By Lori Ehrig

In the world of interior design, an interesting specialty has become increasingly popular — “staging” homes for sale. We are all familiar with the concept of furnished model units, but this is different because it’s not limited to new construction or just used for vacant homes. Staging is the practice of accessorizing, rearranging, and clearing clutter so that prospective buyers can really see a home in its best light. Stagers, as those who practice it are called, often have their own inventory of furniture and decorative accents but they also frequently rent items from their own sources.

Sometimes the most important thing a stager can bring to a home is the ability to see it with a fresh eye. People get used to seeing their own possessions in a space they are living in, making it difficult to be objective about what really enhances it. The basic principles of staging are really the foundations of good interior design: clear clutter; create a focal point; utilize both positive and negative space, and achieve balance in a room. Remember that “less is more,” and one of the hallmarks of really good design is editing and using restraint.

According to the National Association of Realtors, staging listed homes is one of the top 25 trends in residential real estate. The term was coined by interior designer, turned realtor, turned speaker and teacher, Barb Schwarz. Check out her website at StagedHomes.com. Schwarz offers classes to both realtors and staging professionals where students can earn the “A.S.P.” (Accredited Staging Professional) designation.

Before earning it, however, all students must perform an actual staging on a real house for sale using only the owner’s things. The results are dramatic, and often surprising to the owners. The most recent workshop yielded a letter from a very pleased homeowner who not only sold her home right away, but also wanted to know if she could hire the stagers to come accessorize and arrange her new home too!

Schwarz uses such phrases as “Buyers only know what they see, not what it’s going to be,” “You can’t sell it if you can’t see it,” and “If you can smell it; you can’t sell it.” Roughly translated this means that you need to suggest how space might be most efficiently and enjoyably used; lots of overgrown shrubs and bushes will make a home less inviting; and all smells must be eliminated, with the possible exceptions of cookies baking in the oven or spiced cider mulling on the stove. That may sound obvious, but even things such as incense, scented candles, and strong potpourri can turn people off. Today more and more people are developing environmental allergies, so some of the odors not only are unpleasant, they can cause headaches and nausea. The way you live in your house and the way that you stage it for sale are two very different things.

Does staging really work? Just ask real estate partners Jane Harrison and Stephanie St. Mary. They explain, “Many of us don’t live in picture-perfect homes with uncluttered surfaces and furniture arrangements that best show off a home. However, the more attractively your home is presented, the more appealing it will be to prospective buyers. This interior appeal translates directly into higher purchase prices and less time on the market.”

“This past year we listed four homes for sale in which we utilized the skills of a stager. In two of the homes we staged the home from the start. Using the homeowner’s own belongings we rearranged furniture and accessories, and then supplemented the existing decor with additional furniture and accent pieces. In two homes we brought in a stager once the home was vacant and added furniture to help define the spaces in the rooms. To our sellers’ delight, in all cases the homes sold within weeks of being staged without any reduction in the listing price.”

Staging rates are comparable to that of interior design consultations, about $75 to $125 per hour, plus furniture rental, set-up, and delivery. Is it worth it? You bet if it helps sells your home quickly; the investment is usually a lot smaller than a home sellers’ first price reduction.

Lori Matzke Ehrig can be reached at 206-230-5550.