The Cherished Home Seller Guide YO U R G U I D E TO S E L L I N G YO U R H O M E
Presented By Ann Atamian ann.atamian@gibsonsir.com 774.249.8718
YOUR ADVISOR
Ann Atamian Global Real Estate Advisor 774.249.8718 ann.atamian@gibsonsir.com www.annatamian.com Lic. #9035666 544 Boston Post Road, Weston, MA 02493 I grew up in Weston, MA and attended an all-girl
perspective entirely — I discovered my love for
preparatory school in the Berkshires for my final two
working with people. I started my career at DeWolfe
years. Miss Hall’s gave me a rich cultural experience,
Real Estate in Framingham, the perfect location for a
where I met women from all over the world — in fact,
mother of three.
my roommate was Miss Haiti, and I was fortunate enough to live with her family for almost a whole summer.
My family has called Southborough home for over 30 years. In my free time you’ll find me walking my dog Jett at Hopkinton State Park or playing soccer — I’m
I continued at New Hampshire College’s business
part of a women’s organization that plays weekly and
school,
management,
competes in tournaments around the world. I’m also a
accounting, and computers. Through college I spent
sailor, spending time in Boston Harbor and Buzzards
my summers renovating old mill buildings and doing
Bay, and I treasure time down the Cape with my two
labor, bookkeeping, and commercial retail sales. Real
grandchildren.
earning
my
degree
in
estate always seemed to be part of my journey.
If you’d like to know more about my background or
While working at an e-commerce company, a
have any questions, please don’t hesitate to reach
coworker suggested we get our real estate licenses
out. I’m always happy to chat.
together. A single weekend course changed my
INTRODUCTION
A Note Before We Begin Selling your home is one of the most significant financial — and personal — decisions you will ever make. It can also feel overwhelming. My goal with this guide is to make the entire process clear, strategic, and as smooth as possible, so you can move forward with confidence. In the pages ahead you’ll find exactly what to expect: the step-by-step selling timeline from our first meeting to closing day, how your home will be marketed to the widest possible audience, and the team of professionals who will support you. You’ll also find the market data behind smart timing and pricing, hear directly from past clients, and see recent results. Every home and every seller is different. Consider this guide your starting point — and know that I’m here to tailor a plan to your specific goals, timeline, and property. Let’s get you the strongest possible outcome.
Ann Atamian Love life, Cherish home.
FROM FIRST MEETING TO CLOSING
The Selling Process From initial meetings to the final closing, here is an overview of what to expect throughout the home selling process.
01 CHOOSE AN AGENT
07 MOVING PREPARATIONS
Select a sales associate to act as your agent. Determine a pricing strategy and review relevant documentation.
Prepare to move and start calling moving companies.
02 PROPERTY PREPARATION Declutter, organize, follow the checklist, inspection, maintenance, quotes and disclosures, deep clean, staging, and curb appeal.
08 APPRAISAL The property is reviewed by a licensed professional to assess its value. The home should be in the same condition as for the open house. 14–21 days after accepted offer
03 MARKETING PROCESS
09 CLOSING PREPARATION
Professional photography (drone shots, video), professional floor plans, install ‘For Sale’ signage if permitted, create property brochures and information sheets, finalize the price point and review current market conditions, and set up showing instructions and an open house schedule.
Closing preparation by the attorney, including a title search and document preparation. Discuss with your attorney how you expect to receive your proceeds.
04 LAUNCH LISTING Upload the property to the MLS. Once live, it is distributed across leading websites worldwide for maximum reach, with email campaigns to Ann’s sphere of influence and Gibson’s network, plus social media exposure of the property and open houses.
05 THE OFFER Based on the offer, your agent guides you through next steps. The buyer hires a professional home inspector and conducts a home inspection. At this time, you will hire an attorney.
06 SIGN THE PURCHASE & SALE AGREEMENT The seller’s attorney drafts the P&S, stating the final sale price and all terms. Review it with your attorney before signing. P&S deposit due (typically 5%). 5–14 days after accepted offer
7–14 days prior to closing
10 UTILITIES Call the utility companies to stop services and arrange the final smoke and CO certificates and final water reading (gas, electric, telephone, cable, and internet). 7–14 days prior to closing
11 FINAL WALK-THROUGH Just prior to closing, the buyer does a final walk-through to confirm the home is in the same condition as at inspection. Leave all keys, remotes, and home information; the home should be vacant and broom-swept clean. 1 day prior to closing
12 CONGRATULATIONS! Once you sign the final paperwork, exchange payment, and the transaction is recorded at the Registry of Deeds, your home is sold! Proceeds are delivered after the house is recorded. 45–60 days from accepted offer
AT A G L A N C E
Selling Timeline A visual overview of the journey from listing to closing — a variable window to find the right buyer, then typically 45 to 60 days from an accepted offer to the keys changing hands.
VARIABLE TIME FRAME
10 DAYS
20 DAYS
30 DAYS
40 DAYS
50 DAYS
Offer Accepted
Search
Closing
1
2
3
4
5
6
7
8
9
10
11
12
Select your agent
Prepare your property
Marketing your property
Launch listing
Review offers; hire attorney
Sign the P&S Agreement
Moving preparations
Property appraisal
Closing preparation
Final utility readings
Final walkthrough
Closing
3–10 Days After Accepted Offer
5–14 Days After Accepted Offer
14–21 Days from Application
7–14 Days Prior to Closing
7–14 Days Prior to Closing
1 Day Prior to Closing
45–60 Days from Accepted Offer
Before the offer: a variable window
After the offer: 45–60 days
From choosing your agent through preparation,
Once an offer is accepted, the path to closing follows a
marketing, and launch, the time it takes to find the
predictable cadence — inspection, Purchase & Sale,
right buyer depends on pricing, condition, season, and
appraisal, closing preparation, and the final walk-
demand. This is where strategy matters most — and
through — typically wrapping in 45 to 60 days.
where the right preparation pays off.
HOW YOUR HOME SELLS
The Marketing Process PRE-MLS LAUNCH
• Property Preparation • Professional Photography • Property Video and/or 3D Matterport Virtual Tour • Professional Floor Plans • Install ‘For Sale’ Signage on Property • Create and Finalize Print Collateral (brochures, inserts, etc.) WEEK OF LAUNCH IN MLS
• Submit property to the MLS to reach the brokerage community • Feature property on sothebysrealty.com and gibsonsothebysrealty.com • Distribute to our global property marketing partners — the most authoritative news, lifestyle, and financial voices such as Realtor.com, Zillow, and WSJ.com • Listing agent shares the property via email and calls to a personal sphere of influence • Announce the listing to GSIR’s agent network and the local brokerage community via email blast • Send a direct-mail postcard to a targeted list of potential buyers, introducing the property • Launch a paid social media campaign targeting consumers within a 15-mile radius of the property P O S T- M L S L A U N C H
• Feature property in office window displays to capture optimal foot traffic • Showcase across Gibson Sotheby’s social channels — Facebook, Instagram, and LinkedIn (combined reach of 15K followers) • Continue to feature the property in various email campaigns • Consider print and/or digital advertising to increase exposure
YOUR SUPPORT SYSTEM
People to Have on Your Team SELLER’S AGENT
HOME INSPECTOR
When choosing a seller’s agent, invest the time to find
While a home inspector and an appraiser may appear
someone with whom you feel at ease discussing your goals
similar, they serve distinct roles. The inspector plays a
and priorities. An effective agent possesses expertise in
proactive role, entering the process before the home is
market conditions, understands neighborhood nuances,
listed. Their detailed examination uncovers potential
and is well-versed in the transaction process. Beyond
issues, empowering you to address problems through
marketing your home, a skilled agent draws on their
repairs, replacements, or transparent disclosure to buyers.
experience to highlight aspects you might overlook,
Sellers who provide comprehensive disclosures often find
navigates negotiations on your behalf, and serves as your
themselves in a more favorable position. While not
advocate from the start to closing.
mandatory, a pre-listing inspection is a recommended step toward a smoother, mutually agreeable outcome.
REAL ESTATE ATTORNEY Ask friends, co-workers, or your real estate agent for
CONTRACTORS
referrals to a good real estate attorney. Don’t be shy about
You may need various contractors throughout the process
interviewing them and finding one you are compatible
to address issues that come up at the home inspection, or
with, who regularly represents home buyers and sellers.
to provide estimates for work you would like to do. Your
Your attorney should be reasonably affordable, accessible,
real estate agent can usually help with references for good
and not too busy for you.
contractors, including plumbers, electricians, painters, movers, and cleaners.
U N D E R S TA N D I N G YO U R S E L L I N G W I N D O W
When Homes Sell Fastest There is no single “right” month to sell — but there is a measurable rhythm to the market. Knowing how it works lets you list with intention, in any season, when buyers are most active.
Spring consistently sells fastest — five years running The pattern below isn’t a one-year coincidence. Across five straight years, homes have sold fastest in spring and slowest in the depths of winter. The market has cooled overall since the 2021 frenzy — yet within every single year, spring stays the strongest window. That’s what makes it dependable: it holds in a hot market and a slow one alike. Jan
Feb
Mar
Apr
May
Jun
Jul
Aug
Sep
Oct
Nov
Dec
2021
66
56
45
37
35
33
35
37
41
43
46
53
2022
59
41
34
30
30
31
34
41
47
50
55
65
2023
72
65
52
46
43
44
45
46
48
50
52
61
2024
69
61
50
47
45
48
51
53
56
58
61
70
2025
73
66
53
50
51
53
58
60
62
63
64
73
5-yr avg
68
58
47
42
41
42
45
47
51
53
56
64
National median days a home spends on the market, by month, 2021–2025. Darker (navy) means a faster sale. 2021 reflects the pandemicera market, when homes sold unusually fast. Source: Realtor.com monthly data via FRED.
Timing tip: list before the market peaks Here’s the subtlety most sellers miss. The numbers above record when homes sold — but a sale that closes in May was listed weeks earlier. With a typical 45–60 day list-to-close cycle, the listing decision comes roughly six to eight weeks before the month a sale is recorded. To transact during the fastest stretch (April–June), the time to be on the market is late winter into early spring. 80
Median days on market
70
68
64 58
60
47
50
42 40
41
42
45
53
51
47
56
30 20 10 0 list:
Jan
by Nov
Feb
by Dec
Mar
by Jan
Apr
by Feb
May
by Mar
Jun
by Apr
Jul
by May
Aug
by Jun
Sep
by Jul
Oct
by Aug
Nov
by Sep
Dec
by Oct
Five-year average median days on market by month (top label), with the approximate month to be listed by to transact then (lower label). Source: Realtor.com via FRED, 2021–2025 average.
The New England selling calendar National data sets the rhythm; local knowledge sharpens it. Here is how the year typically unfolds across New England: JAN 14 – JUN 30
JUL – AUG
SEP – MID NOV
MID NOV – DEC
Spring Market
Summer Taper
Fall Uptick
Soft Spot
The spring market brings the most inventory, the most buyers, and the most competition. Summer tapers through July and August, followed by a lighter fall uptick. Mid-November through December is typically the year’s second soft spot.
Earlier is better. Listing early in the spring window captures rising buyer demand before the wave of competing listings peaks — generally meaning less competition and stronger odds at your best price.
THE BIGGER PICTURE
What to Understand as the Market Evolves Inventory is rising, and buyers have more choice There are more homes on the market now than in recent years. For sellers who also need to buy, that’s a positive — more options for your next move. It also means buyers have more to choose from, so the market feels more balanced in many areas. That doesn’t mean sellers have lost control; it means your home needs to show well, be priced right, and stand out. Where inventory is still tight, sellers may continue to see strong demand — which is why understanding your local market matters.
Pricing matters more than ever As buyers gain options, they become more selective, and one of the quickest ways to lose their attention is overpricing. A strong pricing strategy attracts serious buyers, generates activity, and helps you sell faster, while missing the mark tends to lead to reductions later. Today’s market rewards sellers who are realistic and responsive: pricing correctly from the start, and using buyer feedback, can make all the difference.
Flexibility can help get the deal done Even motivated buyers are less willing to waive inspections or appraisals than a few years ago, and with more choices, they’re more likely to ask for repairs, credits, or help with closing costs. That isn’t necessarily bad. Smart sellers treat concessions as tools to keep a deal together — a way to bridge the gap and move the sale forward. And because many homeowners have built significant equity, they often have room to negotiate and still walk away in a strong position.
YOUR FINANCIAL POSITION
The Wealth-Building Power of Homeownership One of the biggest financial benefits of owning a home is the equity you build over time — the difference between what your home is worth and what you still owe. As you pay down your mortgage, your loan balance falls and your ownership grows. At the same time, home values have historically appreciated. When those two forces work together, you build wealth in a way that can feel almost automatic over the years. This becomes especially meaningful for owners who have been in their home a long time. The longer you’ve owned, the more equity you’ve likely built — equity that can play a major role in your next move, whether buying again, downsizing, or funding future goals.
What that can look like The illustration below shows how much equity a homeowner might have built depending on when they purchased, using a median-priced home as a general example. Purchase Year
Purchase Price
Down Payment (20%)
Principal Paid Down
Value Gained
Total Equity
1995
$114,600
$22,920
$91,680
$320,700
$435,300
2005
$229,000
$45,800
$84,317
$206,300
$336,417
2015
$236,300
$47,260
$38,476
$199,000
$284,736
Illustrative estimates based on the purchase of a median-priced home, factoring in purchase price, price growth, and monthly payments. Your equity depends on what you paid, your down payment, how long you’ve owned, and improvements made. Methodology: Realtor.com.
Why it matters now. That equity can offset concerns about today’s mortgage rates — funding a larger down payment, reducing what you need to borrow, or even enabling a stronger, cash-backed offer on your next home.
P R E PA R I N G TO S E L L
What Upgrades Are Worth It Not every improvement is worth doing before you sell, and some pay off far more than others. Each year, industry research looks at which projects bring the strongest return — and the results aren’t always what sellers expect. 300
268% 250
216%
208%
Return vs. cost
200
150
114%
113%
100
97%
95%
95%
Siding Repl. (Vinyl)
Backup Power Generator
Deck Addition (Wood)
50
0
Garage Door Replacement
Steel Door Replacement
Manufactured Stone Veneer
Siding Repl. (Fiber-Cement)
Minor Kitchen Remodel
Estimated return compared to upfront cost. Anything above the dashed line returns more than it costs. Source: Zonda, 2025 Cost vs. Value Report (national average).
Small changes can make a big difference You don’t need major renovations to make a home more appealing — often it’s the smaller, affordable updates that create the biggest visual impact. Touching up worn paint, tidying the yard, freshening the front door, replacing dated fixtures, or fixing small cosmetic issues can go a long way. The goal is to help buyers focus on the home itself, not a running list of things to fix after moving in.
A guide, not a one-size-fits-all plan General advice is only a starting point. What makes sense for one home or market may not for another. The right strategy isn’t about doing the most work — it’s about doing the right work. As your local advisor, I can help you decide which updates are worth it, which to skip, and where a small investment makes the biggest difference.
YOUR OPTIONS
Selling As-Is vs. Making Improvements What it really means to sell as-is Selling as-is tells buyers that what they see is what they get: you’re not planning repairs before listing, and likely won’t address items that surface during inspection. That can make the process simpler, but it shapes how buyers respond. Most
65% make improvements before listing
are drawn to homes that feel updated and move-in ready, so a home needing work can turn some buyers cautious. Selling asis doesn’t mean your home won’t sell — it may just mean fewer interested buyers, less competition, more time on the market, and possibly a lower price than if prepped first.
Most sellers do at least two improvement projects before listing. Source: Zillow / The Harris Poll.
How a good agent helps you decide There’s no single right answer — it depends on your home, your goals, and your local market. I help you look at both paths realistically and understand what your home may be worth in each scenario, so you decide based on facts, not guesswork. If you sell as-is, I’ll know how to highlight what buyers will still love: location, layout, lot size, or potential. If you do some work first, I’ll help you focus on the updates most likely to make an impact without wasting time or money — building a strategy that fits your situation and gets the best result possible.
P R E PA R I N G YO U R H O M E
Tricks of the Trade Your home has just one chance to make a great impression with each buyer. The whole idea is to present a clean, spacious, clutter-free home — the kind of place you’d like to buy. Accomplish a little every day, and before long your home will be ready.
Your Home’s Curb Appeal
General Interior Tips
Mow lawn, trim shrubs, edge gardens and walkways
Fresh coat of interior paint in light, neutral colors
Weed and mulch; add color in bare spots
Shampoo carpeting; clean and wax hardwood floors
Sweep walkways and driveway; remove litter
Clean kitchen and bathroom floors
Remove mildew or moss; clean driveway stains
Wash all windows; vacuum blinds; wash sills
Stack woodpile neatly; clean and repair patio/deck
Clean the fireplace
Remove outdoor furniture not in good repair
Clean out and organize closets; pre-pack extras
Make sure pool or spa sparkles
Remove extra furniture and worn rugs
Check roof shingles; repair windows and shutters
Repair loose knobs, cracked molding, leaking taps
Replace torn screens; check caulking on seams
Sell, give away, or throw out unnecessary items
Hose off exterior wood and trim; touch up paint
Add potpourri or a light, fresh scent
Repair gutters and eaves; clean AC units
Secure jewelry, cash, and other valuables
Paint the front door and mailbox Add a fresh door mat; shine brass hardware Make sure the doorbell works
The Living Room Make it cozy and inviting; discard worn furniture
P R E PA R I N G YO U R H O M E
Room by Room The Kitchen
When It’s Time to Show
Appliances spotless inside and out
Have your property profile folder available
All appliances in perfect working order
Open all draperies and shades; turn on all lights
Clean forgotten spots (top of fridge, under sink)
Pick up clutter; beds made, clothes put away
Wax floor; clean baseboards
Give carpets a quick vacuuming
Unclutter counters; organize cabinets
Add strategically placed fresh flowers
The Dining Room
Open bathroom windows for fresh air A subtle baked aroma (cinnamon) is welcoming
Polish visible silver and crystal
Turn off the TV; soft music at low volume
Set the table to help buyers picture entertaining
Put pets away; keep pet areas clean and odor-free
The Bathrooms Remove all rust and mildew
All trash in neatly covered bins
Garage, Basement & Attic
Tile, fixtures, shower doors immaculate
Clear unnecessary items; tidy storage areas
Replace loose caulking or grout
Strong overhead light; easy inspection access
Lighting bright, but soft
Change furnace filter; clean concrete floors
The Master Bedroom Organize for a spacious, well-defined look
CLIENT ENDORSEMENTS
The Reviews Speak for Themselves TERESA
NANCY ANZA
Northborough, MA
Natick, MA
“Ann Atamian is truly one of those people in life who stand
“Ann is the best kind of Real Estate agent. She’s
out in their profession as exceptional. I highly recommend her
knowledgeable, hard working, honest, always ready to pitch in
to family and friends who also have enjoyed the benefit of her
and help beyond her actual job. Ann priced my house at
expertise. Ann knows the business inside and out. She
exactly the right price and it sold by week’s end. There were
provided information, hands-on support, referrals and
drone pictures from overhead showing all the points of
emotional support, selling my home above asking price in a
interest that would draw buyers’ attention — how close
matter of days. I would consider no other Realtor for my
schools were, town forests, ponds, and commuting routes. I
future housing needs!”
would always recommend Ann Atamian.”
FRANK O’BRIEN
ELLIOT & KEYANNA
Stow, MA
Framingham, MA
“My wife and I couldn’t be more impressed with the support
“We have worked with Ann to buy our first, second, and now
Ann and Gibson Sotheby’s International Realty provided to
third homes. We are huge fans of Ann and the service she
sell our home. The market was changing quickly in response to
provides.”
COVID-19 concerns and Ann developed a marketing plan that was aligned with the market changes. We received 3 written offers and accepted an above-list offer within 10 days of listing our property. Outstanding!”
CLIENT ENDORSEMENTS
In Their Words “They over-saw 43+ visits in 10 days… We sold the property for $100,000 over asking.” TIM ANDERSON Middleboro, MA
“It is my distinct pleasure to recommend Ann Atamian and Betsy Hargreaves, and I do so without hesitation or reservation. They were professional, extremely competent, and supportive throughout the process of selling our mother’s farm — a unique property with many conservation easements. Ann and Betsy crossed every ‘t’ and dotted every ‘i’ in their diligent work to prepare the property for listing, keeping us appraised of every development along the way. They were warm, friendly, immensely thorough, and compassionate. When it was time to list, they over-saw 43+ visits in 10 days, keeping us informed all the way. We sold the property for $100,000 over asking. I cannot begin to describe what a pleasure it was to work with both of them.” CINDY FEATHERSTONE Ashland, MA
“I contacted Ann to ask if she could walk through my home and, with her extensive knowledge and experience, advise us room by room what needed to be done to list by fall. When it came time to list, Ann spent an entire Saturday morning giving us an impressive, professional presentation — explaining every detail of our contract, where the market was in Ashland and our neighborhood, and the buyer’s cycle. She immediately scheduled a professional photographer and made sure each photo was just right. She really gets to know everything about a home and knows exactly how to showcase its best qualities. Not only did she put our minds at ease, she became a friend. Even though late August was a slower time to sell, she was persistent, and by the end of October we had an offer and sold. The whole process was smooth and stress free. Thank you, Ann. We love you.”
SIGNIFICANT SALES
What Have I Done for Sellers Lately? A track record of preparing homes thoughtfully, pricing them strategically, and negotiating to the strongest possible outcome — often at or above asking.
15 ALPRILLA FARM ROAD, HOPKINTON
7 WATKINS LANE, SOUTHBOROUGH
Listed for $1,095,095
Listed for $1,100,000
Sold for $1,188,000
Sold for $1,160,000
11 GARFIELD DRIVE, WESTBOROUGH
2 CHARLES STREET, WAYLAND
Listed for $914,900
Listed for $749,976
Sold for $990,000
Sold for $830,000
115 PARMENTER ROAD, FRAMINGHAM
20 NORTHGATE COURT, GRAFTON
Listed for $819,000
Listed for $549,888
Sold for $810,000
Sold for $540,000
Let’s Talk About Your Home Wondering what your home is worth? Call today for a free, no-obligation home price evaluation.
Ann Atamian · Global Real Estate Advisor 774.249.8718 · ann.atamian@gibsonsir.com www.annatamian.com · Lic. #9035666