Why Home Staging Matters for a Successful Sale

The moment a buyer steps through the door, their first impression of the home can shape their entire experience. A beautiful, spacious entry can welcome buyers, while well-decorated rooms draw them in. Staging is a staple in real estate marketing, but sellers often ask whether it’s really necessary. We spoke with real estate professionals to get their take on the importance of staging in the current market.

What Is Home Staging and Why Does It Matter?

Home staging is the process of preparing a property to appeal to its most likely buyers. It can include decluttering, depersonalizing, rearranging or removing furniture, improving lighting, making minor repairs, and bringing in rented furnishings or accessories.

“The goal is not simply to decorate the house,” explains Lesley Kennedy from Royal LePage Real Estate Services Ltd. “It’s to market the property by helping buyers understand the space, imagine themselves living there, and notice the home’s strongest features rather than the current owner’s belongings.”

In a competitive market, staging plays a crucial role. With buyers able to pick and choose which homes they visit, each property must make a strong first impression to stay in the running.

“Given the market today, it’s more important than ever that homes show their absolute best,” explains Josh Bernard from Sotheby’s International Realty Canada. “Buyers have more options and can afford to be selective.” 

Role of Staging in the Luxury Market

Staging is not a prerequisite for selling a luxury home, but polished presentation is often expected. Buyers at higher price points tend to scrutinize scale, finishes, condition, and lifestyle. Empty rooms can make proportions difficult to read, while the wrong furnishings may undermine the property’s positioning.

“Many luxury homes are already well furnished so may only require a touch-up,” says Josh. “Hire a stager with experience in the luxury market who can ensure any decor changes will be a value-add and stand out against the competition.” A larger staging effort usually applies to vacant properties that require a lived-in feel to appeal to buyers.

How to Decide Whether a Home Needs Staging

A realtor will compare the home with competing listings, identify the likely buyer, and determine whether rooms look cluttered, outdated, overly personal, or the layout is confusing.  A clean, well-furnished home in a desirable location may only need decluttering and styling, whereas a vacant property, unusual floor plan, or listing facing strong competition is a better candidate for full staging.

“In today’s market, you can’t control the competition, but you can control how your home competes,” says Lesley. “Staging is about presenting your property at its absolute best, from the first photo a buyer sees online to the moment they walk through the front door.”

Who Pays for Staging?

Payment varies depending on the need and the agreement with the agent. “It’s best to talk to the realtor you’re working with,” says Josh. “It’s quite normal to have the realtor pay for it, or a combination of the realtor paying for a certain length of time, then the owner taking over the costs.”

Whatever your arrangement, document the scope, fee, rental period, cancellation terms, and reimbursement rules.

How Is ROI Measured?

To estimate return on investment (ROI), compare the full staging cost with the likely benefit: a higher net sale price, fewer price reductions, and lower carrying costs if the property sells sooner.

“Calculate whether the staging is going to move the seller into a different price bracket,” says Josh. “For some properties, staging can make the difference between thousands, up to six figures.”

For example, a modest price improvement or one less month of carrying costs may cover the staging expense.

Given the current market conditions, staging is worth the investment to draw buyers in and stand out from the competition. The best returns usually come from a targeted plan: repair obvious flaws, create strong online images, stage the rooms that sell the lifestyle, and stop before spending exceeds the property’s likely upside. Ultimately, staging is a marketing decision, and it succeeds when the home leaves an impression.

By Julie Achtermeier