You don’t have to guess what works when it comes to home staging. The data is in, and it’s changing the way top agents prep homes for sale.
Last week on the Hot Sheet, Byron Lazine broke down the latest findings from the National Association of Realtors® (NAR) Profile of Home Staging, and one thing is clear: home staging, done right, is becoming less of a “nice to have” and more of a “must.”
Because agents who understand how (and when) to stage are helping their sellers get better results, faster.
Let’s dig into what the pros are doing differently, and how you can use the same strategies to drive up offers and cut down days on market.
What Top Agents Are Staging
Staging works. That, in a nutshell, is what NAR’s report is saying.
That said, what you add to a client’s home to stage it will ultimately decide whether it works for them. We’re not talking about hauling in some 1980s furniture you found in the basement. Empty is still better than dated.
But a thoughtful approach to staging can have a real impact on how quickly a home sells—and at what price.
Staging has a place. I learned it from my own experience in 2020 when I bought a property in Naples, FL. You could see the prices were already starting to move up in the community that I wanted to be in. But there was one home that was kind of sitting on the market…
Byron thought that particular house was actually better than some of the other homes in the area that were selling at a higher price.
But one thing in particular was working against it.
You know why this house is sitting here? They staged it with old, crappy furniture. Just to make the place not look empty, they brought in outdated furniture, which made a 2015 build back in 2020 (5 years old) feel dated. Crappy photos and outdated furniture will do that. So, staging can work against you, too.
Here are a few data points from the report:
Nearly one in five (19%) sellers’ agents said staging increased the offer price by 1% to 5% compared to similar unstaged homes. And 30% of sellers’ agents reported that staging led to a slight decrease in time on market.
When it comes to marketing, sellers’ agents said their clients found the following to be much more or more important:
- Photos (88%)
- Videos (47%)
- Traditional Physical Staging (43%).
What Rooms to Stage—and Which to Leave Alone
As you already know, not every room in a home is created equal. And for some rooms, staging might cost more than it’s worth.
Here’s what agents say are the most important rooms to stage:
- Living Room (71% say very important or somewhat important) According to buyers’ agents, this is the most important room to stage, and it makes sense. This is where buyers picture themselves gathering, entertaining, or relaxing after a long day.
- Primary Bedroom (71%) Comfort and calm are key here. Staging the main bedroom helps buyers imagine a restful retreat, not just a place to sleep.
- Kitchen (51%) A well-staged kitchen brings lifestyle into focus. It’s about selling the experience of the home, not just the square footage.
If you’re working with limited time or budget, start with these three spaces. They’ll give you the biggest return in terms of buyer perception.
Who’s Paying, and How Much?
One of the biggest questions sellers have is whether staging is worth the money. According to NAR’s data, the median cost of hiring a professional staging service was $1,500. Agents who staged the home themselves reported spending about $500.
When it came to payment:
- 26% said it depends on the situation.
- 23% of agents personally offered to stage the home.
- 17% said the seller paid to stage before listing.
Whether you DIY or outsource, the cost can be well worth it, especially when buyers are willing to pay more for a home that feels move-in ready.
Check out the full home staging report for more details, including charts and methodology.
Bonus Script: “Should You Pay for Staging?”
Ultimately, it’s up to your seller whether you stage their home. They’ll want to know:
- How much will it cost?
- How likely are they to recover that cost with a higher sale price?
- What will staging entail—or what will they have to do?
Use real data when you’re talking to your sellers about whether it makes sense to do staging, what their options are, and which options will have the best ROI for their home.
You’re not selling the staging advantage by saying something like, “Oh, yeah, we do staging on all our clients’ homes. It helps them sell faster and at a higher sale price.”
Not enough. Anyone can say that.
Instead, use real data like the stats in NAR’s report, as well as proof of your own staging for other clients, and how that translated into a faster sale (compared to the average for comparable homes in the area) at a higher than average price.
It can’t hurt, either, to show pictures of past staging projects, so your clients can see that you–or someone on your team–has taste and can make their home look good to potential buyers.
Because we all know images of empty rooms just look sad. True, buyers can imagine their own furniture in it, but homes that look tastefully furnished and ready to enjoy have an edge over those that just look…bare.
Vacant. Abandoned. Void.
I’ve got more synonyms where those came from, but you get it. All the words for “empty” sound depressing. No one is drawn to that. Staging humanizes the space and makes it feel more welcoming, as long as you add the right things.
And as Byron pointed out, if you don’t know what to add, talk to someone who does. It really helps to have someone on the team (or in your network) who speaks “interior design.”
Empty photos are going to reduce traffic… Here’s the data: 31% are more willing to see the home and walk through it physically—right, we do don’t get offers until they walk through it—31% of the time, they’re more willing to come see it, as opposed to cross it off the list.
Here’s a plug-and-play script you can use the next time a seller asks whether staging is worth it:
“I get this question all the time, and the truth is, yes, staging can absolutely make a difference. In fact, nearly 1 in 5 listings see a 1–5% increase in offers when staged, and homes often sell faster.
“We don’t need to stage the whole house, just the key rooms like the living room, primary bedroom, and kitchen. I can walk you through a few options, including professional staging or even helping you do it ourselves for a lower cost.
“Let’s look at what fits your budget and your goals.”
This script gives you room to adapt based on your seller’s situation, without undercutting the value of staging.
Why This Matters Now
Today’s buyers have high expectations. They’re comparing your listing to 20 virtual tours, 10 Instagram-perfect homes, and yes, what they saw on last night’s HGTV binge.
And don’t get me started on Pinterest (people still go nuts on Pinterest, right?).
Apartment listings often provide staged photos to give renters a sense of how it will feel to live there. And, no surprise, property owners want potential tenants to follow those feelings all the way to the rental office for an in-person tour.
Same goes for home sellers. Create a feeling (like FOMO or just a sudden sigh of relief that tells them, “I feel like I could live there and be a chill person for once”).
When agents lead with strategic staging, they help listings rise above the noise, attract more buyers, and sell with confidence.
Want more breakdowns like this? Catch Byron’s take on the Hot Sheet Monday through Thursday every week (when the market is open) for insights that keep you ahead of the curve.
BAMx members have access to all the charts used in every Hot Sheet, so you can share the data visually in your conversations with the people in your community.
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