Straight answers to the questions I hear most from Homeowners so you can sell with confidence.
SELLER FAQ
Frequently Asked Questions about Selling Your home
Selling your home is one of the biggest financial decisions you'll ever make, and it's completely normal to have a lot of questions going in. I've answered the ones I hear most often from sellers in the Wilson County and Middle Tennessee market. Don't see yours? Reach out — I'm always happy to talk.
getting ready to sell
Q: How do I know when is the right time to sell?
A: The honest answer is that the right time to sell is when it makes sense for your life — not just for the market. That said, market conditions do matter. Spring (March through May) is historically the most active buying season in Middle Tennessee, which means more buyers, faster sales, and often stronger offers. That said, I've helped sellers get excellent results in every season. If you're thinking about selling, let's have a conversation about your timeline and I'll give you my honest read on current conditions.
Q: How do I find out what my home is worth?
A: The most accurate way is a Comparative Market Analysis (CMA) — which I provide free of charge with no obligation. I review recent sales of similar homes in your neighborhood, compare your home's specific features and condition, and factor in current market activity to arrive at a realistic price range. Online estimates like Zillow's Zestimate are notoriously inaccurate in Wilson County — I've seen them be off by $30,000–$60,000 or more. A real CMA from a local agent is always more reliable.
Q: What should I do to prepare my home before listing?
A: The highest-return prep work is usually the simplest — fresh neutral paint, deep cleaning, decluttering, and boosting curb appeal. I'll walk through your home with you before we list and give you a personalized punch list of what will make the biggest difference for your specific home and price point. I won't recommend expensive renovations that won't recover their cost — just targeted, practical improvements that move the needle.
Q: Should I make repairs before listing or sell as-is?
A: It depends on the repair, the cost, and the current market. Some repairs — like a leaking roof or a broken HVAC — are worth addressing because they'll come up in every buyer's inspection and become a negotiating point anyway. Others may not be worth the investment. I'll help you make those calls strategically. In some cases, pricing slightly below market and selling as-is is the smartest move. In others, a $500 repair prevents a $3,000 negotiation. Let's look at your specific situation together.
Q: Do I need to disclose problems with my home?
A: Yes. Tennessee law requires sellers to complete a Residential Property Disclosure form, disclosing known material defects — things like water damage history, foundation issues, roof age, HVAC condition, pest infestations, and more. Failing to disclose known issues can expose you to serious legal liability after the sale. My strong advice is always to be honest and thorough on your disclosure — it protects you and it builds trust with buyers.
Q: Should I get a pre-listing inspection?
A: It's not required, but it can be a smart move — especially for older homes or if you're not sure about the condition of major systems. A pre-listing inspection lets you find and address issues on your timeline and your terms, rather than reacting to a buyer's inspector's report under contract pressure. It can also give buyers more confidence in the home, which sometimes translates to stronger offers. I'll advise you on whether it makes sense for your situation.
PRICING YOUR HOME
Q: How is my list price determined?
A: Your list price is based on a Comparative Market Analysis — a review of recent sales of similar homes in your area, adjusted for differences in size, condition, features, and location. I'll walk you through the data and give you a recommended price range based on your goals. Whether you want to maximize price with a patient approach or move quickly with a sharp price, the strategy will be tailored to what you're trying to accomplish.
Q: What happens if I price my home too high?
A: Overpricing is one of the most costly mistakes a seller can make. Homes that are priced too high sit on the market longer, which signals to buyers that something is wrong — even when nothing is. The longer a home sits, the more price reductions it typically needs, and sellers often end up netting less than they would have with accurate pricing from day one. In the Wilson County market, the first 7–10 days on market are the most powerful. I'll always give you my honest pricing recommendation, even if it's not the number you were hoping for.
Q: Can I start high and reduce if needed?
A: Technically yes, but I advise against it for the reasons above. Buyers and their agents track price reductions — they see them as leverage and will often offer even lower than the reduced price. A well-priced home that generates multiple offers in the first week will almost always net you more money than a home that starts high, sits, and chases the market down. Trust the data.
Q: Will you tell me what I want to hear or what I need to hear?
A: What you need to hear — always. I'd rather have an honest conversation that leads to a successful sale than tell you what sounds good and watch your home sit on the market. My job is to look out for your best financial interests, and sometimes that means delivering information that's hard to hear. I'll always back my recommendations with data and explain my reasoning.
Q: How does the current market in Wilson County affect my sale?
A: Market conditions — how many homes are for sale, how quickly they're selling, and what buyers are willing to pay — directly affect your strategy and realistic expectations. I track the Wilson County market closely and will give you a current, honest picture when we meet. Check out my Monthly Market Report for a snapshot of current conditions, or reach out and I'll walk you through what it means for your specific home.
THE LISTING PROCESS
Q: What does your listing service include?
A: Every listing I take includes professional photography, compelling MLS listing copy, syndication to Zillow, Realtor.com, Homes.com, and dozens of other platforms, social media promotion, and email marketing to my active buyer network. I also provide a pre-listing consultation with a personalized prep checklist and a dedicated point of contact throughout the entire process. Professional photography is never an add-on with me — it's standard.
Q: How long will my home be on the market?
A: In Wilson County, well-priced homes in good condition are typically under contract within 15–30 days. Homes that need work or are priced at the top of their range may take longer. Unique or luxury properties often have a longer natural marketing period due to the smaller buyer pool. I'll give you a realistic timeline expectation based on your specific home and current market conditions before we list.
Q: How will my home be marketed?
A: Beyond the MLS and major real estate portals, I promote your listing through targeted social media, email campaigns to buyers I'm actively working with, and my professional network of buyer's agents in the area. I also use professional photography to make your listing stand out online — because the vast majority of buyers start their search on their phone or computer, and first impressions happen in seconds.
Q: How do showings work?
A: I manage all showing requests through a scheduling system that notifies you of every appointment. You'll typically receive a showing request with advance notice so you can prepare the home and make arrangements to be away during the showing. After each showing, I follow up with the buyer's agent for feedback and share it with you. You're always in the loop.
Q: Do I need to leave during showings?
A: Yes — I strongly recommend it. Buyers are much more comfortable exploring a home and having honest conversations with their agent when the seller isn't present. It also prevents awkward interactions that can sometimes derail an otherwise positive showing. Take the kids, take the pets, grab a coffee, and let buyers fall in love with your home without an audience.
offers & negotiation
Q: What should I look for when reviewing an offer?
A: Price is important, but it's not the only thing that matters. I'll walk you through every offer in detail — the purchase price, the financing type (cash offers are stronger than financed ones), the down payment amount, the contingencies included, the proposed closing date, and any special requests. Sometimes a slightly lower offer with fewer contingencies and a flexible closing date is actually better for you than the highest price offer. I'll help you evaluate the full picture.
Q: What if I receive multiple offers?
A: Multiple offers are a great problem to have — and I'll help you navigate them strategically. Options include accepting the best offer outright, issuing a counter to one or more buyers, or calling for highest and best offers by a deadline. I'll help you evaluate each offer on its full merits — price, terms, financing strength, and likelihood of closing — and recommend the best path forward for your goals.
Q: Can I counter an offer?
A: Absolutely. Countering is a normal and expected part of the negotiation process. I'll advise you on what's reasonable to counter on, how to counter strategically without killing the deal, and how to protect your interests while keeping the buyer engaged. Not every counter has to be about price — sometimes adjusting the closing date, the earnest money amount, or contingency timelines is just as effective.
Q: What is an escalation clause?
A: An escalation clause is a provision in a buyer's offer that automatically increases their offer price up to a specified maximum if competing offers come in above theirs. For example, a buyer might offer $350,000 with an escalation clause stating they'll beat any competing offer by $2,000 up to $375,000. As a seller, receiving an offer with an escalation clause is a good sign — it means the buyer is motivated. I'll help you understand the terms and respond strategically.
Q: Do I have to accept the highest offer?
A: No. You are never obligated to accept any offer. You can accept, counter, or reject any offer for any reason — as long as it's not a discriminatory reason under Fair Housing laws. Sometimes the highest offer isn't the strongest offer. I'll give you my honest assessment of each offer's likelihood of actually closing and help you make the decision that's right for you.
Under contract to closing
Q: What happens after we accept an offer?
A: Once you accept an offer, the buyer typically has 10–15 days for their due diligence period — during which they'll schedule a home inspection and may conduct other investigations. After due diligence, the buyer's lender will order an appraisal. Then the file goes through underwriting for final loan approval. Meanwhile, the title company prepares closing documents. I coordinate all of this on your behalf and keep you informed every step of the way.
Q: What if the buyer's inspection turns up issues?
A: The buyer will likely submit a repair request or ask for a price reduction after their inspection. This is normal and expected in most transactions. I'll review their requests with you and advise on what's reasonable to agree to, what to counter, and what to push back on. Not all inspection items are created equal — I'll help you distinguish between legitimate concerns and unreasonable requests.
Q: What if the home appraises below the sale price?
A: A low appraisal doesn't automatically kill the deal, but it does require negotiation. Your options include reducing the price to the appraised value, having the buyer make up the difference in cash, meeting somewhere in the middle, or in some cases challenging the appraisal with additional comparable sales data. I've navigated low appraisals many times and will advise you on the best path forward for your specific situation.
Q: Can a buyer back out after we're under contract?
A: Yes, under certain conditions. During the due diligence period, a buyer can back out for almost any reason and receive their earnest money back. After due diligence expires, their ability to exit without penalty is more limited — typically only if their financing falls through (financing contingency) or if the home appraises low (appraisal contingency). If a buyer backs out without a valid contingency reason, you may be entitled to keep their earnest money. I'll make sure you understand your rights at every stage.
Q: What are my closing costs as a seller?
A: Seller closing costs in Tennessee typically include real estate commission, title insurance for the buyer (customarily paid by the seller in Tennessee), prorated property taxes, and any agreed-upon repair credits or concessions. The total varies but commonly runs 1–2% of the sale price plus commission. I'll prepare a net sheet for you early in the process so you know exactly what you'll walk away with — no surprises at the closing table.
Q: Do I need to be present at closing?
A: Not always. Tennessee allows remote and mail-away closings, so if you've already moved or can't be there in person, we can often arrange for you to sign documents remotely or in advance. Your transaction coordinator will keep everything on track and make sure all the paperwork is in order so closing goes smoothly regardless of where you are.
Working with thomas r. Miller
Q: Why should I list with you instead of another agent?
A: That's a fair question and I respect you for asking it. I know Wilson County and Middle Tennessee's market deeply — not just the numbers, but the neighborhoods, the buyers, and what sells. I provide professional photography and full marketing on every listing as a standard, not an add-on. I give you honest pricing guidance based on data, not what you want to hear. And I have a dedicated transaction coordinator on my team who makes sure nothing falls through the cracks from contract to close. I'd rather earn your business than assume it.
Q: How do you communicate with sellers throughout the process?
A: Consistently and proactively. I won't leave you wondering what's happening with your listing. You'll hear from me after every showing with feedback, whenever there's a development worth reporting, and regularly throughout the process so you always know where things stand. You'll also have access to my transaction coordinator who is an additional point of contact throughout your transaction.
Q: What areas do you list homes in?
A: I'm based in Lebanon and primarily serve Wilson County — Lebanon and Mt. Juliet. I also list homes throughout Williamson County, Davidson County, and communities across Middle Tennessee within about a 1.5-hour radius of Nashville. If you're not sure whether your home falls within my coverage area, just reach out and ask.
Q: What if I want to sell my home and buy another one at the same time?
A: This is one of the most common situations I work with — and one of the most manageable when it's planned carefully. I can represent you on both sides of the move, coordinating the timing of your sale and purchase to minimize the overlap. Whether that means a contingency on your new purchase, a leaseback after your sale closes, or a carefully sequenced timeline, I'll help you map out a strategy that protects you on both ends.
Q: How do I get started?
A: Just reach out. We'll start with a free, no-pressure conversation about your home, your timeline, and your goals. From there I'll prepare a full Comparative Market Analysis and we'll meet to walk through the numbers and discuss a listing strategy. There's no obligation — just honest information so you can make the best decision for your situation.
Download My Free Guide:
The Home Selling Timeline Checklist walks you through every phase of the selling process - from 8 weeks before listing, all the way through closing day, including a financial overview of what you will net.
READY TO TALK ABOUT SELLING?
Call me today for a free, no-pressure, no obligation home valuation and selling strategy session. Let's find out what your home is worth and what a smart sale could look like for you.
(615) 917-4158 millerlandandluxury@gmail.com
