Real Estate Talk:
Selling in 2025

The ins and outs of the process of selling your property

By Joseph Marovitch

Updated June 11, 2025

Real estate can be viewed as a model for the circle of life:

Stage 1: You have come of age and have decided to leave the nest. Off you go to find your first property, usually a condo.

Stage 2: You get married and a child is on the way, so you move from a condo to a 2- or 3-bedroom home.

Stage 3: That second child is on the way, and it is time for a bigger home.

Stage 4: The kids decide it is time to leave the nest, and you are left in this big, empty house. Time to downsize to a smaller house or a condo again.

Such is life. Here are a few rules I suggest you keep in your real estate manual when buying or selling:

1. Do not purchase a new house before you sell your last house.
2. Do not buy a property unless you can easily sell it
3. Do not purchase what you cannot afford

Many people are hesitant to sell before purchasing because they think they will not find a place. Buyers will always find a place. It takes time to sell a property, no matter what anyone says.

Selling a property requires preparation and consideration of the pros and cons of the property being sold.

If a buyer purchases before selling the current property, the buyer may fall under the pressure of having to sell their first property for less as the signing date approaches for the new property. Few people want to carry the cost of two homes.

Selling a property requires preparation and consideration of the pros and cons of the property being sold.

Accounting for the following will assist in determining the asking price, such as location, condition, number of bedrooms, number of bathrooms, parking, square footage and more. All these factors, except location, cannot be changed unless the seller renovates.

If the home has issues, the seller can either repair the issues or price the property, taking into account the issues, to allow the buyer to do the repairs. If the seller decides to price the property accounting for issues that devalue the home, all the issues must be declared in the Seller’s Declaration. We will discuss the Seller’s Declaration in the next issue.

There are two types of issues to consider: Structural issues that are apparent and require immediate repair, and cosmetic issues that do not require immediate repair.

If the bathroom and kitchen are dated and require an upgrade, let the buyer do this. These are cosmetic issues, and some buyers are excited about renovating to suit their taste.

If the front balcony is in an unsafe condition and therefore requires repair, the seller should either repair the balcony or price the property lower to account for the damaged balcony and declare the issue in the seller’s declaration.

Generally, if the seller wants to acquire the best price possible and the repairs will upgrade the value, the seller should perform the repairs. If the walls in the house are scratched and full of holes, repair and paint them. If the garage door has a large dent, fix it. The general appearance of the property should always look as good as possible. If the house appears to be in poor condition, buyers will anticipate further problems and either back away or offer a lower price.

Issues such as broken window panes, small non-structural cracks in the side of the house and other normal wear and tear will not stop a buyer from falling in love with the property.

‘An overpriced property is used to sell other homes. A broker will show an overpriced house to their client first and then show a similar house that is properly priced and sell that house.’

Now that you have considered all the issues in the property and addressed them, it is time to contact a broker. If you have not considered the issues that may devalue the property, the broker should indicate the issues and provide advice on an appropriate course of action. The broker will properly price and market the property. When the broker suggests a price to sell the property, the broker must back the price with facts, such as providing comparable listings that have sold in the last 6 to 12 months and comparable active listings for the seller to see. It is very important to know the competition.

A property that is priced for the market will sell in an average of 3 to 6 months or less. An overpriced property is used to sell other homes. A broker will show an overpriced house to their client first and then show a similar house that is properly priced and sell that house.

It is important to realize that the first offer in many cases is the best offer. Do not pass on a good offer just because it is the first offer. You may wait a long time after the first offer only to find the next offer is lower.

Brokers provide maximum exposure via their network of brokers, buyers and the Centris system (used to be called the multiple listing service – MLS). The more exposure a property has due to strategic pricing to entice interest and targeted marketing to the appropriate audience, the more the property will receive inquiries, visits, and offers, and the more it will sell for.

The following are the steps to sell a property once the price is determined:

1. Professional photos and video are taken – great pictures do tell a thousand words and help find the buyer.
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2. Measurements are taken – measurement of each room must be accurate, or the sale can be cancelled.
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3. A “For Sale” sign is placed in front of the house – this attracts buyers and brokers and makes it easier for arranged visitors to find the property..
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4. The property is placed on the Centris system with verified measurements and descriptions.
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5. The property is entered on multiple websites, including the Centris system, the broker’s company websites (national and international), and the broker’s personal website if they have one, and some local online community media, such as WestmountMag.ca.
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6. The broker will email a newsletter to their client and broker base one or more times per month.
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7. Flyers will be distributed to the local area.
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8. Ads are placed in the local papers in the vicinity of the house two or more times per month.
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9. Ads are placed online, including LinkedIn, Facebook, Instagram and Pinterest. These provide excellent targeted exposure.
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10. Virtual tours will be available to invite the public in to see the property.
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11. Visits will be arranged.

Once a month, the broker will provide a report indicating how many calls, visits and offers have taken place. The report will include how many ads were placed and where.

• Many Centris hits + many inquiries + many visits = property properly priced
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• Many Centris hits + few inquiries + few visits = There is interest, but the price is too high
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• No centris hits + no inquiries + no visits = Insufficient marketing, recession or an unstable and volatile market.

‘Know that the most difficult part of selling a property is not the marketing but rather getting from accepted offer to signing.’

The broker should qualify buyers by asking for identification verification and a letter of pre-approval or proof of cash to be accompanied by an offer. Once an offer is received, the broker will review the conditions and deadlines and discuss with the seller whether to accept, refuse or counter the offer.

Offers usually come with two or more conditions, and sometimes with no conditions. The most common conditions are examination of expenses, repairs and upgrades, inspection and financing. Know that the most difficult part of selling a property is not the marketing but rather getting from accepted offer to signing. A good broker will handle an inspection with issues via negotiation and will know a valid issue from an invalid one from a buyer who is simply attempting to get a lower price.

Once the inspection and financing conditions are satisfied, the balance of hurdles lies with the notary, who checks the title and servitudes. Following this, the signing takes place, the property is registered with the new owner, and a day later, the money is in the seller’s account, and the property is fully sold.

The information in these articles is a summary. Should you have questions, comments or wish to discuss further, please refer to the comments section at the bottom of the page or contact me directly. As well, to view past articles, click here.

Next article: The seller’s declaration

State of the market

According to a June 10, 2025, article in the Financial Post, with information provided by the Quebec Professional Association of Real Estate Brokers (QPAREB), home sales in Montreal increased in May compared to the same time in 2024. Further, QAPREB indicates that there is no sign of the real estate market slowing down. The QPAREB also indicated that the increase in sales over May 2024 was 10.2%.

According to Charles Brant, the market analysis director for the QPAREB, increased sales growth over the past three months in Montreal has taken place despite mortgage rates remaining in a holding pattern and an uncertain economy.

‘… home sales in Montreal increased in May compared to the same time in 2024. Further, QAPREB indicates that there is no sign of the real estate market slowing down. The QPAREB also indicated that the increase in sales over May 2024 was 10.2%.’

Further, a recent RBC Economics report published June 9, 2025, indicated the Montreal real estate market is outperforming provinces across Canada as Montreal prices continue to rise despite tariffs. According to the report, inventory remains steady and in pace with demand. This information is also derived from the QPAREB.

According to this recent news, the Montreal real estate market is improving; however, there is still uncertainty in the economy as the U.S. policy towards Canada is constantly changing. As well, according to some economists, we are heading toward a recession, if we are not already in one. As for businesses, many are still holding off on investment as they wait for more economic certainty.

Whether the market is improving or not, there are strategies to buy and sell and achieve the desired results.

Have a great week.

Let’s not forget that people with cancer are vulnerable too!

You are invited to keep giving to the following organizations since it’s now more important than ever to support cancer research! Click on the logos below to find out how:

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Sydney

3 years ago

Great article!

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