Why Staging is Essential in A Buyer’s Market

In competitive real estate markets like Portland, Oregon, and Seattle, Washington, selling a home requires more than just putting up a “For Sale” sign and waiting for offers to roll in. This is especially true in a buyer's market, where inventory is high, and buyers have plenty of options to choose from. In these conditions, staging becomes a crucial strategy for sellers who want to make their homes stand out from the rest and ensure a successful sale.

Building Seller Confidence

Selling a home in a buyer’s market can feel daunting. With so many listings to compete against, sellers often worry about their property being overlooked or sitting on the market for too long. Professional home staging can alleviate these concerns by presenting the home in the best possible light. It’s a way to ensure that every room feels purposeful and inviting, making it easier for potential buyers to imagine themselves living there. This added confidence can translate into a stronger negotiating position, knowing that the home looks its best and is more likely to attract interest.

Inspiring Buyer Confidence

On the flip side, buyers in a buyer’s market have more power and more options. They’re able to be selective, and they tend to move on quickly if a property doesn’t immediately capture their attention. A staged home can make a significant difference in catching a buyer’s eye and helping them see the true potential of a space. It makes rooms feel inviting, cohesive, and ready to move into, as opposed to a blank or cluttered canvas that can leave buyers feeling uncertain. A well-staged home gives buyers the confidence that the property has been cared for, making them more likely to envision their future in the space and ultimately, to make an offer.

Standing Out in a Crowded Market

In markets like Portland and Seattle, where inventory can quickly rise, standing out is everything. Homebuyers will often tour multiple properties in a single day, making it crucial for each home to leave a lasting impression. Staging helps create a memorable, high-quality presentation that sticks with buyers long after they’ve left the showing. It allows a home to highlight its best features—like a stunning view, open floor plan, or cozy fireplace—that might otherwise be overlooked. When staged effectively, a home has the potential to stand out in online listings as well, drawing in more showings and generating more interest from the start.

Why Real Staging Beats Virtual Staging

With technology, virtual staging has become a popular alternative to traditional staging, but it often lacks the authenticity that buyers crave. Virtual staging might create a nice visual online, but it can feel disappointing when buyers show up in person to find an empty or poorly furnished space. This gap between expectation and reality can lead to a loss of trust, with buyers questioning what else might not be as it appears. On the other hand, a physically staged home feels authentic and welcoming, creating a seamless experience from online listing to in-person viewing. It’s this tangible, real-world presentation that ultimately builds trust and emotional connection—key ingredients to driving a successful sale.

The Takeaway: Staging is an Investment in Success

In a buyer’s market, where every edge matters, home staging is not an expense; it's an investment in selling success. For sellers in Portland and Seattle, staging can mean the difference between a home that sits on the market and one that captures attention, wins buyers’ hearts, and moves quickly to closing. It’s about creating a space that feels real, feels lived-in, and most importantly, feels like home. By staging your home thoughtfully, you ensure that it stands out, builds trust, and ultimately, finds the right buyer even in a competitive market.

When Sellers Object to Staging

The 5 Most Common Reasons Home Sellers Object to Staging (And How to Charm Them Into Changing Their Minds)

Selling a home is like prepping for a first date. You want everything to look fabulous, and you certainly don’t want to show up wearing sweatpants (unless, of course, that’s your brand). Yet, when it comes to staging, many sellers balk at the idea. So what’s standing in the way? Let’s dive into the top five objections and—more importantly—how a savvy real estate agent can smooth things over with a dash of charm and solid reasoning.

1. “It’s too expensive!”

Ah, the money objection—always a classic. Sellers worry that staging is just another cost to add to the mounting expenses of selling a home.

Counter with:
“It’s an investment, not an expense!”
Remind your sellers that professionally staged homes often sell for 3-10% more than their unstaged counterparts, and they spend significantly less time on the market. A faster sale means fewer mortgage payments, and a higher sale price means more profit in the long run. What’s not to love about that? Plus, you can sweeten the deal with data that shows the return on investment typically far outweighs the cost.

2. “But my home is already beautiful!”

This one is tricky because it comes from a place of pride. Of course, their home is lovely to them—it’s filled with personal treasures and memories. But buyer appeal? Well, that’s a different story.

Counter with:
“Your home is stunning, but we want buyers to imagine their future, not just your past.”
Explain that staging is about making the space feel more universal, helping buyers envision themselves living there. It’s a gentle art of depersonalization—so that everyone who walks through the door can fall in love. You can even toss in a compliment about their impeccable taste and add, “We just want to give it a little polish so it shines for everyone.”

3. “It’s too much work!”

Packing up the family photos, decluttering the kitchen, moving furniture—it can feel like a full-on move before the actual move.

Counter with:
“We’ll make it as easy as possible, I promise!”
Highlight how the staging company or team will do the heavy lifting (literally). Emphasize that the process doesn’t have to be stressful. Offer help with resources to pack up personal items, and reassure them that you’ll handle most of the logistics. Maybe throw in a cheeky, “We’ll have you back to binge-watching Netflix in no time!”

4. “I don’t want strangers touching my stuff!”

Sellers can be protective of their belongings. The thought of someone rearranging their furniture or even moving it out of the house can feel invasive.

Counter with:
“You should simply move out, nobody will even touch your personal items”
Explain that staging professionals are trained to respect people’s homes and belongings.However the best way to sell there home is to merchandize it for the new buyer, by removing themselves from the equation, the stage can do that for them. . You can gently suggest that while a temporary relocation might very well an inconvenience, the sooner their home sells, the sooner they can be setted into their new space, it’s all part of the strategy to sell the home quickly and at the best price.

5. “Why bother? The market’s hot, and it’ll sell anyway!”

It’s easy for sellers to think that in a sizzling real estate market, staging is an unnecessary frill. After all, buyers are flocking to listings—what’s the point?

Counter with:
“Even in a hot market, staging can help you get top dollar.”
Sure, the house might sell without staging, but staged homes tend to sell for more. Why settle for a good offer when you could potentially get a great one? Explain that staging can create a competitive bidding environment, leading to multiple offers and a higher final sale price. Add a wink and a smile, and say, “Why leave money on the table when you could have buyers fighting over your place?”

Conclusion

Convincing a seller to stage their home isn’t about strong-arming them—it’s about helping them see the benefits through a lens they can appreciate. Whether it’s easing their workload, protecting their precious belongings, or making sure they cash in on every penny, a well-prepared real estate agent can win them over with just the right mix of persuasion, humor, and empathy. So go ahead, work your magic—and watch those staged homes fly off the market!

The Hidden Cost of Bargain Staging

Bargain stagers often rely on fake items—like blow-up mattresses, artificial plants, and mass-produced art—to keep their costs down. While this may seem like a smart way to save money upfront, it can actually end up costing sellers a small fortune in the long run. When buyers walk into a home filled with these cheap, temporary elements, it sends the wrong message. Instead of helping buyers envision themselves in the space, it makes them feel like the entire presentation is a facade. The home starts to feel more like a stage set than a place they could genuinely call their own.

Every fake element—whether it’s a plastic plant or a mattress that looks more suited for a camping trip—feels like a small lie the seller is telling the buyer. Bargain stagers might think they’re cutting costs, but they’re actually cutting trust. When buyers see one phony thing after another, they start to wonder what else might be hidden or misrepresented. Is the seller skimping on the presentation because the house has deeper issues? This doubt can quickly escalate into full-blown mistrust, making buyers hesitate and ultimately walk away without making an offer.

In the end, bargain staging that relies on fake items doesn’t just save a little money—it can lose sellers a lot of it. When buyers don’t trust what they see, they’re less likely to fall in love with the property, and that can mean more time on the market, price reductions, and missed opportunities. What seemed like a “cost-effective” solution can ultimately lead to a sale falling through or an offer that’s much lower than expected. Investing in quality staging from the start can save sellers from this costly outcome and help buyers connect emotionally with the home.

"Do you ever stage a house and think, ‘This is not going to help this dump sell’?

Let’s ask Justin: "Do you ever stage a house and think, ‘This is not going to help this dump sell’?

Absolutely, there are times when I walk into a house and think, “Wow, even staging might not save this one.” In fact, we recently staged a home where the challenges were pretty extreme. The living room was so tiny, and there wasn’t even a dedicated dining room, so we had to squeeze both a sofa and a dining table into the kitchen /living room / dining room. It was one of those houses where you’re left wondering if any layout would make sense.

And then, there was a bedroom with no windows, which is already tough to work with. But the real kicker? The staircase was so steep and narrow that none of the furniture could be carried down through it. We ended up hauling everything through the backyard just to get it into the lower level. When we first saw the place, it had been staged by someone else using blow-up beds on the floor. The listing had been sitting there for weeks without any bites.

The agent was initially hesitant to invest more in staging, but eventually, they agreed that although our approach was pricier, it was worth it. And honestly, even I had doubts about this one. But once we staged it properly and got the photos retaken, the house was back on the market and sold in less than 10 days. Sometimes, even the roughest properties can surprise you. I guess Spade and Archer really is that much better at what we do.

Dear Justin, How was Burning Man 2024?

I’ve always said there’s no better way to stage a home than to light it on fire—figuratively, of course—so I suppose it was only natural that at 50, I’d end up at Burning Man. I thought it’d be a midlife crisis remedy, like a margarita with more dust and less shame. But what I found there was… well, let me tell you.

Picture this: I’m hauling a vintage Airstream trailer across the desert, full of throw pillows and mid-century modern furniture because, clearly, I missed the memo on "radical self-reliance" and thought "radical style" was more important. Anyway, within an hour of setting up my Instagram-worthy camp, word spreads like wildfire. “The Home Stager is here,” they said. Suddenly, I’m not just Justin the Home Stager—I’m Justin the Desert Design Guru. People wanted me to stage their tents, their yurts, their... art cars. I staged a man’s bicycle. His bicycle! It was ridiculous, but what can I say? It’s a gift.

On the second day, I found myself standing in front of a nine-foot flaming cactus while wearing a headdress made entirely out of pool noodles. This was not on my 2024 bingo card. And that’s when it hit me: I was the celebrity of Black Rock City. I didn’t seek fame, but here I was, staging someone’s porta-potty in exchange for kombucha. And you know what? I crushed it.

Then came the odd requests. One woman asked me to design her space using only broken bike parts and feathers. Did I deliver? Obviously. Another group wanted their camp to look like an alien spaceship crash site—but with a "luxury minimalist" twist. It’s not like I hadn’t worked with clients that picky before. Honestly, it wasn’t even the weirdest week of my career.

By the end of the week, I was the talk of the playa. I gave TED-style talks on the benefits of having “flow” in your Burning Man camp. I posed for photos next to my masterpiece: a fully staged art installation titled "Mojave Mid-Century Madness." People came from across the desert to see my tent staging, calling it “transformative.” One guy even offered me his laser-cut metal dragon sculpture in exchange for a consultation back in San Francisco. You know, just another Tuesday in the desert.

As I left the playa, driving my Airstream out of the dust, I reflected on my newfound fame. Had I become the world's first desert home-staging icon? Absolutely. Was I going back next year? You better believe it. Only next time, I’m staging the entire event.

• Justin

PS. The above is a ficticious account of my burning man experience. If you want to hear the real account call me, its so much weirder than even this ridiculousness.