Sound Off: How important is staging a property? When is it necessary, when can it not be as important?

A: Staging all depends on the protocol set in your local market. It’s critical in OURS. On the East Coast homes aren’t staged or painted or prepped—they may do some editing prior to putting a sign in front—typically the owners still live in the home, and sells closer to the list price, but often a little below.

In the Bay Area, the houses typically will have work done prior to marketing (floors, painting) and staging is critical to set the visual image.

These are all done to try and maximize the sale price for the home. Our market dictates that we need to clean up homes, pull reports for disclosures and really put the home in the best light prior to the public’s viewing. The public is now use to seeing homes staged so there is a certain feel when you walk in. If that image doesn’t come across immediately, you have lost your buyer.

Staging can help a buyer visualize the flow of the home or will also help them see how spaces get utilized. From the time potential buyers view the pictures online, to when they walk through the front door, you want to make sure the home is as appealing as possible. The proper staging will help convey that message to a buyer.

Matt Heafey, the Grubb Co., 510-541-1754, heafey@grubbco.com.

A: Staging, which is inclusive of furniture installation, painting, and updated lighting, is probably the most important thing you can do when selling. More often than not, people have a hard time envisioning a home’s full potential if it is devoid of furniture or designer flair. The way people live in a home is what makes it a home.

That’s why it’s important to bring in a professional stager to design and fill it with furniture. This helps...