The Complete Georgia
Home Seller's
Handbook
Pricing, staging, marketing, and negotiation — everything you need to sell faster and for more than you thought possible.
Dear Georgia Homeowner,
Selling your home is a major decision — and it deserves a major strategy. In over a decade of helping Georgia homeowners sell, I have learned one undeniable truth: the right preparation and the right agent make an enormous difference in what you walk away with.
My sellers consistently achieve above-asking prices with days on market far below the Cobb County average. That doesn't happen by accident. It happens because of a deliberate process: precision pricing, professional-grade marketing, and relentless negotiation on your behalf.
As the #1 Solo Selling Agent at Keller Williams West Cobb, I've been ranked Top 1.5% of 1.4 million real estate professionals nationwide, recognized by Atlanta Magazine as a Top Real Estate All-Star, and named to REAL Trends' America's Best list for Georgia. But what I'm most proud of are the stories — families who moved on to their next chapter with more money in their pockets than they expected.
I'm also a Stage IV cancer survivor. When you've faced what I've faced, you understand deeply: life is too short for average results and half-hearted effort. Every home I list gets my absolute best — full stop.
This handbook covers everything: how to price strategically, how to prepare your home to command top dollar, my full marketing approach, and how to evaluate and negotiate offers. Use it as your roadmap — and call me when you're ready to move forward.
Table of Contents
Is Now the Right Time to Sell?
Understanding your equity position and the market before you decide.
Know Your Equity First
Equity = your home's current market value minus your remaining mortgage balance. Before making any decision, know exactly where you stand. With Georgia home values having appreciated significantly over the past five years, many homeowners are sitting on substantial equity they haven't tapped.
Equity calculation example:
Current market value: $525,000
Remaining mortgage: $240,000
Gross equity: $285,000
Minus selling costs (~8%): -$42,000
Net proceeds: ~$243,000
Free Home Valuation
I provide a free, no-obligation Comparative Market Analysis for any Georgia homeowner. Get a precise current value at katrinaleonce.msoohrab.com/home-value — delivered within 24 hours.
Market Timing in Georgia
Tax Consideration
If you've lived in your home 2 of the last 5 years, you can exclude up to $250,000 ($500,000 married) of capital gains from taxation. Consult your CPA before selling.
Pricing Your Home Right
The single most important decision in selling your home — and the most misunderstood.
What is a CMA?
A Comparative Market Analysis (CMA) is a detailed report comparing your home to recently sold properties that are similar in size, location, condition, and features. It's how I determine the true market value — not what you paid, not what Zillow guesses, but what a ready buyer will actually pay today.
My CMA examines sold comps (the real data), active listings (your competition), and expired listings (homes that failed to sell — and why).
The Cost of Overpricing
Market Reality
Overpriced homes sit on the market, accumulate "days on market" stigma, and ultimately sell for less than if they had been priced right from day one. Buyers and their agents notice when a listing lingers — and they offer less.
Pricing Psychology
Preparing Your Home
First impressions sell homes. The right preparation pays for itself — many times over.
Highest-ROI Improvements
Room-by-Room Prep Guide
- Living areas: Remove 30% of furniture to create spaciousness. Neutral throws and pillows. No personal photos on display.
- Kitchen: Counter-tops completely clear. All appliances wiped. Cabinet interiors cleaned and organized.
- Primary bedroom: Minimal, hotel-like. Matching bedding, clear nightstands, organized closets (remove 50% of items).
- Bathrooms: Remove all personal products. Fresh white towels, clear counters. Clean grout lines. Toilet lid always down.
- Basement/garage: Organized and clean. Buyers imagine possibilities — don't let clutter block their vision.
- Outdoor spaces: Furniture clean and staged. Dead plants removed. Lights working.
Katrina's Staging Philosophy
Buyers need to envision their life in your home, not yours. Neutral, clean, and light always wins over personalized — even if your taste is exceptional.
Katrina's Marketing Machine
Your home deserves to be seen by every qualified buyer in the market — and beyond.
Offers & Negotiation
An offer is just the beginning. How you respond determines what you ultimately receive.
Evaluating an Offer — Beyond Price
Price gets all the attention, but these factors determine your true net:
- Financing type: Cash (fastest, fewest contingencies) vs. conventional vs. FHA/VA (may have property condition requirements)
- Earnest money deposit: Higher EMD ($10K–$25K+) signals serious, committed buyer
- Due diligence period length: Shorter = better for sellers (standard Georgia: 10 days)
- Appraisal contingency: Does buyer waive it? Offer to cover gap up to X?
- Closing date: Does it work for your timeline and next move?
- Seller concessions: What costs are they asking you to cover?
- Contingencies: Is the offer contingent on the buyer selling their current home? (Risk factor)
Multiple Offer Strategy
When multiple offers arrive — which my properly priced, well-marketed listings consistently generate — I run a structured process:
- Review all offers together — never make decisions offer by offer
- Build a net sheet for each offer — price minus concessions, repairs, closing costs
- Call for "highest and best" — a deadline for all buyers to submit their strongest offer
- Evaluate the total package — strongest buyer, fewest contingencies, best net to you
- Counter strategically if no offer is clearly superior
Katrina's Negotiation Standard
I negotiate every single offer as if it's my own home on the line. I will never pressure you to accept an offer you're not comfortable with — but I will give you the data to make the best decision.
Contract to Closing
Once under contract, here's exactly what happens — and what to expect.
Georgia Seller Closing Costs
- Agent commission: Discussed and agreed at listing
- Transfer tax: $1 per $1,000 of sale price (Georgia)
- Attorney fees: $500–$1,000 (Georgia is an attorney-close state)
- Title search (seller portion): $200–$400
- Remaining mortgage payoff
- HOA fees/transfer fees (if applicable)
- Total: typically 7–10% of sale price
Your Moving Timeline
Plan to be fully moved out the day before closing. The buyer's final walk-through typically happens 24–48 hours before closing — the home should be in the same condition (or better) as when they made their offer.
- Leave all keys, garage openers, appliance manuals, and mailbox keys
- Leave in clean "broom clean" condition — ideally professionally cleaned
- Disconnect utilities effective day of closing
- Cancel homeowner's insurance after confirmation of recording
Master Reference
Your Complete Seller's Checklist
Before You List
- Request Katrina's free home valuation / CMA
- Review your mortgage payoff balance
- Calculate estimated net proceeds
- Consult CPA re: capital gains exclusion
- Research your next home / move destination
- Determine ideal closing / possession timeline
- Review HOA documents and transfer requirements
Home Preparation
- Professional deep clean entire home
- Declutter and depersonalize all rooms
- Touch up paint or full repaint in neutrals
- Address curb appeal: mulch, trimming, pressure wash
- Update light fixtures, hardware, faucets as needed
- Complete minor repairs (squeaky doors, dripping faucets)
- Professionally stage key rooms OR use Katrina's staging guidance
- Consider pre-listing inspection to get ahead of issues
Going on Market
- Review and sign listing agreement
- Confirm pricing strategy with Katrina's CMA
- Schedule professional photography session
- Review all MLS listing details for accuracy
- Plan for lockbox installation and showing access
- Arrange temporary housing for pets during showings
- Remove all valuables and sensitive documents
During Showings
- Keep home in "show-ready" condition at all times
- Lights on, window treatments open, fresh scent
- Leave during all showings
- Never speak directly to buyers (all through Katrina)
- Review showing feedback with Katrina regularly
- Be responsive to offer notifications — speed matters
Under Contract
- Review all inspection requests with Katrina
- Respond to inspection amendment within deadline
- Complete agreed repairs with licensed contractors
- Provide receipts for all repairs at closing
- Respond promptly to lender / title requests
- Begin coordinating moving logistics
Closing Week
- Complete full move-out by day before closing
- Professional cleaning (highly recommended)
- Leave: all keys, openers, manuals, codes, mailbox key
- Attend closing (or sign ahead via mobile notary)
- Confirm wire transfer details for proceeds
- Transfer/disconnect all utilities
- Cancel home insurance after closing confirmation
"Tomorrow's not promised. When you're ready to make your move — I'll be ready to deliver results."
— Katrina Léonce
katrinasellsgeorgia.com
Marietta, GA 30064
© 2026 Katrina Léonce · Keller Williams West Cobb · 3375 Dallas Hwy #100, Marietta, GA 30064 · (770) 222-2229. All information provided is deemed reliable but not guaranteed. This guide is for educational purposes only and does not constitute legal or financial advice. Katrina Léonce is a licensed REALTOR® in the state of Georgia.