How Selling Works —
All Seven Stages
Expand any stage to see Mike's actions, the decisions that are yours to make, what evidence you receive, and the most common failure mode at that point.
Click any stage to expand it. Open stages track as you review them.
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Property & Pricing Review
Mike’s Actions
- Review recent nearby sales that are genuinely comparable
- Assess current competing listings and days on market
- Note condition differences, lot position, and any permit or HOA factors
- Frame a pricing range based on evidence, not an inflated number to win the listing
Your Decisions
- Whether the pricing range is acceptable given your goals and timeline
- Whether you need more time to gather information before deciding
Evidence Delivered
CMA showing comparable sales, current competition, and condition adjustments
Common Failure Mode
Watch for: Overpricing to “see what happens” — the market responds fastest to new listings; a stale overpriced property loses buyer attention quickly.Communication Expectation
Mike presents the analysis and reasoning in person or by video call; you decide, no pressure.
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Preparation Priorities
Mike’s Actions
- Walk the property and identify what buyers are likely to notice
- Compare the cost and buyer impact of repairs vs. pricing around the condition
- Identify which improvements have a meaningful return and which do not
- Recommend staging or decluttering steps appropriate for the target buyer
Your Decisions
- Which repairs or preparation steps you want to complete before listing
- Whether the cost and timeline fit your goals, or whether pricing around condition makes more sense
Evidence Delivered
Written preparation priority list with estimated buyer impact and cost comparison
Common Failure Mode
Watch for: Over-improving — spending money on cosmetic upgrades that don't move buyer behavior, or repairs that don't affect the appraised value.Communication Expectation
Mike presents the list after the walk-through. No repair is mandatory — the decision is yours.
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Professional Presentation & Launch
Mike’s Actions
- Coordinate professional photography tailored to the property and target buyer
- Write listing copy that describes the property accurately and compellingly
- Prepare the MLS listing, syndication to major portals, and eXp network distribution
- Time the launch to maximize initial buyer visibility
Your Decisions
- Whether the listing copy and photos represent the property accurately
- The launch date and any pre-marketing steps
Evidence Delivered
Photos, listing copy draft, and launch plan for review before going live
Common Failure Mode
Watch for: Rushing to market before preparation is complete — poor photos and incomplete prep reduce first-impression impact during the most valuable days on market.Communication Expectation
You review and approve photos and listing copy before the listing goes live.
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Showings & Buyer Feedback
Mike’s Actions
- Coordinate showing access with flexibility for your schedule
- Collect feedback from showing agents and buyers after each visit
- Track showing volume and feedback themes systematically
- Identify patterns (e.g., price objections vs. condition objections) quickly
Your Decisions
- Whether to adjust price or presentation based on early feedback
- How to respond to specific buyer concerns identified in showing feedback
Evidence Delivered
Regular showing feedback summary — not just raw comments but a read on what the feedback means for your strategy
Common Failure Mode
Watch for: Ignoring early market feedback and holding firm on price without evidence to support the position.Communication Expectation
Mike reports feedback at agreed-upon intervals. If showings stall or feedback is consistent, you hear it immediately — not at week four.
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Offer Review & Negotiation
Mike’s Actions
- Review each offer on price, financing, contingencies, timing, and concessions
- Prepare a net proceeds estimate for each offer including closing costs and seller concessions
- Advise on the risk profile of different financing types (conventional vs. FHA vs. cash)
- Guide counter-offer strategy based on buyer motivation and market context
Your Decisions
- Which offer terms are most important to you (price, certainty, timing, contingencies)
- Whether to accept, counter, or reject — and on which specific terms
Evidence Delivered
Side-by-side offer comparison with net proceeds for each scenario
Common Failure Mode
Watch for: Accepting the highest headline number without examining the financing, contingency risk, or likely closing timeline.Communication Expectation
Mike presents all offers together when possible. You have time to review; no pressure to decide on the spot.
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Inspection & Appraisal
Mike’s Actions
- Coordinate inspection access and review the inspection report with you
- Help prioritize which inspection items are reasonable to address vs. negotiate on
- Prepare a response strategy to buyer repair requests that reflects the contract price context
- Coordinate appraisal access and review if the appraisal affects the deal
Your Decisions
- Which inspection items to repair, credit, or decline — and at what value
- How to respond if the appraisal comes in below contract price
Evidence Delivered
Inspection response recommendation with reasoning and comparable cost data
Common Failure Mode
Watch for: Agreeing to repair everything on the inspection report without distinguishing between safety items, cosmetic items, and deferred maintenance the buyer knew about.Communication Expectation
Mike walks you through the inspection report within 24 hours of receipt. Repair response deadline is tracked carefully.
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Contract to Close
Mike’s Actions
- Track title, escrow, loan contingency deadlines, and closing date milestones
- Coordinate access for final walk-through, utility transfers, and key delivery
- Communicate with the title company and buyer's agent on any open items
- Review the closing disclosure with you before the closing date
Your Decisions
- Any last-minute adjustments required by the closing disclosure
- Closing logistics — date, time, wire instructions (verify all wire details independently)
Evidence Delivered
Closing disclosure review and final net proceeds confirmation before closing day
Common Failure Mode
Watch for: Wire fraud: always verify wire instructions by phone directly with the title company using a number you look up independently — never trust email-only instructions.Communication Expectation
Mike tracks every deadline and alerts you to any delays before they become problems. Closing day should have no surprises.
Ready to Start Your Plan?
Tell Mike about your property and timing. He will follow up with a property-specific pricing and marketing plan — no obligation, no inflated numbers.
Request My Seller PlanWhat Evidence Means
in This Process
Every stage delivers information. Not all information is the same kind. Here are the four categories used throughout this process, so you can weight each one correctly.
Fact
A publicly documented, primary-source record — a comparable sale from MLS data, an approved permit, an officially filed government document. Facts are cited and can be verified independently.
Observation
A pattern drawn from multiple facts — for example, noting that days on market have increased in a specific zip code over the past 60 days. Observations depend on the accuracy and recency of their underlying data.
Recommendation
Mike's judgment about a decision given the available facts and observations for your specific property. Recommendations are always property-specific. A recommendation that applies to one home on one street may not apply to a similar home two blocks away.
Unknown
Information that is not available in the evidence at the time of the conversation — buyer behavior, future interest rate movement, whether a nearby development will affect demand, or how long the next buyer will take to surface. Unknowns are stated as such, not estimated away.
Note on development context: Local development records (such as the Northland Development Map) describe publicly confirmed activity. They are contextual facts. They do not prove a property-value change, a demand increase, a timing advantage, or a sale outcome for any specific address.