1. Define Your Needs

Write down all the reasons you’re selling your home. Ask yourself: “Why do I want to sell, and what do I hope to accomplish?” For example, a growing family may prompt the need for a larger home, or a job opportunity in another city may require relocation.

Next, outline your goals. Do you want to sell within a certain time frame? Are you aiming to reach a specific profit margin? Work with your real estate agent to map out the best path to achieve your objectives and set a realistic timeline for the sale.

2. Name Your Price

Your next objective is to determine the best possible selling price. Setting a fair asking price from the outset generates the most interest from agents and buyers. You’ll need to consider your home’s condition, what similar homes in your neighborhood are selling for, and the state of the local market.

Because it’s hard to stay objective about your own home, your real estate agent’s expertise is invaluable here. They’ll provide insights based on comparable sales and average market time. For an even more objective valuation, consider hiring a professional appraiser (typically a few hundred dollars).

Important: You’re better off pricing your home at fair market value than setting the price too high. Studies show that homes priced more than 3% above market value take longer to sell. The longer a property sits, the more buyers assume something is wrong—often resulting in a price drop below market value just to compete with newer listings.

3. Prepare Your Home

Most of us don’t keep our homes in “showroom” condition. Now’s the time to break out of the owner’s mindset and get your house in top shape. The condition of your home will affect how quickly it sells—and for how much.

Your real estate agent can help you assess your property with fresh eyes and offer staging advice to appeal to potential buyers.

Tips:

• A home with too much “personality” is harder to sell. Remove family photos, personal mementos, and unique decor so buyers can picture themselves in the space.
• Make minor repairs. Small issues like leaky faucets, torn screens, or worn doormats can leave a negative impression.
• Eliminate clutter. Clear off bathroom and kitchen counters, and remove unnecessary items from shelves to make every space feel bigger.

4. Get the Word Out

Once your home is ready, your agent will implement a tailored marketing strategy. Tactics may include:

• Online listings
• Yard signs
• Open houses
• Media advertising
• Agent-to-agent referrals
• Direct mail campaigns

In addition to listing your home on the Multiple Listing Service (MLS), your agent will use a combination of methods to attract qualified buyers. The first three to six weeks are typically the most active period, so the marketing strategy should be strongest during this time.

5. Receive an Offer

When you receive a written offer, your agent will first verify whether the buyer is prequalified or pre-approved. Then, you’ll review the proposed contract together, making sure to understand all responsibilities and terms.

A purchase contract may include:

• Legal description of the property
• Offer price
• Down payment
• Financing details
• Allocation of fees
• Earnest money deposit
• Inspection rights and repair allowances
• Title conveyance method and closing responsibilities
• Included appliances or furnishings
• Closing (settlement) date
• Contingencies

You have three options: accept, counter, or reject the offer. Once both parties sign the contract, it becomes legally binding. Discuss any questions or concerns with your agent immediately.

6. Negotiate to Sell

Most offers will require negotiation. Your agent will protect your interests and guide you through the process, leveraging their knowledge of contracts and market conditions.

Common negotiable items:

• Sale price
• Financing terms
• Closing costs
• Repairs and improvements
• Appliances and fixtures
• Landscaping or painting
• Move-in date

Once all terms are agreed upon, your agent will prepare the final sales contract.

7. Prepare to Close

After accepting an offer, make a checklist of all items that need to be completed before closing. This may include appraisals, inspections, repairs, or surveys.

Your agent will coordinate communication with the buyer’s agent and vendors, and clarify which responsibilities fall on you based on the contract.

If inspections or procedures reveal issues, the contract terms will guide the next steps—whether that means renegotiation, repair, or even cancellation.

Tip: A few days before closing, confirm with the closing agent or attorney that all required documents will be ready. Also, start making arrangements for your move if you haven’t already.

8. Close the Deal

“Closing” is the meeting at which legal ownership of the property is transferred to the buyer. Your agent will attend the closing to guide you and help address any last-minute issues. In some states, a real estate attorney may also be required.

After closing, remember to:

• Cancel utilities (electricity, gas, cable, lawn care, etc.).
• Transfer service accounts if the buyer is keeping them.
• Gather and leave behind manuals and warranties for any appliances included in the sale.