The Staging Gap Between York and Lancaster Counties

Written by:

Rudi Davis

Date:

27 Nov 2025

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A clear divide in home staging practices exists between neighboring Pennsylvania counties separated by only a river, according to Kristie Matthai, owner of Linden Creek Home Staging. Matthai, who spent 15 years in corporate marketing, explained how York County continues to underutilize staging, in contrast to the more widespread adoption seen in Lancaster County, and described the impact on local real estate outcomes.

Matthai’s business spans both York and Lancaster counties, where she sees a clear contrast in how real estate agents approach staging. In Lancaster County, she finds that agents tend to be far more familiar with staging practices, and staged homes are noticeably more common. York County, by comparison, has a much higher number of vacant listings, reflecting a gap in agents’ use of staging strategies.

Despite similar property values and market conditions in recent years, York County’s adoption of staging remains low. Matthai attributes this gap, in part, to historical perceptions and a lack of local leadership in the staging space.

Matthai says York County has been slower to embrace staging for a mix of historical and market-driven reasons. For years, Lancaster County’s higher home prices made staging feel like a natural expectation, while York agents were accustomed to working in a lower-price environment where staging wasn’t seen as essential. But York’s market has changed: property values have climbed, and the old logic for skipping staging no longer holds, even though many agents still operate with that outdated mindset.

She also notes a lack of clear leadership in York’s staging space. Unlike Lancaster – where staging is now woven into the culture of listing and marketing homes – York doesn’t yet have a strong staging advocate setting the tone. Matthai hopes to fill that gap and help agents see staging as a standard tool rather than an occasional add-on.

The slow adoption of staging in York County has real consequences for agents, affecting how competitive they appear and limiting their ability to differentiate listings. According to Matthai, the county is at a point where those who begin incorporating staging into their marketing will gain a clear edge over their peers.

Many local agents in York still depend on services based in Lancaster County. This dynamic not only underscores the service gap but also highlights how much room there is for York agents to position themselves more effectively by embracing staging early.

Matthai recommends that York County agents integrate staging into their marketing strategy, not treat it as an afterthought. “I’ve been talking to a lot of agents about using staging as another tool in listing presentations, to show you’re thinking about the entire marketing ecosystem, not just putting a listing online and hosting an open house. That’s not enough these days,” she advised.

She stresses that staging should be a core component of property marketing, especially in a competitive environment.

Matthai is preparing targeted educational efforts aimed at York County agents, encouraging them to rethink how they market properties. She believes many may be missing out on higher returns by continuing to list homes without staging. Her upcoming re-education campaign is designed to show agents how vacant listings can undercut their results – and how adopting staging strategies could significantly improve their market performance.

The current divide in staging adoption presents both a challenge and a significant opportunity for York County agents willing to invest in comprehensive marketing. As property values rise and competition increases, those who adopt modern staging practices may find themselves at a distinct advantage.