Matthai on the Key Hurdles Facing Central Pennsylvania’s Staging Market Today

Written by:

Steve Marcinuk

Date:

25 Nov 2025

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The home staging market in central Pennsylvania is experiencing a clear divide in agent experience and attitudes depending on location, according to Kristie Matthai, owner of Linden Creek Home Staging. Matthai, who brings 15 years of corporate marketing experience to the staging industry, recently outlined the main obstacles facing the region’s staging sector and pointed to potential ways forward.

A Market Divided by a River

Matthai works across Lancaster and York counties and says agent attitudes differ sharply even though the two markets are geographically close. In Lancaster County, she sees staging widely embraced as a standard listing practice. In York County, however, she continues to see a large number of vacant homes hitting the market, despite evidence that staged homes show better and sell faster.

This divide, she says, is driven more by mindset than market fundamentals. For years, higher property values in Lancaster helped normalize staging as an expected investment. But as values in York have risen substantially, the lingering belief that staging is only worthwhile for higher-priced homes no longer reflects current market realities.

Operational Bottlenecks Limit Staging Adoption

Beyond agent attitudes, Matthai says logistical challenges are also slowing the region’s staging market. Many agents report difficulty securing staging services because local providers often lack available inventory or require bookings far in advance. This makes it harder for agents to stage consistently, even when they recognize its value.

The industry’s project-based purchasing model contributes to this issue. Stagers typically buy the furniture and accessories needed for each job, which can create cash-flow pressures and limit how many projects they can take on at once.

Key Obstacles Identified

Matthai highlights three primary barriers shaping the current landscape:

Mindset differences between counties. Lancaster agents generally approach staging as a strategic tool, while York agents are less likely to prioritize it – even though the two markets are separated only by a river.

Inventory and availability constraints. Many agents say they understand staging’s benefits but struggle to find providers with enough inventory or flexible scheduling.

Outdated pricing assumptions. York County’s rising home values mean staging is now cost-effective across most price points, but many agents remain anchored to older perceptions.

York County: The Most Affected Market

York County bears the brunt of these challenges, with noticeably more vacant listings than in neighboring Lancaster. Matthai stresses that this gap persists despite similar buyer demand and price trends – suggesting that agents who avoid staging may be leaving money on the table.

A Push for Education and Local Case Studies

To close the gap, Matthai is leading a re-education effort focused on York County. She believes local case studies – rather than generic industry data – are the most effective way to demonstrate the financial upside of staging. When agents see results from properties in their own communities, adoption increases.

Looking Ahead: A Competitive Opportunity

Despite today’s hurdles, Matthai sees strong potential for agents who adapt early. As staging becomes more normalized across central Pennsylvania, those in York County who embrace it now could gain a competitive advantage.

“It’s really an opportunity for York,” she says. “Agents who jump on staging early are going to be the ones who stand out.”