Disclaimer: I am not a financial advisor. None of this is financial advice. I encourage you to do your own research.
My head was spinning. Having scrolled through page after page of realtors, we were having trouble deciding which one we should contact to help us sell our house. They all looked eerily similar. Blazer, chicklet smile, coiffed hair, arms crossed in a confident, yet approachable stance.
“What about him?” I pointed to an older gentleman.
“Kenneth Clarke,” Victor read, leaning forward. “Says here he’s got 25 years’ experience, and was voted number one in sales last year. Wow, look at all the 5-star reviews!”
“It’s ringing,” I said, after dialing his number. I left a message.
Two minutes later Kenneth rang.
“Hello, thanks for calling! Yes, real estate is what I do. I would be happy to help you sell your house. I can be there in 20 minutes. As mentioned, it’s what I do!” Kenneth sounded extremely eager for a real estate agent who had placed number one in sales last year.
“Uh, today might be a bit early, how about tomorrow?” I asked, glancing cluelessly at Victor.
“Perfetto-mundo!” he said, hanging up.
The next day we were giving Kenneth the grand tour of our beloved, yet high-maintenance home. Although we would be moving to Toronto in a few months’ time, we were still proud homeowners.
“You’ve lost the seal on your windows,” he pointed out. “And your steep driveway is going to scare away families and seniors. There are only a few types of buyers who would want this house.”
Maybe I’m a glutton for punishment but I was grateful to have Kenneth critique every spare corner of our house. He seemed to know his stuff, and I appreciated his honesty.
“So,” he said, finally sitting down with us in the living room. “Here are some comparable houses in the neighbourhood that sold last year.” He handed us each a printed handout stapled together.
“As you know, the North Bay property market exploded after Covid. Your house has gone up in value. You bought it for 450k, I think it will sell for 650k.”
Victor and I both almost dropped our hand-outs.
“I’m sorry,” I said, “Are you saying you think we could make 200k on this house? After living here for only three years?”
“I’m hoping,” Kenneth said, glancing nervously out the window. “But the market could change any day now…I suggest we price it lower, say 625k. If we price it too high, we’ll scare away potential buyers. In the meantime, it would be good if you could fix the seal in the window, fix the living room blinds. Maybe arrange for a home inspection. My personal cleaning lady can come by next week. That’ll be $200. We’ll take photos and video the day after, have this place in tip-top shape and on the market next week.”
“That’s…a bit fast?” Victor said. “Let’s maybe take one thing at a time.”
“Absolutely,” Kenneth said straightening. “My number’s on my card, we’ll move forward whenever you’re ready.”
“He seemed to know his stuff,” I said to Victor after Kenneth had left. “Imagine if we make a 200k profit on this house?”
“He seemed pushy,” Victor said, thoughtfully.
“I know, but when we told him to slow down, he seemed to respect that,” I said. “We do need to sell the place, and he has great reviews. Do you want to call a different real estate agent?”
“I don’t know,” Victor sighed. “They’re probably all like that.”
After spending another hour scrolling aimlessly through a sea of realtor glamour shots, we agreed we would go with Kenneth. He clearly anticipated that the market was about to turn, and if we could get our house on the market before any similar listings popped up, maybe we really would get 650k for the house. Even 625k would be life-changing money for us. We didn’t want to waste any precious time.
If you think managing a house in the day-to-day is a lot of work, try getting one ready to sell. It’s an exhausting marathon of cleaning, carrying couches up and down the stairs and re-arranging furniture to create “airflow”. Potential buyers need to be able to picture themselves living in your house, so you have to hide any personal objects that may distract them from that fantasy. Family photos, blenders, blankets, sweatshirts all must be put away. Then you need to fix whatever issue the realtor points out, in our case the living room blinds. It was not possible to replace the windows in time due to shipping delays, a set-back I was grateful for. After Kenneth’s cleaning lady had polished the floors, it was time to take some photos. Kenneth and his assistant Norm spent an hour photographing every angle in every room, putting together a 3D model and flying a drone over our neighbourhood for the promotional video.
“Do you think we should wait for a brighter, sunnier day?” I asked Kenneth, looking through the window at the grey clouds.
“No, this is fine, the house shows well,” he said quickly.
Just three weeks after we had called Kenneth our listing was ready to go. Kenneth agreed to wait until after the weekend to post the listing so we could enjoy a few days of quiet before potential swarms of buyers showed up. But that didn’t stop his realtor wife from calling and trying to get her clients in to see the house off-market. Victor was right. All realtors were this pushy!
On Monday morning at 10 a.m. our listing was live! By noon we had a showing, and another scheduled for Wednesday afternoon. Victor and I left the house to give the potential buyers privacy, just like our sellers had given us when we first toured the house three years earlier. We walked up and down the street, glancing at the two cars in our driveway. After 45 minutes, the potential buyers and their realtor were still there.
“What’s taking them so long?” Victor asked.
“Let’s just give them 5 more minutes, and then we’ll go back,” I said. Whether these people ended up buying the house or someone else did, it was clear the house was no longer ours. I squeezed Victor’s hand as we walked in the rain, down the hill that we had once driven up three years ago. As we walked further away from the house, I realized I had everything I needed, right here with me.
We returned to Kenneth’s assistant Norm locking up the house and placing the key in the lockbox.
“They love the house,” he said, transparently. “I think they’re going to make an offer!”
Victor went back to work for the afternoon, and I collapsed on the couch. I wasn’t sure how many more of these showings I could take. They were exhausting! We still had another one lined up for Wednesday.
At 4 p.m., my phone rang. It was Kenneth.
“I have an offer for you,” he said. “I’m on my way over.”
“Already?,” I asked, “We’ll need to wait for Victor though. I think he gets off work at 5 p.m.”
“I’m in the neighbourhood anyway, be there in 10,” he said, hanging up before I could protest.
I rang and texted Victor. I wasn’t about to review an offer without him here. He said he needed to wrap up a few things at work. Could I call Kenneth and ask him to come over a bit later? I rang and texted Kenneth, with no answer.
Minutes later, Kenneth was outside my door.
“I’ve been trying to call you,” I said. “Victor needs some more time.”
“Oh, my phone must be off,” he said. “I’ll just wait in the car until he gets here.”
30 minutes later Victor was home and the three of us were back in the living room. Kenneth pulled out a piece of paper from an envelope like a magician performing a trick.
“As I said, I was hoping we would get 650k for your house. I think you’ll be pretty pleased with this one,” he said, placing the piece of paper in front of us.
I took a double take. The offer read 690k, no home inspection required. A profit of 240k to live in a beautiful, cozy house for three years. In that moment I forgot all the stress and maintenance it had taken to run this home. Instead, I felt…dirty? How was it that we could each be making the equivalent of an annual corporate salary for simply getting into the housing market at the right time? And how could I ask a nice couple to give us that much money?
“Should we just give them the house?” I whispered.
“No!” Victor laughed.
“It’s a really good offer,” Kenneth urged, pushing the paper towards us and handing us a pen. Before we knew it, we had signed. We had sold the house.
“The buyers will be really happy,” Kenneth said. “They have been looking for a house on this street for over a year.”
“Are they your clients?” Victor asked, suspicious.
“They’re Norm’s clients,” Kenneth responded casually.
So that’s what had happened. Kenneth and Norm were in cahoots together. Norm had the buyers lined up the whole time. That’s why Kenneth was so eager to get the house on the market, and to get their offer in before any other showings. He was desperate to make the sale! I would be lying if I said I wasn’t a tad miffed. As first-time home sellers, we felt taken advantage of. Could we have waited for more, higher offers? Or would these buyers have walked away if we had declined their time-sensitive offer, never to return? Afterall, they say your first offer is your best offer, and the house did need a bit of work. It needed a new driveway, fence, windows, all of which would have cost a good 10k or more. Would they have had time to think about it and change their minds? Who knows. In the end we both learned to make peace with the experience, but it was a life lesson in real estate, one I don’t care to repeat.
In the end, our 450k investment on the house had paid off. Even with 20k spent over three years on property tax, home insurance, utilities and maintenance, we had made a profit of 220k and built equity in the process. When the house closed in a few months’ time and our mortgage balance had been paid off, we would each receive 178k. What would we do with this windfall? Should we invest it in the stock market and rent our next place in Toronto? Or should we put it towards the down payment of a condo? We broke out the spreadsheets and considered the following:
- What would our monthly carrying costs be to buy a condo in Toronto vs to rent one? Even if a condo was a good investment, were we comfortable spending that much money on a larger mortgage, maintenance fees and property taxes every month? We wanted to have at least some money to enjoy the city.
- We had gotten extremely lucky in real estate in just three years. Would lightning strike a second time? Would a second property yield stellar returns in a few years’ time?
- The stock market appeared to be in the early stages of a new bull market. If we each invested our 178k in the stock market and the markets returned even modest gains over the next three years, how much would we need to sell our condo for to match what we could potentially make in the stock market?
- What if we invested our 178k and the stock market took a dive? Were we comfortable with that?
Using these questions as a guide, we ran the numbers for a two bedroom condo in Toronto which we expected to pay 900k for (yes, that’s how much condos were going for in Toronto at the time). We looked at the listing to get the exact property tax, maintenance fees, utilities etc.
- $350,000 down payment meant we would need a $550k mortgage
- $550,000 mortgage payment at the 2023 rate of for 3 years = $3,208 per month. Note: While changing interest rates can increase or decrease your mortgage payments, once you eventually pay off your mortgage your costs will decrease. If you choose to rent, your rent can increase over the years, although if you can find a rent-controlled building then your rent will only increase a small amount each year.
- Property tax = $259 per month (this cost will increase over the years with inflation).
- Condo maintenance fees = $1,200 per month (Note, this particular building had higher maintenance fees but they covered everything from utilities to cable and internet). This cost will increase over the years with inflation.
- Ongoing maintenance or replacing of appliances = $100 per month (this cost will increase over the years with inflation).
- Water bill (we wouldn’t have to pay this if we were renters) = $100/month.
- Total monthly costs = 5k a month to own the condo when we could rent a similar unit in the building for $3,400/month. This meant we would be spending $1,500/more on owning the unit, which we would not be investing in the stock market.
- Closing costs such as 5% realtor fees, legal fees, land and transfer tax when purchasing (the Canadian Forces generously covers these costs because military families move around so much, but regular folks will need to take these extra costs into account when buying or selling a home) = 45k for 5% land transfer fees, 20k for Toronto land transfer tax.
- Opportunity costs of the 350k invested in the stock market plus the lost $1,500/month in equity and opportunity costs (18k/year over 3 years = 54k) making 6% annually compounded over 3 years = $127,600
Ultimately we decided that we would have to sell the already overpriced condo for $1,027,600 in three years’ time to compete with the expected returns of the stock market. Even a basic GIC was offering 4.93% annual returns at the time. I was also looking forward to going back to renting. No appliance fixes, no trips to Home Depot, no gas leaks. We ended up signing a lease for a nice 2-bedroom condo plus den with two bathrooms, free parking, cable and internet, a pool, gym and outdoor mini-put for $3,400/month. We would be moving into our new place one month from now. Closing day was fast approaching. Soon we would be careless renters with $178k each in our bank accounts. I couldn’t wait!
Lessons learned to help you with your home sale
- I hope you can learn from my mistakes. We had such a great experience with Suzanne our first real estate agent that we may have been too trusting when it came time to sell the house with Kenneth. Don’t be afraid to interview a few different realtors. Ask them why you should pick them over all the others. Tell them you want to wait at least a week for offers to come in. Review recently sold comparable properties on Housesigma to get a sense of what your home could potentially go for. And realize that whatever offer you go with, you’ll always wonder ‘what if’ you had gone with a different one. It’s probably best not to think about it.
- If you’re considering purchasing a place, feel free to use our analysis. You can substitute our numbers with your own to see if it makes sense for you to rent or buy. Remember, the right answer is the one that makes sense for you and your life, no matter what anyone else says.