How to Sell Your Home

Selling a home isn’t complicated. Selling it well — for the right price, in a reasonable timeframe, without leaving money on the table — that’s where it gets tricky. This guide walks through the entire process from deciding when to list to handing over the keys.

When to Sell: Timing Actually Matters

The best time to list is late March through early June. Spring listings get 10-15% more online views, attract more qualified buyers, and historically sell for 5-10% more than winter listings. Families want to close before the school year starts, yards look better when the grass is green, and there’s a psychological momentum to spring buying.

That said, listing in the “off-season” has one big advantage: less competition. A November listing in a low-inventory market might attract the same buyer pool with fewer competing homes. If you’re in a seller’s market regardless of season, timing matters less than pricing.

The worst time to list? Right before Thanksgiving through December 23rd. Buyers are distracted, showing activity drops 40-50%, and the few offers you get tend to be low-ball.

Pricing Strategy: The Part That Matters Most

Overpricing your home by 5% will cost you more than underpricing it by 5%. That sounds counterintuitive, but it’s backed by consistent data. Here’s why:

A home priced correctly attracts maximum attention in its first 7-10 days on market — that’s when online views peak and agents are most likely to schedule showings. An overpriced home sits. After 21 days, agents start asking what’s wrong with it. After 45 days, it’s stale. Then you reduce the price to where it should have been, but now you’ve lost the initial buyer pool and the reduced price signals desperation.

How to Price Right

• Comparative Market Analysis (CMA): Your listing agent should provide this — a report showing 5-10 recent sales of similar homes in your area, adjusted for differences. This is the gold standard.
• Online estimates (Zestimate, Redfin Estimate): Useful as a sanity check, not as a pricing tool. The Zestimate has a median error rate of about 2.4% for on-market homes, which means on a $400K home it could be off by $10,000 in either direction. For off-market homes, the error jumps to 7.5%.
• Don’t price based on what you “need”: Your mortgage balance, renovation costs, and emotional attachment are irrelevant to the market. The house is worth what a qualified buyer will pay for it.

One tactic that works in competitive markets: price 3-5% below market value to drive a bidding war. This is aggressive and only works when inventory is tight and buyer demand is high. In a balanced or buyer’s market, price at market value and leave a little room for negotiation.

Choosing a Listing Agent

Interview at least three agents before signing a listing agreement. Here’s what to ask:

• “What’s your average days on market?” — If the market average is 25 days and their listings average 45, something’s off. Either they’re overpricing or undermarketing.
• “What’s your marketing plan for my home?” — You want to hear: professional photography, 3D virtual tour, targeted social media ads, broker open house, MLS syndication, and a pricing strategy. If the plan is “put it on MLS and wait,” keep interviewing.
• “What’s your list-to-sale price ratio?” — This shows how close to asking price their listings actually sell for. Above 98% is strong.
• “How will you communicate with me?” — Weekly updates? Showing feedback within 24 hours? Set expectations upfront.

Commission after the NAR settlement is more negotiable than ever. The standard 5-6% total commission (split between listing and buyer agent) is no longer fixed. You can negotiate the listing side, and the buyer agent compensation is now separately disclosed. Total commissions of 4-5% are increasingly common. Below 4% is possible but expect reduced service.

Preparing Your Home: ROI of Renovations

Not every dollar you spend on improvements comes back at sale. Here’s what the data says about cost recovery:

• Garage door replacement: 100%+ ROI — best bang for your buck, costs $4,000-$5,000
• Minor kitchen remodel: 75-80% ROI — new counters, cabinet refacing, updated hardware. $25,000 in = $19,000 back
• Bathroom remodel: 65-70% ROI — updated vanity, new tile, modern fixtures
• New siding: 70-75% ROI — curb appeal matters more than people think
• Major kitchen remodel: 50-60% ROI — full gut renovation rarely pays for itself
• Pool addition: 40-50% ROI — in most markets, a pool is a negative for families with young kids
• Home office conversion: 40-50% ROI — the post-COVID bump has faded

The highest-ROI improvements are boring: fresh neutral paint ($2,000-$4,000 for a whole house), new light fixtures ($500-$1,500), cleaned-up landscaping ($500-$2,000), and power washing ($200-$400). These small moves consistently shift buyer perception for minimal cost.

Photography and Presentation

Professional real estate photos get 32% more views than amateur shots. The median cost for a professional shoot is $150-$350 for photos only, $300-$500 if you add a 3D tour or drone footage. If your listing agent doesn’t include professional photography as part of their service, hire a different agent.

For the photos to work, the house needs to look right:

• Remove 50% of your stuff. Seriously — half. Rent a storage unit.
• Every counter should be nearly empty. Kitchen, bathroom, all of them.
• Remove personal photos and religious items. Buyers need to imagine themselves in the space.
• Every room should have its lights on and blinds open for the shoot.
• Make sure the front of the house is immaculate — it’s the first photo buyers see.

Showings and Open Houses

Here’s something most sellers don’t realize: open houses primarily benefit the agent, not you. NAR data shows that only 4-7% of buyers find their home through an open house. Most find it online. The open house is a lead generation tool for your agent — they meet unrepresented buyers who walk in off the street.

That said, the first weekend open house after listing creates a sense of urgency and can trigger multiple offers. One open house is worth doing. Weekly open houses for months on end? That’s a sign the home isn’t priced right.

For private showings, leave the house. Don’t hover, don’t follow buyers around, and don’t point out features. Let the buyer’s agent do their job. The seller being present makes buyers uncomfortable and they’ll spend 50% less time in the house.

Negotiating Offers

Single Offer

If you get one solid offer within the first two weeks, it’s probably market value. Counter on price or terms if needed, but don’t get greedy. A bird in hand is worth three potential offers that may never come.

Multiple Offers

This is where having an experienced agent pays for itself. Set a deadline for “best and final” offers. Review not just price but also:

• Financing type: Cash > Conventional > FHA/VA (FHA and VA appraisals are stricter and can cause issues)
• Earnest money: Higher = more committed buyer
• Contingencies: Fewer contingencies = less risk, but don’t discount a slightly lower offer with solid contingencies over a high offer with no contingencies from a buyer who can’t actually close
• Closing timeline: Does it match yours?
• Escalation clauses: “I’ll pay $2,000 above the highest offer up to $X” — these tell you the buyer’s ceiling

Appraisal Issues

If the appraisal comes in below the contract price, you’ll need to negotiate. Options: lower the price to appraised value, split the difference with the buyer, or the buyer covers the gap in cash. About 8% of contracts fall through due to appraisal issues.

Timeline: Listing to Close

Expect 45-60 days total for most transactions:

• Pre-listing prep: 1-2 weeks (repairs, staging, photos)
• Active on market: 7-21 days (varies by market and pricing)
• Under contract to close: 30-45 days (buyer’s mortgage processing, inspection, appraisal)

Cash offers can close in 2-3 weeks. If your buyer is selling a home simultaneously (contingent offer), add another 30-60 days of uncertainty.

Frequently Asked Questions

How much does it cost to sell a house?

Total selling costs typically run 8-10% of the sale price. That includes: agent commissions (4-6%), closing costs and title fees (1-2%), repair concessions (0-2%), and moving expenses. On a $400,000 home, plan for $32,000-$40,000 in total costs.

Should I sell before buying my next home?

If possible, yes. Selling first means you know exactly how much equity you have, you can make a stronger offer on the next house (no sale contingency), and you’re not stuck paying two mortgages. The downside is you may need temporary housing. A bridge loan is another option but adds cost and complexity.

What are seller concessions?

Money the seller contributes toward the buyer’s closing costs. It reduces your net proceeds. Common amounts: 2-3% of the purchase price in balanced markets, up to 6% in buyer’s markets. Concessions can make your listing more attractive to buyers who are cash-strapped for closing costs.

Do I need to disclose problems with the house?

In most states, yes. Seller disclosure requirements vary, but generally you must disclose known material defects — foundation issues, water damage, roof leaks, pest infestations, deaths on the property (in some states), and nearby nuisances. Failing to disclose can result in lawsuits after closing. When in doubt, disclose.

What happens if the buyer backs out?

If they back out within a contingency period (inspection, appraisal, financing), they get their earnest money back. If they back out after contingencies expire with no valid reason, you generally keep the earnest money as liquidated damages. Going to court for the full sale price is theoretically possible but rarely practical.

Find an Experienced Listing Agent

The right agent can help you sell faster and for more money. Get matched with top-performing agents in your area based on sales history, reviews, and specialization.

Selling Resources

Get your home ready to sell with our staging tips and pricing strategy guide. Considering selling without an agent? Our FSBO guide and flat fee MLS comparison cover every DIY option. Before listing, schedule a pre-sale inspection to avoid surprises during negotiations.

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