By Michela Worthington, ABR, SRS, REALM Certified | The OwnRVA Group, brokered by Real Broker, LLC
Selling a house is one of the largest financial transactions most people ever handle, and in Richmond right now it comes with real tailwinds — and a few traps. I want to walk you through exactly how the process works here in 2026, step by step, so you know what to expect from the day you decide to list to the day you hand over the keys. No fluff, no hype. Just the honest mechanics of getting your home sold for the most money, in the right timeframe, with the fewest surprises.
Let's start with where the market actually is.
Step 1: Understand the Richmond Market You're Selling Into
You can't price a home in a vacuum. As of 2026, the metro Richmond market still leans toward sellers. According to the Central Virginia Regional MLS, the median sales price for a single-family home in the metro was roughly $420,000 in spring 2026, with months of supply hovering around 1.4 months for single-family homes — well under the four-to-six months that defines a balanced market. Condos and townhomes were a bit looser, around 2.5 months of supply.
Days on market is tight, too. Depending on the data source and segment, well-priced homes have been going to pending in roughly 7 to 25 days as of 2026. That doesn't mean every home flies — it means correctly prepared and priced homes move quickly, while overpriced ones sit and go stale.
One more piece of context: 30-year fixed mortgage rates have been running in the low-to-mid 6% range in mid-2026 (around 6.3%–6.6% depending on the day and the borrower). Rates shape how much your buyer pool can afford, which is why pricing strategy and rates are connected. If you want a deeper dive on the numbers, I keep a running breakdown in my Richmond VA market report.
Step 2: Set the Right Price With a Real CMA
Pricing is where I earn my keep first. I'll prepare a comparative market analysis (CMA) — pulling recent sold comparables in your neighborhood, adjusting for square footage, condition, lot, updates, and time on market, then layering in what's currently active and pending. Active listings tell you about your competition; pending and sold listings tell you what buyers are actually paying.
In a low-inventory market, there's a temptation to "test" a high number. I'll be straight with you: overpricing is the most common reason a home stalls, and a stale listing usually sells for less than a sharply priced one because buyers assume something's wrong. My job is to position your price where it generates real traffic and, ideally, competing offers — not to flatter you with a number that won't appraise.
Step 3: Prep the Home and Tackle the Right Repairs
Before a single photo is taken, we get the house ready. Not every repair is worth your money — I'll help you spend where it returns and skip where it doesn't.
The high-return basics in Richmond homes are usually:
Declutter and depersonalize so buyers can picture themselves living there.
Deep clean — including carpets, windows, and grout.
Paint in neutral tones where walls are scuffed or boldly colored.
Fix the obvious — leaky faucets, sticking doors, dead bulbs, running toilets.
Curb appeal — fresh mulch, trimmed shrubs, a clean front door.
I generally recommend a pre-listing walkthrough so we catch items a buyer's inspector will flag. You don't have to fix everything, but knowing what's there lets us decide what to repair, what to disclose, and what to price around — instead of getting surprised mid-contract.
A word on disclosure: Virginia largely follows caveat emptor ("buyer beware"). Under the Virginia Residential Property Disclosure Act, sellers typically provide a Residential Property Disclosure Statement notifying buyers to exercise due diligence, rather than an exhaustive list of every defect. But you can never lie, actively conceal a known problem, or dodge a direct question — and certain items (like pending code violations) must be disclosed. I'll make sure your paperwork is done correctly so you're protected.
Step 4: Professional Photography, Marketing, and MLS Exposure
Buyers shop online first. The photos are the showing for most people scrolling at night. I invest in professional photography — and where it fits the home, drone and video — because listing images are what determine whether your home gets clicked or skipped.
From there, exposure is about reach. Your listing goes into the Central Virginia Regional MLS, which syndicates to the major portals (Zillow, Realtor.com, Redfin, and others) and feeds every agent's buyer searches. On top of that, I build the listing's marketing — written descriptions that highlight the home's genuine strengths, social promotion, and direct outreach to agents working with active buyers. Marketing describes the home and its features; it never targets or excludes any group of buyers, which is both the law and simply how you reach the largest possible pool.
Step 5: Time the Listing and Manage Showings
Timing matters, but it's often overstated. Spring and early summer historically bring the most buyers in Richmond, yet low inventory means good homes sell year-round. More important than the calendar is being genuinely ready — because a strong first week, while your listing is fresh and showing at the top of buyer searches, is where competing offers tend to come from.
Once we're live, showings begin. I'll set up scheduling, keep the home easy to show (the easier the access, the more offers), and gather feedback after each visit. If we're getting traffic but no offers, the feedback tells us whether it's price, condition, or photos — and we adjust quickly rather than waiting and hoping.
Step 6: Review Offers and Negotiate
When offers come in, price is only the headline. I'll walk you through the full picture of each one:
Financing — cash, conventional, FHA, VA — and the strength of the buyer's pre-approval.
Contingencies — inspection, appraisal, financing, and home-sale contingencies.
Earnest money deposit — the buyer's skin in the game.
Closing date and possession — does it match your timeline?
Requested concessions — closing-cost help, repairs, or credits.
A slightly lower offer with clean terms and a solid lender can beat a higher one stuffed with contingencies. My job is to negotiate the best net result for you and to keep the deal moving once we're under contract. If you're weighing whether to sell and rebuy, or sell an investment property, the dynamics shift — I cover that in my piece on investment properties in Richmond.
Step 7: Inspection, Appraisal, and Contingencies in Virginia
Once you accept an offer, the contingency period begins, and this is where many deals wobble.
Home inspection. In Virginia, inspections are usually handled through a separate addendum with a defined inspection period. The buyer hires an inspector, and based on the report may request repairs, a credit, or a price reduction. We'll respond strategically — I help you decide what's reasonable to address and what to hold firm on, given how the home is positioned.
Appraisal. If the buyer is financing, the lender orders an appraisal to confirm the value supports the loan. If it comes in below the contract price, the buyer can ask you to lower the price; if you decline and the appraisal contingency hasn't been waived, the buyer may be able to walk. This is exactly why disciplined pricing in Step 2 matters — a price that won't appraise can unravel a deal weeks in.
Financing. The buyer's loan has to clear underwriting. A strong pre-approval up front reduces this risk, which is why I scrutinize lender letters before recommending you accept an offer.
Most Richmond-area contracts run about 30 to 45 days from ratification to closing.
Step 8: The Virginia Closing Process and Your Seller Costs
In Virginia, closings (called "settlement") are handled by a title company or a real estate attorney, who runs title, coordinates documents, and disburses funds. Here's what typically comes out of your proceeds as a seller:
Real estate commissions — the largest line item, negotiated and agreed up front and disclosed in your listing agreement.
Virginia grantor tax — the state's seller transfer tax, generally $1 per $1,000 of sale price (about 0.1%). (Northern Virginia adds a regional fee; the Richmond region generally does not carry that extra congestion charge.)
Prorations — property taxes and any HOA dues are split between you and the buyer as of the closing date.
Payoff of your mortgage and any liens.
Settlement/title fees and miscellaneous recording charges.
As a rough planning figure, total seller costs in Virginia commonly land somewhere in the range of about 7%–10% of the sale price once commissions and all transaction costs are included, though your actual number depends on your loan payoff, your price, and what you negotiated. I'll give you a net-sheet estimate before you list, so you know your likely walk-away number from the start — not at the closing table.
How an Agent Actually Earns Their Keep
It's a fair question to ask what you're paying for. Here's my honest answer: pricing a home so it sells near the top of the market without stalling, preparing it so buyers compete, marketing it to the widest legitimate audience, screening offers so you don't accept a deal that collapses, negotiating inspection and appraisal issues, and steering the contract through 30–45 days of Virginia-specific paperwork without a costly misstep. Any one of those going sideways can cost you far more than the commission. That's the value — and it's why I'd rather earn it than promise you the moon.
If you're also curious which parts of town are drawing buyers right now, my guide to the best neighborhoods in Richmond, VA is a good companion read.
Working With Michela
I'm Michela Worthington with The OwnRVA Group, brokered by Real Broker, LLC. I hold the ABR (Accredited Buyer's Representative), SRS (Seller Representative Specialist), and REALM Certified designations, and I help Richmond-area homeowners sell with a clear plan and straight answers at every step. If you're thinking about selling — this year or next — I'm happy to prepare a no-pressure CMA and net-proceeds estimate for your specific home so you can make a decision with real numbers in front of you.
Ready to talk through your sale? Reach out here and let's map out your next move.
Frequently Asked Questions
How long does it take to sell a house in Richmond, VA in 2026?
It varies by price and condition, but well-prepared, correctly priced homes have been going under contract quickly in 2026 — often within roughly 7 to 25 days, per Central Virginia Regional MLS data. After you accept an offer, most Richmond-area closings take about 30 to 45 days, so plan for roughly two to three months from listing to keys overall.
How much are seller closing costs in Virginia?
Total seller costs commonly fall in the range of about 7%–10% of the sale price once you include real estate commissions, the Virginia grantor tax (generally $1 per $1,000 of price, about 0.1%), settlement and title fees, tax and HOA prorations, and your mortgage payoff. I provide a net-sheet estimate before you list so you know your likely proceeds up front. Figures are as of 2026.
What is the Virginia grantor tax?
The grantor tax is Virginia's seller-side transfer tax, generally assessed at $1 per $1,000 of the sale price (roughly 0.1%) and collected at settlement. Northern Virginia jurisdictions add a regional fee on top, but the Richmond region generally does not carry that extra charge.
Do I have to disclose problems with my house in Virginia?
Virginia largely follows caveat emptor. Under the Virginia Residential Property Disclosure Act, sellers typically provide a disclosure statement notifying buyers to exercise due diligence rather than itemizing every flaw. However, you can never lie, actively conceal a known defect, or refuse to answer a direct question, and certain items must be disclosed. I'll make sure your disclosures are handled correctly.
Should I make repairs before listing my home?
Often, yes — but selectively. High-return moves like deep cleaning, neutral paint, fixing obvious defects, and curb-appeal touch-ups usually pay off, while large remodels frequently don't return their cost. A pre-listing walkthrough helps us decide what to fix, what to disclose, and what to simply price around.
What happens if the appraisal comes in low?
If the buyer is financing and the appraisal comes in below the contract price, the buyer can ask you to lower the price. If you decline and the appraisal contingency hasn't been waived, the buyer may be able to walk away. This is exactly why disciplined, data-backed pricing matters — a price that won't appraise can derail a deal late in the process.
Is 2026 a good time to sell in Richmond?
As of 2026, metro Richmond still leans toward sellers, with low inventory (around 1.4 months' supply for single-family homes) and a median single-family sales price near $420,000. Low supply and steady buyer demand are favorable conditions for sellers, though your specific result depends on your home, price, and preparation. A CMA on your property is the best way to know where you stand.