Selling a home as part of an estate is not quite the same as a traditional real estate sale.
There may be lawyers involved, probate or a Certificate of Appointment to obtain, family members to coordinate, belongings accumulated over decades to sort through, repairs to consider, and important decisions about what should happen to the property while the legal process moves forward.
And often, all of this is happening while a family is grieving.
That’s why one of the most important pieces of advice I can give families is surprisingly simple:
You do not have to wait until you are ready to sell before you start getting ready.
The Estate Sale Process Often Starts Long Before the For Sale Sign
In Ontario, the person responsible for administering an estate may need legal authority before they can complete the sale of estate property. Depending on the circumstances, that can involve applying for a Certificate of Appointment of Estate Trustee, commonly referred to as probate.
Your estate lawyer should advise you on the legal requirements for your particular situation.
But while that process is underway, there can be a great deal we can accomplish on the real estate side.
Starting early gives us time to understand the property, identify potential issues and create a plan without making every decision under deadline pressure.
Step 1: Understand the Property
One of my first jobs is simply to help the family understand what they have.
That may include reviewing comparable sales, assessing the home's current condition, looking at the neighbourhood and current market, and preparing an opinion of value.
If a date-of-death valuation is required for estate or accounting purposes, that should also be discussed with the appropriate legal and tax professionals so the correct documentation can be obtained.
This early valuation conversation can also help the estate begin making informed decisions about the property.
Step 2: Figure Out What Needs to Be Done
Estate properties can range from completely move-in ready to homes that haven't been updated in decades.
The answer isn't automatically “renovate everything.”
Sometimes painting, cleaning and a few strategic repairs make sense.
Sometimes clearing the property and selling it as-is is the better approach.
And sometimes spending significant money on renovations simply isn't justified by the likely return.
Before anyone starts writing cheques, I want to look at the property and help determine which improvements may actually matter to buyers.
Step 3: Deal With the Contents of the Home
This can be one of the most overwhelming parts of an estate.
There may be family keepsakes, furniture, collectibles, documents, clothing, tools and household items everywhere.
Please don't assume everything needs to go into a dumpster.
Depending on what's in the home, we may want to bring in professionals for appraisals, auctions, donations, estate contents sales, junk removal or a complete house clear-out.
Starting early means families can make those decisions thoughtfully rather than trying to empty an entire house the weekend before photographs are scheduled. 😳
Step 4: Prepare the Property for Market
Once we know the legal timeline and have a plan for the property, we can begin preparing for the eventual sale.
That can include cleaning, repairs, landscaping, staging recommendations, photography, measurements, marketing preparation and gathering information buyers are likely to request.
By doing this work ahead of time, we can be ready to move when the estate is legally able to proceed.
The goal isn't to rush the estate. It's to remove unnecessary delays.
Step 5: List and Sell the Property
When the estate is ready, the property can be brought to market with a strategy based on its condition, location, current competition and the estate's objectives.
There may also be specific wording, documentation or conditions required because the seller is an estate.
That's another reason I want the estate's lawyer involved early. I want the real estate process and the legal process working together rather than discovering an issue after an offer arrives.
Why Starting Early Matters
Families sometimes call a REALTOR® when probate is nearly complete and say, “Okay, we're ready to sell.”
Then we discover there are three floors of belongings to sort, repairs that need attention, documents to locate and several family members who haven't yet agreed on what should happen.
Suddenly, everything feels urgent.
I'd much rather meet you earlier.
Even if the property won't be listed for several months, we can create a roadmap:
What needs to happen? Who needs to handle it? What can happen now? What needs to wait? And what absolutely does not need to be done?
That last question can save families a surprising amount of money and stress.
You Don't Need to Have Everything Figured Out Before You Call Me
If you've recently become responsible for an estate property in Waterloo Region or the surrounding area, you don't need to wait until the paperwork is complete or the house is emptied before reaching out.
In fact, I'd rather you didn't.
I can meet you at the property, help identify the real estate pieces that need attention, connect you with appropriate professionals where needed, and build a practical timeline around the estate's legal process.
There doesn't need to be a For Sale sign going up next week.
Sometimes the most valuable thing we can do first is simply make a plan.
Have an estate property and aren't sure where to begin? Let's start there.
Charlotte Ferguson, REALTOR®
Founder, Magnolia Group Realty
Royal LePage Wolle Realty