Selling Your Home: When $1.3 Million Sounds Right, But Something’s Holding Buyers Back

In my latest video, I sat down with Val and Maria, a father-daughter duo who own a beautiful home in West Roxbury — a desirable area just outside Boston. Their home was valued at $1.3 million last year, and they wanted my opinion on whether that price still makes sense and what improvements, if any, they should make before selling.

Like many homeowners, they’ve spent years lovingly maintaining and upgrading their house. From a renovated bathroom to new garage flooring, they’ve invested time and care into keeping it looking great. But sometimes, selling your home isn’t just about how beautiful it is inside — it’s about how buyers see it from the outside, too.

The Biggest Buyer Objection: The Stairs

Almost immediately, I noticed something that could be a real obstacle for potential buyers — the stairs.

This house sits high on a rocky elevation, meaning there are 25 steps leading to the front door. While that makes for a stunning view, it also limits the buyer pool. Many buyers — especially those looking for long-term homes — won’t even come to see a property if the stairs seem challenging.

And that’s an important selling tip:

When something about your home might discourage buyers, even if it’s out of your control, it affects your pricing and marketing strategy.

So, while you can’t remove the stairs, you can be realistic about your buyer audience and price point. That’s where having an experienced real estate agent who knows your area becomes so important.

Should You Renovate Before Selling?

Maria wanted to know whether they should refinish or replace the main floor hardwoods to match the newer flooring upstairs. My advice? Don’t overspend on updates that buyers may not notice or value.

The truth is, having two different wood tones on different levels isn’t a deal-breaker. Buyers care far more about location, layout, and condition than whether your birch and oak perfectly match. Plus, if something like the staircase already limits the buyer pool, it’s even more important to avoid pouring money into cosmetic changes that won’t increase your sale price.

Here’s what I told them:

“You’re going to fake it, take it, and make it. Fake the way the house looks with great photos, take that buyer interest, and make the money — without unnecessary upgrades.”

That’s a principle I share often on my channel. Focus on the right improvements — not all improvements.

The Real Estate Mindset Shift: Do It for You, Not the Buyer

One thing I always emphasize to homeowners is this:
If you’re planning to stay in the house for a few years, do upgrades that make you happy. But if you’re selling soon, think like a buyer — and spend only where you’ll get a return.

In Val and Maria’s case, the kitchen was fairly updated, with newer cabinets and appliances. While it wasn’t an HGTV-style remodel, it didn’t need to be. Many buyers in their price range would likely redo the kitchen to their own taste anyway.

That’s why it’s so important to talk to an agent who truly knows the local buyer market — someone who can tell you what buyers in your area actually expect, not just what looks nice on camera.

Know Where to Spend — and Where Not To

When selling your home, it’s easy to feel pressure to “fix everything.” But often, that’s not what gets your home sold faster or for more money.

Instead, here are my biggest selling your home tips from this consultation:

✅ Identify buyer objections early. If something like stairs or a dated feature might turn buyers away, plan your pricing and marketing around it.
✅ Avoid over-updating. Don’t replace floors, cabinets, or finishes that won’t raise your home’s value.
✅ Focus on presentation. Declutter, brighten, and stage — great photos can “fake it” enough to draw in serious buyers.
✅ Get expert guidance. A local agent who understands your neighborhood will know exactly what sells.

If you’re preparing to sell, download my free Seller’s Playbook — it’s been downloaded over 25,000 times and walks you through which home updates really matter before you list.

✨ Watch the full episode: They Want $1.3 Million for Their Home. Here’s What I Told Them!
📘 Get your free guide: The Seller’s Playbook
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