---
name: home-seller
description: |
  Strategic guidance for selling residential property including market timing analysis, pricing strategy using comparative market analysis (CMA), staging techniques, professional photography, listing optimization, showing preparation, offer evaluation, negotiation tactics, closing from the seller side, and understanding tax implications of home sales. Use when the user asks about home seller or needs help with related topics. Do NOT use for unrelated domains or when a more specialized skill exists.
license: Apache-2.0
metadata:
  author: foundry-skills
  version: "1.0.0"
  tags: "home-buying personal-finance planning"
  category: "personal-finance"
  subcategory: "major-purchases"
  depends: ""
  disclaimer: "educational-finance"
  difficulty: "intermediate"
---

# Home Seller

> **Disclaimer:** This skill provides educational information about financial concepts and general guidance for personal financial planning. It does NOT constitute financial advice, investment recommendations, or tax guidance. Individual financial circumstances vary significantly, and the information provided should not be relied upon as a substitute for professional counsel. Always consult a qualified financial advisor, tax professional, or licensed financial planner before making financial decisions.

## When to Use


## Process

1. **Gather requirements.** Ask the user clarifying questions about their specific context, goals, constraints, and experience level.

2. **Analyze the situation.** Review the information provided and identify key factors, challenges, and opportunities relevant to home seller.

3. **Develop the framework.** Create a structured approach tailored to the user's needs, incorporating best practices and domain-specific considerations.

4. **Deliver actionable output.** Present specific, implementable recommendations with clear rationale, timelines, and success criteria.

5. **Address edge cases.** Proactively identify potential issues, alternative approaches, and contingency plans.

**Use this skill when:**
- User needs guidance on home seller
- User asks about home seller best practices or techniques
- User wants a structured approach to home seller

**Do NOT use this skill when:**
- A more specialized skill exists for the specific subtopic
- The request is outside the scope of home seller


## Questions to Ask First

1. What is your primary motivation for selling (upgrading, downsizing, relocating, financial)?
2. What is your target timeline -- do you need to sell by a specific date?
3. Have you already purchased or are you contingent on selling first?
4. How long have you owned the property and what did you pay for it?
5. What improvements or renovations have you made during ownership?
6. Are there any known issues with the property (structural, mechanical, legal)?
7. Do you have an existing mortgage, and what is the remaining balance?
8. Are you considering selling FSBO (For Sale By Owner) or using an agent?
9. What is your understanding of current market conditions in your area?
10. Do you have flexibility on price, or is there a minimum you must net?

---

## Phase 1: Market Timing and Analysis

### Market Condition Assessment

**Seller's Market Indicators:**
- Homes selling in under 30 days on average
- Multiple offers common on well-priced homes
- Sale prices consistently at or above asking
- Inventory below 3 months of supply
- Low interest rates driving buyer demand

**Buyer's Market Indicators:**
- Average days on market exceeding 60+
- Price reductions common
- Sale prices below asking
- Inventory exceeding 6 months of supply
- Rising interest rates or economic uncertainty

**Balanced Market:**
- 4-6 months of inventory
- Homes selling within 30-60 days
- Sale prices near asking price
- Negotiations are balanced

### Seasonal Considerations

| Season | Pros | Cons |
|--------|------|------|
| Spring (Mar-May) | Highest buyer activity, best photos (greenery), families want to move before school | Most competition from other sellers |
| Summer (Jun-Aug) | Still strong activity, longer days for showings | Vacation season reduces some buyer pool |
| Fall (Sep-Nov) | Serious buyers, less competition | Smaller buyer pool, less daylight |
| Winter (Dec-Feb) | Very serious buyers, minimal competition | Lowest buyer pool, holiday distractions, weather |

---

## Phase 2: Pricing Strategy

### Comparative Market Analysis (CMA) Framework

**Step 1: Identify Comparable Sales**
Select 3-6 properties that match:
- Sold within last 3-6 months
- Within 0.5-1 mile radius (tighter in urban areas)
- Similar square footage (within 10-15%)
- Same general style and age
- Same school district
- Similar lot size and features

**Step 2: Adjustment Calculations**

| Feature | Typical Adjustment |
|---------|-------------------|
| Bedroom (extra/fewer) | +/- $5,000-$15,000 |
| Bathroom (extra/fewer) | +/- $8,000-$20,000 |
| Garage (per bay) | +/- $5,000-$15,000 |
| Square footage | $50-$200/sq ft (varies by market) |
| Pool | +$10,000-$30,000 (climate dependent) |
| Updated kitchen | +$10,000-$40,000 |
| Updated bathrooms | +$5,000-$20,000 |
| Lot size difference | Varies significantly by market |
| Condition (above/below average) | +/- 5-10% of value |

**Step 3: Price Positioning Strategy**

- **At market value:** Standard approach, attracts reasonable offers
- **Slightly below market (2-5%):** Generates urgency and multiple offers
- **Above market (5%+):** Risk of sitting on market, "chasing the market down"
- **Round number psychology:** $399,900 vs $400,000 catches different search filters

### Pricing Mistakes to Avoid
1. Pricing based on what you "need" rather than what the market supports
2. Adding the full cost of renovations to your price (most renovations recover 50-80%)
3. Pricing based on Zestimates or automated valuations alone
4. Not considering active competition (what is on the market right now)
5. Emotional attachment inflating your perception of value

---

## Phase 3: Pre-Listing Preparation

### Home Preparation Checklist (4-6 Weeks Before Listing)

**Exterior:**
- [ ] Power wash siding, driveway, walkways
- [ ] Fresh landscaping (mulch, flowers, trimmed hedges)
- [ ] Paint or stain front door
- [ ] Clean or replace house numbers
- [ ] Repair any cracked walkways or steps
- [ ] Clean gutters
- [ ] Ensure all exterior lights work
- [ ] Remove personal items from yard (toys, decorations)
- [ ] Stage front porch (new mat, potted plants, seating if space allows)

**Interior - Decluttering:**
- [ ] Remove 30-50% of items from every room
- [ ] Clear all countertops (kitchen and bath)
- [ ] Organize closets (remove half the contents -- buyers will look)
- [ ] Remove personal photos and memorabilia
- [ ] Clear refrigerator front of magnets and papers
- [ ] Rent a storage unit for excess furniture and items
- [ ] Remove oversized furniture that makes rooms feel small

**Interior - Cleaning and Repairs:**
- [ ] Deep clean entire house (consider professional cleaning)
- [ ] Clean or replace carpets
- [ ] Touch up paint (neutral colors: greige, soft white, light gray)
- [ ] Fix all minor repairs (leaky faucets, squeaky doors, loose handles)
- [ ] Replace burned-out light bulbs (brightest appropriate wattage)
- [ ] Clean windows inside and out
- [ ] Address any odors (pets, cooking, smoke)
- [ ] Ensure all systems work (HVAC, plumbing, electrical)

### Staging Principles

**Room-by-Room Staging Guide:**

**Living Room:** Create a conversation area, add throw pillows and a blanket, fresh flowers, ensure clear traffic flow, use table lamps for warm lighting.

**Kitchen:** Clear counters completely except for one decorative item, fresh fruit bowl, new dish towels, hide small appliances, organize pantry.

**Primary Bedroom:** Hotel-like appearance, crisp white bedding, matching nightstands, limit furniture to bed plus nightstands plus one dresser, remove TV if possible.

**Bathrooms:** Spa feeling, white fluffy towels (rolled), new shower curtain, clear all personal products, add a small plant or candle.

**Dining Room:** Set the table simply, centerpiece, ensure proper-sized furniture, remove leaves from table if room is small.

**Home Office:** Clean desk with minimal items, good lighting, organized bookshelf.

---

## Phase 4: Professional Photography and Marketing

### Photography Preparation
- Schedule for a bright day with good natural light
- Turn on all lights throughout the home
- Open all blinds and curtains
- Remove all vehicles from driveway and garage
- Put away trash cans, garden hoses, pet items
- Make beds and arrange all rooms
- Ensure lawn is freshly mowed

### Listing Description Framework

**Structure for Effective Listings:**
```
[Attention-grabbing opening line highlighting the best feature]
[Property overview: beds/baths, square footage, lot size, style]
[Top 3-5 features with specific details]
[Kitchen description with specifics (counters, appliances, storage)]
[Primary suite and bathroom details]
[Outdoor living and lot description]
[Location highlights (schools, commute, nearby amenities)]
[Recent updates and improvements with dates]
[Call to action]
```

**Words That Sell:** Updated, move-in ready, natural light, open concept, chef's kitchen, primary suite, hardwood floors, energy efficient, smart home, custom, private.

**Words to Avoid:** Must see, motivated seller, TLC needed, cozy (implies small), unique (implies unusual), potential (implies work needed).

### Marketing Channels Checklist
- [ ] MLS listing with professional photos
- [ ] Virtual tour or 3D walkthrough
- [ ] Social media promotion (agent and personal networks)
- [ ] Broker open house
- [ ] Public open house (first weekend, then as needed)
- [ ] Print flyers and brochures
- [ ] Targeted online advertising
- [ ] Email marketing to agent networks
- [ ] Yard sign with info box or QR code

---

## Phase 5: Showings and Open Houses

### Showing Preparation Routine

**Before Every Showing (15-minute checklist):**
- [ ] Turn on all lights
- [ ] Open blinds and curtains
- [ ] Set thermostat to comfortable temperature (68-72 degrees)
- [ ] Light a subtle candle or use a diffuser (vanilla, linen, citrus)
- [ ] Put away dishes and wipe counters
- [ ] Make all beds
- [ ] Hide laundry, pet items, and valuables
- [ ] Take pets out of the house
- [ ] Put toilet lids down
- [ ] Turn on soft background music (optional)
- [ ] Leave the property during the showing

### Feedback Collection
After each showing, request feedback on:
- Overall impression of the home
- Price perception (too high, fair, good value)
- Specific likes and dislikes
- Likelihood of making an offer
- How it compared to other homes they have seen

Track patterns in feedback. If 5+ showings mention the same issue, address it.

---

## Phase 6: Offer Evaluation

### Offer Comparison Worksheet

```
                    Offer A     Offer B     Offer C
Purchase Price:     $________   $________   $________
Earnest Money:      $________   $________   $________
Down Payment %:     ________%   ________%   ________%
Loan Type:          ________    ________    ________
Pre-approved?       Y / N       Y / N       Y / N
Contingencies:
  - Inspection      Y / N       Y / N       Y / N
  - Appraisal       Y / N       Y / N       Y / N
  - Financing       Y / N       Y / N       Y / N
  - Sale of Home    Y / N       Y / N       Y / N
Closing Date:       ________    ________    ________
Seller Concessions: $________   $________   $________
Escalation Clause:  Y / N       Y / N       Y / N
  - Up to:          $________   $________   $________
Net to Seller:      $________   $________   $________
```

### Evaluating Beyond Price
- **Buyer's financial strength:** Cash offer > large down payment > minimum down payment
- **Loan type risk:** Cash > conventional > VA > FHA (appraisal strictness)
- **Contingencies:** Fewer contingencies = more certainty of closing
- **Timeline alignment:** Does their closing date work for you?
- **Earnest money:** Higher earnest money = more committed buyer
- **Buyer flexibility:** Willing to accommodate your rent-back or timing needs?

---

## Phase 7: Negotiation Strategy

### Counter-Offer Options
1. **Accept as-is:** Offer meets your goals
2. **Full counter:** Adjust price, terms, or both
3. **Multiple counter:** Counter to multiple buyers simultaneously
4. **Reject:** Offer is too far from acceptable terms

### Negotiation Tactics
- Counter at a specific number, not round numbers (signals research)
- Do not reveal your bottom line or motivation to sell
- Use deadlines to create urgency on counter-offers
- Be willing to concede on minor points to hold firm on major ones
- Consider the whole package, not just price
- Keep emotion out of negotiations

### Post-Inspection Negotiation
Common buyer requests after inspection:
- Price reduction for repair costs
- Seller to complete specific repairs before closing
- Credit at closing for buyer to handle repairs
- Home warranty to cover systems and appliances

**Response strategy:** Get your own estimates for requested repairs, offer credit rather than doing repairs yourself (gives you control over cost), push back on cosmetic or pre-existing known issues, be reasonable on legitimate safety or structural concerns.

---

## Phase 8: Closing From Seller Side

### Seller Closing Checklist
- [ ] Respond promptly to title company requests
- [ ] Provide any required disclosures (state-specific)
- [ ] Complete agreed-upon repairs and provide receipts/documentation
- [ ] Schedule final utility reads for closing date
- [ ] Cancel homeowner's insurance (effective day after closing)
- [ ] Gather all keys, remotes, codes, manuals, warranties
- [ ] Remove all personal belongings (unless included in sale)
- [ ] Leave the home in broom-clean condition
- [ ] Forward mail through USPS
- [ ] Review closing statement (HUD-1 or Closing Disclosure)

### Understanding Your Closing Costs (Seller Side)

| Cost | Typical Amount |
|------|---------------|
| Agent commission (listing) | 2.5-3% of sale price |
| Agent commission (buyer's) | 2.5-3% of sale price |
| Title insurance (owner's policy) | $1,000-$3,000 |
| Transfer taxes | Varies by state/county |
| Attorney fees | $500-$1,500 (where required) |
| Recording fees | $50-$250 |
| Prorated property taxes | Varies |
| HOA transfer fees | $200-$500 (if applicable) |
| Mortgage payoff | Remaining balance + interest |
| Any seller concessions | As negotiated |

### Net Proceeds Calculation
```
Sale Price:                    $__________
Less:
  Mortgage Payoff:             $__________
  Agent Commissions:           $__________
  Closing Costs:               $__________
  Seller Concessions:          $__________
  Repairs/Credits:             $__________
  ----------------------------------------
  Estimated Net Proceeds:      $__________
```

---

## Phase 9: Tax Implications

### Capital Gains Exclusion (Section 121)
- **Single filer:** Exclude up to $250,000 in capital gains
- **Married filing jointly:** Exclude up to $500,000 in capital gains
- **Requirements:** Owned AND lived in the home as primary residence for at least 2 of the last 5 years
- **Frequency:** Can use this exclusion once every 2 years

### Calculating Capital Gains
```
Sale Price
- Selling Costs (commissions, closing costs)
= Amount Realized

Amount Realized
- Cost Basis (purchase price + closing costs at purchase + capital improvements)
= Capital Gain (or Loss)

Capital Gain
- Exclusion Amount ($250K single / $500K married)
= Taxable Gain
```

### What Counts as Cost Basis Improvement
Improvements that increase basis (keep records and receipts):
- Additions (rooms, deck, garage, porch)
- Major systems (HVAC, roof, plumbing, electrical)
- Kitchen and bathroom renovations
- Landscaping and hardscaping
- Insulation, new windows, new siding
- Security systems, built-in appliances

What does NOT increase basis:
- Routine maintenance and repairs
- Painting (unless part of larger renovation)
- Cleaning and general upkeep

---

## Seller Net Sheet Template

```
SELLER NET SHEET
Property Address: _________________________________
Expected Sale Price: $__________

CREDITS:
  Sale Price:                          $__________
  Prorated Taxes (if prepaid):         $__________
  Other Credits:                       $__________
  TOTAL CREDITS:                       $__________

DEBITS:
  First Mortgage Payoff:               $__________
  Second Mortgage/HELOC Payoff:        $__________
  Commission (Listing Agent ____%):    $__________
  Commission (Buyer Agent ____%):      $__________
  Title Insurance:                     $__________
  Escrow/Settlement Fee:               $__________
  Transfer Tax:                        $__________
  Recording Fees:                      $__________
  Attorney Fee:                        $__________
  Home Warranty (if offering):         $__________
  Seller Concessions:                  $__________
  Repair Credits:                      $__________
  Prorated Taxes (if owed):            $__________
  HOA Fees/Transfer:                   $__________
  Other:                               $__________
  TOTAL DEBITS:                        $__________

ESTIMATED NET PROCEEDS:                $__________
```

Always verify your net sheet calculations with your real estate agent and closing attorney or title company before making financial commitments based on expected proceeds.


## Output Format

Deliver the response as a structured document with clear headings and actionable content. Use tables for comparisons, numbered lists for sequential steps, and bullet points for options. Include specific examples where applicable.

```
[Home Seller deliverable]
1. Context and objectives
2. Analysis or framework
3. Specific recommendations with rationale
4. Action items with timeline
```


## Example

**Input:** "Help me with home seller for a mid-size project."

**Output:** A complete home seller framework tailored to the specific context, with actionable steps, relevant considerations, and measurable outcomes.


## Edge Cases

- **Incomplete information:** Ask clarifying questions before proceeding rather than making assumptions
- **Conflicting requirements:** Identify trade-offs explicitly and present options with pros and cons
- **Scale mismatch:** Adapt recommendations to match the user's context (individual vs. team vs. organization)
- **Domain crossover:** When the request overlaps with other skill domains, address what falls within scope and reference specialized skills for the rest
