Using Home Staging to Market to Buyers’ Life Stages

Is the formal living room destined to become the next dinosaur of home design?  It’s hard to say, but almost a third of potential home buyers say they would be willing to buy a home with no living room, according to a Better Homes and Gardens survey.  What home trends do indicate is that new home buyers want more space for casual living, with more rooms capable of serving multiple functions.  Homeowners want to use all the space in every room of their homes, and we’re demanding more flexible spaces and bonus rooms that can serve specialized purposes according to our family’s needs and life stages.  What does that mean for the seller?

Staging Spaces that Flex to Home Buyers’ Needs

Most real estate experts still advise sellers, as they prepare their homes for sale, to convert main rooms back to their original purpose.  That goes for the living room space as well.  But in some markets, sellers may be better served to at least give the “formal” living room a more casual feel.  Many mid-priced new home models stage the front room of the home (where the formal living room used to live) as a library or home office.  Not so in the high-end market - upscale home buyers still look for a formal living room.  So what’s a seller to do?

Before you list, talk to your real estate agent and discuss the positive aspects and features of your home.  What types of buyers are most likely to see your home as a good fit for their needs and lifestyle?  If the location, price range and features of your home make it more attractive to a particular market segment, keep that in mind as you stage your home to sell.  

• Young Families - Home buyers with young children need space.  Chances are that’s why they are in the market for a new home.  Anyone with children knows firsthand that kids need lots of space to move about and play, both inside and out.  And parents needs lots of storage for toys, and all the paraphernalia that goes along with raising young children.  If you live in a family-friendly development, stage with this in mind.  Pare down furniture in public spaces so the buyers can see the home has plenty of space for the kids to move around.  Stage at least one bedroom with one or two twin beds.  Any bonus space or a fourth bedroom could be staged as a playroom - just make sure it has plenty of practical storage so toys can be kept neat.  Parents enjoy having a dedicated space, preferably with a door, so kids can play and their toys can stay out of the main living spaces. 
• Growing Families - As children age, the family’s needs change.  Home buyers will older children may want room for features like a media room, recreation room, a study space with computer access, and a second bedroom with attached bath to serve as a teen suite.
• Empty Nesters - Home buyers looking to downsize after the kids leave home still need a place for them to lay their heads when they come home to visit.  But at least one bedroom, staged with a tailored daybed, could serve multiple purposes: home office, library/den, or craft/sewing room.  A second bedroom with adjoining bath can be staged like a hotel suite, complete with guest robe, fluffy towels, bed tray and reading chair, at-the-ready to receive out-of-town guests.  
• Retirees - If your home for sale is in a 55+ community, consider outfitting it with such accessible design features as bathtub/shower grab bars, shower seat, loop or single lever faucet handles, accessible counter top heights and extra wide entry doors.  Many buyers in this life stage will have grandchildren coming to visit.  A guest room outfitted with two twin beds or a full bed, a comfortable reading chair, a few children’s books and a cuddly teddy bear will strike an emotional chord.  Many retirees also enjoy spaces to garden and enjoy the Great Outdoors.  Create a beautiful outdoor space with a small flower garden, bird bath and a comfortable place to sit and enjoy nature.

Keep in mind that staging a room doesn’t require a fully furnished space.  A couple of choice pieces with the proper accessories will do the job to suggest the function intended.  Often, any additional furnishings needed can be borrowed from friends or family members, or picked up inexpensively at a thrift store.

Staging your home for sale to address the needs of potential buyers is a smart marketing strategy - if the location, price range and features of your home already make it more attractive to buyers in a particular life stage.  Using home staging as a marketing tool helps to create that emotional connection and demonstrates to buyers that your home is the perfect home to meet their family’s need and suit their lifestyle.

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