Five Common Seller Missteps That Could Cost Thousands, According to Zillow

Selling a home is one of the biggest financial moves most people make — and getting it wrong can be costly. New survey data from Zillow and The Harris Poll highlights five common misconceptions homeowners have about the process, along with two things sellers tend to get right.

1. Investing in the wrong projects
A full addition might sound like a value booster, but nearly one-quarter of homeowners (23%) mistakenly believe it offers the best return on investment before selling. Zillow’s data shows that smaller, less expensive updates — think fresh paint or landscaping — typically deliver a better payoff.

“Many sellers assume that big, expensive renovations will guarantee a higher sale price,” Christina Pappas, president of The Keyes Company and Illustrated Properties in Miami, told Zillow. “In reality, buyers respond more to a thoughtful presentation: smart pricing, polished staging, a high-impact digital presence, and strategic updates like a fresh coat of paint.”

2. Forgetting about “screen appeal”
First impressions now happen online. Forty percent of homeowners still believe curb appeal matters most, but Zillow notes that immersive online marketing pays off. Homes listed with Zillow Showcase — featuring large, high-resolution images, 3D tours, and interactive floor plans — sell for about 2% more than similar non-Showcase listings.

3. Skipping key steps when hiring an agent
A quarter of homeowners believe they can skip reading reviews, checking sales history, or interviewing candidates before choosing an agent. Zillow warns that those steps are essential for pricing and marketing a home effectively in a shifting market.

4. Highlighting the wrong features
Nearly half (45%) of homeowners think an open floor plan is the most valuable listing feature — but Zillow’s research shows those homes actually sell for 0.2% less than expected. By contrast, natural finishes such as white oak floors, walnut cabinetry, and soapstone countertops can bring as much as 3.5% more, yet only 9% of sellers recognize the advantage.

5. Misunderstanding disclosure laws
More than half of homeowners (56%) think sellers should hide issues such as structural damage, pest infestations, or asbestos to move a home faster. That’s not just risky — it could be illegal. Sellers are required to disclose known problems, and a qualified agent can guide them through those requirements.

What sellers get right

Many homeowners understand the importance of visibility. Thirty-seven percent say the most important question to ask an agent is where the home will be listed. Seventy percent know that making the listing public on all major portals — including Zillow, Redfin, and Realtor.com — offers the best shot at top dollar.

Only 8% believe a private, brokerage-only listing is the best way to maximize price, and Zillow’s research supports that: sellers who skipped the MLS typically earned nearly $5,000 less.

In a market where conditions can shift quickly, understanding buyer behavior and leaning on an experienced agent can help sellers avoid expensive missteps — and keep more money in their pocket.