Why Your Home Has to Sell Three Times
Most sellers think their home only needs to sell once, but your home actually has to "sell" three times before you finally get to the closing table and get paid.
Understanding these three sales is crucial to positioning your home for success from day one. Let's break down what each stage looks like and why it matters.
Sale #1: Getting the Offer - Buyer Qualification
The first sale happens when a buyer submits an offer on your home. While most sellers understand the basics of the offer process, its very important to ensure that the buyer is financially qualified to close the deal.
The last thing you want is to go under contract with a buyer who can't secure financing and then having to re-enter the market. If that happens, you'll waste weeks off the market, lose momentum, and have to start over—often at a lower price because buyers wonder, "What went wrong?". This could negatively impact how future buyers see your property.
Key questions to ask about every buyer:
- Are they pre-approved (not just pre-qualified) by a reputable lender?
- What's their down payment percentage? (20%+ is stronger than 3-5%)
- Do they have verified funds to close?
- What's their debt-to-income ratio?
It's extremely critical to thoroughly vet each buyer's qualification before accepting an offer. Now if you have prepared and presented the home at the right price with staging and professional photographs, you will have good buyer interest which would result in you getting enough offers to choose the most qualified buyer.
Sale #2: Buyer Due Diligence (The Inspection Period)
After we recieve and approve an offer, the buyer will typically want to do Due Diligence on the property.
This is when the buyer hires a professional inspector to evaluate your home's condition and confirm everything's in order.
If you come to market at the right price, present your home well, and create competition among buyers, you're in a much stronger negotiating position during this stage.
Example: If you have multiple offers, buyers may waive inspections entirely or agree not to ask for minor repairs—because they fear losing the house to another buyer.
But if your home sat on the market for 30+ days before getting an offer, the buyer knows they have leverage. They're more likely to ask for every repair, nickel-and-dime you on credits, or walk away entirely.
Sale #3: The Lender's Appraisal
The third sale is with the Lender's inspection. If the buyer needs a mortgage, the bank or the lender will send an appraiser.
What Is an Appraisal?
The lender's goal is to protect their investment, so they will want to confirm that the home is worth what the buyer is paying for it. They will want to ensure the property is in good condition and isn't falling apart.
An experienced listing agent will make it a point to meet with the appraiser at the property to help justify the sale price. They will present the appraiser with the comps used to come up with the list price, list of all improvements and upgrades done on the house and all other relevant data to defend the offer price.
It's important to note that appraisers aren't just looking at square footage and bedroom counts, they're also evaluating condition. Make sure your home is clean, well-maintained, and shows its best during the appraisal visit.
The Bottom Line
Most sellers think selling their home is a one-time event. In reality, your home has to successfully navigate three critical "sales" before you get paid.
Want to make sure your home successfully sells all three times? Start by pricing it right from day one, presenting it professionally, and creating competition among buyers early in the process.
Selling your home is a strategic process that requires expert guidance at every stage. If you're thinking about selling in Middlesex County, let's talk about how to position your home so you are always in a strong negotiating position.
