Action Steps for Home Stagers
Make a list of all of the major elements in your staging business that are geared to produce a measurable result. Include in this list all of the regular situations where you would use the art of persuasion or influence to achieve results.
As examples, your sales presentation, presentations to groups, your phone agreements, any and all advertising you do, your sales letters, brochures, business card, emails you send out, faxed messages, your client services and support systems.
Next you should study the key parts of each (headlines, offers, opening paragraphs, closes, benefits listed, etc.)
Now that you've studied them, come up with 2 different alternatives for each one. Come up with at least 2 different ways to communicate the same message. Try different pricing, different presentations, different way to position yourself in the marketplace.
Then test these approaches against your current one, which we'll call your "control" approach.
If a new approach out-tests your control approach, replace the control approach for the new one.
You'll find that if you consistently look for ways to improve your business, even if it is in small increments, over time you can make a dramatic improvement on your profits.
Destructive Beliefs of Home Stagers
How many times have you been wrong about something?
Maybe you were unduly afraid of something.
Maybe your were flat out wrong about something.
Maybe you made a mistake about something.
Then you began to dwell on it. You felt an obligation to worry about it, go over it again in your mind.
I have to admit I'm guilty of that. If I have goofed up or been criticized of something I'm innocent of or guilty of, I tend to dwell on it, going over it in my mind. It can even disrupt my ability to sleep.
Worry is destructive. There is no good that can come from it.
We are often so accustomed to worrying about things, that we don't give it a second thought.
But have you ever stopped to consider that most of the things we worry about are false assumptions we have accepted as truths or fear that never, ever come to pass?
While we can't do anything about some things that happen in life, we can control our reactions. So put worrying about things to a stop. Tuck those fears and insecurities into your pocket and zip up the pocket.
What have you got to lose? Nothing.
What have you got to gain? Everything.
When a Realtor Wants a Flyer
QUESTIONHi Barbara- I got an email response today from an agent interested in my staging business. She asked for a personal flyer. I haven't done my first job yet. What should a flyer consist of? Thank you.- Kim"
ANSWERFlyer should have the following at a minimum:
Benefits to Realtor or to Home Seller (this part is mandatory!)
Basic stats on how staging helps everyone
Services you provide
NO PRICING
A before and after picture, together with a success story, if you have one
Name of your company, contact information
A Call to Action (call you, make an appointment, send you their email address, etc.)
When Should a Stager Get Paid?
QUESTIONOn pricing my services, please tell me if I am on the wrong track. $1000 up-front and 30 days to pay off the balance. Or even at escrow. Given the area that I currently reside, most of the homes are pretty pricey (as I am sure they are in your area as well... only in California!), so I can command a higher fee than in Pittsburgh, PA. But you never know. Thanks again for all your input and help. It is graciously accepted.
ANSWER50% up front, balance when the work is done - not 30 days later. This is no different than getting new windows. You give a deposit and when the windows are installed, you pay the balance. The more time that goes by between when you do the work and when payment is due, the less likely you'll get paid. People start to forget what you did to earn the money and they stop being grateful, then they don't want to pay. You have a right to be paid in full as soon as the work is completed.
Analyzing Yourself as a Home Stager
Before you make any decision regarding your business, ask yourself these questions:
1)Do I believe in what I'm doing?
2)Am I being honest?
3)Is my message true?
4)If I do this, how will it affect others?
Just because someone else conducts their business in a certain manner, and with a certain code of ethics, that doesn't mean they have the answers, nor does it mean that what they are claiming and saying is true. Nor does it mean that what they are offering is good for the consumer.
You don't have to look very far on the internet to find a wide assortment of products and services, all claiming to be the best, the most affordable, yada yada yada.
You have to dig deeper to get at the truth.
Case in point: I recently entered discussions with a company claiming to have tens of thousands of daily visitors to their website. But I could easily see by my own applications, that their daily traffic was far less than my own.
There's so much hype and overcharging, even on the Net, not to mention the companies that are just totally unethical from the get-go.
So dig deeper and really study what you're reading before buying into anyone's message. If you take the time to do a little research, you'll be able to weed out the truth from the hype and get at the real value of something.
And so it should go without saying, that when you put your own messages out there on your products and services, that you tell the truth and provide real value. Otherwise it will come back to bite you "you-know-where".
Marketing Your Home Staging Business
"Writing is easy. All you do is stare at a blank sheet of paper until drops of blood form on your forehead." - Gene Fowler (1890-1960)
Don't you kind of feel the same way about marketing?
The two questions I am most often asked are, "How do I price my services?" and "How to I market my services?" If there were an easy answer to both questions I could retire with massive amounts of wealth.
Naturally you have to get the word out there. You've got to let people know you exist, that you have a business and that you're ready, willing and able to serve them. You have to stress the benefits of hiring you and you have to differentiate your business from your competitors.
At any given time, a competitor might rise up to take business from you. What does that matter if you weren't aggressively promoting your business in the first place.
I've often found that people are willing to learn the craft, but fear crafting the message and getting it out there. And all too often they quit before they have given themselves a chance to succeed.
How many people have you talked to today so far about your business?
How many people know you're in business?
How many people have heard from you this week? This month? In the last 3 months?
Do you have a list of people to contact daily? Why not?
What types of people are on you list? How many centers of influence do you have on the list?
Have you written down your goals in specific language?
Have you placed a deadline for achieving short term goals?
Don't freeze up.
The best way to build a home staging business (or any business) is "one day at a time". Build it step by step. Stay focused. Be determined. Learn your craft. Get the word out.
