The Listing Playbook

Delray Beach · Boca Raton · The Coastal Corridor

I've listed and sold homes on this stretch of coast for more than 25 years — Delray Beach, Boca Raton, and every town in between. This is the version of "what actually matters before you list" I'd walk you through in person: what to fix first, what Florida law requires you to tell a buyer, what closing actually costs a seller, and the six things I ask every seller to do before we put a sign in the yard.

Prep Matters More Than Renovation

Every seller asks whether a big renovation is worth it before listing. Usually, no. What consistently moves the needle is smaller and more specific — and the numbers back it up.

83% of buyers' agents say staging helps buyers picture themselves living in a home.
49% of sellers' agents say staged homes spend less time on market than unstaged ones.
1–10%+ typical offer increase reported by sellers' agents on staged listings.

Source: National Association of Realtors, Profile of Home Staging. On a median-priced home, that offer range translates to roughly $4,000–$40,000+ in additional offers — real money for an average staging spend of well under $2,000.

The Four I Ask Every Seller to Check First

Before we talk paint colors or furniture, I want to know the condition of the four systems that kill more deals at inspection than anything cosmetic ever will. Buyers' inspectors go straight to these — so should you, before a buyer ever walks through: Roof, Plumbing, Electric, A/C. A roof with real remaining life, updated plumbing and electric, and a working, serviced A/C system will do more for your sale price and negotiating position than a kitchen remodel — and cost a fraction as much to address if something needs attention.

The Seller Questions Everyone Actually Asks

"What am I legally required to tell a buyer?"

Florida follows a rule from a case called Johnson v. Davis: sellers must disclose facts that materially affect the property's value when those facts aren't easily observable and the buyer doesn't already know them. In plain terms — if something is wrong with the property that a normal walkthrough wouldn't reveal (water intrusion behind a wall, a hidden structural issue, a drainage problem, a roof issue papered over), you're required to say so. This isn't optional, and getting it wrong can mean real legal exposure after closing. When in doubt, disclose it — I'll help you word it correctly.

"What will closing actually cost me as the seller?"

In Florida, sellers typically pay the documentary stamp tax on the deed ($0.70 per $100 of sale price), the real estate commission (averaging around 5.5% total), and a share of title-related fees. All-in, most Florida sellers pay somewhere between 8% and 9.5% of the sale price at closing when commission is included — roughly 3–3.5% excluding it. Everything here is technically negotiable in the contract, but knowing the local default before you negotiate is the whole point.

Doc stamps: $0.70 per $100 of sale price
Avg. commission: ~5.5%
Total with commission: 8–9.5%

"How do we actually land on the right price?"

Not by asking what the neighbor's house sold for. A real pricing strategy looks at genuinely comparable closed sales (not just listings — asking prices mean nothing), current absorption rate for your specific price tier and town, and where your home's condition sits relative to those comps after the prep work above. I build every listing's price from a real market analysis specific to your address, not a national algorithm's estimate — those are frequently off by 10% or more on this coast.

The Six-Step Pre-Listing Checklist

Run through these before your home goes on the market — whether you're selling a starter condo or an estate, the order matters.

Check the Four — roof, plumbing, electric, A/C. Address anything a buyer's inspector will flag before it becomes a negotiating point after you're already under contract. Small fixes now are cheaper than credits later.
Declutter and depersonalize before you stage anything. The research is consistent: buyers need to picture themselves living there, and a home full of your personal history makes that harder, not more charming. This step is free and matters more than furniture.
Get a real market analysis, not an algorithm's guess. Online home-value estimates are frequently off by a meaningful margin on this coast, in both directions. Price it from actual closed comps and current absorption, not a national tool's model.
Know your disclosure obligations before showings start. Walk through what Florida law requires you to disclose with your agent before the first buyer walks in, not after an offer comes in.
Understand your net proceeds before you set a number. Know your realistic closing costs (commission, doc stamps, title fees, and your remaining mortgage payoff) so the number you accept is one you actually understand, not just a headline price.
Line up your next move before you accept an offer. Selling fast is a good problem to have if you're not ready to move. Have a realistic plan for closing timing, a rent-back if needed, or your next purchase, before your home is under contract.

"I used Damara and Mangrove Realty for all of my real estate needs for years. I have referred her to my closest friends and 3 of them sold their home with her. They all love Damara and Mangrove! Always great service and results. They are the best real estate company in South Florida!"

— Dan K., Google review

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More free guides: The Coastal Insider Guide · The Real Delray Beach Guide