Selling a home is a series of decisions. What should you prepare before listing? How should you price the property? Which offer best fits your goals? What needs to happen before you move?
Those decisions deserve time, attention, and clear explanations.
I’m Mario Desantis, a REALTOR® with Coldwell Banker Realty and founder of Desantis Realty Group. From our office in Scotts Valley, our team serves clients throughout Santa Cruz, Santa Clara, and Monterey Counties.
My approach comes from a simple principle: take care of the people in front of you, and do the work properly.
Here’s what that means when preparing your home for sale.
Begin With the Reason You’re Selling
Before discussing photographs or a listing date, I want to understand what this sale needs to accomplish for you.
You may be relocating, buying a different home, simplifying your responsibilities, or helping manage a family property. Each situation calls for a different conversation about timing, preparation, and priorities.
Start with a few questions:
- What is prompting the sale?
- Is there a date you need to work toward?
- Will you be purchasing another property?
- Who needs to be involved in decisions?
- What concerns do you want addressed early?
The answers help us build a practical plan. They also give us a point of reference when you’re weighing offers or deciding where to spend money on preparation.
Understand the Property Before Making Recommendations
A selling strategy should begin with a careful review of the home.
Walk through the property with your agent and discuss its condition, layout, improvements, and features. Gather available maintenance records, warranties, permits, and other relevant documents.
Identify what is known and what needs further investigation. If there are questions about an improvement or a property feature, flag them before that information becomes part of the marketing.
This early work helps everyone communicate more accurately and reduces the number of unanswered questions later.
Prepare With Purpose
Preparing a home for sale can range from cleaning and organizing to addressing maintenance or arranging more substantial work.
Start by separating tasks into priorities. Which issues need attention? Which changes would improve presentation? Which projects would add cost and delay without clearly supporting your goals?
Depending on the property, preparation might include:
- Reducing clutter so rooms are easier to understand.
- Adjusting furniture placement.
- Addressing visible maintenance concerns.
- Cleaning windows and improving lighting.
- Tidying landscaping and outdoor spaces.
- Organizing storage areas.
Before approving larger improvements, review estimates, timing, and the reason for the work. A preparation plan should respect both your budget and your schedule.
Make the Pricing Discussion Specific
A pricing recommendation should come with an explanation.
Ask your agent to walk you through relevant recent sales and current competing listings. Discuss differences in condition, size, layout, location, and other meaningful features.
For a distinctive property, understanding those differences may require a closer look. A larger lot, unusual floor plan, or extensive improvements may make simple comparisons less useful.
Our team focuses on homes above $2 million while representing clients at every price point. Across those properties, the principle stays the same: pricing deserves analysis that reflects the home and the choices available to buyers.
Once the listing is active, we can review the response and discuss whether any adjustments are warranted.
Build Marketing Around What Buyers Need to Understand
Good marketing helps prospective buyers recognize what a property offers.
Photography should show the home accurately and make its spaces easy to follow. Written descriptions should explain meaningful features in clear terms. Where useful, a floor plan or video can provide additional context.
Think about the questions a buyer might have. How do the living spaces connect? What makes the outdoor area usable? Is there room for working from home, hosting guests, or pursuing hobbies?
Those details give the marketing substance. Any claims about improvements, dimensions, or property uses should be verified before publication.
Agree on Communication Before the Listing Goes Live
Sellers should know how updates will be handled.
Discuss when you’ll receive information about showings, inquiries, and feedback. Establish how urgent decisions will be communicated and who needs to participate.
It also helps to set expectations for showings, especially if you’ll continue living in the home. Consider notice requirements, pets, work schedules, and the time needed to prepare for appointments.
I work with clients in English, Spanish, and Italian. Whatever language we use, my goal is the same: make the conversation clear enough that you understand what’s happening and can ask questions comfortably.
Evaluate the Whole Offer
The highest proposed price deserves attention, but it doesn’t tell the entire story.
Review financing, contingencies, requested concessions, timing, and other terms with your agent. Consider how each offer fits your circumstances and which details need clarification.
If you’re buying another home, closing and possession dates may be particularly important. If you’re managing the sale from a distance, certain requests may require additional coordination.
Careful negotiation starts with understanding those details and keeping your priorities in view.
Give Family and Estate Situations the Attention They Need
When a sale involves a family property or a trustee, establish who is authorized to make decisions and which professionals need to be involved.
Bring questions about authority, legal obligations, and tax matters to the appropriate attorney or tax professional. The real estate plan should work within their guidance.
Practical matters also deserve time: personal belongings, access to the property, communication among involved parties, and the emotional significance of the home.
Our role is to help organize the real estate work while respecting the circumstances surrounding it.
Keep Following Through After Acceptance
An accepted offer starts the next stage of the sale.
Depending on the agreement, there may be inspections, additional requests, an appraisal, and closing preparations. Keep track of deadlines and make sure unresolved questions receive attention.
Confirm the arrangements for belongings, keys, utilities, and possession before moving day. A clear plan for these details helps everyone understand their responsibilities.
The quality of service should remain consistent through the final steps.
Work With a Team That Takes Your Move Personally
I came to the United States from Italy at nineteen with a hundred dollars. Building a life and a business here reinforced the values I grew up with: care about people, take responsibility, and follow through.
Those values guide Desantis Realty Group today.
Whether you’re selling your first home, a luxury property, or a home that has been in the family for years, we can begin with your goals and work through the next steps together.
Contact Mario Desantis to discuss selling your home in Santa Cruz, Santa Clara, or Monterey County.
Mario Desantis | REALTOR®
Founder, Desantis Realty Group | Coldwell Banker Realty
CA DRE #02119587
English · Spanish · Italian
Phone: (831) 291-0511
Email: mario@desantisrealty.com
