So often we (myself included) get frustrated with agents who don't understand the value of staging. We try to tell them using our language, but can you speak theirs? I ask this because Tori Lynn Ross just posted the blog E-Key Access For Home Stagers and I commented that I have a sentrilock card (electronic key card) and how useful it is. I then added that I think all stagers could benefit from taking the real estate course associated with getting the license that you need to have in order to get the key card.
Why would you - a professional stager - want to take the real estate licensing course, not to mention the post licensing course (required within one year to get an actual salesman license)? The costs range but probably average to around $1000 for both courses (then about $800/yr to maintain your license). Learning the actual language and processes that realtors learn can immeasurably help you speak their language. I actually think this is a significant part of the success of my company. The most successful stagers on my team all have real estate licenses (that they use exclusively for MLS access and a lockbox key).
We know what agents want and need to know. We know how to communicate in a way that will click in their brain. We know what they will be telling their clients, how listing appointments work, how contracts, contingencies, escrow, etc work. We know the language and the process!
Are you having a hard time closing the deals? Are you having a hard time getting in front of the agents or do they give you kind of blank stares (or too many objections) when you are in front of them? Maybe it's time to learn their language.....
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Melissa Marro, a published artist, now turned staging advocate and national speaker speaks her mind about real estate and the home staging industry. In her 'no holds barred' approach, audience members find real answers to the industries pitfalls and learn how to overcome them with tried and true information and guidance. With marketing as her passion, she turned a small home based business into one of the nation's largest home staging and training facilities. Selling her successful home staging company in January 2012, Marro is now a full time speaker and instructor for Staging And Resign and Real Estate Staging Association (RESA)'s trade events.
For more information on having Marro speak at one of your real estate functions, please contact her at 843.619.1593 or email at marro.melissa@gmail.com
Melissa,
Not only could you speak their langauge but you could also get a big fat referral fee for referring business to your favorite Realtor!
Melissa - I have been considering this also. It would be worth it for the referral fees alone.
This really is a good idea. I have been asked by several agents if I have a key so I can go preview vacants without them. I have to say no which means they have to take time out of their day to meet me there.
great post Melissa! As you know this has been the key to my success as well. In addition, having also practiced for 7 years prior to going strictly to staging has helped immensely.
But another value is the ongoing education requirements -- taking courses with other agents and keeping abreast of the market. Georgia requires 24 hours a year, I think. I am always taking classes with fellow Realtors and a lot of them are free!
Melissa,
This came up at a recent SIF Round table discussion in my area.
I remember taking away from that meeting the thought that you have to have your license 'hanging' in a Realtors office though, right? ...is that the $800 a year to maintain your license you mentioned?
Sandi Gregory, details
www.detailsRedesignAndStaging.com
I know that my real estate paralegal experience HAS MADE A HUGE difference because I understand the WHOLE process, plus know what will be an issue at the home inspection so we deal with it. I also have experience in the mortgage/title end so yes I am speaking their language and it REALLY HELPS. I strongly recommend that stagers at least learn the basics of a contract and home inspection
Phyllis Pafumi
Hi Melissa - I totally agree with you...we must speak the language. I am getting ready to take classes for my real estate license. I want to do this to speak their language and to get myself into listings, instead of relying on an agent o meet me there. We are all too busy and if doing this one step will help....I'm in.
Melissa; I too believe that if you have an opportunity to understand what it is like to walk in the shoes of a realtor and truly comprehend what they do and how they do it; it is then that you can understand how to truly help them. I was once asked when looking for additional help for our staging company what is more important to me~ a person with real estate knowledge or a person who has talent in decorating. My answer was real estate knowledge mainly because I feel I can teach the techniques of marketing through the art of visual merchandising. Thanks for all you share.
Melissa -- Well, I am so honored to have been mentioned in your blog! Just saw it today for the first time. I am a member of several real estate professional groups and have learned a lot of agent vocabulary and that has helped me a lot. I can see how taking the course and becoming licensed would be a huge benefit.