DON’T PUT SELLERS ON THE DEFENSIVE! DON’T PUT SELLERS ON THE DEFENSIVE!

You’ve just landed a new listing. Now, it’s time for sellers to properly prepare the house for the MLS photos and the market. You sense it’s not going to be an easy discussion. What’s a REALTOR® to do?

home stager arrives for a consultation, sellers expect to hear from us that certain changes may be needed.

home stager arrives for a consultation, sellers expect to hear from us that certain changes may be needed.

You’ve just landed a new listing. Now, it’s time for sellers to properly prepare the house for the MLS photos and the market. You sense it’s not going to be an easy discussion. What’s a REALTOR® to do?

That’s a great time to call in an accredited home staging professional (ASP). Why? Because your communication with sellers is critical to a successful selling experience. Sellers don’t want to hear negative comments — no matter how beautifully worded — from you. Even though you’re accus-

That’s a great time to call in an accredited home staging professional (ASP). Why? Because your communication with sellers is critical to a successful selling experience. Sellers don’t want to hear negative comments — no matter how beautifully worded — from you. Even though you’re accustomed to advising your sellers, it can still be awkward. However, when a

An excellent, accredited home stager doesn’t march into a property and start listing issues like a drill sergeant. We know the entire selling process is extraordinarily stressful. A REALTOR® told me recently that a new listing client didn’t want a home stager because she’d had a terrible experience with another stager on a prior property. Apparently, the stager had walked into the house and immediately said, “Oh, no. … Most of THIS” — with a sweep of her hand around the living room — “has to GO.” How unkind! Plus, this new listing was the seller’s recently deceased mother’s home, and she was understandably sentimental about it. Armed with this information, I was even more gentle when I visited her. She acted on every one of my suggestions, and her house received multiple o ers over asking price.

An excellent, accredited home stager doesn’t march into a property and start listing issues like a drill sergeant. We know the entire selling process is extraordinarily stressful. A REALTOR® told me recently that a new listing client didn’t want a home stager because she’d had a terrible experience with another stager on a prior property. Apparently, the stager had walked into the house and immediately said, “Oh, no. … Most of THIS” — with a sweep of her hand around the living room — “has to GO.” How unkind! Plus, this new listing was the seller’s recently deceased mother’s home, and she was understandably sentimental about it. Armed with this information, I was even more gentle when I visited her. She acted on every one of my suggestions, and her house received multiple o ers over asking price.

1) From the moment the listing agreement is signed, stop using the word “home.” Help sellers start to disconnect emotionally by referring to the listing as a “property,” a “listing” or a “house.”

1) From the moment the listing agreement is signed, stop using the word “home.” Help sellers start to disconnect emotionally by referring to the listing as a “property,” a “listing” or a “house.” to hesitate in making an o er … or worse, to use those issues to erode the price through negotiation — if they don’t walk away. to hesitate in making an o … or worse, to use those issues to erode the price through negotiation — if they don’t walk away.

2) Explain that your home stager is going to help them convert their house into a product, something neutral and less personal that any buyers can easily imagine themselves living in.

2) Explain that your home stager is going to help them convert their house into a product, something neutral and less personal that any buyers can easily imagine themselves living in.

5) Explain that home staging is very di erent from decorating. Home decorating is all about tailoring a house to the occupants’ tastes. Home staging, on the other hand, is about depersonalizing a property; that is, taking the personality out of a house and creating a neutral environment.

5) Explain that home staging is very di erent from decorating. Home decorating is all about tailoring a house to the occupants’ tastes. Home staging, on the other hand, is about depersonalizing a property; that is, taking the personality out of a house and creating a neutral environment.

The sellers of this 1960s split-level were convinced they’d get top dollar for it in “as-is” condition in the early 2022 homebuying feeding frenzy.

Expert home stagers have tried-and-true ways of explaining to sellers e ciently, clearly and kindly why making certain changes will make a big di erence in the price they’ll get for their house. As my own grandmother used to say, “It’s not just what you say … it’s how you say it.”

Expert home stagers have tried-and-true ways of explaining to sellers e ciently, clearly and kindly why making certain changes will make a big di erence in the price they’ll get for their house. As my own grandmother used to say, “It’s not just what you say … it’s how you say it.”

3) Tell sellers great home staging will add value to a property in the minds of buyers. O er a few statistics on how much faster-staged houses sell than unstaged ones and how much more money sellers get. (I have all the numbers you need, and NAR’s biannual home staging survey of its members also has great stats.) If your sellers are resistant to making any improvements, lay out what the typical percentage of a first price reduction is versus the almost-always lower price tag of making the right preparation steps up front.

3) Tell sellers great home staging will add value to a property in the minds of buyers. O er a few statistics on how much faster-staged houses sell than unstaged ones and how much more money sellers get. (I have all the numbers you need, and NAR’s biannual home staging survey of its members also has great stats.) If your sellers are resistant to making any improvements, lay out what the typical percentage of a first price reduction is versus the almost-always lower price tag of making the right preparation steps up front.

Once you’ve laid this groundwork, your sellers will be less defensive about making changes to ready their listings for photos and showings. Even if they’re still resistant, expert stagers will “win them over,” and we will help protect the listing price and — most importantly — your relationships with your sellers.

Once you’ve laid this groundwork, your sellers will be less defensive about making changes to ready their listings for photos and showings. Even if they’re still resistant, expert stagers will “win them over,” and we will help protect the listing price and — most importantly — your relationships with your sellers.

Here are some tips for talking to your own sellers about home preparation before your home stager arrives for the consultation:

Here are some tips for talking to your own sellers about home preparation before your home stager arrives for the consultation:

4) Tell sellers that StagingCraft’s job is to protect the listing price. We point out cosmetic and condition issues that may cause buyers

4) Tell sellers that StagingCraft’s job is to protect the listing price. We point out cosmetic and condition issues that may cause buyers

Nancy Vander Zwan is owner and CEO of StagingCraft LLC, an award-winning, Bucks County-based home staging company that provides consultations, occupied stage/ styles and vacant staging services to REALTORS® and sellers throughout the region. StagingCraft is accredited by the Better Business Bureau.

Nancy Vander Zwan is owner and CEO of StagingCraft LLC, an award-winning, Bucks County-based home staging company that provides consultations, occupied stage/ styles and vacant staging services to REALTORS® and sellers throughout the region. StagingCraft is accredited by the Better Business Bureau.

SELLING YOUR LISTINGS FOR TOP DOLLAR QUICKLY DOESN'T REQUIRE WITCHCRAFT...

Preferred Partner Highlight

Preferred Partner Highlight

Many people say Pink is the most famous person to come out of Bucks County, but A nity Land Services President and CEO, Nicole Malcolm, has a whole family of rock stars here! Nicole and her Title Family of Rockstarclosers shine as brightly in real estate as Pink does on stage, and they’re garnering just as many rave reviews.

Many people say Pink is the most famous person to come out of Bucks County, but A nity Land Services President and CEO, Nicole Malcolm, has a whole family of rock stars here! Nicole and her Title Family of Rockstarclosers shine as brightly in real estate as Pink does on stage, and they’re garnering just as many rave reviews.

“We aren’t your typical title company,” Nicole says. “As a family-owned and operated company, we put our blood, sweat, and tears into ‘wowing’ clients and industry partners.

We are passionate about helping people have a smooth and seamless closing, and we love making REALTORS® look like rock stars, too. People pick up on our vibe as soon as they step through our door. Instead of being bland and boring, we make this last piece of the transaction memorable and fun.”

“We aren’t your typical title company,” Nicole says. “As a family-owned and operated company, we put our blood, sweat, and tears into ‘wowing’ clients and industry partners. We are passionate about helping people have a smooth and seamless closing, and we love making REALTORS® look like rock stars, too. People pick up on our vibe as soon as they step through our door. Instead of being bland and boring, we make this last piece of the transaction memorable and fun.”

A Philadelphia native, Nicole grew up in the real estate arena. Her parents were both REALTORS® then eventually venturing into mortgages. Later, her dad went on to own his mortgage brokerage, and her mom became a mortgage company executive. “They inspired

A Philadelphia native, Nicole grew up in the real estate arena. Her parents were both REALTORS® then eventually venturing into mortgages. Later, her dad went on to own his mortgage brokerage, and her mom became a mortgage company executive. “They inspired me to always go after what I wanted and not let anything stop me,” Nicole smiles. “I’ve always been an entrepreneur, so after working for others in the mortgage and title arenas, I decided to start a title company in 2008 with a partner. We succeeded even though that was not the ideal year to start a business in real estate! Then, in 2012, I launched A nity Land Services on my own. Now my three kids work with me, and we all have our niche. Rachel is our VP of Escrow and Closings, Thomas is our Executive Vice President, and Brittany is our Vice President of Marketing and Sales. We’ve evolved Title Family of Rockstarclosers into a welloiled machine.” me to always go after what I wanted and not let anything stop me,” Nicole smiles. “I’ve always been an entrepreneur, so after working for others in the mortgage and title arenas, I decided to start a title company in 2008 with a partner. We succeeded even though that was not the ideal year to start a business in real estate! Then, in 2012, I launched A nity Land Services on my own. Now my three kids work with me, and we all have our niche. Rachel is our VP of Escrow and Closings, Thomas is our Executive Vice President, and Brittany is our Vice President of Marketing and Sales. We’ve evolved Title Family of Rockstarclosers into a welloiled machine.” underwriters to get more closings approved. We take the stress and fear out of closing by looking at every transaction detail and helping clients figure out how to move forward e ciently, e ectively, and quickly - regardless of the circumstances.” underwriters to get more closings approved. We take the stress and fear out of closing by looking at every transaction detail and helping clients figure out how to move forward e ciently, e ectively, and quickly - regardless of the circumstances.”

The company is known for being able to solve problems other title companies won’t typically address. “We think outside of the box,” Nicole says. “What looks like a barrier to closing can often be overcome with the proper knowledge, understanding, and e ort. For example, not all court judgments necessarily stop the process. Our team is fantastic at clearing issues up and working with

The company is known for being able to solve problems other title companies won’t typically address. “We think outside of the box,” Nicole says.

“What looks like a barrier to closing can often be overcome with the proper knowledge, understanding, and e ort. For example, not all court judgments necessarily stop the process. Our team is fantastic at clearing issues up and working with

Appreciating the Rockstarclosers’ personal approach and breadth of connections, real estate agents around Bucks County are singing their praises. The company has joint ventures with a multitude of di erent brokerages and qualified REALTOR® partners. “Over the course of the last decade, we’ve created relationships and multiple joint ventures at pivotal transaction points, leading to positive outcomes for everyone. Our partners grew as we grew, and we will continue nurturing those relationships.”

Appreciating the Rockstarclosers’ personal approach and breadth of connections, real estate agents around Bucks County are singing their praises. The company has joint ventures with a multitude of di erent brokerages and qualified REALTOR® partners. “Over the course of the last decade, we’ve created relationships and multiple joint ventures at pivotal transaction points, leading to positive outcomes for everyone. Our partners grew as we grew, and we will continue nurturing those relationships.”

Being available 24/7 and accommodating last-minute closing is the standard operating procedure at Rockstarclosers. “Most title companies work corporate, 9-to-5 hours,” Nicole says. “But it’s not unusual for one of us to be on the phone at 10 pm.

Being available 24/7 and accommodating last-minute closing is the standard operating procedure at Rockstarclosers. “Most title companies work corporate, 9-to-5 hours,” Nicole says. “But it’s not unusual for one of us to be on the phone at 10 pm.

We are always working because title is our life. Besides, we love it so much it doesn’t feel like work. The title industry is intriguing and rewarding. It’s also fast-paced, and our secure e-Closing and e-Notary technology has saved many deals, especially international ones. Solving problems and giving clients peace of mind in what can be a stressful, emotional process makes us feel like rock stars. We love it when someone says, ‘That was easy!’”

We are always working because title is our life. Besides, we love it so much it doesn’t feel like work. The title industry is intriguing and rewarding. It’s also fast-paced, and our secure e-Closing and e-Notary technology has saved many deals, especially international ones. Solving problems and giving clients peace of mind in what can be a stressful, emotional process makes us feel like rock stars. We love it when someone says, ‘That was easy!’”

Title Family of Rockstarclosers has earned several awards, including:

Title Family of Rockstarclosers has earned several awards, including:

2016, 2017 and 2020 Stewart Pacesetter Award

2016, 2017 and 2020 Stewart Pacesetter Award

2019 and 2020 Commonwealth Top Producer Award

2019 and 2020 Commonwealth Top Producer Award

2020 and 2021 Stewart Circle of Excellence Award

2020 and 2021 Stewart Circle of Excellence Award

2021 Commonwealth Top 25 Agent Award

2021 Commonwealth Top 25 Agent Award

Nicole’s biggest fan is her husband of 30 years, Tom Malcolm. “We married young and have been through it all,” she says. “Tom has always been my rock, even though he had to endure many late-night dinners alone. Without his love and support, I couldn’t have built a successful business while raising a family of Rock Star Closers.”

Nicole’s biggest fan is her husband of 30 years, Tom Malcolm. “We married young and have been through it all,” she says. “Tom has always been my rock, even though he had to endure many late-night dinners alone. Without his love and support, I couldn’t have built a successful business while raising a family of Rock Star Closers.”

To learn more about how you can ‘Close with a Rockstar,’ please visit https://www.deedsearchers.com/index.html.

To learn more about how you can ‘Close with a Rockstar,’ please visit https://www.deedsearchers.com/index.html.

Most title companies work corporate, 9-to-5 hours. But it’s not unusual for one of us to be on the phone at 10 pm. We are always working because title is our life. Besides, we love it so much it doesn’t feel like work.

britt around town!

britt around town!

Written by: Brittany Brown

Written by: Brittany Brown

Photography by: Brittany Brown

Photography by: Brittany Brown