Most people don’t sell houses very often, so it’s understandable that they’d make
a few mistakes. Luckily, most are easily avoidable. Here are the pitfalls that can cost
you time, money, and unnecessary stress when selling your home.

Choosing the Wrong Agent
     I understand the temptation to list with your brother-in-law because he just got his
license and needs the business. Or maybe it just seems quicker and easier to pick an
agent randomly from a real estate ad. But selling your home is likely the largest financial
transaction of your life, so it’s worth taking the time to pick the professional who will
guide you through the process in a way that earns you the highest price with the least
inconvenience in the shortest time.

     Get recommendations from friends, neighbors, and colleagues. Then interview at
least a couple of agents to see if you feel comfortable with them. Ask about their
experience and approach, the support they get from their brokerage, their marketing
strategy, and their communication style before agreeing to work with them.

Ignoring Professional Advice on Pricing
     Your local REALTOR is likely to have a pretty good sense of your property’s
market value. Ignoring their advice is a mistake.
     I understand how easy it is to get attached to a higher number, a Zestimate from
Zillow for example, but here's the problem: Zillow has never stepped foot in your house
or your neighbors' houses. Those algorithms work reasonably well in Los Angeles
where there are thousands of comparable properties, but Ukiah isn't the same market.
We have some subdivisions with similar floor plans, but many homes have additions,
remodels, and varying conditions that dramatically affect value.

     Your REALTOR will recommend a list price for your home based on actual
comparable sales, current market conditions, and the specific features and condition of
your property. Listen to them. And remember, pricing isn't static—it may require
adjustments based on market feedback. Prices can go up, though more often they go
down if initial pricing missed the mark. 

Neglecting Presentation

     I’ve said this a million times, but I’ll keep saying it because it is so important:
before you list your house for sale, remove at least one-third of your belongings.
Declutter, deep clean, and make minor repairs. Buyers need to envision themselves in
your space, and that's impossible when they're navigating around years of accumulated
possessions.

Dismissing Recommended Inspections
     If your REALTOR suggests getting pre-listing inspections—well, septic, roof,
HVAC—pay attention. You don't necessarily need to do all of them, but ask why they're
recommending it. Addressing issues upfront prevents surprises during escrow and gives
buyers confidence. It can actually speed up your sale and protect your price.

Resisting Price Adjustments
     Once listed with good exposure, if your agent suggests a price adjustment after a
few weeks with limited showings, listen. The market is telling you something. Refusing
to budge on price only extends your timeline and often results in a lower final sale price.

Mishandling Offers
     When an offer comes in below your asking price, emotions can run high. But
here's a shift in perspective: if you reject an offer, you're essentially buying your property
back at that price. If your house is listed at $475,000 and you receive an offer for
$465,000, turning the offer down means you've decided your house is worth that
$10,000 difference to you personally. Make that decision with clear eyes, not emotion.

Letting Emotion Override Logic
     Speaking of emotion, it can be hard to let your home go. I understand—this is
where you raised your kids, where you celebrated holidays and milestones. But
emotional attachment shouldn't drive your decisions on price or terms. The market
doesn't care about your memories, and being difficult because you're not ready to let go
only hurts your position. 

Creating Contractual Problems
     As you prepare to sell, avoid signing contracts for any service that would extend
beyond the close of escrow without disclosing them. These must be revealed to buyers,
and entering into them after signing a purchase contract can make you liable for
damages. Even if that solar energy system seems like a great deal, the property must
be delivered in the same condition as when the buyer viewed it and signed the contract.
Check with them first—or let them enter into the contract once they own the home.

     Selling a home is complex, but working with a professional REALTOR and
following their guidance will help you avoid these common mistakes and achieve a
successful sale.

     If you have questions about property management or real estate, please contact
me at [email protected] or call (707) 462-4000. If you have an idea for a future
column, share it with me and if I use it, I’ll send you a $25 gift certificate to Schat’s
Bakery.

     Dick Selzer is a real estate broker who has been in the business for more than
50 years. The opinions expressed here are his and do not necessarily represent his
affiliated organizations.