It never ceases to amaze me how much valuable content is added to this blog every single day by way of your comments. Last week, Peggy commented on a post titled ‘Stagers don’t let real estate agents discourage you’ and her comments inspired today’s article.
Here’s what Peggy Harrington of Wow Factor Home Staging wrote:
“I have worked twice now with an agent who purchased two homes for himself to flip. After I staged the first one it sold to the very first buyer through the door! The agent was thrilled. A year later he called me to stage the second home and it sold in three weeks — during Christmas of all times! This agent even bragged to his painter that after I staged his first house it sold immediately and yet, he’d waited almost a full year in between projects to contact me. I asked him why the wait especially since he witnessed firsthand the effectiveness of staging. He answered that he wasn’t able to find another home that he wanted to purchase to flip. I was quite puzzled as he has many, MANY listings and yet has never told his clients about staging or more over his firsthand experience with the power and success of home staging. Why would he not want to sell his client’s homes just as fast and make his commissions?”
Peggy is exactly right. There is no logic to why he’d want to only keep a stager as a secret weapon for his own fix/flip properties. Sometimes people pigeonhole us and then don’t see that we can offer them other services.
It could be as simple as “it never occurred to him.
I’ve had agents who were very happy with the results I achieved for one of their clients not call me in for another home staging consultation for 6 months or more. In one case, I didn’t hear from an agent again for 4 years even though she continued to receive my newsletter. She started the conversation with “I don’t know if you remember me but you did an excellent job staging that listing I had on Dale Ave. awhile back. I have a very important client and I thought you’d be the perfect stager to help him.”
This left me wondering, “Has she used a less competent stager for all her ‘unimportant clients’ in the meantime?”
I replied, “Of course I remember you and I’d be delighted to help your VIP client!” What I didn’t say was “If you only knew, I’ll never forget you because you were my very first client!”
The great thing about repeat business is that it increases exponentially the longer you’ve been in business. That’s because you have so many past clients they can suddenly reappear out of the blue at any time.
This is one of the reasons why you must never stop marketing and you should always stay in touch with people you’ve done work with. You can get lots of ideas for how to market your business for the spring real estate market in my ebook 14 Marketing Ideas to Rev Up Your Home Staging Business.
Home Stagers, how do you keep in touch with your past clients?
Debra Gould, The Staging Diva®
President, Six Elements Inc. Home Staging
Debra Gould knows how to make money as a home stager and she developed the Staging Diva Home Staging Business Training Program to teach others how to earn a living doing something they love. There are more than 4000 Staging Diva Students in the U.S., Canada and over 18 other countries. Debra is frequently profiled in the media for her home staging expertise and is the author of 5 guides for home stagers.