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How do you follow up with first-time buyers after a home staging to increase conversions?

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Home staging is a powerful way to showcase the best features of a property and make it more appealing to potential buyers. But how do you make sure that your home staging efforts don't go to waste after the first showing? How do you follow up with first-time buyers and convince them to make an offer? Here are some tips to help you increase your conversions and close more deals.

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Melissa Sherlin

Principal Broker Realty ONE Group Experts Chattanooga/Cleveland/Dalton Luxury Certified

1 Set expectations

Before you stage the home, communicate with the buyers and find out what they are looking for, what their budget is, and what their timeline is. This will help you tailor the staging to their needs and preferences, and also create a rapport with them. Let them know that you will be in touch after the showing and ask them for their preferred method of contact and availability.

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Melissa Sherlin

Principal Broker Realty ONE Group Experts Chattanooga/Cleveland/Dalton Luxury Certified
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Typically you are communicating with the sellers for staging to make the home more appealing to buyers. Home staging starts before you enter the door with curb appeal.

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Jim Lee, REALTOR?

I have been helping people buy and sell homes on the New Hampshire Seacoast and southern Maine for over 15 years. Together with my wife and partner Ann Cummings, we live in Portsmouth, NH, and love our area.
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Frankly, this question seems a little odd to me, and I see it was AI generated. The AI that created this question may have conflated "staging" and "showing" a home into the same word and context. In the real world, you would not custom stage each showing to appeal to each individual buyer. I think this AI needs to learn some more about real estate before asking questions like this one.

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2 Get feedback

After the showing, reach out to the buyers and ask them for their honest feedback. What did they like and dislike about the home? How did it compare to other properties they have seen? How interested are they in making an offer? Listen to their concerns and objections, and address them with facts and benefits. For example, if they think the home is too small, highlight the efficient layout and storage options. If they worry about the maintenance, point out the recent upgrades and warranties.

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Melissa Sherlin

Principal Broker Realty ONE Group Experts Chattanooga/Cleveland/Dalton Luxury Certified
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Home staging is typically a service for sellers. A listing agent would reach out to the buyers agent to provide feedback on how the showing went. The feedback can be a valuable tool to provide the sellers with so they can understand how buyers are seeing the home from the buyer’s perspective.

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3 Provide value

Don't just follow up with the buyers to push for a sale. Provide them with value and information that will help them make a decision. For example, you can send them a market analysis of similar properties in the area, a list of nearby amenities and attractions, or a testimonial from a previous client who bought a staged home. You can also share some tips on how to finance the purchase, how to negotiate the price, or how to prepare for the closing.

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Melissa Sherlin

Principal Broker Realty ONE Group Experts Chattanooga/Cleveland/Dalton Luxury Certified
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A staged home is to help a buyer see how the space can be used. Sometimes other people’s things or personal items can distract from the home’s best features and a completely empty home can sometimes prevent buyer’s from seeing themselves living there. Home staging done well will be a perfect balance. Not too cluttered and not too empty

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4 Create urgency

One of the challenges of working with first-time buyers is that they may be hesitant or indecisive about making an offer. To overcome this, you need to create a sense of urgency and scarcity. Let them know that the home is in high demand and that other buyers are interested. Give them a deadline to submit their offer, or suggest a pre-emptive offer if the market is competitive. You can also offer some incentives or bonuses, such as a home warranty, a free inspection, or a discount on closing costs.

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Melissa Sherlin

Principal Broker Realty ONE Group Experts Chattanooga/Cleveland/Dalton Luxury Certified
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Some agents may try to create the urgency and scarcity sales method, but a true real estate professional understands finding just the right home for your clients will build trust and repeat and referral based business comes from trust rather than high pressure sales tactics.

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5 Build trust

The most important factor in converting first-time buyers is building trust and rapport with them. You want them to see you as a trusted advisor and a partner, not just a salesperson. To do this, you need to be responsive, attentive, and empathetic. Answer their questions and concerns promptly and thoroughly. Show them that you care about their needs and goals, and that you are there to support them throughout the process. You can also send them a handwritten note, a gift basket, or a referral to a reputable service provider to show your appreciation and professionalism.

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How do you follow up with first-time buyers after a home staging to increase conversions?

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1 Set expectations

2 Get feedback

3 Provide value

4 Create urgency

5 Build trust

Working with First-Time Home Buyers

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