Selling a home is a handful of big decisions and a long list of small ones. Get the big ones right and the small ones get easier. This is the plan I walk every seller through, from the first conversation to handing over the keys.
Step 1 — Start with your number
Before we talk about list price, we talk about what you walk away with. I’ll put together a net sheet that starts with a realistic sale price and subtracts the real costs, so there are no surprises at the closing table.
- Your loan payoff, including any second mortgage or HELOC
- Brokerage compensation, which is always negotiable and which we agree on up front, in writing
- Title insurance. In Colorado the seller customarily pays for the buyer’s owner’s policy, though it can be negotiated
- Property taxes. Colorado taxes are paid in arrears, so sellers typically credit the buyer at closing for the part of the year they owned the home
- HOA fees such as status letters and transfer fees, if you have an association
- Any credits or repairs you agree to after the inspection
Step 2 — Price it to the market, not the hope
Pricing is the most important decision you’ll make. I’ll prepare a comparative market analysis built on recent sales that truly compete with your home, what’s active right now, and what’s gone under contract. Those pending sales show where the market is heading before closed sales catch up.
The first couple of weeks on the market are when buyer interest is highest. A home priced right from day one gets that attention. A home that starts too high often ends up chasing the market down with price cuts.
Step 3 — Prepare the home
The goal isn’t to remodel. It’s to remove reasons for a buyer to hesitate. We’ll walk the house together and decide what’s worth doing and what isn’t.
- Fix the small things: dripping faucets, sticky doors, burned-out bulbs, worn caulk
- Declutter and depersonalize so buyers can picture their own life in the space
- Light and neutral. Fresh paint in high-traffic rooms goes a long way
- Curb appeal: a clean entry, trimmed landscaping, and in winter, clear and safe walkways
- Consider a pre-listing inspection on older homes. A sewer scope is worth a look in many established Denver neighborhoods, and buyers here often test for radon
Step 4 — Get your disclosures right
Colorado sellers fill out the Seller’s Property Disclosure, which covers what you actually know about the home: past water issues, roof age and repairs, mechanical systems, radon testing and more. Be thorough and honest. Disclosing up front builds trust with buyers and protects you after closing.
- Homes built before 1978 also need the federal lead-based paint disclosure
- HOA communities need governing documents and financials ready for the buyer to review
- Gather your paperwork early: repair receipts, warranties, permits and any past inspection reports
Step 5 — Launch with intent
Buyers decide from their phones whether your home is worth a visit. Professional photography, an accurate and well-written listing, and a coordinated launch across the MLS, the major search sites, social media and my network make that first impression count.
We’ll agree on how showings work, with notice times and access that suit your household, and whether open houses make sense for your home.
Step 6 — Compare offers on more than price
The highest number isn’t always the best offer. I’ll lay offers side by side so you can see what each one really means for you.
- Financing: cash, conventional, FHA or VA, and how strong the buyer’s approval is
- Earnest money and how firmly the buyer is committed
- Appraisal terms, including whether the buyer will cover a gap if the appraisal comes in low
- Inspection terms and how much room the buyer has to renegotiate
- Closing date and possession, including a rent-back if you need time to move
With my background in lending, I can read a pre-approval letter and tell you how solid it actually is.
Step 7 — Under contract to closing
The Colorado contract runs on a schedule of dated deadlines: inspection objection and resolution, appraisal, title review, loan conditions and closing. I track every one of them and keep you ahead of what’s next.
Inspection is where most deals get renegotiated. We’ll respond with a plan, whether that’s a repair, a credit or a price adjustment, and keep the deal together without giving away more than we need to. Closing happens at a title company, and once it’s funded and recorded, the keys change hands.
Buying and selling at the same time
Many of my sellers are also buying, often their next Colorado home. The order matters. Depending on your equity and financing, we can sell first and rent back, buy first with a bridge loan or other financing, or make the purchase contingent on your sale. We’ll pick the approach that protects you and fits your timeline.
Mistakes I’ll help you avoid
Most selling headaches are avoidable with a clear plan.
- Pricing high to “leave room to negotiate”
- Listing before the home is ready to show
- Leaving known issues off the disclosure
- Choosing the highest offer without reading its terms
- Missing a contract deadline