Issue link: http://southshoremagazine.uberflip.com/i/1537091
Selling in Today's Market? Here's What Most Sellers Don't Know (But Should) 12 If you're getting ready to sell your home, timing and presentation still matter – perhaps more than ever. Homes in Massachusetts are still moving, but more slowly than last year. In 2024, many properties were selling within two to three weeks. Today, the average time on market statewide is about 41 days, with metro areas like Boston seeing homes move faster – about 20-26 days – and suburban or rural areas taking longer. This shift is subtle, but important. Buyers are still active, but they are more measured in how they shop. And that means sellers need to be more intentional in how they prepare. Here's what many homeowners don't realize – but should – before listing: 1. Listing at the Wrong Price Early Can Hurt Later Many sellers think they can "test the market" with a high list price and reduce it later if needed. But the first 10 days on the market are often the most active, thanks to automatic alerts and online exposure. If a home is priced too high out of the gate, it can be overlooked and then stigmatized after price cuts, even if it eventually lands at fair market value. What to do instead: Choose a real estate professional you connect with and trust – someone who knows your local market and won't just tell you what you want to hear. A strong agent will back their pricing recommendation with data, experience, and a strategy tailored to your home, not just general trends. The right pricing from the start helps attract serious buyers and builds momentum right out of the gate. 2. Online Photos and Listing Order Matter More Than You Think In this market, your home's first showing is almost always online. Most buyers decide within seconds whether to keep scrolling or schedule a tour. The order of photos, lighting and even the thumbnail image can influence clicks. Tip: Lead with the best angles of the kitchen, living area and any standout features like a backyard or sunroom. If your photos don't grab attention, buyers may never make it to your front door. 3. Cluttered Homes Appear Smaller in Person and Online A space that feels "lived in" may feel warm to you, but to a buyer, it can feel cramped or distracting. Clutter isn't just visual – it can make rooms look physically smaller, especially in photos. The goal is to help buyers see the space, not the stuff. Small fix, big impact: Remove about 25 – 30% of what's currently in each room before photography or showings. That includes furniture, personal items and countertop clutter. 4. Pre-Listing Home Inspections Are Gaining Popularity While not required, a pre-listing home inspection can give you a clearer picture of potential red flags – and time to address them before buyers see them. It can also reduce the likelihood of renegotiation or deal delays later in the process. Why it matters now: With buyers being more cautious, a move-in- ready home, backed by documentation, often has a smoother path to closing. 5. Buyers Notice Scent – Even When You Don't You may be nose-blind to familiar scents, but buyers are not. Pet odors, musty basements, strong air fresheners or even cooking smells can leave a lasting (and negative) impression. Simple step: Air out the home regularly, deep clean soft surfaces and avoid masking smells with heavy sprays. A neutral, fresh scent goes a long way. Bottom Line In today's steadier market, preparation doesn't have to mean expensive updates, but it does mean being strategic. Homes that are priced correctly, presented clearly, and free of distractions tend to move faster and with fewer complications. Selling isn't just about putting a sign in the yard – it's about showing your home in its best light from day one. Written by Carol Bulman, Jack Conway CEO and Alyssa Naumann, Jack Conway Manager of Marketing & Social Media