The Question I Always Ask My Seller Clients Before They List

And why their answer changes everything.

Before I ever run comps, pinpoint positioning, plan a home makeover, book a stager, or write a single line of listing copy, I ask my seller clients one question:

“What’s your primary goal?”

Not:

• “What do you want to get for the house?”

• “How quickly do you want to sell?”

• Or even “What’s your ideal scenario?”

Because in real estate, wants can get you emotionally attached.
And scenarios can shift with the market.
But a primary goal? That gives us focus. It tells me what to prioritize—and what not to waste your time, money or energy on.

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What Most Sellers Say First

They’ll usually start with:

“We want to sell fast.”
Or
“We want the best price possible.”

Of course! But when I encourage them further:

“If you had to choose just one—ease, speed or top dollar—what takes priority?”

They pause.
Because selling a home is rarely about just money or time. It’s about momentum, peace of mind, and knowing what matters most in this moment.

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Why This Question Matters

Generic real estate advice won’t help you in DC. Strategy only works when it’s personalized.

If my seller says in late July:

• “Our primary goal is to live in our new school district before fall semester starts,”
  → I’m not suggesting a three-week prep and staging plan.

If they say:

• “We’re not in a rush—we want to get the number,”
  → That’s a green light for a three phase marketing plan or timed pricing strategy.

And if they say:

• “We’re nervous about letting go of this home,”
  → That tells me we need space, reassurance, and more than just numbers.

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Zuzu’s Truth:

You can’t sell strategically if you don’t know your primary goal.
Not what your agent wants. Not what the market suggests.
What matters most to you.

That’s what I build around. Every time.

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Want to talk through your own primary goal before listing?
Reply here, or head to Sell at realestateinthedistrict.com and let’s talk.

Until next time,
Zuzu
Washington DC Real Estate Strategist (and translator of the chaos)

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