Top Frequently Asked Questions From Home Sellers

Thinking about selling and finding yourself full of questions? You’re not alone — every home seller, whether it’s their first sale or their fifth, has important questions about timing, pricing, marketing, contracts, and negotiations.

Selling a home isn’t something most people do every year. The market changes, laws and contract language evolve, and buyer expectations shift. If you’re feeling unsure about where to start, what your home is worth, or how the process actually works from listing to closing, this guide is for you.

As a long-time Greater Rochester NY listing agent, I’ve answered thousands of questions from home sellers over the years. Below, I’ve pulled together many of the top frequently asked questions from home sellers and organized them into practical sections you can use to prepare for your own sale.

Chapters – Top Frequently Asked Questions From Home Sellers

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1. Frequently Asked Questions Before Listing Your Home for Sale

When is the best time to sell my home?

The “best” time to sell depends on your local market, your home, and your personal situation. In many areas, the spring and early summer months bring more buyers, more showings, and often stronger prices. In the Greater Rochester NY real estate market, that spring surge can start as early as March and run through early summer — but that doesn’t mean you can’t sell successfully in the fall or winter.

Sometimes, selling during the fall or winter can actually be an advantage: there’s often less competition, and the buyers who are out shopping tend to be serious and motivated. The key is to look at:

• Current inventory levels in your price range and neighborhood
• Recent days-on-market and sale prices for similar homes
• Your personal timing (job changes, school schedules, purchase plans, etc.)

A good first step is to review your plans with a local expert and read through my guide to what you need to know before selling.

How is the real estate market right now?

This is one of the most common questions I get — and the answer is always local. National headlines rarely tell you what’s happening in your neighborhood.

When I’m evaluating market conditions for a seller, I look closely at:

• Average days on market: How quickly well-priced homes are selling
• List-to-sale price ratio: How close final sale prices are to asking prices
• Inventory levels: Whether we’re in a strong buyer’s, seller’s, or more balanced market
• Recent closed sales: Especially homes similar to yours in size, style, and location

This combination of data helps determine how aggressively to price, how we’ll position your home against the competition, and what kind of showing activity and offer patterns you can realistically expect.

What steps should I take to prepare my home for sale?

You truly only get one chance to make a first impression. Buyers decide within seconds if a home feels clean, well-cared-for, and “worth the price.” Preparing properly before you hit the market can add thousands to your bottom line and often results in a faster sale.

Key pre-listing steps usually include:

• Decluttering and removing excess furniture to make rooms feel larger
• Deep cleaning kitchens, baths, floors, and windows
• Neutralizing strong odors (pets, smoke, heavy cooking smells)
• Touching up paint or repainting bold rooms in neutral tones
• Replacing tired carpet or flooring in rough condition
• Refreshing landscaping and improving curb appeal

Many sellers also benefit from a detailed pre-listing checklist and a customized staging plan specific to their home and price range.

What should I disclose to potential buyers?

The short answer: when in doubt, disclose. In New York and many other states, sellers are required to disclose known material defects — things like roof leaks, foundation issues, water intrusion, prior fire damage, or major system problems.

Being upfront about what you know:

• Builds trust with serious buyers
• Reduces the chances of ugly surprises during inspections
• Helps protect you from potential disputes down the road

Whenever possible, consider addressing known issues before you list. Fixing problems in advance often costs less than dealing with last-minute repair demands or credits once your home is under contract.

2. Frequently Asked Questions About Home Value & Pricing

How much is my home worth?

This is usually the first question every seller asks — and rightly so. Your home’s value is based on what a qualified, motivated buyer is likely to pay in today’s market for a property similar to yours, not what you originally paid, what you’ve put into it, or what you need out of the sale.

To estimate value, a top local Realtor will perform a detailed comparative market analysis (CMA) using recent similar sales (comparables) within the last 3–12 months.

That CMA will account for things like your home’s size, location, updates, condition, and competition, giving you a realistic value range and suggested list price.

Why is the assessed value different from what you say my home is worth?

Assessed value is used primarily for local property tax purposes. It’s determined by your municipality according to its own schedule and methods — and it often lags behind the true market.

Market value, on the other hand, is based on what buyers are actually paying today for comparable homes. It’s not unusual for:

• Market value to be higher than assessed value in appreciating markets
• Market value to be lower than assessed value if assessments haven’t been updated or the market has softened

Buyers sometimes misunderstand this, assuming a list price above assessed value is “overpriced” or a list price below assessed value means something is wrong. In reality, assessed value has no direct impact on what your home can sell for in the open market.

What’s the difference between list price and sale price?

List price is the price at which your home is actively being offered for sale. Sale price is the final agreed-upon price a buyer actually pays at closing.

In a well-priced listing, the list price and eventual sale price are usually reasonably close — especially in a strong seller’s market. Pricing too high can push buyers away; pricing strategically can attract more interest and potentially multiple offers.

How do you determine how much my home is worth?

A thorough comparative market analysis looks at:

• Square footage and layout
• Number of bedrooms and bathrooms
• Age, style, and overall condition
• Updates to kitchens, baths, flooring, and mechanicals
• Window and roof age/quality
• Lot size, yard usability, and outdoor features
• Location within the neighborhood (busy road vs. interior street, etc.)
• Recent sales of similar homes nearby
• Competing homes currently on the market

A CMA is not a crystal ball, but when done correctly by a local expert, it should give you a very strong indication of where your home will likely sell in today’s market.

Can I rely on internet estimates (like “Zestimates”) to price my home?

Online estimates can be a rough starting point, but they are not a substitute for a professional valuation. National third-party websites don’t walk through your home, don’t see your updates or condition, and don’t fully understand local nuances like school districts, busy streets, or neighborhood demand.

The takeaway is simple: use them with caution. They often create unrealistic expectations — either too high or too low.

When real money is on the line, you’re better off basing your list price on local data and an agent who knows your market inside and out.

Should I price my home higher to leave room for negotiations?

This is one of the most dangerous pricing myths in real estate. Many sellers think, “I’ll price a bit high so I have room to negotiate.” The problem is that buyers shop by comparison. If your home is noticeably overpriced compared to similar listings, they may never tour it in the first place.

Overpricing can:

• Reduce the number of showings
• Cause your home to sit on the market and look “stale”
• Lead to lower offers as buyers wonder what’s wrong
• Ultimately net you less than starting at a realistic price

A well-priced home will usually sell faster and for closer to asking price than a home that starts too high and needs multiple price reductions.

3. Frequently Asked Questions About Listing Agreements & Contracts

How long does the listing agreement last?

Listing agreement lengths can vary by agent, company, and market. Common terms range from 3–6 months, but the right length depends on your price point and the average days on market for similar homes.

For example, if comparable homes are taking 75 days to sell, a 90-day listing may not be long enough. The key is to choose a term that realistically allows for proper marketing, showings, feedback, and negotiation — not just “hoping” for a quick sale.

How much commission do you charge?

Real estate commission is negotiable. However, it’s important to understand that you’re not just paying for a sign in the yard — you’re investing in marketing, negotiation skills, experience, and risk management.

When you interview agents, focus on:

• Their track record of results in your area and price range
• The quality and reach of their marketing plan
• How they handle pricing, feedback, and negotiation
• Their communication style and responsiveness

Choosing an agent based solely on who charges the lowest fee is one of the most common mistakes sellers make when choosing a Realtor.

What happens if I’m not happy and want to cancel the contract?

Every listing agreement spells out what happens if you want to cancel early. In some cases, the brokerage may agree to release you; in others, you may be responsible for certain expenses (like photography, staging, or marketing already completed).

Before you sign, ask your potential agent how they handle situations where a seller is unhappy. A professional will be straightforward about the process and what options exist if things aren’t working out.

Do I need permits or certificates for my deck, shed, fencing, or additions?

Requirements vary by municipality, but in general, major improvements and additions — such as decks, sheds of a certain size, pools, or additions — require permits and final approvals. Buyers (and their attorneys) often request copies of certificates of compliance or permits during the transaction.

Not having proper permits doesn’t always kill a deal, but it can create hurdles, delays, or additional costs. If you’re unsure about the status of past improvements, it’s a good idea to talk with your agent early so you can decide whether to track down paperwork or address issues before listing.

4. Frequently Asked Questions About Offers, Appraisals & Contingencies

How should I respond to a low-ball offer?

It’s best to treat every offer — even a disappointing one — as a business decision, not an emotional reaction. Low offers still represent interest in your home, and some of them can be negotiated into acceptable deals.

You generally have three options:

• Accept the offer as written
• Counter the offer with your desired price and terms
• Reject the offer

Completely ignoring an offer is usually not in your best interest. A professional counter, even if it’s close to list price, keeps the conversation going and can lead to a mutually acceptable agreement.

What are seller concessions?

Seller concessions are amounts you agree to contribute toward a buyer’s closing costs and/or prepaid expenses. They’re built into the purchase contract and are often expressed as a percentage of the purchase price or a flat dollar amount.

For example, a buyer using certain loan programs may be allowed to have the seller pay up to a set percentage of the price toward their closing costs. This can make your home more affordable to buyers who are strong financially but short on cash to close.

When evaluating offers with concessions, your agent will help you focus on the net to you after those concessions — not just the “headline” purchase price.

What are common bank-required repairs?

When a buyer is getting a mortgage, the lender’s appraiser will not only estimate value but also look for obvious safety and habitability issues. Common bank-required repairs can include:

• Missing or loose handrails
• Broken windows or damaged glass
• Peeling or chipping paint (especially on older homes)
• Missing outlet covers or exposed wiring
• Roof surfaces in very poor condition

Typically, the purchase contract will specify a dollar limit for bank-required repairs that you, as the seller, agree to cover. Your agent can help you understand what’s typical in your price range and community and how to manage these repairs if they arise.

What happens if the appraised value comes in too low?

A low appraisal can create challenges, but it doesn’t always kill the deal. Common outcomes include:

• Seller reduces the price: You agree to lower the contract price to match the appraised value.
• Buyer brings extra cash: The buyer chooses to pay the difference between appraised value and purchase price out-of-pocket.
• Compromise solution: You meet somewhere in the middle — a partial price reduction and some extra cash from the buyer.
• Transaction is cancelled: If no agreement can be reached, the deal may fall apart and the buyer’s earnest money is typically returned (depending on contract terms).

In some cases, your agent and attorney may recommend attempting to challenge the appraisal with additional comparable sales data. However, that process is not always successful and must be handled carefully.

What is a sale contingency?

A sale contingency means the buyer’s purchase of your home is contingent upon the successful sale of their current property. If their home doesn’t sell within the specified timeframe, they may have the right to cancel the contract.

Sale contingencies add a layer of risk and timing complexity for you as the seller. Whether they’re acceptable depends on your local market, the strength of the buyer’s home (price, condition, location), and your own timeline.

How does the inspection phase work?

Most buyers include an inspection contingency in their offer. This gives them a set number of days to complete their inspections (general home inspection, radon, pest, etc.) and then either:

• Proceed with the purchase as-is
• Request repairs or credits
• Cancel the contract if serious issues are found

After the inspection, your agent will review the report with you and help you decide how to respond to any buyer requests. It’s common to negotiate a compromise focused on significant safety or structural issues, not cosmetic items.

Your agent can also help you understand what inspectors often find in homes similar to yours so you can prepare in advance.

5. Other Miscellaneous Frequently Asked Questions From Home Sellers

What are the typical closing costs for home sellers?

Seller closing costs vary by location and property type, but they often include:

• Real estate brokerage commission
• Attorney fees (where applicable)
• Title-related fees and recording charges
• Transfer taxes or revenue stamps
• Any agreed-upon seller concessions to the buyer
• Prorated property taxes, utilities, or HOA dues

Before you list, your agent can prepare a net sheet estimating what you’ll walk away with at various price points after paying off your mortgage and closing costs.

Should I include my appliances or leave them negotiable?

Appliances are typically considered personal property, and whether you include them is up to you. In many cases, offering to include major kitchen appliances (and sometimes the washer and dryer) can make your home more attractive to buyers.

Keep in mind that appliances don’t add a huge amount of value on paper, but they can absolutely influence a buyer’s decision emotionally and practically — especially first-time buyers who may not own their own appliances yet.

How do you plan to market my home?

A strong marketing plan should go far beyond a sign in the yard and a quick MLS entry. You should expect your agent to present a comprehensive strategy that may include:

• Professional photography (and video where appropriate)
• Compelling listing copy highlighting your home’s best features
• Wide online exposure across major home search sites
• Promotion via a high-quality website and real estate blog
• Targeted social media and email marketing
• Print materials, just listed cards, and agent-to-agent networking

The goal is to create maximum exposure for your home to the most qualified buyers in the shortest amount of time.

Why isn’t anyone looking at my home?

If showings are slow or non-existent, it’s usually a sign that something is off with price, presentation, or exposure. Common culprits include:

• Overpricing compared to similar homes
• Poor or limited photos that don’t attract online interest
• Weak curb appeal or obvious condition issues
• Limited showing availability
• Insufficient online or offline marketing

Your agent should be actively monitoring feedback, online views, and local competition — and then recommending adjustments as needed.

Can you recommend service providers I may need?

Absolutely. One of the benefits of working with an experienced listing agent is access to a trusted network of professionals, including:

• Mortgage professionals (for your next purchase)
• Real estate attorneys
• Home inspectors and radon testers
• Contractors, painters, and handymen
• Stagers, cleaners, organizers, and movers

Top agents generally prefer to work with other top professionals — and that benefits you during what can be a stressful process.

How often and how will you communicate with me?

Communication expectations should be clear from the beginning. At a minimum, you should expect regular updates on showings, feedback, and market changes — often weekly or more frequently in the first few weeks on the market.

The best agents tailor their communication style to you. If you prefer email, text, phone, or in-person meetings, that should be reflected in your agent’s approach.

What should I do to prepare my home for showings?

Think of showings as “mini job interviews” for your home. Before each showing (or block of showings), try to:

• Make beds and tidy up surfaces
• Empty trash cans and hide personal items
• Open blinds and curtains to let in natural light
• Turn on key lights throughout the home
• Neutralize strong odors and avoid cooking anything with lingering smells

For a deeper dive, check out my tips for preparing your home for showings.

Should I be present during showings?

In almost all cases, the answer is no. Buyers are more comfortable exploring and talking openly about your home when you’re not there. If you’re present, they may rush through the showing or hold back honest feedback for fear of offending you.

The best approach is to leave shortly before scheduled showings and return once your agent confirms that the buyers and their agent have left.

Will you be holding open houses?

Open houses are a debated topic in real estate. Some agents swear by them; others rarely use them. The truth is that most homes are sold through regular, private showings — not open houses.

Open houses can be helpful for:

• Bringing in unrepresented buyers who aren’t working with an agent yet
• Increasing exposure in the first week or two on the market

But they’re not required to get your home sold. The key is that you and your agent are on the same page about whether open houses fit your comfort level, schedule, and marketing strategy.

6. Final Thoughts: There Are No “Dumb” Questions in Home Selling

Selling your home is a major financial and personal decision — and it’s completely normal to have questions at every stage. The most successful sellers are the ones who ask those questions early, get clear on the process, and choose a listing agent who takes the time to educate and guide them from start to finish.

Whether you’re just starting to think about selling or you’re ready to put a sign in the yard, I’m here to help you understand your options, your home’s market value, and what it will realistically take to achieve a successful sale in today’s market.

If you’re considering selling your home in the Greater Rochester NY area and have questions that weren’t covered here, feel free to reach out through my contact page. I’d be happy to walk you through the process and answer your specific questions.

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About the Author & Rochester’s Real Estate Blog

The above article, “Top Frequently Asked Questions From Home Sellers”, was written by Kyle Hiscock, a top Penfield NY Realtor with Hiscock Homes at REMAX Realty Group.

Since being launched in 2013, I’ve published more than 150 in-depth, unique real estate articles on the Rochester Real Estate Blog, covering topics from home selling and buying to pricing strategies, inspections, mortgages, and detailed local market insights. In addition to real estate content, you’ll also find many helpful resources about living in the Greater Rochester NY area.

The Rochester Real Estate Blog has been recognized by many reputable websites as one of the best real estate blogs to visit and follow. I’ve also been recognized as one of the top Realtors on social media by several organizations and industry websites.

Rochester’s Real Estate Blog is owned and operated by Hiscock Homes at REMAX Realty Group — your trusted real estate professionals since 1987. If you’re thinking of selling or buying, we’d love to share our knowledge and expertise.

We proudly service the following Greater Rochester NY areas: Irondequoit, Webster, Penfield, Pittsford, Fairport, Brighton, Greece, Gates, Hilton, Brockport, Mendon, Henrietta, Perinton, Churchville, Scottsville, East Rochester, Rush, Honeoye Falls, Chili, Victor, and the surrounding communities.