We live in a coastal community, not too far from the beach. I love to watch the surfers. Their behavior fascinates me. When turbulent weather approaches and everyone else is leaving the beach, they are running into the storm. Surfers will weather unstable conditions to catch the perfect wave. They wait for it. They pick the biggest one and ride in all the way, in front of that wave. Why can’t you be that person?

Yes, people are running away from the real estate market. Dark clouds are looming. But there is a bright spot on the horizon. Some agents are experiencing different results. Why? They have decided to include professional staging in their home selling “toolbox”. Real estate staging is beginning to explode on the scene all across the country. It is just a matter of time before all homes everywhere will routinely be staged as they go on the market.

A sizeable number of Transformations Staging School graduates are riding that wave. The success stories are pouring in. I’ll share with you briefly about two of them.

Sherry Webb, an agent with Coastal Remax, is taking my breath away. She attended our January ’07 class. Her full page ad in the current Jacksonville Homes and Land magazine, pg. 124, shows several listings that were sold in days after staging. She also told me about a high-end Ponte Vedra house that had been on the market over nine months.

“I staged the house then got the listing. I sold it two days after the first open house.” She also sold some of her personal investment properties in record time.

Another grad, Deanna Garrity, from St. John’s county, has continued to do well. She is the staging “star” for several agents. She has been working some nights and week-ends to just keep up with the demand.
“I have more work than I know what to do with.” She said happily. One of her houses will be featured in a Florida Times-Union article in the Homes section in early October. She is also being interviewed by Southern Living Magazine about her success in staging.

If you are an agent, may I ask a few questions? Where are you right now? Are you struggling?
We’ve all heard the definition of insanity…doing the same thing over and over and expecting a different result. Are you relying on a game plan that worked in a different climate?

I often hear things like, “Maybe I need to do more marketing or networking. I need to get more buyers to look at this house.” Not unless it’s perfect in every possible way.

I sometimes hear these comments, “I’ve been in real estate 25 years. I know what it takes to get a house ready for sale.” Or “I do my own staging”.
I know there is no substitute for experience in real estate. But you wouldn’t want to let an appraiser write your contracts. Let me make it more graphic… You wouldn’t want your gardener to take out your surgical stitches with hedge clippers. You want an expert with the right training and tools, of course.

As a designer, I watched as changes in the furniture industry in the 90’s challenged the status quo. Some of the older, more traditional stores were blown out of the water by proactive companies willing to adjust and change with the times. Ethan Allen Furniture is a good example. They once featured heavy, colonial style furniture and accessories. Now they are on the cutting edge of eye-popping style and design.

As the real estate industry suffers through a correction, many stagers and agents are running fearlessly into the storm. They are becoming equipped with the best of 21st century tools to offer their clients hope in a tough selling environment. They are riding the wave of success. Paradigms are shifting, the clock is ticking. Where are you?

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Funerals sometimes inspire us. Two weeks ago, my 84 year old uncle, Bill Morgan, a retired golf pro, decided to finish his round in heaven.

The funeral was packed with fans and well-wishers in his home town of Deland, Florida, where, for many years, he was the head golf pro at the city’s main golf club. Paul Azinger’s coach, John Redmon had tears in his eyes as he spoke of Bill. Many young people shared stories of admiration and love for the man who introduced them to the game of golf. My Dad, who was his best friend and golfing buddy, even demonstrated Bill’s secret golf swing in the Episcopal church. I’m sure that was a first.

Bill played with greats like Sam Sneed and he still holds the course record, 61, at a popular central Florida club—sorry Tiger. He left a legacy of love for the game. Nearly everyone in the family plays or has played the game of golf. So long Uncle Bill. Thank you for inspiring me and others to make a living doing what we love. We’ll miss you. See you on the 19th someday.

“You miss 100% of the shots you never take.” Wayne Gretzky

Till next time…