“Jewelry and Lipstick”: Why a Charming Home Still Needs Staging.
By Trisha Lee
Some of the best proof that staging works comes straight from the agents who've seen it up close. Recently, I had the chance to sit down (virtually) with Natalie Moyer of Reece Nichols Real Estate to talk about a home we staged together. The home, a College Hill property, sold for $239,000, full price, on the very first day. I asked Natalie to walk me through her thinking, and her answers were so good that I wanted to share them with you.
Why Natalie Knew Staging Would Matter
Before the home ever hit the market, Natalie was already thinking about who would buy it. Based on the location and the price range, she expected a first-time buyer. And in her experience, younger buyers value staging.
That is a point worth pausing on. First-time buyers are often scrolling listings on their phones for months before they ever book a showing. They are comparing homes on photos and first impressions, and they are trying to picture themselves living in a space they've never lived in. A staged home makes that easier. An empty one asks them to do the work themselves.
The Numbers Natalie Had in Mind
I asked Natalie what she believed the home could sell for without staging. Her answer was $225,000. Then I asked what she believed it could sell for with professional staging. Her answer: $239,000 or more, with multiple offers.
That is a $14,000 difference in her own projection, from an agent who knows her market well. The home sold for $239,000, right at her staged projection. Every home and every market is different, but Natalie's read of it was spot on, and it shows how an experienced agent weighs the investment: not as a cost, but as a way to protect and grow the final result.
An Easy Decision When the Seller Is Family
This listing was personal for Natalie. The home belonged to her son, and she wanted top dollar for him. In her words, "to achieve top dollar I knew I needed Trisha Lee (LoveLee Homes) staging!" (Yes, I'm blushing a little.)
I also asked whether she hesitated at all before recommending the staging investment to her seller. Her answer: none. Her son is 28 years old, and he saw the value completely. That tracks with what Natalie said earlier about younger buyers. A generation that grew up shopping online understands that presentation matters.
The Look We Created
For this College Hill home, we staged with a young professional vibe, aimed squarely at the buyer Natalie had in mind. When I sent her the sneak peek photos, she told me the home looked very Architectural Digest. That is the kind of reaction I hope for when a design direction fits the buyer.
What Happened When It Hit the Market
The home sold to the first buyer who saw it, for $239,000 and full price, on the very first day. The first showing brought the offer.
When I asked how the result compared with what she originally expected, Natalie told me she was 100% pleased. And when I asked whether she thought staging contributed to that first-day success, she did not hold back: "Absolutely. The home was great as is with lots of charm, but it needed jewelry and lipstick to finish it off."
I love that description. This was not a home with problems to hide. It had charm. Staging was the finishing touch, the thing that took a lovely home and made buyers feel it right away.
Natalie also shared how happy she was, and that her family was raving about the photos. They couldn't get over how good the basement looked. It is always a highlight to hear that a space like that stood out.
How Natalie Talks About Staging Now
The part of our conversation that meant the most to me was about how this experience changed her thinking. Natalie said she has finally bought into staging and can't imagine going back to an empty, naked house.
I also asked how she explains the value of staging to sellers who see it as an expense. Her answer was simple and strategic: it is part of her marketing plan. And to a fellow Realtor who thinks staging is just an added cost, she says it's an individual's decision, but she feels it is a marketing tool that solidifies the listing process.
Would she recommend professional staging on her future listings? "Absolutely, the prompt sales speak for themselves and my Sellers see the value."
What This Means for Sellers and Agents
A few takeaways from Natalie's experience:
Think about your buyer first. If your likely buyer is a first-time buyer, staging speaks their language.
Staging is a marketing decision. Natalie treats it as part of the marketing plan, not an optional extra.
Charm still needs a finishing touch. Even a great home can benefit from the details that make it feel complete.
The first showing matters. In this case, the first showing was the only one needed.
Thank you, Natalie, for your openness and for letting me share your story by name. I am so grateful for agents like you who see staging as the strategic tool it is.
If you're an agent or seller preparing to list and wondering whether staging is right for your home, I'd love to talk it through with you. Reach out and let's see what the right finishing touch could be.
Comments