Unlocking buyer psychology: Styling strategies that drive sales success, with Justine Wilson
Update: 2025-09-16
Description
In this episode of REB Business Empowerment Showcase, Vault Interiors director Justine Wilson unpacks the art and science of property styling, sharing some practical tips on how agents can achieve the best sales price.
Justine explains how buyer psychology drives styling choices, noting that while personal taste is subjective, successful staging must appeal to the broadest possible audience. She highlights current trends such as warm neutrals and earthy tones, but cautions against designs that are overly fashionable and risk alienating buyers.
She likens property presentation to a first impression, comparing staging to preparing for a job interview or setting up a dating profile – the goal is to showcase a home in its best light. Beyond aesthetics, Justine outlines how staging can enhance perceived value, transform underutilised spaces, and create a neutral canvas that allows buyers to imagine the property as their own.
The discussion also explores the practical challenges of styling, from vendor hesitation to partial staging when owners remain in the property. Justine emphasises the importance of educating clients, positioning staging as an investment that can deliver significantly higher sale prices.
Finally, she reflects on the evolving property market and the need for adaptability, stressing that effective styling requires both creativity and strategy to meet shifting buyer expectations.
She likens property presentation to a first impression, comparing staging to preparing for a job interview or setting up a dating profile – the goal is to showcase a home in its best light. Beyond aesthetics, Justine outlines how staging can enhance perceived value, transform underutilised spaces, and create a neutral canvas that allows buyers to imagine the property as their own.
The discussion also explores the practical challenges of styling, from vendor hesitation to partial staging when owners remain in the property. Justine emphasises the importance of educating clients, positioning staging as an investment that can deliver significantly higher sale prices.
Finally, she reflects on the evolving property market and the need for adaptability, stressing that effective styling requires both creativity and strategy to meet shifting buyer expectations.
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If you have any questions about what you heard today, any topics of interest you have in mind, or if you’d like to lend a voice to the show, email editor@realestatebusiness.com.au for more insights.
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