9 Steps to Selling a House in Pennsylvania

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  Written by Steve Nicastro

Looking to sell your Pennsylvania home but need help understanding the process first? Our step-by-step guide breaks it down from start to finish.  

We discuss your options for selling a home fast in Pennsylvania, how to find and choose the best real estate agent, list your home for sale, negotiate with buyers, sign paperwork, and close. 

It’s a good time to sell a house in Pennsylvania! Median home prices rose by more than 10% annually in July 2022, with strong buyer demand and a 15% drop in available homes for sale driving prices higher, according to the Pennsylvania Association of Realtors.

Interested in saving money on your sale? Clever Real Estate pre-negotiates lower listing commission rates for you. Pennsylvania sellers who use Clever pay a 1.5% listing agent commission rate, or $3,000, compared to the statewide average rate of 2.81%.

Steps to selling a house in Pennsylvania

Here’s our guide to help you better understand and navigate your state’s home sale process.

1. Decide how to sell
2. Sign a listing agreement
3. Determine an asking price
4. Prepare to list your house
5. Market and show your house
6. Negotiate with buyers 
7. Review paperwork and sign
8. Host buyer inspections
9. Close on your sale

1. Decide how to sell

Should you sell your home with an agent, for sale by owner, or to a cash buyer? Here’s a rundown of your options.

Option 1. Sell with a real estate agent

Hiring an experienced, licensed Pennsylvania realtor is the best way to get top dollar for your home.

However, who you hire matters. Quality and price vary by agent, so you’ll need to do some research to find the best fit for you.

We recommend finding at least 2-3 local seller agents to compare and choose from. Comparing options helps you find the best fit for your situation and could save you thousands on realtor commissions.

To save the most time and money, stick to sources that make it easy to find quality options.

Agent matching services

Agent matching services provide the best way to connect to experienced, local real estate agents, and to achieve commission savings.

How it works: You provide basic info about your home and what you need in an agent. The service quickly matches you up with top Pennsylvania real estate agents from major brokerages (like Century 21 and Keller Williams).

Some agent matching services, like Clever Real Estate, can also potentially save you money on realtor commissions, with no hidden fees.

For example, Clever has pre-negotiated a flat $3,000 or 1.5% listing fee with its network of top agents. That’s much lower than the average Pennsylvania listing agent commission of .

How to compare agents

We recommend setting up interviews and meeting with agents before choosing which one to work with.

Compare agents’ experience, customer reviews, marketing skills, and commission rate.

Option 2. Sell FSBO

Selling your Pennsylvania home “for sale by owner” saves you on the listing agent commission. The fee averages 2.81% of the home sale price in Pennsylvania, which means you can save more than $10,000 on a $500,000 sale price.

However, selling a house can be a long, stressful process, with a ton of paperwork and legal requirements. Here are some potential pitfalls to FSO.

• You risk costly mistakes during the process. An experienced real estate agent can help you avoid common mistakes made by FSBOs, like missing important paperwork.
• It’s time-consuming. You’re responsible for all of the work an agent would take care of, including photography and marketing, buyer showings, contract negotiations, setting up inspections and appraisals, and scheduling closing.
• You’ll still likely owe a buyer’s agent commission. This mandatory fee ranges from 2% to 3% of your home’s final sale price.
• There’s no guarantee you’ll save money. Studies show that FSBO properties sell for 6% less than agent-sold homes, or $60,000 less on a $1 million home. That negates any commission savings you’d earn from selling FSBO.

Option 3. Sell a house fast to a cash buyer

Your final option: Sell your house ASAP to a cash buyer (or “we buy houses” company) in Pennsylvania.

This is probably your fastest, most convenient option. iBuyer companies can close in as fast as 10 days — much quicker than selling traditionally (60-90 days).

It’s convenient, too, as you won’t need to do any of the usual work required to sell a home. You can sell your home as-is, with no pre-listing repairs or improvements, house cleaning, or home staging required.

So, what’s the catch? You probably won’t net nearly as much money compared to a traditional sale. Cash buyers typically offer between 50% to 70% of a home’s market value.

Need to sell a house fast in Pennsylvania? Next steps

1. Check out the best iBuyer companies, which pay cash and can close in as fast as 10 days. 
2. Read our advice on how to sell your house fast without losing money. 
3. Research top cash buyer companies in the state.

2. Sign a Pennsylvania listing agreement and seller disclosures

It’s time to read and sign a Pennsylvania listing agreement to get your house on the market!

The listing agreement contains your anticipated listing date, initial list price, what’s included (or not included) in your sale, where the listing will be marketed, and the length of your agreement.

Key things to pay attention to include:

• Type of listing agreement. Most agents work under an exclusive right-to-sell listing agreement (single agency). The agent works solely for you and gets paid regardless of whether they bring forward a buyer or not. 
• Listing commission rate. The agent’s stated commission rate should match up to what’s on the listing agreement. 
• Items that convey with the property. Write down which items you plan to take with you (such as appliances and light fixtures). 

Contact a local real estate attorney for more advice on Pennsylvania listing agreements and required disclosures.

Seller’s property disclosure: What do sellers need to disclose?

Buyers and sellers in any real estate transaction in Pennsylvania must fill out and sign the seller’s property disclosure statement.

Sellers must notify buyers about any known defects that may affect the value of the home or the buyer’s readiness to purchase it.

This likely includes:

• Structural defects.
• Any structural additions to the property (e.g. new bedrooms).
• Flooding problems, dampness in a crawl space or basement, or major weather-related damage to the property.
• The age and condition of the roof and HVAC systems.

Ask your real estate attorney or agent for more information on your property disclosure requirements.

3. Price your home

Your next step is to determine a fair asking price for your property.  

Home value estimators like Zillow and Redfin can provide you with a quick ballpark estimate of your home’s potential value, based on your property’s key features, recent home sales, active listings, neighborhood data, and local market trends.

However, your agent should provide you with a comparative market analysis (CMA) report for a more detailed, accurate home value estimate. A CMA is based on a visual inspection of your home’s condition, renovations and upgrades, and what similar homes have recently sold for in your area.

A CMA is a great tool to help you and your agent set a fair listing price for your home.

» Get a CMA: Request a free CMA from a Pennsylvania real estate agent 

4. Prepare your home for sale

It’s time to get your home ready for showings!

Gather important documents

Most Pennsylvania home sales require a variety of documents and records for closing, including a mortgage statement, property disclosure forms, the affidavit of title, and any homeowners association (HOA) forms and guidelines.

It’s also a wise idea to gather any utility bills, home warranties, or appliance manuals you might have, in case the buyer requests them.

Get a pre-listing inspection

Consider a pre-listing or pre-sale home inspection ($350-$500) if you think your home has an issue that might stop your home from selling.

A pre-listing inspection can potentially help you spot and fix issues with your home before those issues surface on a buyer’s home inspection or appraisal, resulting in a smoother deal.

However, only an experienced real estate agent can advise you on whether or not a pre-listing inspection is worth your time and money. Clever can match you with top local agents for more specific advice.

Make home repairs and improvements

Based on the results of a pre-listing inspection, the condition of your home, and the type of buyers you’re targeting, it could be worth making certain repairs or improvements.

For example, if you are trying to sell your home to first-time homebuyers looking for a move-in-ready home, it may be worth repairing (or replacing) a bad roof or HVAC system.

Your agent is in the best position to advise you on which repairs or improvements to make before listing.

Declutter, depersonalize, and clean

Now is the perfect time to reorganize your home before showings. You can host a garage sale or donate any unused or unwanted items taking up space, for example.

Another pro tip: Depersonalize your home as much as possible. Remove family photos, artwork, and posters — it’s best to keep the buyer’s attention on your home, not your belongings.

Consider home staging

Staging can increase your home’s appeal and lead to a higher sale price, but it doesn’t make sense for every seller.

At the high end, staging a typical home in Philadelphia can cost upwards of $1,179, according to Manta.

Pricing depends on the size of your home, the number of rooms staged, and your local market. Consult with your realtor for advice on whether or not home staging is right for you.

5. Market and show your home to buyers

Now it’s time to actually list your home and host potential buyers! 

Most realtors will put a “for sale” sign on a home’s front lawn and post the listing online via the multiple listing service (MLS): a database most real estate agents use to market and sell properties.

Your agent should also list your home on all popular real estate sites (like Zillow, Trulia, and Realtor), and they might also host an open house to drum up more interest.

Selling for sale by owner? Consider listing your home on the MLS via a flat-fee MLS service, so it reaches buyers’ agents and their clients.

My listing is live: What happens next? 

Listing your home for sale can be both exciting and nerve-racking! Here’s what to do next:

• Check out your listing on Zillow and other popular sites. Make sure you like all of the photos used by your agent (contact them if you don’t).
• Double-check the agent’s listing description. It should describe all of your home’s main features and selling points, and have good grammar and punctuation.
• Consider posting your listing on social media. Get the word out to family and friends, and consider sharing the listing on local Facebook groups.
• Keep an eye on your listing activity. You can check how many people have viewed and saved your listing on Zillow and compare that to other local listings to see how it is performing. This information can be found under “overview” on your listing’s Zillow page.

How are showings booked?

Most agents use a mobile app called ShowingTime to help manage showing appointments.

The app allows buyers to request showings digitally, while sellers can view and approve (or deny) any showing requests (and agents are notified of all activity). 

You may start to get showing requests within just a day or two of going live, although it could take longer depending on your home’s price, condition, and local market. 

What happens during showings?

Leave your home so the home buyer and their agent can tour your home — buyers and sellers rarely have direct contact, and only communicate through agents.

Your house key might be left in a lockbox where the buyer’s agent can access it. The agent often gains entry by using a one-time code.

Showings typically last between 15 to 45 minutes, depending mainly on the size of your house and how fast the buyer can walk through it.

Let your agent know if you have any special showing requirements like if you want buyers to take off their shoes before entering, if the lights should be left on (or turned off) after showings, or if any part of the house should be closed off.

What happens after showings?

The ShowingTime app or your agent will notify you when the showing is complete and you can return home.

You may get showing feedback from buyers through the ShowingTime app, via email, or from your agent. Feedback can provide valuable insights into your home’s price and condition from the buyer’s perspective.

Hopefully, you’ll also receive a call from your agent saying that the buyer loves your home and is interested in putting an offer in.

6. Negotiate with buyers

With luck, you’ve received multiple offers within just a few days or weeks of going live!

The offer should contain the buyer’s offer price, if they want you to pay for any of their closing costs, the type of financing used, an estimated closing date, and an offer expiry date (typically 24-48 hours after submission). 

There are three ways sellers and their listing agents can respond to a buyer’s offer:

1. Accept the offer. If the offer has everything you’re looking for – price, terms, and timing all look great – then you might just want to accept it without countering, especially if no other offers are on the table.  
2. Counter the offer. Most of the details of an offer to purchase your home are negotiable, including the home’s sale price and closing date. It could make sense to counter an offer if you’re confident you’d receive another good one if the buyer declines it. 
3. Ignore the offer. There’s no need to respond to a lowball offer or one that doesn’t meet any of your criteria – especially if you have stronger offers on the table (or you’re confident others will come in.

Remember, if you counter an offer and the buyer accepts it, you’re technically under contract.  

How long might it take me to get an acceptable offer? 

The timing of an offer depends mainly on your home’s desirability, and how well you’ve priced your home.

Pennsylvania listings spend an average of 49 days on the market and take another 35 days to close, according to Clever Real Estate data.

Talk with your agent to discuss expectations on when you might receive an acceptable offer after going live.

What makes a good offer?

The highest price offer is not always the best offer. Besides price, here are other factors to consider.

• Buyer closing costs. Is the buyer asking you to cover part or all of their closing costs? This impacts your total net proceeds at closing, so run the numbers carefully (and ask your agent for an updated net sheet).
• Financing type. Is the buyer paying all cash or financing the purchase? (Cash deals usually close faster and with fewer hiccups compared to financed deals).
• Earnest money. How much risk is the buyer taking on? Earnest money is usually between 1% to 3% of the home’s purchase price. A larger earnest money deposit gives the buyer more “skin in the game,” meaning they have more to potentially lose by backing out of the deal.
• Timing of sale. Is the buyer willing and able to close on the sale within your desired timeframe?
• Home sale contingency. Does the buyer need to sell a house in order to buy yours? It might not be worth the risk of the buyer’s other sale not closing — especially if you have stronger offers on the table.

Your realtor is in the best position to advise you on how to compare offers and negotiate with buyers.

7. Review paperwork and sign an offer 

Once you’ve decided to accept an offer and you’ve talked it through with your agent, it’s time to review the contract and sign! 

After all parties have signed, your home is under contract and you’re likely a month or so away from closing.

Key items in the residential purchase agreement should include:

• The Parties: The buyer’s and seller’s full legal names and addresses
• Legal Description: Basic details about the property, including type, street address, and tax parcel information
• Person Property: Any personal property the seller is including in the sale (such as appliances, electronics, or other items not considered fixtures)
• Earnest Money: A sum of money submitted by the buyer which is held in a trust or escrow account until closing, at which point it is applied to the home’s purchase price and/or closing costs
• Purchase Price and Terms: How much the buyer is offering to purchase your home and how they will pay — all cash offer, bank financing (conventional loan, VHA loan, VA loan, other), or seller financing
• Closing Costs: Whether the closing costs will be paid by the buyer, the seller, or both parties
• Closing: The estimated date on which the transaction will be closed
• Property Condition: Grants the buyer a due diligence period during which they can have the property inspected

8. Conduct inspections, appraisals, and closing walk-through

Home inspection

After you and the buyer have verbally agree to a contract of sale, the buyer can order a home inspection.

Some contracts may include an inspection contingency that gives the buyer a certain number of days to complete and approve a home inspection after the contract is signed.

The home inspection usually takes 1-2 hours to inspect and report on the overall condition of the home. The inspector points out potential issues that may need repairs or remediation, from roof or plumbing leaks to mold, asbestos, or radon gas.

Sellers usually don’t attend the inspection or even get to see the buyer’s home inspection report. But the buyer might ask you to fix any defects or serious issues discovered in the inspection (or negotiate a lower price or closing credit).

Check with your agent to learn what you’re obligated to fix and the best way to move forward following the home inspection.

Termite inspection 

Termites are an issue in Pennsylvania and a Wood Destroying Insect (WDI) inspection report may be required when buying a home.

A termite inspection by a certified inspector costs about $100 in Pennsylvania, according to HomeAdvisor. Depending on your sale contract, you may or may not be on the hook for this cost, so check with your agent for more information.

Appraisal

Lenders often require buyers to get an appraisal to be certain that the home is worth its purchase price. It’s typically paid for by the buyer in Pennsylvania (though sometimes the seller offers to cover this cost).

The appraiser visits your home to take interior and exterior photos, noting any features or upgrades that add value to the home. They compare your home to recent sales in your area and generate a report that provides an opinion of value.

Both the lender and buyer receive a copy of the appraisal. You’ll find out if the home’s appraised value comes in lower than the buyer’s purchase price — in which case you may have to re-negotiate with the buyer.

Final walk-through

The buyer may do a walk-through of the home a day or two before closing to make sure the home is in the same condition since its last viewing. 

Here’s what you need to do before their walk-through:

• Clear out your house entirely if you haven’t yet, removing all personal belongings. 
• Repair or patch any damaged drywall, paint, or nail holes that might have occurred when you moved out of the home. 
• Make sure items included in the sale contract are still there (appliances, light fixtures, etc). 
• Do some light cleaning if the home is dirty. 

Who pays closing costs?

The average seller in Pennsylvania pays about 0.7% of the home sale price in closing costs, not including the realtor commission and property taxes.

Closing costs typically include:

• Title service and closing fees.
• Transfer tax.
• Property taxes: vary depending on your county assessor.
• You may also be responsible for Homeowners Association (HOA) fees, settlement or attorney fees, property appraisal fees, and mortgage payoff and/or prepayment penalties.
• Buyers usually cover the owner’s title insurance and recording fees. 

Realtor commission

Plan to spend around 5.53% in total commission fees (the statewide average). This fee includes the buyer’s agent commission, which sellers typically cover in Pennsylvania, along with the listing agent commission.

Add this to the other closing costs detailed above, and your total outlay could be close to 6% of the home’s final sale price (or a $30,000 cost on a $500,000 house).

To save money on commission, by far the most expensive part of the closing process, use Clever Real Estate to find a realtor. Clever charges a listing fee as low as 1.5% – far lower than the Pennsylvania average rate of 2.81%.

10. Close on your home sale

You’re almost at the finish line! Here’s what to do in the days leading up to your scheduled closing. 

Look out for a closing disclosure

You’ll likely need to sign this form two to three days before closing. It contains every cost to be paid by the buyer and seller and your estimated net proceeds. Double-check all the numbers with your agent, and speak up if the numbers don’t look right. 

Clear out your house entirely

Your home should be completely empty before the buyer’s scheduled closing walk-through. It’s a good idea to do another walk-through yourself before then just in case you missed something.

Hand the keys to your agent

Your realtor will likely need your house keys and garage door openers to hand over to the buyer’s agent.

Find out when closing is scheduled

Most of the paperwork has already been completed on your end. Ask your agent if you need to attend your closing, or if you can sign any remaining paperwork digitally.

Keep in touch! 

Buyer closings get delayed quite frequently (there are a lot of moving parts in a real estate transaction). Don’t be surprised if the closing doesn’t happen exactly at its scheduled time! Your agent should keep you updated on closing status 24/7.

💰Final step: Get your money! 

Congratulations! Once you and the buyer have signed all documents, you’ve closed on your home sale.

The home’s sale price pays off the realtor’s commission, closing costs, and covers any outstanding mortgages or liens owed on the property.

Your net proceeds might be wired to your bank account after closing. Contact your agent, attorney, or title company for more details on how and when you’ll get paid.

Calculate your capital gains taxes

Capital gains taxes are an important consideration for many home sellers nationwide. These are taxes on the profits from the sale of certain types of investment assets.

Depending on how long you’ve owned and lived in the house, you could be required to pay capital gains taxes to both the federal and state governments.

How to avoid Pennsylvania capital gains taxes

Part or all of your gains may be exempt from federal taxation thanks to a provision of the tax code called Section 121.

If you’ve owned and lived in your house for more than two years, the first $250,000 of the profit on your home sale is tax-free. If you’re married and filing jointly, you won’t pay capital gains taxes on the first $500,000.

» LEARN: How Do I Avoid Capital Gains Tax When Selling a House?

Why you should trust us

Our mission is to provide accurate, actionable, and practical information you can use to make better decisions on your real estate journey.

To help create this home selling guide, we pulled information from the following sources:

• National Association of Realtors (NAR) 2022 Home Buyers and Sellers Generational Trends report
• NAR’s 2021 Profile of Home Buyers and Sellers
• Realtor.com’s Spring 2022 Home Seller Report
• Real Estate Witch’s average real estate commission in Pennsylvania
• Redfin’s The Trials of a 2021 HomeBuyer
• Pennsylvania Association of Realtors

We also pulled data from Clever’s 2022 Role of the Realtor survey and the 2022 Average Commission Rates by State series. 

About the author

Steve Nicastro

I’m a real estate agent, investor, and personal finance writer based in South Carolina.

While working as a full-time agent between 2020-21, I closed 19 transactions totaling $6 million in volume, assisting both buyers and sellers. As an investor, I own and manage six single-family rental properties, and I recently sold a home in North Carolina.

I’ve written dozens of articles and guides to educate homeowners on the home sale process. Before writing for Real Estate Witch, I spent more than six years on NerdWallet’s content team as a personal finance writer, where my work was published in USA Today, The Associated Press, and US News, among other publications.

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How to Choose a Realtor: Expert Secrets. Learn how to vet agents, set up interviews, read and sign a buyer’s agency agreement or listing agreement, and pick the best realtor for you.

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