Seller FAQs: What to Expect
Selling your home is one of the most significant financial decisions you will make. Pricing, preparation, timing, negotiation, compliance, and execution all matter. This page is designed to give homeowners a clear understanding of what to expect when selling a home and how strategic representation impacts results.
Selling Your Home: Seller Strategy Comes First
A successful sale is not accidental. It is the result of accurate pricing, strong market positioning, professional marketing, disciplined negotiation, and strict compliance with state and federal regulations.
Century 21 Elite Realty approaches every listing with a strategy tailored to the property, the market, and the seller’s goals. The objective is to maximize value, minimize risk, and maintain control of the transaction from listing through closing.
Selling Your Home: What Determines Your Home’s Value?
How much is my home worth?
Your home’s value is influenced by location, recent comparable sales, condition, buyer demand, and current market conditions. Online estimates can be misleading. A professional Comparative Market Analysis (CMA) evaluates real market data to determine an accurate and strategic pricing range.
Market Activity & Buyer Demand
Current pricing and buyer activity are driven by real-time market conditions, not assumptions.
Live showing activity and pricing trends help explain how demand, competition, and timing impact value and negotiation strategy. For sellers who want a deeper look at current market performance, the following live market reports reflect MLS-backed data across select school districts and local markets:
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View live average sales price trends and buyer activity (OneKey MLS)
https://onekey.stats.showingtime.com/infoserv/s-v1/VuJn-3Xs
https://onekey.stats.showingtime.com/infoserv/s-v1/Vu5t-Nk5
Selling Your Home: Preparing Your Home for the Market
What should I do to prepare my home for sale?
Preparation focuses on marketability, not perfection. This may include decluttering, deep cleaning, minor repairs, curb appeal improvements, and strategic staging when appropriate. Professional photography and presentation are critical, as most buyers form first impressions online.
Selling Your Home: Pricing Strategy & Timing
How do you determine the asking price?
Pricing is based on recent closed sales, active and pending competition, market trends, and buyer behavior. Strategic pricing is designed to generate strong interest early while preserving negotiation leverage.
How long will it take to sell my home?
Time on market varies depending on price, condition, and market demand. Proper preparation and pricing help reduce extended exposure and protect value.
What is the best time to sell my home?
Homes sell year-round. While spring and summer are traditionally active, the right timing depends on inventory levels, interest rates, buyer demand, and your personal circumstances.
Costs, Compensation & Financial Considerations
What costs are involved in selling my home?
Typical seller costs may include brokerage compensation, attorney fees, state or local transfer taxes, mortgage payoff, and negotiated repairs or credits. Estimated net proceeds are reviewed before listing so sellers can make informed decisions.
Brokerage Compensation & Seller Responsibilities
When selling a home, sellers enter into a written listing agreement that outlines the scope of services provided and the compensation for those services.
Brokerage compensation is not fixed by law and is fully negotiable between the seller and the brokerage prior to listing.
How brokerage compensation works
Brokerage services may include pricing analysis, marketing execution, buyer screening, negotiation, contract oversight, and transaction management through closing. All compensation terms are disclosed in writing and agreed upon in advance.
Buyer agent compensation
In many transactions, sellers may choose to offer compensation to a buyer’s agent as part of the overall marketing and negotiation strategy. Buyer agent compensation is not required by law and may vary by transaction. These decisions can affect buyer interest, showing activity, and negotiation dynamics and are discussed prior to listing.
Repairs, Staging & Disclosure
Should I make repairs or sell as-is?
Some repairs improve marketability and buyer confidence; others do not. We advise which improvements make sense based on return on investment.
What is staging, and is it necessary?
Staging highlights space, flow, and lifestyle. While not mandatory, staged homes often sell faster and with stronger offers depending on the property and target buyer.
Required Seller Disclosures & Compliance
Property Condition Disclosure (State-Specific)
Disclosure requirements vary by state and property type. Sellers are responsible for disclosing known material conditions that could affect the value or desirability of the property.
New York
New York sellers generally provide a Property Condition Disclosure Statement (PCDS) or may elect a statutory credit in lieu of disclosure.
Official guidance:
https://dos.ny.gov/property-condition-disclosure
New Jersey
New Jersey sellers are required to disclose known material defects that could affect the property’s value or desirability. While there is no single statewide disclosure form, disclosure obligations remain enforceable.
Official guidance:
https://www.njconsumeraffairs.gov/rec
Connecticut
Connecticut sellers are required to complete a Residential Property Condition Disclosure Report, addressing known conditions of the property.
Official guidance:
https://portal.ct.gov/DCP/License-Services-Division/Real-Estate
Federal Lead-Based Paint Disclosure (Homes Built Before 1978)
Federal law requires sellers of residential properties built before 1978 to disclose known lead-based paint hazards, provide available reports or records, deliver the required EPA/HUD pamphlet, and allow buyers a lead inspection opportunity when applicable.
Authoritative sources:
https://www.epa.gov/lead/real-estate-disclosures-about-potential-lead-hazards
https://www.hud.gov/program_offices/healthy_homes/enforcement/disclosure
Fair Housing Compliance (Federal & State)
Federal Fair Housing Act
The Federal Fair Housing Act prohibits discrimination based on race, color, religion, sex, disability, familial status, and national origin.
Enforced by HUD:
https://www.hud.gov/program_offices/fair_housing_equal_opp/fair_housing_act_overview
New York Fair Housing & Human Rights Law (Expanded Protections)
New York provides broader protections than federal law. In addition to federally protected classes, New York prohibits discrimination based on lawful source of income, sexual orientation, gender identity or expression, marital status, age, and lawful occupation.
Sellers may not refuse offers, showings, or negotiations based on a buyer’s lawful source of income, including housing vouchers.
Official guidance:
https://dhr.ny.gov/housing-discrimination
https://dos.ny.gov/fair-housing
New Jersey Fair Housing
New Jersey’s Law Against Discrimination includes protections for lawful source of income and other protected characteristics.
Official guidance:
https://www.njoag.gov/about/divisions-and-offices/division-on-civil-rights-home/
Connecticut Fair Housing
Connecticut fair housing law aligns with federal standards and includes additional state-level protections.
Official guidance:
https://portal.ct.gov/CHRO/Fair-Housing/Fair-Housing
Selling Your Home: Tax Considerations
Do I have to pay taxes when I sell my home?
Many homeowners may qualify for the IRS capital gains exclusion when selling a primary residence.
Under current IRS rules, sellers may exclude:
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Up to $250,000 in capital gains for single filers
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Up to $500,000 for married couples filing jointly
To qualify, the seller must generally have owned and lived in the home as a primary residence for at least two of the last five years prior to the sale.
Tax situations vary. Sellers are encouraged to consult a tax professional for guidance specific to their circumstances.
Official IRS guidance:
https://www.irs.gov/taxtopics/tc701
Offers, Negotiation & Closing
What happens once I receive an offer?
Offers are evaluated based on price, financing strength, contingencies, timelines, and certainty of closing. Sellers may accept, counter, or decline any offer.
What happens at closing?
At closing, ownership transfers, documents are signed, and proceeds are distributed. Your agent and attorney coordinate the process to ensure a smooth conclusion.
Ready to Sell?
Selling successfully starts with a strategy conversation, not guesswork.
Century 21 Elite Realty
Pearl River Office: 845-735-0200
White Plains Office: 914-345-3550
Email: info@c21eliterealtor.com
