Prepare before you list
The preparation you do before the listing goes live determines how much you get for your home. Buyers form opinions in the first 10 seconds of walking through the door. They're comparing your property to every other listing they've seen, usually 5–12 homes over 2–3 weekends. Anything that distracts from the space itself costs you money.
Declutter first, then clean. Storage units are worth renting for 60 days to remove excess furniture, personal photos, and anything that makes rooms feel smaller or lived-in. After decluttering, professional cleaning costs $200–$500 and is always worth it. Paint any rooms with bold colours in a neutral (not white — a warm off-white or greige reads better than stark white on camera and in person). Fix anything visibly broken: door handles, running toilets, sticking drawers. These items signal neglect to buyers and invite lowball offers.
Staging a vacant property typically costs $2,000–$8,000 but returns more than it costs in most markets. For occupied homes, a stager can consult on your existing furniture layout for $200–$500 per session. Professional photography is non-negotiable. Listings with low-quality photos sit longer and sell for less. Your agent should include photography in their service; if they don't, hire it yourself.
Choose your agent carefully
The listing agent's job is to price your home accurately, market it to qualified buyers, manage showings and feedback, negotiate on your behalf, and protect your interests through conditions and closing. Commission is typically 3–5% of the sale price in Canada, split between listing and buyer agents. Some discount brokerages charge flat fees or lower percentages, but you need to understand what services are and aren't included.
Interview two or three agents before listing. Ask each one: what price do you think this property will sell for and why? Ask them to justify the number with actual comparable sales, not general market sentiment. An agent who inflates the estimate to win the listing and then recommends a price reduction two weeks in has cost you both time and money — stale listings sell for less than fresh ones. Ask how many sellers they represented in this neighbourhood in the last 12 months, and what percentage of list price they achieved.
Choose based on local knowledge and recent results, not the agent who gave you the highest number.
Price it right the first time
Buyers and their agents track price histories. A listing that drops from $899,000 to $849,000 after two weeks tells every buyer that the seller overreached and may still come down further. The stigma of a price reduction is real and persistent. It's better to list at $849,000 and create competition than to list at $899,000 and negotiate from weakness.
Pricing to generate offers is different from pricing to get the number you want. In markets with offer presentation dates, listing slightly below fair market value generates multiple offers. The tension of competition typically drives the final price above where it would have landed with a single buyer. In slower markets, pricing at fair market value is more appropriate — but overpricing in a slow market is particularly costly, because there are fewer buyers to correct the error through competition.
Showings and offers
Accommodate every showing request you can. An agent who can't get their buyer in to see your home will move on to the next listing. Keep the property in showing condition throughout the listing period: beds made, dishes done, lights on, pet odours managed. Vacant properties are easiest to show; occupied properties require more discipline.
Your agent should be collecting feedback after every showing. Consistent feedback pointing to the same issue — the kitchen is dated, the layout is awkward, the backyard is small — is information. The question is whether the feedback represents something you can address or something that needs to be reflected in the price. Don't be defensive about feedback. It's data.
When offers come in, review all terms carefully with your agent. Price is not the only variable. A firm offer (no conditions) is worth more than a conditional offer at the same price, because conditional offers can collapse. A longer closing gives you more time to find your next property or arrange interim financing. A large deposit signals commitment. Your agent will help you compare offers across all these dimensions, not just the top-line number.
Conditions, negotiations, and signing back
When a buyer submits an offer with conditions — financing, inspection, status certificate — you can accept, reject, or counter (sign back). Signing back means you accept the offer except for specific changes: typically price, closing date, or deposit amount. The buyer can accept your sign-back, reject it, or sign back again. This exchange continues until both parties agree or walk away.
Once conditions are in place, the buyer has a defined window to satisfy or waive them. During this period, the property is effectively off the market. If the buyer doesn't waive conditions by the deadline, the deal collapses and you're back to the beginning. You can accept backup offers during a conditional period with some agents, depending on how your listing agreement is structured.
What happens at closing
You don't attend closing in the same way buyers do. Your lawyer handles the title transfer and funds release. You sign the deed and mortgage discharge documents in advance, typically a few days before the closing date. On closing day, your lawyer confirms that funds have been received from the buyer's lawyer, clears your existing mortgage off title, and transfers the net proceeds to you. The timeline is the same 4–6 hours as the buyer's experience — you'll get a call when it's done.
Make sure you've arranged keys and access codes for the buyer, completed any agreed repairs from the inspection, and vacated the property in the condition specified in the agreement. If you agreed to include appliances, they stay. If you agreed to remove a shed or above-ground pool, remove it. Disputes over inclusions and condition of the property at closing are common and avoidable with clear documentation and honest communication throughout the process.