Thursday, October 1, 2026
Selling a home on Long Island requires preparation, strategy and a clear understanding of today’s market. According to real estate professional Dawn Costello, sellers who take a proactive approach are best positioned for success — especially as buyer behavior shifts.
“I’m starting to see something new,” Costello said. “When you have 30 or 40 people at an open house and only one or two offers, it tells you buyers may be holding back.” She believes fatigue from repeated bidding wars plays a role. “Buyers are so exhausted from getting outbid they’re almost not even trying,” she said. “I’ve had buyers drive to an open house, see the line and go home.”
“Fatigued buyers need to feel like winning is possible,” she said. Anything sellers can do to reduce uncertainty and signal a straightforward transaction will convert into offers. These key things will help smooth the process.
Organized Information. Gather documents early, including the survey, records for the roof, heating systems, appliances, cesspool maintenance, and any major upgrades. If you have solar panels, let your agent know if they were purchased outright or leased, and what cost a buyer would have to incur.
“If you can answer questions right away, it builds trust and keeps things moving,” Costello said.
Pre-Inspection. Preparation extends to the home itself. Costello suggests a pre-inspection to uncover potential issues before they become negotiation points.
“Knowing about major issues gives you negotiating power,” she said. “You can get estimates ahead of time versus leaving it up to buyers to lower the offer blindly.”
Thoughtful Presentation. Decluttering, staging and completing minor repairs can significantly impact how a home is perceived. First impressions matter.
Offer Flexibility. She advises sellers to stay realistic and responsive once offers come in. Even in a competitive market, flexibility can make a difference. Be it on a closing date, leaving furniture, or minor repairs. When the price feels scary, generous terms can tip a buyer over the line.
“Right now, some buyers may be hesitant to jump into bidding wars,” Costello said. “That means a well-priced home with a prepared seller can still stand out.”
Costello's advice is simple: be the easy choice. “In a market where buyers are tired, a well-prepared home with a flexible, organized seller isn't just attractive — it's a relief."
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