The Home Selling Process, Explained

Pricing is not “what we want.” It’s positioning. The first 7–10 days matter most because buyers watch new listings closely. If a home launches overpriced, it often gets ignored—and later reductions look like weakness.

What we do in this step

• Market analysis: compare your home to recent sales, current competition, and active buyer demand.
• Condition positioning: your home’s condition changes which buyers show up and how hard they negotiate.
• Launch strategy: we decide how to create urgency (not noise) and how to handle showings.

What sellers should know

• Online estimates can be wrong because they don’t understand upgrades, layout, condition, or local demand shifts.
• Overpricing usually costs time and time is leverage for buyers.
• Correct pricing attracts multiple buyers and stronger terms (not just a higher number).

Buyers decide emotionally first and logically second. Preparation isn’t about perfection—it’s about removing doubt. A clean, neutral, well-presented home sells faster and negotiates stronger.

What typically matters most

• Declutter: space feels bigger when surfaces and closets are not packed.
• Deep clean: buyers interpret cleanliness as maintenance.
• Small fixes: loose handles, leaks, missing bulbs, scuffed paint—small things suggest bigger problems.
• Photos: your marketing starts with photography. Bad photos = fewer showings, period.

Common mistakes

• Trying to “hide” issues with heavy scents or staging that covers problems.
• Skipping prep and assuming price alone will overcome presentation.
• Leaving personal items everywhere (buyers struggle to picture themselves there).

Once listed, the market responds fast. Showings and feedback tell us whether pricing and presentation are correct. Offers are not just price—terms matter.

What buyers look at (beyond price)

• Inspection rights: how much room they have to renegotiate later.
• Financing type: conventional, FHA, VA, USDA (each has different expectations and timelines).
• Earnest money: shows seriousness and reduces the chance they walk.
• Closing timeline: does it fit your move plan?
• Concessions: requests for closing costs or rate buydowns can change your net.

How we evaluate an offer

• Net proceeds: what you keep after concessions/fees—not just the headline number.
• Risk: financing strength, contingency exposure, and how likely it is to close cleanly.
• Negotiation leverage: multiple offers vs. one offer changes everything.

After you accept an offer, the buyer typically orders inspections. This is where many sellers get surprised. The goal is not to “win” the inspection—it’s to protect your net and keep the deal moving.

What inspections usually cover

• General home inspection (structure, systems, visible issues)
• Termite/pest (often in many areas)
• Specialized inspections if needed (foundation, HVAC, roof, sewer scope, etc.)

How to think about repair requests

• Safety and function: prioritize items that truly affect livability or financing approval.
• Credits vs repairs: sometimes a credit is cleaner than coordinating contractors on a deadline.
• Don’t panic-negotiate: some requests are aggressive by default. We evaluate what’s reasonable.

This phase is mostly behind the scenes. The lender verifies the buyer’s financials, the home’s value (appraisal), and the title company verifies ownership and clears issues.

Appraisal: what it means

• The appraiser estimates value based on comparable sales and the home’s condition.
• If appraisal comes in low, the buyer may ask for a price change or bring cash to cover the gap.

Underwriting: why it can feel slow

• Lenders often request updated bank statements, verification of deposits, and employment checks.
• Delays usually happen when documents are incomplete or something changes on the buyer side.

Title: what can hold up closing

• Unreleased liens, missing payoffs, boundary/survey questions, or unresolved estate/ownership items.
• Most issues are solvable—faster when identified early.

Closeout is the finish line. The buyer typically does a final walkthrough to confirm the property condition matches the contract and agreed repairs.

What sellers should do before closing

• Complete agreed repairs (if any) and keep receipts if requested.
• Remove personal property not included in the sale.
• Leave keys, garage openers, and any relevant instructions (thermostat, security, appliances).
• Confirm move-out timing and possession terms in your contract.

What happens at closing

• Documents are signed.
• Funds are transferred.
• Title is recorded.
• Then possession happens per contract (sometimes immediately, sometimes later).