Kelly Azzarello 10/27/26 Kelly Azzarello 10/27/26

What Improvements Should I Make Before Selling? What Adds Price, Value and Sellability?

Price, value and sellability are three different goals. Here is what to fix first, what to freshen next, which larger projects to weigh carefully, and what to skip.

Three different goals

Sellers often ask what improvements "add value," but there are three separate goals, and the best project for one may not help the others.

· Price: raising what buyers are willing to pay.

· Value: what an appraiser will support, which depends on condition, features and comparable sales.

· Sellability: how many buyers will want the home and how quickly. Removing objections often does more here than adding features.

Fix first: condition and risk

Problems buyers fear come first, because they cost you in negotiation and can cancel a deal. These include water problems, roof and drainage issues, safety items, pest damage, and unpermitted work. They rarely add to the price, but leaving them can reduce it. See our hidden-issues series [LINK] and our checklist of overlooked prep items [LINK].

A word of caution: Washington's contractor registration law (RCW 18.27) generally lets homeowners work on their own property without a contractor registration, but that exemption does not apply to someone who performs contractor work on their own property for the purpose of selling, demolishing or leasing it (see RCW 18.27.090(12) and RCW 18.27.010). In practice, if you are repairing or remodeling to get a home ready to sell or rent, assume the owner exemption may not protect you, and hire a registered contractor for that work. Permits, electrical work and plumbing work have their own separate rules, and unpermitted or poorly done DIY work may also have to be disclosed on the Form 17. To check your situation, contact the Washington Department of Labor & Industries (L&I) or an attorney.

Freshen next: appeal

These changes often have the best return on cost because they change how the home looks and feels in photos and at showings.

· Deep cleaning and odor removal

· Paint in light neutral colors

· Lighting and window coverings

· Decluttering and storage

· Curb appeal and a clean exterior

· Refinishing existing hardwood floors

Decide carefully: larger projects

Kitchen and bath remodels, new hardwood or other flooring throughout and additions that increase square footage are expensive and can take months.

Carpet, paint and hardwood refinishing may be worthwhile as they specifically speak to whether the home will be "move in ready" for a buyer. These can also be done relatively quickly and inexpensively compared to major remodels.

Whether any of these pay back depends on their current condition, the home's price range, your neighborhood and what comparable homes offer. Ask your agent what buyers in your price range expect before starting.

Skip or limit

· Projects chosen for your own taste, such as unusual finishes or colors.

· Upgrades that leave a known defect unfixed.

· Large DIY projects because they always take longer than expected; your time is better spent on other things to prepare for the sale.

· Anything that needs permits that require extensive lead time.

What order should I do these in?

1. Get an agent walk-through and a list of what buyers will notice.

2. Find the causes of any major problems and fix them, especially to mechanical systems like heating, air conditioning, or roofing, plumbing, etc.

3. Do the "appeal" work that costs little and offers bang for the buck.

4. Price larger projects against the likely return, or choose to alter the listing price and/or provide a buyer credit instead.

From Our Own Experience

One of our listings a few years ago was a home in bad shape, with unfinished projects and a lot of deferred maintenance. The sellers were motivated to sell, and needed to get the house on the market quickly. However they didn't have the funds (or credit) to do any major work before listing.

In preparing the home we had to identify:

What could be fixed within the timeline and budget
What needed to be disclosed on the Form 17 (Seller Disclosure), and whether it was addressed or not.
How to keep the sellers focused on what they needed to do to move
How to address the ability to keep the home "showing ready" while on the market.

Our Approach

After multiple meetings with the sellers, we decided to manage the project ourselves, freeing the sellers to focus on packing and moving.

What we did:

Identified and managed handyman services to fix the issues that were relatively easy. This included making any non-licensed repairs (doors, painting, etc.) to touch up and create a more updated look.
Worked with the sellers to identify a vendor to recarpet the home. As part of this process we initiated a three-stage plan with the vendor:
- Vendor removed the carpet and padding one day
- A handyman was employed for a single day to remove squeaks and prime the sub floors (to address pet stains, etc.)
- The carpet vendor returned to install the carpet and padding
Managed disposal of old, unneeded items (aka junk). This included furniture, yard waste, old tools, unwanted clothing, and other items. For this the disposal company needed to make three separate trips to the transfer station.
Replaced most lightbulbs to provide consistent, bright quality light throughout the home.
Yard cleanup with a professional landscaper.
Managed a set of cleaners to provide a deep clean for the home.
Professional staging (funded by us) to make the home attractive.

What we didn't do:

Take on major remodeling or time consuming repairs.
We documented and disclosed any issues that required licensed repairs that were not critical or safety concerns.
Priced the home with the understanding that the buyer would need to invest in it to "make it their own". This allowed us to limit the pre-listing investment while providing both the buyer and seller an advantage.

The Result

Even though this home was put on the market in a traditionally difficult time to sell, through pricing and all of the prep work we were able to market the home well. In the end, we had a near record number of showings and open house groups through, and within the weekend had multiple offers and were able to improve the listing price considerably without any contingencies, a quick close, and a plan for the sellers to move on with their lives.

While this was one of the most challenging homes for us to list, and we did a lot more work than we originally planned, we were able to provide the seller with a solution to their issue in a way that was beneficial to them.

Thinking about selling in the Seattle Area?

Kelly Azzarello Real Estate | Compass

kelly@kellyazzarello.com | (425) 830-6457

www.kellyazzarello.com

Instagram: instagram.com/kellyazzarello

YouTube: youtube.com/kellyazzarellorealestate

Disclaimer

This post is general information about real estate topics. It is not legal, tax or financial advice, and it does not replace a professional inspection. Rules and practices differ by situation and change over time. Check current requirements and talk with a licensed professional, such as an inspector, contractor, attorney or CPA, about your own property.

Kelly Azzarello 10/26/26 Kelly Azzarello 10/26/26

Who Can I Call to Find Out What to Do (and Not Do) Before Selling?

Before you spend money on a sale, start with an agent walk-through. Here is who else can help, what each one does, and what we can and cannot do.

Start with an agent walk-through

Before you spend money, ask an agent to walk through the home with you. An agent sees the home the way buyers will, knows what is likely to come up in an inspection, and can help you decide what to fix, what to leave and in what order.

For more on understanding maintenance or issues before listing, see [LINK to Topic 22: Should I Get a Pre-Listing Inspection?].

For more on which improvements are worth making, see [LINK to Topic 05: What Improvements Should I Make Before Selling?].

At the walk-through, we provide you with:

1. A comparative market analysis at the time of the walk through

2. Ideas for using your home, furnishings and resources to improve the sale

3. Rough cost estimates, plus a list of vendors you can contact to refine them

4. A timeline for getting to market

5. Guidance on what to disclose on the Form 17 seller disclosure, whether or not an issue is repaired

Who else can help, and with what

In Washington, a real estate broker cannot refer or recommend a specific vendor with the expectation that you must use that vendor. You always choose, not us. What we can do is give you a list of possibilities to consider and help you compare them, based on our experiences. Bring this up when we meet.

A home inspector. A pre-listing inspection finds problems before a buyer's inspector does. See our post on whether to get one. [LINK to Topic 22]
Specialty inspectors. A sewer scope, a pest inspection, a chimney inspection or a crawl space review each answer a specific question.
Licensed contractors and tradespeople. They give estimates and do the repairs. Check licenses and registration through the Washington Department of Labor and Industries (lni.wa.gov).
A stager or photographer. They help with the presentation of your home, and are critical as they provide seasoned opinions on how the home will look online AND in person.
A CPA or tax professional. Ask about taxes on the sale, records of improvements, and anything unusual about your situation.
An attorney. For estates, trusts, divorces, title questions or anything legally complicated.
Your mortgage lender. To get a payoff figure, and to plan financing for your next home.
Your HOA or property manager. For HOA documents, rules and fees, if they apply.
Your insurance agent. Especially if the home will be vacant while it is listed.

What we can and cannot do

As agents we work with contractors, suppliers and vendors regularly, and we have helped clients through large repairs. We can help you compare bids and ask the right questions, but who you hire is always your decision.

What not to do

Do not start large projects before getting advice. Some updates cost more than they return.
Do not rely on friends and relatives who are used to the home. They stop seeing problems too.
Do not hire the first contractor available without checking license and insurance.

From Our Own Experience

A big part of what we do is help sellers understand and prepare before they list. Here are some examples, with details changed to protect privacy:

The Retirees Who Plan Ahead: A couple bought their retirement home last year and plan to sell their current home in our area next spring. We met with them, identified what should stay with the house when they list, asked them to collect information on their updates and upgrades, and began confirming that the title is clear so the home is ready to sell.
The Estate: When a client's mother passed away, the client asked us to help list the property as an estate sale. The family wanted time to sort through the house and get it ready. Although the house was sold "as is," we still wanted to present a property with charm and value. We helped them identify painters, stagers, cleaners, and other trades to prepare the property and get it on the market. It sold within a week of listing.
The Couple Heading Back Home: This couple's children are grown, and they have found a property in their native country. We have had ongoing discussions to help identify and prepare for listing their property early in the coming year. This work included assessing what maintenance items to invest in, what to do to improve curb appeal, how to "thin out" their current furnishings to make the home more appealing, and a short consulting meeting with our stager to plan.

Thinking about selling in the Seattle Area?

Kelly Azzarello Real Estate | Compass

kelly@kellyazzarello.com | (425) 830-6457

www.kellyazzarello.com

Instagram: instagram.com/kellyazzarello

YouTube: youtube.com/kellyazzarellorealestate

Disclaimer

Kelly Azzarello 10/23/26 Kelly Azzarello 10/23/26

“As-Is”: What It Does and Does Not Mean

As-is" does not mean "no inspection" and it does not mean "no negotiating." Here is what the phrase really means in Washington.

The quick take

As-is generally means the seller does not plan to make repairs or give credits. It does not stop you from inspecting the home, and it does not erase the seller’s disclosure duties. It does mean you take the home in its current condition.

What "as-is" usually means

When a listing says "as-is," the seller is telling you they do not plan to make repairs or give credits for the condition of the home. You are buying it the way it stands today, and any work that comes up after that is yours to handle.

What it does not mean

• It does not mean you cannot inspect. You can still hire an inspector, and we generally recommend it.

• It does not necessarily mean you cannot negotiate. A seller may still agree to a price change after you learn what is wrong, especially if the home would otherwise go back on the market.

• It does not automatically cancel the seller’s legal duties. In Washington, most residential sellers must provide a Seller Disclosure Statement, known as Form 17.

The seller disclosure still matters

Form 17 asks the seller to answer questions about the property, such as roof, plumbing, and known defects. Some sellers are exempt, such as estate sales, bank-owned properties, trustees, and some new construction. Exempt sellers may still provide a disclosure voluntarily. When a disclosure is required and the buyer receives it, the buyer generally has three business days to rescind the agreement. Details depend on the contract, so review the timing with your agent.

Keep in mind that Form 17 only covers what the seller knows. It does not replace an inspection.

Washington is a "buyer beware" state

Buyers of resale homes generally do not get a warranty from the seller, and it can be hard to hold a seller responsible for a defect unless they misrepresented it. That is why inspection matters, and why waiving an inspection can leave you with limited recourse if something turns up later.

From our experience

We have seen as-is homes that were true opportunities, and others where the inspection found problems that changed the buyer’s plan. Buyers who budgeted for surprises, and who knew their walk-away number before they wrote an offer, were the most comfortable either way.

If you are buying an as-is home

• Inspect the home, and consider specialists such as a sewer scope or a roof or foundation expert if the inspector suggests it.

• Read the seller disclosure carefully, if there is one, and note the three-day window.

• Set aside a repair budget before you offer, and decide what you will do if the number is higher than expected.

• Ask us about the home’s history and about nearby sales.

If you are selling as-is

Selling as-is can simplify things when you do not want to manage repairs, and it can attract buyers who are comfortable with projects. It works best when the price reflects the condition. A pre-listing inspection can help you set expectations, and your agent can walk you through your disclosure duties.

Want the full list of terms?

See our plain-English glossary of real estate terms: www.kellyazzarello.com/jargon

Questions? We are glad to help.

If any of this raises a question about your own situation, reach out. If you need an answer faster, call and we will talk it through.

Kelly Azzarello Real Estate | Compass

Email: kelly@kellyazzarello.com

Phone: (425) 830-6457

Web: www.kellyazzarello.com

Sources and credits

We looked to NWMLS first and then Compass. Neither publishes a plain-language definition of this term, so the points above draw on the sources below, in our own words. General information only, not legal or financial advice. Confirm current details with your agent or lender, since forms and rules change.

Madrona Group, What Is Form 17 in Washington

Fennemore, Should I Waive the Inspection Contingency?

Washington State Legislature, RCW 64.06

Kelly Azzarello 10/21/26 Kelly Azzarello 10/21/26

The Appraisal Gap: What Happens When the Home Appraises Low

You agreed to a price, but the appraisal came in lower. Here is what that gap means, how the math works, and what your options are.

The quick take

An appraisal gap is the difference between the price you agreed to pay and a lower appraised value. The lender bases your loan on the appraisal, so you generally need to cover the difference, renegotiate, or walk away, depending on your contract.

What an appraisal gap is

When you buy with a loan, the lender orders an appraisal. A licensed appraiser estimates what the home is worth. The lender will only lend against the appraised value or the price, whichever is lower. If the appraisal comes in below the price you agreed to pay, the difference is the appraisal gap.

It is more common in competitive markets, in rising markets, with unusual homes, and where few similar homes have sold recently. Redfin reports that roughly 8% of appraisals come in below the contract price.

A simple example

This is a simplified example with round numbers. Your loan type and lender rules can change the math.

• You agree to buy a home for $800,000 and plan to put 20% down, which is $160,000, with a $640,000 loan.

• The home appraises at $775,000, which is $25,000 below the price.

• The lender will lend 80% of $775,000, or $620,000, instead of $640,000.

• To close at $800,000, you need $180,000 in cash instead of $160,000. That is $20,000 more than you planned.

Your options

Renegotiate: Ask the seller to lower the price to the appraised value, or to meet in the middle. Sellers sometimes agree, especially if the home would otherwise go back on the market.

Cover the gap: Pay the difference in cash from savings or other eligible funds. This keeps the deal alive, and it is a choice about how much you are willing to pay above appraised value.

Challenge the appraisal: Your lender may be able to request a reconsideration of value, if you have strong comparable sales or evidence of errors. There is no guarantee it will change.

Walk away: If your contract has an appraisal or financing contingency and you act on time, you may be able to cancel and recover your earnest money. Without that protection, you may risk the deposit.

Gap clauses in offers

In competitive situations, buyers sometimes include language promising to cover some or all of a low appraisal. It can make an offer more attractive, and it also means you take on the risk. If you consider it, decide the most you are comfortable paying and put that number in writing.

From our experience

We have seen buyers decide, in advance, that they would cover a specific amount over appraisal, and others decide they would not cover any. Both can be the right call. What matters is deciding before you are in the middle of a deal, with the clock ticking.

What this means if you are selling

A low appraisal can slow or break a sale. A well-supported price, with recent comparable sales that fit your home, makes a low appraisal less likely. Your agent can help you prepare, and can talk through what to do if the number comes in short.