I Asked the Questions Sellers Should Be Asking (But Don’t) Here’s How to Win When Selling Your Home
TLDR — The Questions Sellers Should Be Asking
What’s happening in the market right now?
What’s my home really worth, and how should I price it?
How do I make my home stand out online?
What kills deals, and how do I avoid it?
How do I keep leverage during negotiations?
Which broker protects my bottom line instead of theirs?
Most home sellers approach the market thinking like Sellers, not like strategists. They ask the wrong questions, focus on the wrong things, and leave thousands of dollars on the table.
I don’t think like the average home seller and neither should you.
So I interviewed myself and asked the questions sellers should be asking if they want to keep more of their equity, avoid costly mistakes, and win in today’s market.
Step 1. What’s Really Happening in the Market?
Most sellers never ask this but they should.
Insurance costs, inventory levels, and buyer expectations change fast. What you’re paying for homeowners insurance isn’t what a buyer will pay a new policy gets treated as a new risk, and premiums can be much higher.
If your home’s 20+ years old, you’ll probably need:
A Four-Point inspection (roof, electrical, HVAC, plumbing)
A Wind Mitigation report (hurricane resistance)
A WDO inspection (wood rot, termites, moisture)
Pro tip: Pre-inspect your home and address the problems before buyers find them. This protects your price and removes their leverage before negotiations even begin.
Step 2. What’s My Home Really Worth and How Should I Price It?
This is the single most important question sellers fail to ask the right way.
We run a Comparative Market Analysis, just like an appraiser, to set your price based on real data — not guesswork, not emotion.
Here’s the key: you’re not giving your home away by pricing at market value. You’re positioning your home in line with buyer expectations at a time when most sellers are overpricing and leaving “haggling room” that today’s buyers don’t care about.
Buyers today have more data than ever Zillow, Redfin, Realtor.com, AI-driven valuations. They already know what’s fair. Don’t fight it. Lean into it.
Pricing right also gives you a better chance of attracting multiple offers. And when you have more than one buyer at the table, you gain leverage instead of giving it away. That’s how you control the process and protect your equity.
Step 3. How Do I Make My Home the One Buyers Want Most?
Most sellers assume MLS exposure is enough. It isn’t.
Your home has to stand out online where 98% of buyers begin their search. That means:
Professional photography First impressions happen online.
Lifestyle marketing Show buyers how they’ll live in the home, not just the square footage.
Ease of purchase Remove friction. Make the process smooth and make buyers feel welcome.
Buyers won’t fight for “just another listing.” You have to make them fall in love with your home before they even walk through the door.
Step 4. What Kills Deals and How Do I Avoid It?
Sellers rarely ask this, but they should. The top deal-killers are predictable:
Old roofs that scare insurers and buyers
Outdated electrical panels or aluminum wiring
Polybutylene plumbing
Aging HVAC and water heaters
Wood damage or termite activity
These aren’t small issues. They can block financing, drive buyers away, and crush your price. Pre-inspect, fix what matters, and take these problems off the table before they cost you money.
Step 5. How Do I Keep Control During Negotiations?
Most sellers think negotiations are about “winning” every point. They’re not. They’re about structuring trades that protect your equity.
Examples:
If a buyer asks for a flooring credit, make their earnest money nonrefundable so you’re protected if they walk away.
If it’s an “as-is” contract but they want repairs, fine — but add those repair costs back into the sale price.
The goal isn’t to avoid compromise. The goal is to never give up leverage for free.
Step 6. Which Broker Actually Protects My Bottom Line?
Here’s the truth most sellers don’t realize: no agent walks around with a bag of buyers. The MLS is the marketplace. Once your home’s listed, it gets the same exposure on Zillow, Realtor.com, and Redfin, no matter who you hire.
What you need isn’t a “big name.” You need a broker who:
Understands the local market
Positions your home strategically
Keeps overhead low and passes the savings back to you
Big logos don’t sell homes. Positioning sells homes. Pricing sells homes. Strategy sells homes.
Ask these questions, and you stop thinking like a typical seller. You start thinking like a strategist and that’s how you win.
A simple text can save you $10,000 when you sell your home. Jim 850.499.2940
