Sandeep Pawar
Broker
Home / Sell
How I sell your home: the six-step plan
A Seller Representative Specialist’s process from the first conversation to closing. You see the evidence behind every decision, and you always know what happens next.
The short answer: price from recent comparable sales, fix and present the home so it competes, market it to every buyer at once, then negotiate price, deposit, conditions and dates together. I cannot promise a sale price or a timeline; I can show you the evidence behind each decision and negotiate every offer as if it were my own home.
Price from the numbers
Your price is the most important marketing decision you make. Too high and buyers wait; too low and you leave money behind.
What happens
I prepare a comparative market analysis: recent sales of similar homes, the active competition, and how fast homes in your area are selling.
What you do
Tell me everything you have updated and anything that needs work. Decide your timeline and your bottom line.
Documents and people
Your mortgage statement, property tax bill, survey if you have one, receipts for major upgrades.
Watch for
Pricing to your purchase price or to an online estimate. Neither knows your street or your home’s condition.
How I help
I show you the comparable sales line by line and recommend a price strategy for your market. Start with a free home value estimate, then I refine it in person.
Prepare to impress
Buyers pay for what they see and fear what they cannot see. Small fixes often pay for themselves.
What happens
We walk the home together and make a room-by-room plan: repairs, decluttering, paint, lighting and staging.
What you do
Complete the agreed repairs, clear the clutter, and decide whether to get a pre-listing inspection.
Documents and people
Pre-listing inspection report (optional), warranties, permits for any renovations or basement units.
Watch for
Expensive renovations right before selling. Fix what buyers will notice; skip what they will redo anyway.
How I help
I help you prioritize the fixes that matter most to buyers in your market, and skip the ones that will not pay you back.
Present it beautifully
Most buyers decide whether to visit from the photos. The listing has to earn the showing.
What happens
Professional photography, video and floor plans, then a listing written to answer buyers’ real questions.
What you do
Have the home photo-ready on shoot day. Review the listing details before it goes live.
Documents and people
The signed listing agreement, the RECO Information Guide, and the data sheet details.
Watch for
Phone photos and vague descriptions. Mistakes in the listing can cost you buyers, or later, money.
How I help
I manage the shoot and the copy, and I check every fact in the listing before it is published.
Reach every buyer
Exposure creates competition. Competition protects your price.
What happens
The home goes on MLS® and is marketed through social media, my network and agent outreach, in six languages.
What you do
Keep the home show-ready and be flexible with showing times. Step out during showings.
Documents and people
Showing instructions, any feature sheet or disclosure documents.
Watch for
Ignoring feedback. If showings are low or offers are not coming, the market is telling us something about price or presentation.
How I help
I share showing feedback and online activity with you as it comes in, and recommend changes based on what buyers actually say.
Curious what your home would sell for today?
What’s my home worth?Negotiate every offer
The highest price is not always the best offer. Conditions, deposit, financing and dates decide whether a deal actually closes.
What happens
Offers arrive, sometimes several at once. I compare them on price, conditions, deposit, closing date and how likely each is to close.
What you do
Decide what matters most to you besides price: a quick closing, fewer conditions, a bigger deposit. You choose whether to share offer details with other buyers.
Documents and people
Agreements of purchase and sale, sign-backs, the buyer’s deposit and pre-approval.
Watch for
Accepting an offer with a weak financing condition, or a closing date that does not fit your next move.
How I help
As a RENE-certified negotiator who also represents buyers, I know how buyers try to push prices down, and I use that to protect your price. How I negotiate.
Close without surprises
After acceptance, the deal moves from conditional to firm, then to closing day. Most problems are avoidable with good coordination.
What happens
The buyer completes their conditions, the deal becomes firm, and both lawyers prepare to close.
What you do
Choose a real estate lawyer early, request your mortgage payout statement, and plan your move.
Documents and people
Waivers, your lawyer’s documents, the mortgage discharge, keys and any included items.
Watch for
Missed deadlines and last-minute disputes about included items. Document everything in writing.
How I help
I track every deadline, keep both lawyers moving, and stay with you until the keys are handed over.
The costs of selling
| Cost | What to know |
|---|---|
| Brokerage commission | Negotiable and set in your listing agreement. Ontario adds 13% HST. |
| Legal fees | Your lawyer handles the deed, the mortgage discharge and the funds. Ask for an all-in quote. |
| Mortgage payout | Breaking a mortgage early can mean a prepayment penalty. Ask your lender for a payout statement before you list. |
| Preparation | Repairs, paint, cleaning and staging, agreed in step 2. |
| Moving and overlap | Movers, storage, and any bridge financing if you buy before you sell. |
| Tax | A principal residence is usually exempt from capital gains tax. Rental and investment properties are not. Ask an accountant. |
Documents to gather before listing
- Government ID for every owner on title
- Most recent mortgage statement and lender contact
- Property tax bill and recent utility costs
- Survey, if you have one
- Permits and receipts for renovations, especially basement units
- Warranties and rental agreements (water heater, furnace)
- Leases, if the home has tenants (see selling a tenanted home)
- For condos: the condo corporation’s contact for the status certificate
Costly mistakes I see sellers make
- Choosing an agent because they promised the highest price.
- Listing before the home is ready, then cutting the price later.
- Judging offers on price alone.
- Forgetting the mortgage penalty and closing costs in the net figure.
- Leaving unpermitted work undisclosed.
Selling in a special situation? Read about upsizing, downsizing, an estate sale, separation or facing power of sale.
Questions sellers ask
How much does it cost to sell a house in Ontario?
The main costs are the brokerage commission, which is negotiable and has 13% HST added in Ontario, your lawyer’s fees, and paying off your mortgage, which can include a prepayment penalty if you break it early. Ask your lender for a payout statement before you list.
How is my asking price decided?
From recent sales of similar homes nearby, homes currently competing with yours, and how fast homes are selling. The asking price is a strategy decision; the sale price is what a buyer actually pays. I show you the comparable sales behind every number.
Is it better to sell first or buy first?
Selling first gives you certainty about your budget but may mean a temporary move. Buying first secures the next home but risks carrying two mortgages. A bridge loan or matched closing dates can help. It depends on your market and finances.
Do I pay capital gains tax when I sell my home?
If the home was your principal residence for every year you owned it, the principal residence exemption usually means no tax on the gain. Rental or investment properties are different. Confirm with an accountant; this is general information, not tax advice.
Can I cancel a listing agreement?
A listing agreement is a contract with a set term. Read the cancellation terms before signing, and ask for them to be explained. Since 1 December 2023 the agreement must be in writing and your agent must give you and explain RECO’s Information Guide first.
Sources
Start with a number, then a plan
Get an instant estimate, then let me walk your home and turn it into a pricing and selling strategy.