The Founder of Home Staging Shares Secrets

It's easy to see why Barb Schwarz, the self-proclaimed founder of home staging, enjoyed such a successful career in real estate some 30-odd years ago. She's filled with energy, compassion and determination. Somehow she has managed to corral those strengths and, with co-author Mary Seehafer Sears, incorporate her vast knowledge about staging into her new book, Home Staging: The Winning Way to Sell Your House For More Money. Home owners and real estate agents alike can draw excellent staging advice from this book.

When I spoke to Schwarz last week about her impact on the industry, she said, "The biggest gift I can give is how to communicate with a client and how to get them to say yes [to staging], no matter what you say." And to sellers contemplating hiring a professional home stager, Schwarz says, "The investment of staging your home is less than a price reduction on your house." Wise words.

While talking with a seller reluctant to stage, I showed Mrs. Seller photos from Home Staging. I covered up the "after" photo and asked Mrs. Seller to tell me what she would do to stage in the "before" photo. She thought the before photo was perfect until I pointed out the changes in the next photo. We tried another photograph. This time, Mrs. Seller made a few suggestions. By the time I turned to photo #4, Mrs. Seller said, "Go ahead and stage my house." I love this book!

• What is Home Staging?
  
• How to Prepare Your House for Sale
  
• Selling a House Where Pets Live

_{© Barb Schwarz}