Real Estate Talk:
Mental preparation to sell

Selling a house is like a marathon: It takes mental and physical preparation

By Joseph Marovitch

Updated October 7, 2025

There is excitement when selling a house. Many people selling a property for the first time have the idea that placing a sign in the front of the house will result in a sale the next day. The fact is, selling a home is like a marathon. It takes mental and physical preparation.

A professional and experienced broker will indeed perform most of the work, such as listing the property, marketing and showing it, organizing open houses, performing follow-up calls, preparing offers and counter-offers, and facilitating the notary, mortgage broker, and inspector, among other tasks.

To sell a property, the seller must be flexible in their schedule. A broker with client or a client themselves can call to request a visit anytime.

However, there is still a component of selling that falls on the seller, and this component can be exhausting. The longer it takes to sell the property, the more tiring this issue can be, which is why it is beneficial to price the property tactically to attract as many qualified and targeted buyers as possible.

The issue is visits and open houses. To sell a property, the seller must be flexible with their schedule. A broker with a client or the client themselves can call to request a visit anytime. To sell a property quickly, it is advisable to arrange a visit as soon as possible when the buyer calls, as this is when their interest is high and they have not found another property yet.

The first issue is that the house must always be in show condition. For many sellers, this is a tiring proposition, especially if they have children. However, the better the house appears during a visit, the quicker it will sell and the more money it will sell for.

The second issue that may be hard on the seller is an open house. It is always advisable for the seller not to be in the house when the broker is performing the open house. A good broker knows what to say and what not to say when showing during an open house. However, the wrong words can turn a buyer off quickly. The seller’s goal is to attract qualified buyers first, get them emotionally involved with the property and acquire a promise to purchase. Once the buyer has made an offer and is emotionally invested in the property, issues that arise from an inspection can more easily be resolved. However, if the buyer is turned off at the start during the visit, the seller does not have a chance if the offer is never made.

‘The broker is not emotionally attached to the house and therefore will say what needs to be said, no more and no less.’

Many visitors to an open house will offer compliments, but many will also insult the house. Owners do not want to hear negative issues about their home. Funny as it may seem, though, the ones that say little, often, are not buying the house. The ones who say everything is wrong with the house, yet like it, are trying to set up a situation where they can buy the house for as little as possible. This tactic will not work with an experienced broker or seller.

The third issue, which can be energy-consuming, is the seller having to find a place to go every Sunday for two hours during the open house. Most sellers do not mind leaving their home on Sunday for the afternoon; however, after a few weeks, not being able to sit on the couch, read a book, watch TV and eat popcorn on a lazy Sunday afternoon can be highly annoying.

To sell a home, be aware and be prepared to keep the house in show condition, have a flexible schedule so the house can be shown at a moment’s notice and plan a few Sundays with a walk in the park, a matinee movie or drinks at the local pub (beer and nachos!)

To make the process as painless as possible, do the following:

• Get a good broker!
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• Price the house for the market and consider the condition of the property. If the house has issues that can devalue it, either price accordingly or repair the problems. A well-priced property will sell quickly.
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• Plan those Sunday afternoons.

Should you have questions or comments, please refer to the comments section at the bottom of the page. As well, to view past articles, click here.

Have a great week!

State Of The Market

Residential sales continue to increase with increasing buyer competition as inventory remains low. According to the CMHC, home prices increased by 7% from last year at this time. Sales are down by 2% in August but increased by 10% over the year. Montreal’s market, compared to cities such as Toronto and Vancouver, is attracting national and international investors. However, there is still buyer’s hesitation due to increasing unemployment and an uncertain economic future influenced by global politics and unrest in areas such as the Middle East and Europe. Currently, low interest rates and inflation are major factors driving the market, as incentives for buyers who approach purchasing with a proper strategy.

Factors such as the current ceasefire and negotiations for a possible peace in the Middle East between Gaza and Israel are very positive indicators of international economic stability, leading to increased commerce and lower inflation. In turn, the effect is the possibility of a more stable market worldwide.

However, there remain other factors such as US political instability that has a global effect, the continued war between Russia and Ukraine, and the rise of another US/Russia cold war. With ongoing global conflict affecting our market, it is wise to employ a tactical strategy to minimize the risk of sudden inflation and interest rate fluctuations when buying or selling.

Have a great week!

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