Home Seller's Guide

10-Step Guide to Selling Your Home

1. Decide when to sell. Timing changes price. Look at whether it's a buyer's or seller's market, how quickly you need to move, and seasonal patterns. In a seller's market, top price and a fast sale can go together. If you're also buying, line up matching closing dates or talk to your lender about bridge financing.
2. Find a REALTOR® who's right for you. Interview multiple agents. Your existing buy-side agent is a logical first call, but don't default to whoever quotes the highest list price - ask how they arrived at the number.
3. Sign a listing agreement. This contract authorizes the brokerage, sets MLS® details, and forms the basis for all incoming offers. Choose between exclusive and multiple listing - multiple is recommended for maximum exposure. Itemize chattels (movable items, e.g. fridge) vs. fixtures (attached, e.g. light fixtures) up front to avoid disputes later.
4. Determine your asking price. Fair market value is the highest amount a willing buyer will pay. Pricing too high scares off interest; pricing too low costs you money. Your agent runs a Comparative Market Analysis (CMA) on recent comparable sales, current competitors, and homes that didn't sell.
5. Add a lawyer to your team. A real-estate lawyer reviews the listing agreement, every offer that comes in, and handles closing paperwork. If you were happy with your buy-side lawyer, they're usually the right call for the sale too.
6. Prepare your home for sale. Cleaning is the single most cost-effective way to make a home more appealing. Repair what's clearly broken, depersonalize (family photos, religious items, kid art), and consider neutral paint. Run any larger improvement through a return-on-investment lens before spending.
7. Let your REALTOR® market your home. Sign in the yard, MLS® listing, professional photos and floor plan, social ads, REALTOR® open house, public open houses, and word-of-mouth through their network. The first 14 days of activity are the single most important window.
8. Prepare your finances. Talk to your lender about mortgage discharge, portability, or assumption. Confirm any capital-gains implications with your accountant if the property isn't your principal residence. Budget for legal fees and HST on professional services.
9. Receive an offer. Your agent presents every offer that comes in. You can accept, reject, or counter on price, closing date, and conditions. Common buyer conditions include financing approval, home inspection, and the sale of their existing home. Negotiate strategically - without nuking a reasonable deal over a small gap.
10. Close the deal. Your lawyer and REALTOR® run the closing process. Your job is to satisfy any agreement conditions, notify utilities and insurance, arrange movers, and update your address. Your lawyer receives the sale proceeds, pays off your mortgage, and remits the net to you.

10 Questions to Ask When Hiring a REALTOR®

1. How long have you been in the business? A newly-licensed agent can do a wonderful job with up-to-date training; a longer-tenured agent brings practical experience. Both can be the right fit - match the answer against your situation.
2. What is your average list-to-sales-price ratio? A competent listing agent should be able to point to a track record of sales prices very close to list prices.
3. How will your marketing plan meet my needs? Ask specifically: where will the home be advertised, how often, and through what channels? Request samples of their listing flyers and ask about their online and social marketing.
4. Will you provide references? Ask whether the references are friends or family, and confirm you can call with follow-up questions.
5. What separates you from your competition? Listen for substance - assertive, responsive, analytical, professional, reliable, calm in difficult situations.
6. May I review documents I'll be asked to sign? A good REALTOR® shares forms - agency disclosure, listing agreement, seller disclosure - before you sign, not at the moment of signing.
7. How will you help me find other professionals? Ask for a written list of recommended vendors (lawyer, inspector, mover, mortgage broker), and clarify any "affiliated" designations that could imply compensation.
8. How much do you charge? Real-estate fees in Ontario are negotiable - ask. Confirm what's included and what's billed separately.
9. What kind of guarantee do you offer? Ask if you can cancel the listing agreement if you're not satisfied with the service.
10. What haven't I asked you that I need to know? Pay close attention here - a thoughtful answer often surfaces the most important points.

Go It Alone, or Use a REALTOR®?

For Sale By Owner (FSBO) saves the listing-side commission - typically 2–2.5% of the sale price. Real money, worth being honest about. Most people who try FSBO end up listing with a REALTOR® partway through anyway. Here's the honest case for and against, drawn from OREA's public guidance and our own client experience.

The commission-savings myth

When buyers see a home for sale by the owner, they see a bargain. They imagine the saved commission going into their pocket - not yours. Most FSBO offers come in 5–9% below comparable agent-listed sales, wiping out the saved commission and then some.

The legal-knowledge gap

Real-estate law is complex and changes constantly. It governs nearly every step of the sale. A single mistake - an undisclosed defect, a missed condition deadline, a contract clause you didn't understand - can collapse the deal or trigger litigation years later.

Limited buyer reach

Without MLS® access, you can't list on mls.ca, where the overwhelming majority of Canadian buyers start their search. Marketing through your own social network or local classifieds drastically narrows your buyer pool - and competition is what gets you the best price.

Time commitment

Marketing, screening calls, booking showings, hosting open houses, qualifying buyers - it's essentially a part-time job for as long as the home is active. If you can't take calls during the day, you'll miss serious buyers.

Pricing without market experience

Without recent comparable-sales experience, FSBO sellers tend to misprice in one of two directions: too low (leaving thousands on the table) or too high (no offers, the listing goes stale).

Emotional detachment

Buyers and their agents will pick the home apart - that's how negotiation works. It's much easier to absorb that feedback through a REALTOR® than face-to-face on your own front porch.

Negotiation complexity

Direct seller-to-buyer negotiations often break down under emotional stress. A REALTOR® keeps it professional, knows the customary terms, and bargains from experience.

When FSBO can actually work

If you already have a buyer in hand - a relative, a tenant, a neighbour - and you just need a lawyer to paper the deal, FSBO can pencil out. Outside of that scenario, the math very rarely favours selling alone.

Home Preparation Checklist

Goal: get the best return on the home by making it look its best. Use this section as a room-by-room punch list before listing.

Inside

Floor coverings

• Check for dirt, stains, excessive wear, or damage
• Ensure area rugs are clean and stain-free

Walls and ceilings

• Remove dirt, fingerprints, stains, cracks, chips, and water marks
• Repaint or replace wallpaper as needed
• Use neutral, light colours to make rooms feel more spacious

Doors

• Clean and remove fingerprints; repaint if needed
• Verify smooth operation - no squeaks
• Confirm latches and handles work properly

Windows

• Wash glass; eliminate chips, paint, and cracks
• Easy operation, working latches and locks
• Clean frames and sills; repair screens and storms

Window coverings

• Remove dirt and stains
• Address sun damage or excessive wear
• Verify smooth operation and functional hardware

Lighting

• Replace burnt-out bulbs with the proper wattage
• Repair broken switches or exposed wiring
• Test table and floor lamps

Pet areas

• Clean and organize, eliminate odours
• Move bowls and litter out of sight during showings

Entryways and hallways

• Remove clutter and obstructions
• Clean or replace welcome mats

Closets and storage

• Organize thoroughly - buyers open every door
• Discard or move excess items off-site
• Hang clothes neatly; line up shoes

Kitchen

• Clean every surface
• Clear countertops; store small appliances you don't use daily
• Clean fridge inside and out; toss anything spoiled
• Clean oven and stovetop; wash burner trays
• Sanitize sinks; confirm faucets work without drips
• Verify the garbage disposal works
• Organize cupboards and pantry
• Run the dishwasher empty with cleaner; remove stains

Living spaces

• Vacuum and dust thoroughly
• Remove excess furniture for a more open feel
• Clean and repair any furniture that stays
• Polish wood and glass surfaces
• Organize bookshelves; eliminate clutter
• Store toys, games, and personal collections
• Remove fragile or valuable items off-site
• Open window coverings - natural light wins
• Clean mirrors
• Hide ashtrays and pet supplies
• Clean fireplaces; stack logs and kindling tidily

Bathrooms

• Clean every surface
• Clear countertops; provide fresh soap and folded towels
• Scrub sinks; verify faucet operation
• Clean tub and shower thoroughly; replace shower curtain if stained
• Clean and re-caulk if grout has gone grey
• Test toilet operation
• Empty the medicine cabinet of personal items

Basement, furnace room, garage, attic, storeroom

• Clean and organize
• Remove clutter and excess items
• Stack remaining items neatly
• Vacuum, dust, and de-cobweb

Outside

Structures

• Clean exterior surfaces; touch up paint as needed
• Refresh the front door - paint, hardware, doormat
• Clean gutters and downspouts; repair as needed
• Check that gates open and close with working hardware
• Repair fences and decks
• Maintain sidewalks and walkways
• Power-wash the driveway; repair cracks

Yard and environment

• Clear snow and ice from driveways and walkways
• Mow and edge the lawn; repair bare spots
• Remove leaves from the lawn and beds
• Prune trees and trim hedges
• Weed beds; replace dead plants
• Remove junk and scrap
• Clean lawn furniture
• Store bicycles and toys neatly
• Stack firewood
• Pick up after pets

Listing Your Home

Listing broker vs. selling broker

The listing broker is the brokerage you hire under a listing contract. The selling broker is the brokerage that brings the buyer. When two different brokerages fill those roles, it's called a co-operative sale and the commission is split between them.

Pre-listing preparation

Before the listing appointment, your agent should research comparable properties and review any documentation you've already pulled together. During the appointment, they tour the home and identify the features worth highlighting in the listing copy and photography plan.

Property documentation - your "Property Profile Folder"

Pull together as much of this as you can. It accelerates the listing and pre-empts buyer questions:

• Current mortgage payoff statement
• Septic and well inspection records (if applicable)
• Property tax records - last 12 months
• Last 12 months of utility bills
• Original deed, survey, builder warranties, and home insurance details
• Permit history for renovations and additions

What conveys?

Spell out exactly which personal property stays with the home - appliances, light fixtures, window coverings, mounted TVs, hot tubs, garden sheds. Anything you're keeping should be tagged or removed before showings begin. Ambiguity here is the single most common source of late-stage offer disputes.

Comparative Market Analysis (CMA)

Your agent should pull and review:

• 3 recently sold comparable homes (the closer to today, the better)
• 3 currently active comparable listings (your competition)
• 3 homes that have sat unsold 90+ days (mispricing tells)

That nine-property snapshot - not an automated estimate - is the basis for a defensible list price. Ask your agent to walk you through it and explain why each property was chosen.

What to Expect From Your REALTOR®

A listing agent owes you the same fundamentals a buyer's agent owes their clients - re-cast for the sell side.

Process explanation

A walkthrough of every stage - listing prep, marketing window, showings, offers, closing - so you're never blindsided.

Needs assessment

Honest conversation about why you're moving, your timeline, your finances, and your post-sale plan. Knowing those drivers shapes the right pricing and marketing strategy.

Strategic plan

Pricing, repairs, staging, marketing channels, showing schedule, and a 21-day check-in to review activity and adjust if needed.

Showing support

Booking, confirmation, feedback collection, and same-day reporting back to you.

MLS® reach

Exclusive MLS® listing access - the single most powerful exposure tool in the Canadian market.

Negotiation

Skilled negotiation on every offer, mediating between you and the buyer, and translating the result into a binding agreement.

Professional standards

Bound by OREA's and CREA's codes of ethics - service, honesty, and integrity are non-negotiable.

Legal competency

Recognizes problems early - a wonky condition, a financing-clause risk, an inspection-period mismatch - and finds solutions before the deal slips.

The REALTOR® Commitment

You're trusting a REALTOR® with your most valuable asset. Every licensed REALTOR® in Canada makes the same seven commitments, backed by CREA, your provincial association, and provincial regulators.

1. Highly trained professionals

REALTOR® training is rigorous - candidates regularly fail the pre-registration coursework. Those who pass have studied subjects ranging from housing construction to family law.

2. Continuous education

Every licensed REALTOR® must complete continuing education to keep current on legal, financial, and technology changes that affect transactions.

3. Regulatory compliance

REALTORs® are registered under provincial laws that govern exactly how real estate can and cannot be traded. Those regulations are your legal guarantee of professional behaviour.

4. Ethical standards

Adherence to the CREA Code of Ethics, plus any provincial-level codes, is mandatory. Your interests come before the agent's.

5. Consumer protection insurance

Provincial regulators sponsor consumer-protection programs that may require Errors & Omissions Insurance and deposit protection - additional safety nets while your transaction is in flight.

6. Recourse mechanisms

Provincial regulators and local boards investigate complaints about professional conduct promptly and seriously.

7. MLS® access

The MLS® system is the single most powerful information and marketing tool in Canadian real estate. It's a cooperative network operated by REALTORs® and only accessible through them.

Helpful Links

Mortgage and financial

• Canada Mortgage and Housing Corporation (CMHC)
• Bank of Canada
• Major lenders and Hamilton-area independent mortgage brokers we can refer.

Real estate boards and associations

• Canadian Real Estate Association (CREA)
• Ontario Real Estate Association (OREA)
• Real Estate Council of Ontario (RECO)
• REALTORS® Association of Hamilton-Burlington (RAHB)

City and utilities

• City of Hamilton - property tax, permits, by-laws
• Alectra Utilities
• Enbridge Gas

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