Preparing Your Home
First impressions matter enormously in real estate. A well-prepared home sells faster and for more money. Invest time upfront to make your property shine.
Declutter and Depersonalize
- Remove excess furniture to make rooms feel larger
- Pack away personal photos and memorabilia
- Clear countertops, closets, and storage areas
- Consider renting a storage unit for extra items
- Remove or update dated decor
Deep Clean
- Professional carpet cleaning or replacement if needed
- Window washing inside and out
- Power wash exterior, driveway, and walkways
- Clean grout, fixtures, and appliances
- Address any odors (pets, smoke, cooking)
Make Strategic Repairs
- Fix leaky faucets and running toilets
- Repair damaged walls, ceilings, and flooring
- Update outdated light fixtures and hardware
- Ensure all doors and windows function properly
- Address any safety issues (smoke detectors, handrails)
Focus on kitchen and bathrooms - they have the highest ROI for pre-sale improvements. Even small updates like new hardware and fresh paint can make a big difference.
Pricing Strategy
Pricing your home correctly from the start is crucial. Overpricing leads to extended market time, while underpricing leaves money on the table.
Comparative Market Analysis
Your agent will prepare a CMA comparing your home to similar properties that have recently sold, are currently for sale, or didn't sell. Key factors include:
- Location and neighborhood
- Square footage and lot size
- Number of bedrooms and bathrooms
- Age and condition of the home
- Updates and upgrades
- Special features (pool, views, etc.)
Pricing Strategies
- At market value: Best for balanced markets, attracts serious buyers
- Slightly below market: Creates urgency, may generate multiple offers
- Above market: Only in hot markets with limited inventory
The Danger of Overpricing
Homes that sit on the market too long become "stale" and buyers assume something is wrong. Properties often end up selling for less than they would have if priced correctly from the start.
The first two weeks on market are the most critical. That's when you'll get the most attention from buyers and agents. Price it right from day one.
Marketing Your Property
Great marketing gets your home in front of the right buyers. In today's digital age, most buyers start their search online, making professional presentation essential.
Professional Photography
- High-resolution photos of every room
- Twilight/dusk exterior shots
- Aerial/drone photography for larger properties
- 3D virtual tours and floor plans
- Video walkthroughs
Listing Description
Your agent will craft compelling copy that highlights your home's best features, recent upgrades, and neighborhood benefits. The description should paint a picture of life in the home.
Marketing Channels
- MLS: Syndicated to Zillow, Realtor.com, and hundreds of sites
- Social media: Targeted ads on Facebook, Instagram
- Email marketing: To local agent networks and buyer databases
- Signage: Professional yard sign and directionals
- Print materials: Flyers, brochures, postcards
Never skimp on photography. Homes with professional photos sell 32% faster and for up to 47% more per square foot than homes with amateur photos.
Showings & Open Houses
Making your home available for showings is crucial. The more buyers who see your home, the better your chances of getting offers.
Keeping Your Home Show-Ready
- Make beds and put away dishes daily
- Keep counters and surfaces clear
- Store personal items and valuables securely
- Maintain clean bathrooms
- Open blinds and turn on lights before showings
- Control temperature - comfortable is memorable
Open House Best Practices
- Weekend open houses typically get the most traffic
- Fresh flowers or baked goods create welcoming atmosphere
- Have information sheets available for visitors
- Leave during the open house - buyers feel more comfortable
- Secure pets or take them with you
Handling Feedback
Your agent will collect feedback from showing agents. This information is valuable - if multiple buyers mention the same concern, it may be worth addressing. Stay objective and don't take criticism personally.
Be flexible with showing times. Declining showing requests or requiring too much notice can cost you buyers. Consider using a lockbox for easier access.
Negotiating Offers
When offers come in, it's time to negotiate. Your agent will help you evaluate each offer based on more than just price.
Evaluating Offers
- Price: How does it compare to asking and market value?
- Earnest money: Higher amounts show serious intent
- Financing: Cash vs. conventional vs. FHA/VA
- Pre-approval: Is the buyer qualified?
- Contingencies: Inspection, appraisal, sale of buyer's home
- Timeline: Does closing date work for you?
Negotiation Strategies
- Counter at a price you'd accept if they meet you halfway
- Consider non-price terms: closing date, inclusions, repairs
- In multiple offer situations, ask for "highest and best"
- Don't get emotional - keep it business
- Know your bottom line before negotiations begin
Inspection Negotiations
After inspection, buyers often request repairs or credits. Work with your agent to determine what's reasonable. You can offer to fix issues, provide credits, or negotiate on price.
Don't dismiss offers that seem low. A serious buyer may be testing the waters. A counter-offer keeps the conversation going and often leads to a deal.
Closing
Once you've accepted an offer, the closing process begins. Typically this takes 30-45 days for financed purchases.
Your Responsibilities
- Provide required disclosures (Seller's Disclosure, Lead Paint, etc.)
- Allow access for appraisal and inspections
- Complete any agreed-upon repairs
- Maintain the property in current condition
- Keep utilities on through closing
- Prepare for the buyer's final walkthrough
Typical Seller Closing Costs
- Real estate commissions (typically 5-6% of sale price)
- Title insurance (owner's policy)
- Prorated property taxes
- HOA transfer fees and prorated dues
- Any negotiated repairs or credits
- Outstanding mortgage payoff
Moving Out
- Schedule movers well in advance
- Transfer utilities out of your name
- Leave the home clean and empty (unless otherwise agreed)
- Leave all keys, remotes, and manuals
- Forward mail and update your address
Consider getting a pre-listing inspection. Knowing about issues in advance lets you address them on your terms rather than during negotiations when you're under time pressure.