Disclaimer
This guide is for general information only. For legal, tax, or financial decisions, always speak directly with your own lawyer, accountant, or mortgage professional. Real estate rules in Ontario are governed by Real Estate Council of Ontario (RECO) and the Trust in Real Estate Services Act (TRESA), and your situation may be different from the examples I use here.
If you’re currently under a listing agreement with another brokerage, I can’t advise on that file—speak with your existing representative or your lawyer.
Copyright
© 2025 Luba Beléy. All rights reserved. This guide is for your personal use only. No copying, reproducing, or distributing—whole or in part—without written permission.
About this guide
I created this guide for Ontario homeowners who want straight, practical insight into selling—not fluffy slogans or “just trust the market.” It’s for people starting to think about selling a home or condo, handling an estate, or preparing a rental or family property for market after years of living in it.
Inside, I walk you through money and motivation, pricing and timing, agency and listing agreements, preparation, marketing and showings, offers, condos and status certificates, closing costs, and the final stretch from accepted offer to move-out—what matters, what doesn’t, and where sellers most often get caught off guard.
This guide focuses on resale homes and condos. Pre-construction and assignments are their own process, and I cover those separately.
Over the years, my seller clients have said the same thing: “No one ever explained it to us this clearly before.” Now it’s all in one place, so you can move through the sale with fewer surprises and a stronger sense of control over the result.
If you’re already under a listing agreement with another brokerage, treat this as general education only. I can’t advise you on your specific listing—those conversations belong with your current representative and your lawyer.
Who I am and where I work
I help people move into a better place—financially, emotionally, and literally—with clear strategy and calm execution. I’m a Toronto real estate broker with deep roots in the West End and Etobicoke, helping buyers, sellers, and small investors move across High Park, Bloor West Village, Swansea, Baby Point, Old Mill, Sunnylea, The Kingsway, The Junction, Roncesvalles, Mimico, King West / Downtown West and surrounding Etobicoke neighbourhoods. When it truly serves someone’s plan, I also represent clients across the GTA.
I’ve worked in Toronto real estate since 2008, starting in high-end sales and new-construction with Tridel before moving into resale. As a homeowner, landlord and former condo board treasurer, I’ve seen this market from every side—builder, board, owner and investor. That perspective shows up in how I price, how I negotiate, and how I flag issues early, from contracts to overall process.
If you’re selling elsewhere in Ontario, this guide still applies. And if you’d like more support, I can connect you with a vetted local agent through my referral network—not just a random person online.
Learn more
If you’ve landed here from a link and don’t know me yet, you can start on my Home page. There you’ll see how I work with sellers, what I protect, and what my clients say about their experience working with me.
If you already know you want a conversation, you can skip straight to booking a complimentary 30-minute Clarity Call.
What You’ll Find Here
This guide is organized into short, focused modules so you can use it the way you actually think.
You can read it start to finish, or jump straight to the module that matches where you are now—money and motivation, pricing and timing, agency and listing agreements, preparation, photos and marketing, offers, condos and status certificates, closing costs, or choosing your listing agent.
Each module follows the same structure: a clear Goal, the most common Common Mistake, What Matters, How I Can Help, and My Take (one simple line to remember).
Use it before you commit to a plan, while you’re getting the property ready, and as a reference when you’re reviewing options and offers. The aim is simple: fewer surprises, better decisions, and a clean, confident sale.
Jump to a module:
Module 1: Money First — Why You’re Selling & What You Need Out
Module 2: Pricing & Timing — Reading The Market, Not Your Neighbour
Module 3: Agency & Listing Agreements — What You’re Signing
Module 4: Preparing The Property — Declutter, Repairs, Staging (What Actually Matters)
Module 5: Photos, Marketing & Showings — How Buyers Really Find You
Module 6: Offers — Conditions, Timing, and How To Respond
Module 7: Condos & Status Certificates — Seller Responsibilities
Module 8: Closing Costs & Adjustments — What You Actually Net
Module 9: After Accepted Offer — From Firm To Move-Out
Module 10: Choosing Your Listing Agent — Who You Trust To Represent Your Sale
Module 1: Money First — Why You’re Selling & What You Need Out
Goal: Get clear on why you’re selling and what you realistically need to walk away with before you set a price or sign a listing agreement.
Common Mistake: Building the whole plan around a single “ideal” number—often based on a neighbour’s list price, a story from a hotter market, or what the home “should be worth”—and treating it as guaranteed. That’s how expectations drift away from what buyers are actually paying today, what your net will be after costs, and how your sale lines up with your next purchase or move. To avoid that, we base strategy on current comparable sales and active competition, not headlines or peak-market memories—and we look at the full picture: if you’re selling and buying in the same market, what matters most is the gap between the two, not just how high your sale price looks on its own.
What Matters:
Your real reason for selling. Upsizing, downsizing, separation, estate sale, investment strategy, relocating, or de-risking your finances—each one calls for a different plan, level of urgency, and communication style.
Your current financing picture. Outstanding mortgage balance, type of mortgage (fixed vs variable), renewal date, prepayment options, penalties for breaking early, and any secured lines of credit or liens on the property. These all affect what you actually keep.
A simple net sheet, not just a wish number. Start with a realistic price range, then subtract estimated commission, legal fees, mortgage/LOC payout, potential penalties, preparation costs, and moving expenses. You want a range of possible nets, not a single perfect figure.
The cost of your next chapter. Whether you’re buying again, renting, or relocating, you need a simple picture of what this sale leaves you with after the mortgage, any lines of credit, and selling costs. If you’re planning to buy again, that means earmarking a realistic down payment and closing costs so you stay in charge of your next real estate move, not reacting under pressure.
Timing pressure and its price. Mortgage renewals, debt load, job changes, school calendars, separation agreements, or estate timelines can push you to act quickly. Name those pressures up front so they don’t quietly force you into weak decisions later.
Bridge financing and overlap. If you’re buying and selling, consider whether you’ll need bridge financing, temporary accommodation, or a gap between closings. The way the money flows—and when—matters as much as the final sale number.
Tax questions that affect strategy. Principal residence vs investment property, partial use as a rental, or multiple properties can trigger tax considerations. That doesn’t mean you shouldn’t sell; it means you should know the implications before you commit. Your accountant or tax professional should be part of that conversation.
Your non-negotiable bottom line. There’s the number you’d love, the number you’d be comfortable with, and the number below which the sale no longer makes sense for you. Defining these ranges early helps you stay calm and decisive when offers come in.
Scenario planning: “What if we sell for less?” Walking through best-case, likely, and conservative sale prices in advance means you’re not doing math under pressure at 9:30 p.m. on offer night.
How I Can Help: I start every potential listing conversation with the numbers and your next move, not just “what we could list at.” Together we map a simple net sheet, talk through your timing, and look at how the sale connects to your next step—whether that’s buying again, renting, or freeing up capital. I’ll flag where you may want input from your lender, accountant, or lawyer, so when we do go to market, you’re not guessing what this sale does for your life on the other side.
My Take: A strong sale isn’t just a high price—it’s a number and a timeline that actually work for you. “The most important figure in any listing is not the asking price; it’s what you walk away with and what that allows you to do next.”
Module 2: Pricing & Timing — Reading The Market, Not Your Neighbour
Goal: Set a pricing and timing strategy that reflects today’s market and your goals—not your neighbour’s lawn sign, not last year’s headlines.
Common Mistake: Basing expectations on a single “ideal” number or a neighbour’s list price and assuming the market will simply meet it. Sellers often mix together stories from peak years, one strong sale on the street, and what they’d like to walk away with—and treat that as guaranteed. That’s how the list price drifts away from what buyers are actually paying right now, how long homes are taking to sell, and what your timing allows. A better approach is to price from current comparable sales and active competition, and to remember: if you’re selling and buying in the same market, the gap between the two matters more than a stand-alone headline number.
What Matters:
The real data, not just the story. We look at recent sold comparables, price changes, and expired listings—not just what’s currently for sale. This shows us what buyers have actually agreed to pay in today’s conditions.
Micro-market behaviour. A semi in Bloor West Village, a condo at the lake, and a bungalow in Etobicoke do not behave the same way. Days on market, offer timing, and buyer expectations differ by pocket, property type, and price bracket.
Your pricing lane, not a single magic number. A realistic pricing range gives us room to adjust within the first couple of weeks based on actual activity and feedback, instead of clinging to one number that may not reflect the live market.
Strategy vs “testing high.” In many parts of Ontario, “let’s just try higher and see what happens” leads to slow showings—or no showings at all—plus low-ball offers and eventual price reductions. The first 2–3 weeks are when your listing is freshest and, with the right marketing, gets the most eyes. We want to use that window wisely.
When “offer night” makes sense—and when it doesn’t. Holding offers can work in certain pockets and price points when there’s genuine buyer depth. In other situations, a transparent, well-supported list price with room to negotiate is a stronger strategy. We pick based on data, not habit.
Seasonality and your real timeline. Spring and fall are traditionally busier in many areas, but life doesn’t always line up with a calendar. If you have a fixed deadline—renewal, relocation, separation—we design pricing and timing around your reality and the current market, not an ideal scenario.
Competition at your price point. Buyers don’t just compare you to the home next door; they compare across neighbourhoods and property types within their budget. We need to know what else they’re seeing for similar money and how your home stacks up.
The sell–buy gap. If you’re also buying, what matters most is the difference between your sale price and your next purchase, not whether you beat the neighbour’s number from two years ago. Selling for slightly less in a softer market can be offset by buying for less on the other side.
A plan for adjustments. Sometimes the market gives us a clear answer quickly; sometimes it takes a bit more time. Before we launch, we outline what we’ll watch—showing volume, feedback, comparable sales—and how we’ll respond if the market isn’t supporting the initial price.
How I Can Help: I’ll build a pricing and timing plan using recent local sales, current competition, and what I’m seeing on the ground in Toronto’s West End and Etobicoke—then translate that into a clear strategy for your property. We’ll talk openly about your timing, your next move, and the possible price range, so you know what we’re basing our decisions on. From there, I manage the launch and the first weeks on market closely, and I bring you real feedback and options instead of hoping the right buyer simply appears.
My Take: Price is not a wish; it’s a strategy. “The market doesn’t reward optimism—it rewards accuracy and a clear plan.”
Module 3: Agency & Listing Agreements — What You’re Signing
Goal: Know exactly who represents you, what they’re obligated to do, and what you’re agreeing to when you sign a listing agreement in Ontario.
Common Mistake: Treating the listing paperwork as “just standard forms” after a good conversation and nice presentation. Sellers sign a long, broad agreement without really checking the term, the commission structure, the services included, or how multiple representation works if a buyer comes from the same brokerage. Expectations stay vague, and later—if something feels off—everyone is working from a contract the seller never really reviewed.
What Matters:
Who actually represents you. The listing agreement is between you and the brokerage, not just the individual agent. Know the brokerage name, your main point of contact, and whether you’ll be dealing with a solo agent or a team day-to-day.
The term of the agreement. How long is the listing for? What happens if you need to pause, change plans, or if the relationship isn’t working? The start date, end date, and any conditions around early cancellation should be clear to you.
The holdover period. Most listing agreements include a holdover clause—if a buyer who was introduced to your property during the listing period buys shortly after the listing expires, the brokerage may still be entitled to commission. You should understand how long that period is and how it works.
Commission structure and what’s included. You’re not just agreeing to a percentage—you’re agreeing to how that percentage is split between the listing brokerage and the buyer’s brokerage, whether HST is on top, and what marketing and services are included in that fee versus what would be extra.
Scope of the agreement. Make sure the property description is accurate (legal address, unit, parking/locker if condo) and that you know whether this is an MLS listing, an exclusive listing, or a plan that may change over time. If you own more than one property, confirm which one this agreement covers.
RECO Information Guide. Before an agent in Ontario represents you or asks you to sign anything, they should walk you through the RECO Information Guide. It explains your rights and responsibilities, the types of relationships available (client vs customer), and key points about signing agreements. Take the time to read it—it’s there to protect you. You can download it here: RECO Information Guide (PDF).
Multiple representation. If a brokerage, or a designated representative within that brokerage, represents both a seller and a buyer in the same transaction, that’s called multiple representation. In that situation, the designated representative must treat both clients in an objective and impartial way, cannot promote one client’s interests over the other’s, and cannot give either side advice on the exact price to offer or accept or on specific terms to include in the agreement. Each client’s confidential information—such as their reasons for selling or the lowest price they’d accept—cannot be shared with the other client without that client’s written consent. Consumers do not have to agree to multiple representation; if it’s proposed, they can ask questions, review their options, get independent legal advice, and then decide whether or not to consent.
Services and marketing in writing. Professional photos, floor plans, staging, virtual tours, open houses, online marketing, feature sheets—whatever you’ve been promised, make sure you have a clear written outline of what will actually be done and who is paying for what. Verbal promises are hard to lean on later.
Your role in showings and access. How will showings be booked? Will there be a lockbox? Are there restrictions on times or days? You want a process that protects your privacy but also allows enough access for serious buyers to see the home.
Communication expectations. How often will you get updates? In what format? Who calls you with feedback and when? It’s easier to align at the beginning than to chase information later when you’re already on market.
Changes to price or terms. Adjusting the list price, changing instructions around offers, or extending the listing term will all require written amendments. You should never feel rushed to sign these; they should be explained in plain language first.
How I Can Help: Before I ask you to sign anything, I walk you through the RECO Information Guide and then the listing agreement in normal language—who I represent, how long the agreement lasts, how commission and services are structured, and what happens if something needs to change. We tailor the term to your situation, clarify what marketing is included, and talk openly about multiple representation so you know exactly where I stand if that scenario comes up. If you’re already under a listing agreement with another brokerage, I can’t advise on that specific contract—but you can still use this module as a checklist of questions to bring to your current representative or your lawyer.
My Take: A listing agreement is not a formality—it’s the framework for your entire sale. “If you can’t explain your own contract in your own words, you’re not really in control of your listing.”
Module 4: Preparing The Property — Declutter, Repairs, Staging (What Actually Matters)
Goal: Focus your time and money on preparation that actually helps your property show well and sell well—without turning the listing into a renovation project.
Common Mistake: Swinging to one extreme or the other. Some sellers rush to market with clutter, deferred maintenance, and obvious issues still visible, then wonder why feedback is “nice place, but…” Others start renovating everything—new kitchens, new baths, major projects—without a plan or budget, and end up exhausted, overextended, and out of time. In both cases, money and energy go to the wrong places instead of to the simple changes that move the needle with buyers.
What Matters:
First impressions in the first 30 seconds. Buyers (and their agents) form an opinion quickly—entry, smell, light, floors, and clutter at the front door set the tone. Clean, bright, and easy to walk through will always beat “updated but chaotic.”
Safety and obvious defects first. Loose railings, broken steps, exposed wires, active leaks, missing handrails, or clear water issues should be addressed before worrying about cosmetic details. These items can affect both buyer confidence and insurance or financing.
Deferred maintenance that’s visible. Peeling paint, cracked caulking around tubs and sinks, missing light bulbs, loose door handles, doors that don’t close properly, and stained carpets all signal “work” to a buyer. Tidying these items makes the home feel cared for, not neglected.
Deep cleaning and decluttering. Clean sells. Kitchens, bathrooms, floors, baseboards, windows, and inside major closets—and even drawers—matter more than trendy decor. Decluttering doesn’t mean empty; it means removing excess furniture, surfaces piled with items, and anything that makes rooms or storage feel smaller or harder to move through.
Depersonalizing just enough. Family photos, collections, and strongly personal items can distract buyers from the space itself. You don’t have to erase your life, but toning it down helps buyers picture theirs. Aim for “lived-in, organized home,” not “hotel” and not “storage unit.”
Simple cosmetic updates with clear payoff. Fresh neutral paint, modern light fixtures, new cabinet hardware, and updated faucets often punch above their weight. Full kitchen and bathroom overhauls right before listing rarely return every dollar—especially in a shifting market.
Staging at the right level. Staging can mean a consultation and using what you have, partial staging (key rooms), or full staging (often for vacant properties). The right level depends on price point, property type, and competition. Over-staging can feel fake; under-staging can leave rooms undefined.
Occupied vs vacant realities. Lived-in homes show warmth but require daily effort to keep showing-ready. Vacant homes are easier to access and clean but can feel cold and expose every mark and flaw. Good prep and/or staging can balance these trade-offs.
Pets, odours, and noise. Litter boxes, pet beds, strong cooking smells, heavy fragrances, and constant background noise are small things that turn buyers off quickly. Managing these—temporarily relocating pets for key days, neutralizing odours, and keeping showings as calm as possible—goes a long way.
Paperwork and permits for bigger work. If you’ve done major renovations (electrical, structural, additions, major plumbing), having permits, receipts, and manuals organized helps buyers and their lawyers feel more confident about the home.
Condo-specific preparation. In condos, rules, paperwork, and logistics matter as much as decor. If you’ve done major work in the unit—flooring replacement, electrical changes, plumbing, removing walls, or built-ins—make sure you have board approvals, permits (if required), and receipts ready; buyers’ lawyers will often ask for proof. Book the elevator for staging and moving, respect building guidelines for renovations and flooring, and pay attention to how common areas (hallways, lobby routes, garbage rooms) look on the way to your door. Clarify parking and locker details in advance. A tidy, welcoming unit plus good building impressions work together.
Budget and time reality. Preparation should match your timeline, energy, and finances. It’s better to execute a focused, realistic plan well than to start ten projects and finish none.
How I Can Help: I walk through your property with a practical eye and help you see it the way buyers will. Together we create a simple, prioritized plan—what needs to be done, what’s optional, and what you can safely leave as-is—so you’re not guessing or overdoing it. Depending on your situation, that might mean a deep clean and small fixes, or it might include staging and trade support. We’ll decide on the level of service and who covers what up front, so expectations are clear and the preparation matches your goals and budget.
My Take: Preparation is leverage, not punishment. “You don’t need a perfect home to sell well—you need a home that feels cared for, easy to walk through, and easy to imagine living in.”
Module 5: Photos, Marketing & Showings — How Buyers Really Find You
Goal: Put together a clear photo, marketing, and showing plan so serious buyers see your property early—and it shows as well in person as it does online.
Common Mistake: Treating “getting it on MLS” as the whole marketing plan, or building everything around social media buzz while the basics are weak. On the other side, some sellers make the home very hard to access—tight showing windows, last-minute cancellations—and then wonder why interest is low. The result is the same: fewer serious buyers, more frustration, and offers that don’t reflect the property’s potential.
What Matters:
Strong, honest photos. Professional photos that are well-lit, accurately framed, and true to the space are non-negotiable. Overly distorted lenses, heavy filters, or hiding obvious issues might get clicks, but they also create disappointment at the door—and disappointed buyers don’t pay strong prices.
Photos, video, and tours used on purpose. Good photos are the baseline. Beyond that, options like video tours, guided walk-throughs, Matterport/3D tours, and detailed floor plans can be useful tools—especially for out-of-town buyers or more complex layouts. Not every property needs every tool. The goal is to show the home clearly and honestly, create enough interest to get serious buyers off the couch, and leave some room for the in-person experience to do its work.
Sequencing: prep, then photos, then launch. Decluttering, cleaning, small fixes, and any staging should be finished before photos are taken. Once the photographer is done, the goal is to keep the home as close to “photo ready” as real life allows so the in-person experience matches the online first impression.
Online first impression. Most buyers first meet your property on a screen, not at the front door. MLS, Realtor.ca, and major search portals are where serious buyers and their agents look. Clear photos, a straightforward description, accurate room details, and realistic floor information matter more than fancy adjectives.
Description as a positioning tool. A good description doesn’t try to sell everything to everyone. It highlights the real strengths of the property and location, sets expectations honestly, and avoids promising what the home can’t deliver. The right buyers should feel, “This fits us,” not “This feels like a mismatch.”
Consistent story across channels. If the listing appears on multiple sites, the key facts (size, beds, baths, parking, fees, taxes) should align. Conflicting information weakens trust and creates extra work during offers and lawyer review.
Online exposure vs real interest. Social media posts, reels, and boosted videos can help get a property seen—but view counts and likes don’t equal showings, and showings are what lead to offers. Even on Realtor.ca and other portals, many people are just “property watchers.” The real test of effective marketing is how many qualified showings you get in the first couple of weeks and the quality of feedback from those buyers and their agents. That’s the data you use to judge how the listing is performing and whether the strategy needs to be adjusted.
Showing windows that work. Buyers and their agents need reasonable access to book showings. Very narrow windows, frequent “no’s,” or constant rescheduling send a signal that the home is hard to deal with. At the same time, you don’t need to be “on call” 24/7. A clear showing schedule that respects your life and still gives buyers options is the goal.
Lockbox, keys, and alarm instructions. For safety and smooth access, keys should be properly labeled and stored in a secure lockbox; alarm systems and special instructions need to be clear and consistent. Confusion at the door is stressful for everyone and can cost you showings.
Open houses with a purpose. Open houses can be useful for exposure and for giving local neighbours (who often know buyers) a chance to see the property. Most serious buyers still book private showings with their own agent. Open houses work best as part of a larger plan—not as the only strategy.
Safety and valuables during showings. Before showings and especially open houses, remove or safely store valuables—cash, jewellery, small electronics, medications, personal documents, collectibles, and anything fragile or irreplaceable. Ideally, keep them off-site or locked away. With multiple people (and kids) walking through, nothing important should be left sitting out.
Safe access in and around the property. Buyers need to be able to arrive and walk the property safely. For houses, keep walkways, steps, and driveways clear of snow, ice, and debris, and make sure gates and side paths aren’t blocked. If there is a yard, garage, or shed, ensure they’re accessible and reasonably tidy—serious buyers will want to see all usable spaces.
Managing traffic and wear. For busy listings, foot traffic can be significant. Simple measures—shoe removal, boot trays, clear paths, and basic house rules—help protect your floors and belongings while still making the home easy to view.
Structured feedback, not noise. Individual comments will vary (“too small,” “too big,” “we prefer another school”), but patterns over several showings matter. Organized feedback on price, condition, and competition helps you decide if the market is telling us to stay the course or adjust.
How I Can Help: I coordinate the timing of prep, photos, and launch so your property hits the market looking its best and accurately represented. We set clear showing instructions that balance access for buyers with respect for your routines, and I manage the lockbox, keys, and any special instructions so agents know exactly what to do. Once we’re live, I track showing activity and feedback in a structured way and bring you the patterns that matter—so any decision to adjust strategy is based on real information, not guesses.
My Take: Good marketing isn’t about hype—it’s about trust. “If the way your home looks online matches the way it feels in person, you’ve already done half the work of attracting the right buyer.”
Module 6: Offers — Conditions, Timing, And How To Respond
Goal: Understand how offers actually work, so you can judge them on more than just the top-line price and respond calmly, not reactively.
Common Mistake: Treating the “best” offer as simply “the highest number” and making a fast decision based on price and closing date alone. Sellers sometimes ignore conditions, deposit strength, buyer credibility, and timing—and assume that verbal promises or emails will somehow count later. They also feel pressured by the clock on the irrevocable and forget they can ask questions or seek legal advice before signing. A more grounded approach is to look at the whole offer: price, conditions, timing, deposit, who the buyer is, and how likely the deal is to close cleanly.
What Matters:
The offer is a full package, not just a price. Price, closing date, conditions, deposit, inclusions/exclusions, rental items, and extra clauses all work together. A strong number with weak terms can be more risky than a slightly lower number with clean, realistic conditions.
Conditions are protection, not an insult. Financing, home inspection, and status certificate review (for condos) are tools for buyers to confirm that the home, the numbers, and the building make sense. Shorter, tighter conditions usually mean the buyer is more prepared; very long or vague conditions can be a red flag.
Irrevocable = time limit. The irrevocable clause is the deadline for a response to that offer. Until that time expires, the buyer expects the offer to stay “on the table.” Once the irrevocable passes with no acceptance or signed-back change, the offer dies. The clock is real—but you can still use that time to ask questions and get advice.
Know the four ways you as a seller can respond. You can accept the offer as is, counter it (change terms like price, dates, or conditions), decline it, or do nothing and let it expire at the irrevocable time. No response by the deadline means the offer dies and the buyer is no longer bound by it.
Deposit amount and timing. A solid deposit, delivered on time, is one of the ways buyers show seriousness. A small deposit or one scheduled several days out may carry more risk. Know when and where the deposit is due, and what happens if it’s late or missing—your broker and/or your lawyer can advise on the legal side.
Inclusions, exclusions, and rental items. Appliances, window coverings, light fixtures, water heaters, furnaces, AC units, and other rented equipment all need to be clearly dealt with in the agreement. If it matters to you or to the buyer, it should be in writing—not just mentioned in conversation.
“Offer night” vs anytime offers. Deciding whether to hold offers on a set date or accept offers anytime is a strategic choice. In some pockets and price points, a scheduled offer date can concentrate interest and increase exposure; in others, it just delays serious buyers. The decision should be based on real demand in your segment, not habit.
Multiple offers and how they’re handled. In a multiple-offer situation, your representative has specific obligations around fairness and handling of offers. You can compare all offers side by side—price, terms, conditions, and timing—and you can choose to accept one, sign one back, or decline them all. You are not required to accept any offer if it doesn’t work for you.
Only one signed-back offer at a time. If you like an offer but want changes to price or terms, you can sign it back. Once you change anything and sign, it becomes a new offer from you to that buyer, with its own irrevocable time. At any given moment, only one signed-back offer on your property can be “alive”—you can’t have multiple different buyers each holding a current, signed offer from you at the same time.
Verbal promises don’t count. Access visits, repairs, furniture, cleaning, junk removal, or “they said they’ll fix it” all need to be written into the Agreement of Purchase and Sale or a valid amendment. If it matters to you, it belongs in the contract.
Who the buyer is and how prepared they seem. Pre-approval, existing home sale status, flexibility on closing, and how organized the paperwork is can all affect how likely the deal is to close smoothly. Your representative can give context; your lawyer can advise on risk.
Your right to ask questions and get advice. You can ask your representative to explain any clause in plain language and you can choose to involve your lawyer before you sign if you’re unsure. Feeling rushed or confused is a sign to slow down, not speed up.
How I Can Help: When offers come in, I don’t just read you the price and closing date—I lay everything out side by side: conditions, deposit, timing, inclusions, and any special clauses. We’ll talk through different scenarios (accept, sign back, or decline) and how each option lines up with your goals and timing. If there are multiple offers, I’ll keep the process organized and clear, and if you want your lawyer to review something before you sign, we’ll build that into the timing so you’re not making decisions in the dark.
My Take: An offer is not a compliment—it’s a contract proposal. “If it isn’t written in the agreement, don’t count on it; the best offer is the one that you understand, can live with, and that is most likely to close cleanly.”
Module 7: Condos & Status Certificates — Seller Responsibilities
Goal: Know what a status certificate is, what buyers and their lawyers expect to see, and what you’re responsible for as a condo seller in Ontario.
Common Mistake: Treating the status certificate as just “another document the lawyer will look at later.” Sellers wait to order it until after they accept an offer, or they’re unclear on what’s in it and how it affects the sale. That can slow down the deal, weaken your position during conditions, or raise questions you could have handled earlier. A smoother path is to understand the basics, order it at the right time, and be ready for the questions it usually triggers.
What Matters:
What a status certificate actually is. A status certificate is the condo corporation’s snapshot of your unit and the building at a specific point in time. It usually includes the declaration and bylaws, rules, current budget, recent financials, reserve fund information, insurance details, confirmation of common-expense payments, and disclosure of any known legal actions or special assessments. Buyers and their lawyers rely on it to judge risk.
Who usually orders and pays for it. In most resale condo sales, the seller orders and pays for the status certificate package (usually through the property management company or an online portal). There’s a standard delivery option and, in many buildings, a rush option at a higher fee. Ordering it at the right moment—so it’s reasonably current but not last-minute—keeps you from scrambling once you’ve accepted an offer.
Timing and how “fresh” it should be. A status certificate is a snapshot as of the date it’s issued. There’s no official expiry date on it, but lawyers and lenders generally prefer a package that’s reasonably recent—often within about a month—so condo fees, budgets, and major decisions are up to date. If a lot of time passes or something material changes (new budget, special assessment, litigation, or other significant events), the buyer’s lawyer may ask for an updated package or additional confirmation before closing. In practice, it often makes sense to order the status certificate shortly before or right after you list, depending on how active your market is.
Your unit’s account standing. The status will confirm whether your condo fees are current or in arrears. If you’re behind, that will show and may need to be resolved before or on closing. Keeping your account in good standing helps avoid last-minute friction.
Reserve fund and budget basics. Lawyers and informed buyers scan the reserve fund balance, contributions, and spending, along with the operating budget. They’re looking for signs of a well-run building versus repeated deficits or underfunding. You don’t have to be the expert—but you should expect questions.
Special assessments and upcoming major work. If the board has approved or is considering a special assessment or large project (roof, windows, balconies, garage, mechanical systems), that information will usually be in the documents. Buyers and their lawyers look at this closely to understand future cost and risk.
Rules and how they affect buyers. Pet limits, smoking rules, short-term rental restrictions, balcony rules, noise expectations, renovation rules, flooring requirements, and use of amenities all live in the documents. If your unit or lifestyle relies on exceptions (pets, flooring, alterations), you want to be clear that everything is properly approved and documented.
Parking, locker, and exclusive-use details. The status and related documents should clarify what is legally attached to your unit: owned vs exclusive-use parking and lockers, any separate legal descriptions, and any known changes. Clarity here helps avoid disputes about “what comes with the unit” later.
Work done inside the unit. If you’ve done major renovations (moving walls, adding bathrooms, changing plumbing locations, significant electrical work, new floors in a building with sound or underlay rules), buyers’ lawyers may ask whether the work complied with condo rules and, where required, permits. Having approvals, email confirmations, or letters from the corporation ready is helpful.
Using the status certificate condition properly. In most condo resale transactions, buyers include a status certificate review condition. That period is when their lawyer reviews the package and advises them. As a seller, you want the documents ready, complete, and sent promptly so the condition can be dealt with without unnecessary extensions.
Your role vs your lawyer’s role. You’re responsible for ordering the document and providing accurate information about the unit; your lawyer is responsible for reviewing closing documents and advising you on legal issues. If something in the status certificate is unclear or changes mid-transaction, it’s normal for lawyers on both sides to be involved.
How I Can Help: When I list a condo, I’ll help you decide when to order the status certificate based on current market conditions and timing, and I’ll make sure the package is requested correctly from management. I’ll flag the areas that typically attract buyer and lawyer questions—reserve fund, fees, special assessments, rules, parking/locker details, and major work in the unit—so you’re not surprised when those come up. Once an offer is in place, I’ll keep the flow of documents and timelines organized between you, the buyer’s side, and both lawyers so the status review condition can be handled cleanly and in a timely manner.
My Take: With condos, you’re not just selling four walls—you’re selling a share in how the building is run. “A strong condo sale is part good unit, part good building, and part good paperwork—ignore any one of those and the deal gets harder than it needs to be.”
Module 8: Closing Costs & Adjustments — What You Actually Net
Goal: Understand what comes off the top of your sale and how adjustments work, so you have a clear picture of your net proceeds—not just your sale price.
Common Mistake: Focusing only on the “sold for” number and assuming the rest will sort itself out. Some sellers are surprised at closing when commission, legal fees, mortgage and line-of-credit payouts, discharge or penalty fees, and adjustments for taxes or condo fees all show up on the lawyer’s statement. Others forget about moving costs or the timing of their next purchase. The sale price looks good, but the net feels smaller than expected. A better approach is to know the main cost categories up front, and then use closing day to confirm—not discover—the numbers.
What Matters:
The main cost categories. As a seller in Ontario, your typical closing costs include real estate commission (plus HST), legal fees and disbursements (plus HST), mortgage and line-of-credit payouts, any penalty or discharge fees from your lender, and moving-related costs. Depending on your situation, there may also be costs related to bridging, storage, or short-term accommodation.
Commission and HST. Commission is usually paid out of the sale proceeds on closing by your lawyer, according to your listing agreement. HST applies to commission and legal fees. Make sure you know the commission structure you agreed to and that you’ve asked your representative to walk you through how it’s calculated on your expected sale price.
Legal fees and disbursements. Your real estate lawyer will charge a fee for handling the sale, plus disbursements (title searches, couriers, registrations, etc.). You should receive a clear breakdown on your final statement. It’s reasonable to ask for an estimate early so you can plan.
Mortgage and line-of-credit payouts. If your mortgage or any lines of credit are secured against the property, they will typically be paid out from the sale proceeds on closing. Your lawyer obtains payout statements from your lender(s) and uses those figures, not estimates. If you’re in a fixed term, there may also be a prepayment penalty. These numbers can significantly affect what you walk away with.
Discharge and penalty fees. Some mortgages carry discharge fees or prepayment penalties if you sell before the end of the term. The exact amount depends on your lender and your product. This is where speaking with your lender ahead of time helps—so you’re not seeing the number for the first time on your lawyer’s statement.
Adjustments for property taxes and condo fees. On closing, you and the buyer “settle up” for prepaid or unpaid amounts. If you’ve prepaid property taxes or condo fees beyond the closing date, the buyer reimburses you for their portion. If you’re behind, that shortfall is typically paid from your proceeds. These adjustments appear as line items on the statement of adjustments prepared by your lawyer.
Rental items and contracts. Hot water tanks, furnaces, AC units, alarm systems, or other rental contracts often follow the property, not the owner. The agreement should clearly state which rental items the buyer is assuming and on what terms. If a buyout is required, that cost may appear on your side of the statement.
For condos: extra closing details. In condo sales, there may be adjustments or deposits related to move-in/move-out fees, elevator bookings, or outstanding amounts owed to the condo corporation. Your lawyer will confirm what needs to be paid or adjusted, based on the status certificate and management’s information.
Tax questions. Whether your sale is fully or partly taxable depends on how you’ve used the property (principal residence vs investment, mixed use, etc.) and your broader financial picture. Real estate agents and lawyers don’t give tax advice. It’s important to speak with an accountant or tax professional, especially if the property has been rented, used for business, or you own multiple properties.
Your net sheet vs the final statement. A simple net estimate before listing helps you plan; the lawyer’s final statement of adjustments confirms the exact amount after all payouts, costs, and adjustments are applied. Expect the lawyer’s numbers to control—they’re working from actual payout statements and final calculations, not estimates.
Timing with your next move. If you’re buying again, remember that your net from this sale is what flows into your next down payment and costs. If closing dates don’t line up perfectly, you may need bridge financing or temporary funds. The earlier you look at this, the easier it is for your lender and lawyer to set things up cleanly.
How I Can Help: Early in the process, I’ll walk you through a simple, approximate net sheet based on your property, mortgage information, and typical closing costs in Ontario—so you have a working range, not just a sale price in mind. As we move toward closing, I’ll make sure your lawyer and lender have what they need, remind you of common adjustments and rental item details, and help you track where each major cost sits (commission, legal, payouts, moving). My role is to keep you oriented, so when your lawyer’s final statement arrives, the numbers feel expected—not like a surprise.
My Take: The sold price is the headline; your net is the story. “A good sale isn’t just about what’s on the feature sheet—it’s about what lands in your account and how cleanly you get there.”
Module 9: After Accepted Offer — From Firm To Move-Out
Goal: Know what needs to happen between “accepted offer” and closing day, so you move out cleanly and the buyer gets what they purchased—with no last-minute drama.
Common Mistake: Treating an accepted offer as “done” and going on autopilot. Sellers forget about conditions, access visits, promised repairs, documents their lawyer will need, or how the property must look on closing. Others start packing and changing things in the home without thinking how it will show on the buyer’s final visit. Most closing problems are preventable; they usually come from assumptions, not bad intent.
What Matters:
Conditional vs firm. After you accept an offer, it may still be conditional (on financing, inspection, status certificate, or other terms) for a set period. During that time, the buyer is doing their due diligence. Until conditions are waived or fulfilled in writing, the deal is not firm. You should keep the property in the same general condition and be prepared to cooperate reasonably with inspections and access.
Cooperating with inspections and visits. If the buyer has inspection or other access conditions, they’ll need reasonable entry for inspectors or other professionals. Later, once the deal is firm, buyers often have the right to one or more pre-closing visits written into the agreement. These are for measuring, planning, and a final check—not for re-negotiating the deal.
Tracking any promised work. If you agreed in writing to complete repairs, remove items, or do specific work before closing, treat those commitments as part of the contract. Keep receipts and photos where helpful. On the buyer’s final visit, they’ll expect to see those items done.
Staying in similar condition. From the time of offer to the day the buyer gets the keys, the property should remain in “similar condition” to when they agreed to buy it, aside from normal wear and tear and normal moving. Removing light fixtures, built-ins, or other items that were included in the agreement, or letting obvious damage accumulate, can create closing problems.
Cleaning and junk removal. Unless the agreement says otherwise, the expectation on closing is usually a “broom-swept” home with personal belongings and unwanted junk removed. It doesn’t have to be hotel-level, but it should be empty, reasonably clean, and free of surprises in closets, cabinets, garage, and storage areas.
Utilities, services, and insurance. Your lawyer and the buyer’s side will handle property tax and many financial adjustments, but you are usually responsible for cancelling or transferring utilities (hydro, gas, internet/cable, etc.) effective on or just after closing. Insurance should generally stay in place until the deal is closed and keys are released—speak with your insurer before making changes.
Keys, fobs, remotes, and instructions. All keys, fobs, garage remotes, mail keys, and access cards should be gathered and labeled for closing. For houses and more complex systems, a simple sheet with alarm codes, garbage/recycling schedules, and notes on systems (sprinklers, fireplaces, water shut-offs) is a small thing that goes a long way.
For condos: management and move-out logistics. You’ll need to follow building rules for move-out—booking the elevator, using proper padding, respecting time slots, and clearing any deposits. Let management know your closing date so they can update their records once the sale is complete. Leaving fobs and building information organized helps the transition.
Tenants in the property. If the property is occupied by tenants, the agreement should clearly state whether the buyer is assuming the tenancy or whether the property is to be vacant on closing, and how that vacancy will be achieved. There are specific legal rules around notices and timelines; this is an area where your lawyer’s advice is essential.
Managing your own move. Lining up movers, storage (if needed), and your next place as early as possible reduces stress. If you’re selling and buying, timing matters: same-day closings can work but are tighter; a small gap or bridge financing can create more breathing room if your situation allows.
What happens if there’s a last-minute issue. Occasionally, damage, missing items, or new problems are discovered right before closing. In those cases, lawyers for both sides usually get involved. It’s important to stay calm, communicate through your representative and lawyer, and remember that most issues do get resolved—either through repair, compensation, or clear confirmation of the facts.
How I Can Help: Once your offer is accepted, I keep a simple checklist running: conditions and deadlines, inspections and visits, any promised work, key dates for movers and utilities, and what your lawyer will need when. I’ll remind you of pre-closing visits and help you prepare the property so those go smoothly. If questions or issues come up near closing, I coordinate communication between you, the buyer’s agent, and your lawyer so you’re not trying to manage everything yourself in the middle of packing.
My Take: An accepted offer is the start of the final phase, not the end. “Most smooth closings come down to three things: no surprises, clear communication, and handing over a home in the condition the buyer reasonably expected.”
Module 10: Choosing Your Listing Agent — Who You Trust To Represent Your Sale
Goal: Now that you understand the process, choose the right listing agent to represent your sale—so you’re not handing your largest asset to someone who just “puts it on MLS and hopes for the best.”
Common Mistake: Choosing a listing agent on autopilot. Many sellers default to whoever is closest—friend-of-a-friend, a neighbour, the person with the most signs, or the first agent who promises “the highest price for the lowest commission.” Very few ask how that agent actually prices, what their plan is if the first two weeks are quiet, who is really doing the work behind the scenes, or how they handle pressure when problems show up near closing. It all feels fine at the kitchen table—until the market tests the plan and there isn’t one.
What Matters:
Be clear on what you’re hiring for. You’re not hiring someone just to take photos and upload a listing. You’re not hiring a sign-installer or photographer—you’re hiring a listing agent to advise on pricing, preparation, marketing, offer strategy, negotiation, and paperwork—while keeping you informed at every step.
Loyalty vs responsibility (and your right to compare). It’s natural to think first of a friend, cousin, or familiar name. Loyalty matters—but hiring someone to manage a major asset is a business decision. You’re allowed to speak with more than one agent, compare answers, and take time before signing a listing agreement. If you feel rushed to “sign now or lose the opportunity,” that pressure is useful information. In the end, you want the agent whose skills, strategy, and ethics fit the size of the transaction—not just the person you happen to know.
Experience that matches your property and area. Ask what they’ve actually listed and sold recently that looks like yours—in location, price point, and property type (condo vs freehold, house vs townhouse). “I work everywhere” is not an answer; you want familiarity with your segment.
How they explain the process and paperwork. A good listing agent can explain the RECO Information Guide, agency relationships, the listing agreement, and key clauses (including multiple representation) in normal language. If they brush past the details with “it’s all standard, just sign here,” that’s a red flag.
Their approach to pricing and strategy. Ask how they arrive at a recommended price range and why they’re suggesting a particular approach—offer night, offers anytime, or something in between. You’re looking for a data-based explanation (recent sales, current competition, local behaviour), not just “let’s try high and see what happens.”
Their view on multiple representation. Ask how they and their brokerage handle situations where the same brokerage represents both buyer and seller in a transaction. You should get a clear explanation of your options, their obligations, and your right to say yes or no.
Preparation and marketing plan, not just “we’ll tidy up.” A serious agent should walk your property and outline a realistic preparation plan: what must be done, what’s optional, and what isn’t worth the stress or cost. Ask what level of marketing they’re actually committing to—photos, floor plans, video or tours where appropriate, written description, online exposure—and how all of that fits your specific home, not just their general brochure.
Team vs individual: who you actually work with. In many teams, the senior agent does the listing presentation and signs the deal, then most day-to-day work is handled by a junior—everything from listing preparation and organizing marketing to managing showings and feedback. That’s not automatically bad, but you should know it upfront. Ask: Who will be my main contact once I sign the agreement? Who is actually handling listing preparation, marketing, showings, feedback, offers, and problems if something goes sideways? You’re hiring the person running your deal, not just the person on the postcard.
Coverage when your agent is away. Whether it’s a team or an individual agent, life still happens—vacations, illness, family emergencies. Ask how coverage works if your main contact is unavailable: who steps in, what they’re allowed to do, and whether your primary representative is still leading strategy and communication, or if you’re effectively being handed off.
Communication as a non-negotiable. You should know how often you’ll hear from your agent once you’re on the market, how feedback is shared, and how quickly they respond when something important happens (offer requests, serious questions, problems). Poor communication creates unnecessary stress and missed details. If it consistently falls short, you can speak with the agent and, if needed, their broker of record about your options under your listing agreement.
Are you hiring an agent or a secret agent? Today, you should be able to reach your listing agent without going through three layers of paging and voicemail. If their direct cell number isn’t on the sign, the listing, or their email signature, expect delays. Other agents get frustrated when they can only email and hope for a reply the next day—especially around offers or urgent questions. You don’t need someone glued to their phone 24/7, but you do need a representative who can be reached quickly by call or text when it actually matters.
How they handle pressure and multiple offers—or no offers. Ask them to walk you through what they do if there are multiple offers, and what they do if the first two or three weeks bring showings but no offers. You’re looking for a clear process in both scenarios, not just optimism.
Professional under pressure, not just polished at the table. How someone behaves at your kitchen table is how they’ll behave with other agents, buyers, and lawyers when things get tense. Notice whether they listen, answer directly, and stay calm when you ask harder questions—or if they get defensive, speak over you, or complain about other agents and clients. If they’re reactive with you in a quiet meeting, they’ll be reactive when it’s time to negotiate on your behalf.
Proof, not just promises. Reviews, repeat clients, and how they talk about past transactions (without breaching privacy) tell you more than slogans and production awards. You can also ask for a couple of recent sellers you can speak to, if that would help you feel more grounded in your choice.
New vs experienced: what really matters. Everyone had a first listing. A newer agent who is honest about what they don’t know, has a strong senior mentor or manager, and follows through exactly when they say they will can be a better choice than someone seasoned who coasts. Ask: Who do you lean on when something complex comes up? How quickly can you get answers? At the same time, when the stakes are high, you want someone who understands the game they’re playing and is willing to step up and execute—not guess.
How I Can Help: When we work together, your priorities become the agenda. I don’t hand you off to a junior, and I don’t disappear when things get complicated—you work with me directly. In our first conversation, I’ll ask specific questions about your property, timing, and risk tolerance, walk you through how I price, prepare, market, and handle offers in Toronto’s West End and Etobicoke, and explain the listing agreement in plain language so you know exactly what you’re signing. If I’m ever away, I arrange backup with a trusted senior colleague for in-person logistics, but I stay in control of your deal—strategy, communication, and decisions still run through me. My role is simple: protect your interests, tell you the truth, and make sure you understand the consequences of every decision before you make it. Most of my business is repeat and referral from people who later send me their parents, kids, or closest friends, and I treat that trust as my real measure of success—not how many signs I have up in a given month.
My Take: You can learn the steps from a guide like this. The real difference is who stands beside you when things are real, not theoretical. “Don’t choose a listing agent because they’re convenient—choose the one whose clarity, ethics, and strategy you’re comfortable putting your name beside. Loyalty is important; so is choosing the person you trust most to protect your largest asset.”
Next Steps
If you’ve read this far, you already understand more about selling in Ontario than most sellers ever do—and you have a clear map you can come back to at each stage of your sale.
If you’d like help applying this to your situation, you can:
Visit Home to learn more about how I work and who I represent.
Visit Selling a Home for a deeper look at my buyer process and client stories.
Book a complimentary Clarity Call if you’re ready for a focused conversation about your numbers, timing, and options.
However you decide to move forward, my goal is that you feel informed, protected, and clear about your next step.