Selling checklist

Phase 1: Prepare Your Home & Finances

Get your records ready (just like you did at closing)

Locate your deed, mortgage docs, and any title policies Gather permits and inspection reports from when you bought (or any work you’ve done) Note any known issues: roof age, foundation cracks, flood history, HOA disputes Collect receipts for recent repairs or upgrades (these add value)

Know what you owe

Call your lender and ask for a “payoff quote” — the exact amount due at closing

Note: this changes daily as interest accrues, so get it close to closing

Calculate: Sale Price − Payoff − Realtor Commission (if applicable) − Closing Costs = Your Net Proceeds

Get your home inspected (optional, but smart)

Hire a professional home inspector before you list — same person a buyer might hire Address major issues now (roof leaks, HVAC failure, foundation cracks) so buyers don’t use them as negotiation leverage

Minor cosmetic fixes (paint, landscaping) are your call; ROI varies

Assess for serious red flags

Open permits (unpermitted additions, unfinished work) — must be disclosed; close or get written approval first Liens or judgments against you — check your county clerk records; lenders will find them at closing HOA disputes or special assessments — disclose to buyers; they affect value and insurability Flood zone changes or environmental issues — you must disclose known issues

Phase 2: Price & Market Your Home

Decide: Realtor or Solo (For Sale By Owner)?

With a Realtor:

Interview 2–3 agents; ask about their recent sales in your neighborhood Ask for their Comparative Market Analysis (CMA) — comparable homes sold nearby; this sets your price Clarify commission — it’s negotiable. Industry standard is 5–6%, but you can negotiate down (4–5%). Commission is often split 50/50 between listing agent (yours) and buyer’s agent. Ask: “Do I have to pay the buyer’s agent commission?”

Answer: No. You can choose to not offer buyer’s agent commission, but this may reduce buyer traffic (agents don’t show homes that don’t offer commission)
Many sellers offer 2–2.5% to the buyer’s agent and pay listing agent separately

Buyer’s agent commission is optional. Some FSBO sellers offer $0 to buyer’s agent; this scares off agent-represented buyers. Weigh: higher net proceeds vs. fewer buyers

Sign a listing agreement; understand the term (usually 90 days) and exclusive rights; this locks you into paying commission if you sell during that period

Without a Realtor (FSBO — For Sale By Owner):

Research your neighborhood: visit zillow.com, redfin.com, or your county assessor; see recent sales Price competitively: homes priced too high sit; priced too low, you leave money on the table Post on your own: Facebook Marketplace, Craigslist, your county MLS (varies by county; some charge $50–200 to list) Budget for: photography ($100–500), yard signs, open-house supplies

Expect lower buyer traffic — realtors often steer buyers to agent-listed homes

You can still offer buyer’s agent commission (e.g., 2.5%) even as FSBO to attract more buyers. You negotiate this directly with buyer’s agent when they bring an offer

Hire a real-estate attorney to handle title search, title insurance, closing documents, and legal compliance. Seller typically pays for title insurance anyway; attorney ensures it’s done right. Flat fees: $750–$1,250 for straightforward closings; $1,500–$3,000 for complex transactions. Hourly rates: $150–$500/hour (varies by attorney experience and location). Without an attorney, YOU are responsible for legal disclosures and document review — high legal risk.

Determine what kind of market you’re selling in

Seller’s Market (your advantage): Fewer homes for sale than buyer demand. Prices rise, bidding wars happen, homes sell fast.

Signs: Homes sell in < 30 days, multiple offers, prices above asking
Your strategy: Price at or slightly below market; expect multiple offers and negotiate up
You have leverage: buyers compete, you can be pickier about terms and contingencies

Buyer’s Market (buyer’s advantage): More homes for sale than buyer demand. Prices fall, homes sit, buyers negotiate hard.

Signs: Homes sit > 60 days, price reductions, offers below asking
Your strategy: Price aggressively to attract buyers; expect negotiation on repairs and closing costs
You have less leverage: accept reasonable offers or risk the home sitting longer

Balanced Market: Supply = demand. Prices stable, normal negotiation.

Check your local market using: recent sales data (last 30–90 days), days-on-market averages, asking vs. selling price ratios. Your agent (if you have one) can pull this data; FSBO sellers should research county assessor records and real-estate websites

Market your home like a buyer would search

Professional photos (good lighting, uncluttered rooms) — same detail a buyer notices in listing photos Write a clear description: year built, sq ft, number of beds/baths, notable features, school district, walkability List known issues upfront — saves you from later disclosures and angry buyers

Phase 3: Open Your Home to Buyers

Prepare for showings

Deep clean: same thoroughness you used when viewing homes Declutter: remove personal photos, excessive clutter, strong smells Curb appeal: mowed lawn, clean porch, front door painted or polished Remove pets (or put them away) during showings — allergies, fear reactions kill deals Stage (optional): make rooms feel spacious, neutral, welcoming — remember how you felt walking into your dream home?

During showings (if you stay home)

Be present but quiet; let buyers explore and ask questions Have a guest book or have agents note feedback (what worked, what didn’t) If FSBO: ask buyers why they’re interested; listen for red flags in their questions

Track interest & feedback

Ask your realtor (or buyers, if FSBO) what feedback you’re hearing If homes sit > 30 days: adjust price, improve marketing, or address disclosed issues

Phase 4: Negotiate & Accept an Offer

When an offer comes in

Review the full purchase agreement, not just the price

Key terms to examine:

Offer price

Earnest money (good-faith deposit; typically 1–3% of offer price)

Inspection period (usually 7–10 days for buyer to hire inspector)

Appraisal contingency (buyer’s lender must appraise at offer price or higher)

Financing contingency (buyer must get a mortgage; if financing falls through, deal dies)

Closing date (typically 30–45 days out)

Contingencies: sale of buyer’s current home? HOA approval? Pest inspection?

Negotiate smartly

Don’t accept the first offer if it’s below your target; counter If you have multiple offers, you have leverage — ask for best and final

Watch out for: low earnest money, short inspection period, no financing contingency (risky for you), or contingencies that give buyer an out

Verbal agreements don’t count — everything must be in writing

Accept an offer

Once you sign and buyer signs, you have a contract — you’re off the market

Inform other interested buyers (if FSBO) that the home is under contract but may review backup offers

Phase 5: Inspections, Appraisal & Due Diligence

Buyer’s inspection (expect this)

Buyer hires an inspector (similar to your inspection at purchase)

You don’t have to fix anything, but buyer may ask for repairs/credits at closing

Negotiate: do you fix it, buyer fixes it, or seller credits dollars to buyer?

If you refused, remember how you felt as a buyer seeing repair issues — expect pushback

Appraisal (lender’s requirement)

Lender orders an appraisal to confirm the home is worth the offer price

If it appraises low (below offer price), buyer’s lender won’t finance the difference

You can renegotiate the price, buyer can cover the gap, or deal falls apart

Example: You accepted $500k; appraisal comes in at $480k; you’re now negotiating or losing the sale

Title search & insurance

Title company searches county records for liens, judgments, or claims against the property

Sellers usually pay for title insurance (protects buyer and lender)

If issues are found (old lien, unpaid taxes), you must clear them before closing

Your disclosure obligations (Florida example, but similar everywhere)

You must disclose known material defects in writing (flood history, roof leaks, foundation cracks, etc.) You must disclose HOA, zoning, environmental hazards, permit issues

Failure to disclose can void the sale or lead to a lawsuit

Phase 6: Final Walk-Through & Closing

Final walk-through (24 hours before closing)

Buyer visits one last time to confirm all agreed repairs are done and chattels (stuff you said you’d leave) are there

Check: no new damage, utilities still on, seller’s items removed

Sign off that you’ve met all obligations

Review closing documents

Closing Disclosure (similar to what you got when you bought)

Deed (proof you own the home; you’re signing it over)

Settlement statement (who pays what, who gets paid what)

HUD-1 or Closing Statement (itemizes all costs and credits)

Have a real-estate attorney review if anything is unclear

At closing

Sign all documents (deed, closing disclosure, any last-minute agreements) Provide keys, garage openers, WiFi passwords, appliance manuals to buyer Confirm funds are wired to you (don’t leave until money is confirmed) Get a copy of everything you signed

After closing

Moving company handles the physical move

Update your address with USPS, insurance, bank, employer, utilities Cancel insurance on the home once funds are confirmed and deal is final File closing paperwork with your tax accountant (you may owe capital gains tax)

Phase 7: Taxes & Follow-Up

Capital gains tax (know what you might owe)

If you lived in the home 2 of the last 5 years as your primary residence, you may exclude $250k (single) or $500k (married) of profit from federal taxes

Example: You bought at $400k, sold at $600k. Profit = $200k. If you qualify, $0 federal tax on it.

Example: You bought at $400k, sold at $700k. Profit = $300k. If single, you owe tax on $50k.

Consult a tax accountant; state taxes vary

Keep records

Save closing docs, receipts for improvements you made (kitchen upgrade, roof replacement) — these reduce your taxable gain

Example: If you spent $40k on a new roof, that lowers your taxable profit by $40k

Address any issues post-closing

If buyer sues you for undisclosed defects, your title insurance and homeowners insurance may help defend you (consult your insurance company and attorney immediately)

Quick Reference: With Realtor vs. FSBO

Task	With Realtor	FSBO (Solo)
Pricing	Agent prepares CMA	You research comps; price yourself
Marketing	Agent lists on MLS; shows home	You post online, hold open houses
Buyer traffic	Higher (agents show to clients)	Lower; increases if you offer buyer’s agent commission
Negotiation	Agent negotiates on your behalf	You negotiate directly with buyer
Paperwork & Legal	Agent guides; you hire attorney for closing	You hire attorney for title, closing docs, legal compliance (non-optional if FSBO)
Commission	Negotiable: 4–6% (can reduce from 5–6% standard). Typically split 50/50 listing/buyer’s agent. You can negotiate not to pay buyer’s agent commission, but this limits buyer pool.	$0 to your agent; but consider offering 2–2.5% to buyer’s agents to attract more buyers. Direct negotiation per offer.
Timeline	Faster (wider market)	Slower (limited buyer pool)
Risk	Lower (agent liability insurance)	Higher; you’re liable for legal disclosures, title issues, and document errors unless attorney handles it

Cost Comparison: Selling a $600,000 Home

Scenario 1: With Realtor (5% standard commission)

Sale price: $600,000
Realtor commission (5%): −$30,000
Title insurance & closing costs (~1.5%): −$9,000
Your net proceeds: ~$561,000

Scenario 2: With Realtor (4% negotiated commission)

Sale price: $600,000
Realtor commission (4%, negotiated): −$24,000
Title insurance & closing costs (~1.5%): −$9,000
Your net proceeds: ~$567,000 ✓ Saves $6,000 vs. Scenario 1

Scenario 3: FSBO, no buyer’s agent commission

Sale price: $600,000
Realtor commission: $0
Title insurance & closing costs (~1.5%): −$9,000
Attorney fees (straightforward closing): −$1,000
Photography, signs, MLS listing fee: −$500
Your net proceeds: ~$589,500
Risk: Lower buyer traffic (buyers represented by agents often skip non-commission homes); may sell 30–90 days slower or below market

Scenario 4: FSBO with 2.5% buyer’s agent commission (balanced)

Sale price: $600,000
Buyer’s agent commission offered (2.5%): −$15,000
Title insurance & closing costs (~1.5%): −$9,000
Attorney fees (straightforward closing): −$1,000
Photography, signs, MLS listing fee: −$500
Your net proceeds: ~$574,500 ✓ Best balance: higher proceeds + buyer pool
Advantage: Attracts agent-represented buyers; faster sale likely

The Bottom Line

5% realtor: ~$561,000 net (easy, hands-off)
4% realtor (negotiated): ~$567,000 net (+$6k)
FSBO no-commission: ~$589,500 net (+$28.5k, but risky; may sit months)
FSBO + 2.5% buyer’s agent: ~$574,500 net (+$13.5k, faster sale, less risk)

Real-world consideration: If FSBO sits 60 days longer and you carry a $3,000/month holding cost (mortgage, taxes, insurance, utilities), the $28.5k savings evaporates. FSBO + 2.5% buyer’s agent often wins: you net $13.5k more than a traditional realtor, with a faster sale and less risk.

Common Pitfalls to Avoid

Overpricing — Homes sit, market stales, buyers sense desperation → lower offers

Hiding problems — Buyer finds out, deal dies, lawsuit follows

Agreeing to contingencies you can’t meet — Example: “I’ll fix the roof” but then don’t → buyer cancels or sues

Selling Your Home: A Checklist for Homeowners (With or Without a Realtor)