handling - regular price $39.  It's a must have for anyone serious about succeeding in the Home Staging industry.

I can say I am very excited to finally see this book in print.  It has been a labor of love for several years - one that I put away and revisited time after time - adding to the content and focus of the book.  I am honored to share the publication of this book with Barb - my mentor and someone I love.  As a business coach and business owner, I know the biggest hurdle any business professional faces is how to market their business to get the market share and success they want.  So many are afraid to market, don't know what it really means, and don't have a plan of action or marketing strategy in place. 

To me marketing is fun - but it takes work and needs to be consistent to achieve results year after years. My hope is that many will order the book and put into practical use the tips and ideas in the book - and realize that we can never rest on our laurels and must always be "out there" sharing what we do to the market place where we work.  We need to change with the times - and keep our approach fresh.  That is the only way to have sustained success.

- Jennie

Marvelous Miami Transformation - ASP Home Staging Course

ASP Staging does it AGAIN! Check out the transformation of this house in BOSTON!

Check out the latest ASP Course Staging project where students are challenged to use ONLY what the homeowner has in the house combined with Staging techniques, instructions and ideas.  If we all believe what we see on HGTV then all Sellers would have to SPEND $2,000 or more to get their houses Staged and all houses would need a "design overhaul."  What if a Seller does not have $2,000 - or what if they have things to work with already?  Staging is NOT decorating or design - it is a tool use to present a house for sale to the Buying Audience.



Sometimes what a house needs is to have rooms opened up, large furniture removed and some pizazz added with decor - placement is key - and Sellers need to know to work with professionally TRAINED and ACCREDITED Stagers to get the right job for their situation.


Enjoy these photos!!  Spread the word that when it comes to Staging and Selling - ASPs are the go-to Stagers!!

Staging WORKS! Tranformed with Talent and Creativity - Indianapolis, IN ASP Class!

Check out how each area of this house was improved using Staging principles and techniques!

Do what you Love . . . Don’t just Work as a Means to an End

Do what you Love . . . Don’t just Work as a Means to an End
by Jennie Norris, ASPM, IAHSP - Owner, Sensational Home Staging


I was listening to a radio show the other day and they were talking about jobs and how people should not whine about having to work – it’s a means to an ends. . .

There was a caller that kept changing jobs because she was unhappy with her workmates, they annoyed her, they were not intelligent enough, she got bored, or whatever other reasons she tossed out there – she was not happy at her work. I just kept thinking, “She is in the wrong industry.” If someone is that unhappy in their job that they keep looking for “it” somewhere else – and job hops, and hates going to work – they need to do something else.

I kept thinking to myself:  "They need to find their passion."

However the advice from the radio people was, “Suck it up.” They actually said for working, “We do what we have to in order to have the life we want.”

In other words a job is just a paycheck and working is part of what we all HAVE to do in order to pay bills and have a life that we hopefully enjoy. It does not really matter if you really like it or enjoy the people you work with . . . you do it because you have to in order to live the life you want.

WRONG. Anyone else find something wrong with that advice?

Settling for a job just to pay bills – is a miserable existence. I know many people do it and I also know for many in this economy having any job is a blessing . . . but I just feel sad for those people.

Finding a passion is the key to happiness in the work world. I think high school counselors should be helping kids discover their passions – whatever it is – and steer that child into an industry they will enjoy – not just figure out what jobs pay the best and steer that kid into an industry they will hate.

Why did I have a physician in one of my recent ASP® Training classes? She has a full-fledged career as a Doctor – M.D. – and yet wants to be a Home Stager. This person was so full of life and creative energy – her field (oncology) was stifling that in her – and dealing with death and dying was just not fueling her passion. She was good at it – but she wanted something more.

Realizing there is an industry that pays well and will fuel that creativity opened the door of opportunity for her . . . I expect her to be very successful and much happier as a professional Home Stager!

Follow your Passion! Then work is not drudgery or just a means to an end . . . it is something you look forward to every day!

You know how some people just get through the week and then live for the weekend? I live for Staging! I get so excited when I get to work with a client and help them get their house ready for sale!

But in order to follow your Passion, you have to know what your Passion is. It might be working with kids, or gardening, or writing or health and fitness, or old cars, or any number of things. . . There are careers for all those fields – they may not pay the same as you are making now – or maybe they will pay more – but what I have found is that I would easily give up $$$ in order to be HAPPY in what I am doing daily and be motivated to be the best in that field that I can be!

I thought about all this and realized how lucky I am to have found Home Staging. I had a passion for creative things – decorating, painting, remodeling houses, and found this industry. It is my work – and yet it is not a means to an ends only. It’s not just a way to provide income to my family so we can do what we love. It is my passion!

My motto is, “I do what I love so I can live the life I love.”

I love Staging. In fact all the Stagers I know love Staging. We did it for free for much of our lives for crying out loud! Finding there was an industry that would actually pay me for my creative energy and ideas is the icing on the cake. Knowing I am helping other people (one of my passions), using my creativity and talent (another of my passions) and earning great income (a great benefit of the industry – and OK a passion as who does not want to be paid well?) is the proverbial trifecta of working for me!

So if you are reading this and are doing what you love, say a little prayer of thanks as you truly are blessed. If you know someone that is unhappy in what they are doing – ask them, “What you are really passionate about?”

It’s never too late to re-invent yourself.

Age is just a number and I’d rather go out of this life doing what I love than suffer in silence or never discover and use my true passion.

Home Stagers: Is Your Mama Proud?

Home Stagers: Is Your Mama Proud?

I was thinking early this morning – as my mind wandered and settled on different thoughts and conversations – that as a professional Home Stager – there seem to be those that expect us to do work for FREE to “prove ourselves” with the promise of lots of business to be had.

I know of many Stagers that have fallen into that trap – “Gosh – when they see how wonderful my work is – they will then give me all their business. I just have to prove myself to them.”

Remember what Mama used to say? “Don’t give the milk away for FREE or else they won’t buy the Cow.”

Mama was right – even though she was talking about something else – it applies to business as well.

Let me ask you something.

When was the last time you heard a REALTOR® offering to sell a house for free? (and those that waive the commission fee if the Seller buys a house through them are still MAKING MONEY off that client).

Do you think they have established their business, paid for education, memberships, and insurance – only to work for FREE?

“Gosh – if I just list this house for FREE then these Sellers will refer me to all their friends and the neighbors will see how great I am and the next time someone needs to sell they’ll call me.”

That’s not how it works!

When you give it away for FREE people want that the next time too! They don’t see the VALUE in working with you and therefore diminish your worth.

Realtors would not list a house for free unless they are – well – foolish. I know of NO successful agents that would do this as a strategy for getting business. Instead they focus on their value, their expertise, and their relationships.

So why are Home Stagers expected to “give it up” in order to gain business.

I think we have only ourselves to blame. And it’s – well - foolish.

When we don’t let our prospective clients know that we run a COMPANY – a BUSINESS – and there are business expenses inherent in that – education, memberships, licenses, insurance, marketing – AKA – OVERHEAD. . . when we don’t let people know we have set up a professional business, maybe they think that we really don’t have anything to lose by working for free.

• Do Agents or Sellers ask pest inspectors or home inspectors to do their reports for free? NO.
• How about Appraisers? Do Agents or Sellers expect them to come and do an appraisal for free? NO.  
• What about a Title Rep or a Lender – do Agents or Sellers expect them to provide their services for FREE? NO.

These other affiliates of the Real Estate Industry don’t work for FREE – so why should Home Stagers? We don’t have to give it away for FREE in order to gain business and “Show our Stuff."

So STOP using FREE as a marketing strategy. If you are a professional Home Stager, you have value – you BRING VALUE to the table. You can quantify your VALUE to the Realtor and Seller.

And if you are an Agent reading this – please realize that your Home Stager can be a key part of your team – to help you get your listings SOLD, and help you get future business. They have taken the time to set up a Business, and have expenses related to that business, just like you do.

Please don’t expect FREE with the promise of “lots of future business” – I have heard that speech so many times, and it never seems to quite pan out the way it is painted in the beginning.

So my recommendation is to establish a partnership with a trusted and TRAINED professional Stager that can really help YOU gain more business. They can help add to your marketing, and can even provide things to help you in your business. This will make them a valued asset to your team, not just someone that can do things for “cheap or free.”

We honor our Realtor clients and I know how much WORK goes into what an agent does for a Seller and Buyer. I would not dream of asking a Realtor to discount their fees or Sell my house for FREE (or my friend’s or family member’s house) . . . as I know it is not smart Business to do that – and the same is true for a professional Home Stager.

We don’t just dabble in Staging. This is not a hobby. This is a business that we have established to support our lifestyle, just like you – as a Realtor®.

And how do we help you and your Seller? When a house is Staged professionally it will Sell faster – as much as 3-5x faster based on National Statistics tracked at www.Stagedhomes.com), and sell for more – as much as 5-20% more according to the National Association of Realtors. This mean they keep their equity and you make more commission $$.

I’d say that’s bringing a LOT of value to the Seller and Realtor.

I am not opposed to giving “Promotional Incentives” to clients – but I don’t do that until we have an established working relationship, it’s a once in a while thing, and it’s never 100% free. It’s a way I can honor my working relationship with my Realtor partners – and still pay my business expenses – and make a living.

And I can still hold my head high versus feeling cheap because I gave it away for free – and then the next call never came.

Mama would be proud.