Selling a house without a realtor

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Step 1: Price Your Home. First things first – figure out the value of your home. At this point, you or your real estate agent should be “running comps.”. This means reviewing all the houses that have sold that are similar to yours in terms of size, number of bedrooms and bathrooms, neighborhood, etc., in the recent past.If you are planning to sell or rent your house, it is essential to be aware of the role of an Energy Performance Certificate (EPC) in the process. An EPC certificate provides poten...Cash home buyers. If you want to sell quickly, working with a “we buy houses” company could help you close on a sale in 7–10 days, regardless of the home’s condition. An iBuyer may be able to close in two weeks and will pay closer to market value for your home. However, iBuyers are more selective than the “we buy houses” companies ...2. They have turbocharged searching power. The Internet is awesome. You can find almost anything—anything! And with online real estate listing sites such as …Selling your home without a realtor means you won’t have to pay a listing commission, which in Iowa averages 3.0% of the sale price. Considering a typical Iowa house is worth about $193,000, that’s a savings of $5,713. However, trying to sell a home For Sale by Owner (FSBO) can be tough. It will cost you a lot of time and energy.Aug 3, 2021 · 3. View homes for sale. Once you find a home online, you should see it in person either by attending an open house or scheduling a tour to view the listing. You should also be clear with the listing agent that you’re buying a house without a real estate agent. Buying a house without a real estate agent. In most cases, buyers don’t directly pay their real estate agent—the buyer's agent commission is paid by the seller, so whether you use an agent or not, you won't be out of pocket. A good real estate agent makes their job look easy; look at homes all day, set up appointments, then make a couple of …Feb 3, 2022 · Pros Of Selling A House By Owner. Lower commission fees: In typical real estate transactions, 5% – 6% of the total sale price goes to agent commissions – half to the buyer’s agent and half to the seller’s agent. In FSBO transactions, the commission is only paid to the buyer’s agent because the seller isn’t working with an agent. Selling your house is a significant milestone that often comes with its fair share of challenges. While many homeowners rely on realtors to guide them through the selling process, there is a growing trend of individuals opting to sell their houses without the help of a real estate agent.This guide aims to provide you with the essential information and …If you sell your home for $500,000 through a realtor, they will take $30,000 as a realtor fee. This fee is the agent’s commission, and the national average is around 6% of the total sale price. This commission is then divided between the seller and the buyer’s agent. Most of the time, the seller pays the entirety of this commission, meaning ...Jul 9, 2018 ... Forty-three percent of people who sell without a real estate agent think that if they sell themselves, they'll end up doing a little extra ...Sell to an iBuyer. Another way to sell your home is to an iBuyer, who are online real estate investors who make instant offers on homes, without the involvement of real estate agents. Then they resell it on the market for a higher price. Fun fact: the “i” in iBuyer stands for “instant,” and not “internet.”.Selling your home without a realtor means you won’t have to pay a listing commission, which in Hawaii averages 2.5% of the sale price. Considering a typical Hawaii house is worth about $826,000, that’s a savings of $20,980. However, trying to sell a home For Sale by Owner (FSBO) can be tough. It will cost you a lot of time and energy.May 8, 2023 · Selling without a real estate agent means avoiding a listing commission (2.7% on average in Utah). But in exchange for those savings, you’ll have to do everything from advertising your home to negotiating the final deal. In most cases, you’ll still need to offer a buyer’s agent commission. 2.7% is typical in Utah. Transfer tax. $0.75 per $500 of sale price. To pay the county and the state of Oklahoma for the title transfer. Based on service estimates from across the country. On average, it costs 7.5% of the home price to sell by owner and about 10% of the home price to sell with a real estate agent.A: There are several steps you should take when selling your house for cash without a realtor in Wisconsin. Firstly, provide a detailed description of the property and its features to potential buyers. Secondly, obtain an accurate valuation of the property, as this will help you determine an appropriate asking price.Selling your home without a realtor means you won’t have to pay a listing commission, which in Iowa averages 3.0% of the sale price. Considering a typical Iowa house is worth about $193,000, that’s a savings of $5,713. However, trying to sell a home For Sale by Owner (FSBO) can be tough. It will cost you a lot of time and energy.Selling your home without a realtor means you won’t have to pay a listing commission, which in Minnesota averages 2.7% of the sale price. Considering a typical Minnesota house is worth about $308,000, that’s a savings of $8,408. However, trying to sell a home For Sale by Owner (FSBO) can be tough. It will cost you a lot of time and …If you’re on the market for a new home, there’s plenty of resources available to help you find the right fit. From consulting with a realtor to conducting your own search, here are...For the typical home in Illinois ($267,677 on average), the seller would pay around $14,026. Selling without an agent means you’ll only pay the buyer’s agent commission — typically 2.56%, or $6,852. So, selling a house by owner in Illinois could save you around 2.68%, or $7,174, on commissions. While it’s typical for both the listing ...Selling your house without a real estate agent in Washington can save you from paying an average of $15,504 in realtor commission. It can also give you more control over your home sale than you might have selling with an agent. However, selling without a real estate agent, also known as listing for sale by owner (FSBO), has risks.Talk to the Neighbors. One thing you might want to do is check in with the other people that live near your undeveloped land. It’s possible that they would want to buy the land themselves. Sometimes people will do this so as to preserve their privacy and avoid having new development close to their home.Survey results released by Fannie Mae show that both homebuyers and sellers agree: The housing market is pretty rough right now. By clicking "TRY IT", I agree to receive newsletter...Find Out How It Works Now! Here are ten tips you need to master in order to sell your house in Mississippi without a Realtor and sell it like a total professional so you can get the best return on your investment. 1. Scope Out the Competition (Be A Nosey Neighbor) You know what they say about knowing your enemy.Selling a home without a Realtor may be an option if you’re trying to save money on real estate commissions. The typical real estate commission is 5% to 6% of the purchase price paid for by the …For Sale By Owner Closing Documents. After you’ve gone through 2 phases of selling a house without a realtor paperwork, you will require certain documents at closing. Affidavit of Title: This document is a sworn statement regarding ownership of the property that provides certainty about chain-of-title.Learn more about us and our mission to simplify every step of the real estate journey. Selling your home without a realtor means you won’t have to pay a listing commission, which in Arizona averages 2.8% of the sale price. Considering a typical Arizona house is worth about $409,000, that’s a savings of $11,452.Find Out How It Works Now! Here are ten tips you need to master in order to sell your house in New Hampshire without a Realtor and sell it like a total professional so you can get the best return on your investment. 1. Scope Out the Competition (Be A Nosey Neighbor) You know what they say about knowing your enemy.Yes, you can sell it yourself. How hard this will be depends on your market and skill. In a hot market, simply listing your house will be sufficient to get offers. In a cooler market, you'll need to figure out pricing, staging, marketing, open house showings, negotiations, etc.Steps for buying a home without a realtor. 1. Figure out your budget and get preapproved for a mortgage. A good rule of thumb is to look for homes that cost no more than five times your gross household income. So, if you earn $100,000 per year, the maximum shouldn't exceed $500,000.To sell your home without the help of a realtor, you’ll need to: Determine a price. A realtor would normally perform a competitive market analysis (CMA) to find the best price for …May 17, 2023 · Learn more about us and our mission to simplify every step of the real estate journey. Selling your home without a realtor means you won’t have to pay a listing commission, which in Virginia averages 2.6% of the sale price. Considering a typical Virginia house is worth about $352,000, that’s a savings of $9,011. How to choose the right real estate agent for you. Learn the difference between a real estate agent, a Realtor, and a broker, and learn the questions to ask to make sure you choose...For Sale By Owner (FSBO). Traditionally, only about 7%-8% of homeowners go the solo route in selling their homes. Although the appeal of FSBO lies primarily in …The median home in Montana sells at $427,886. At that price, you’ll pay $25,673 in commissions alone if you’re selling your home. You can save at least $12,837, or half the total commission, by selling your house without a realtor. In fact, 26% of Gen X’ers and 36% of millennials list FSBO and save thousands according to Zillow.May 8, 2023 · Selling without a real estate agent means avoiding a listing commission (2.7% on average in Utah). But in exchange for those savings, you’ll have to do everything from advertising your home to negotiating the final deal. In most cases, you’ll still need to offer a buyer’s agent commission. 2.7% is typical in Utah. May 17, 2023 · 7 steps to sell a home in Michigan without a realtor. Selling a home without a realtor involves many of the same steps as selling with one, except you’re on your own. To learn more about the basic steps to sell, read our simple, 12-step guide to selling a house. For Michigan FSBO sellers, here’s what you need to know. 1. Get your home ready ... Selling jewelry doesn’t have to be a hassle. Whether you’re trying to make a little extra cash or you’re just cleaning house, these are the best places where to sell jewelry. There...Nov 11, 2022 · 5 Times To Consider Buying a Home Without a Realtor. Although the vast majority of people rely on a buyer’s agent for a home purchase–about 88%, according to a 2020 survey by the National ... Jan 5, 2023 · Discover the secrets of selling your home independently in 2023 with our Ultimate Guide. Packed with valuable insights, tips, and strategies, this blog post empowers homeowners to navigate the real estate market confidently, saving thousands on realtor fees. Start your successful home selling journey today! When it comes to buying or selling a property, the expertise and knowledge of a local realtor can make all the difference. While you may be tempted to go with a realtor from outsid...A good agent is informative, honest and will do the bulk of the work while advocating for your best interests. That agent's recommendations will result in a fair sale price and a quick sale. Still, so many homeowners decide to try selling their home without a real estate agent on the assumption that they'll be able to pocket more money without ...7 steps to sell a home in Indiana without a realtor. Selling a home without a realtor involves many of the same steps as selling with one, except you’re on your own. To learn more about the basic steps to sell, read our simple, 12-step guide to selling a house. For Indiana FSBO sellers, here’s what you need to know. 1. Get your home ready ...For Sale By Owner (FSBO). Traditionally, only about 7%-8% of homeowners go the solo route in selling their homes. Although the appeal of FSBO lies primarily in …Learn more about us and our mission to simplify every step of the real estate journey. Selling your home without a realtor means you won’t have to pay a listing commission, which in West Virginia averages 2.7% of the sale price. Considering a typical West Virginia house is worth about $144,000, that’s a savings of $3,917.If you’re looking for a no-nonsense way to sell your home quickly, without hiring a real estate agent, selling to an iBuyer may be worth considering. Generally, here’s how it …Sell to an iBuyer. Another way to sell your home is to an iBuyer, who are online real estate investors who make instant offers on homes, without the involvement of real estate agents. Then they resell it on the market for a higher price. Fun fact: the “i” in iBuyer stands for “instant,” and not “internet.”.Sell to an iBuyer. Another way to sell your home is to an iBuyer, who are online real estate investors who make instant offers on homes, without the involvement of real estate agents. Then they resell it on the market for a higher price. Fun fact: the “i” in iBuyer stands for “instant,” and not “internet.”.Aug 3, 2023 · The Role of Realtor Fees in Traditional Home Sales. It is crucial to comprehend the role of Realtor fees in traditional home sales when selling your house without a Realtor. Realtors typically demand a fee which depends on the sale price and an accord between buyers and sellers. This payment can vary from 3% to 6%, depending upon local market ... 3. Hire a flat fee MLS listing service. If you list your home without a realtor, a flat fee MLS listing service can help you increase your listing’s visibility without breaking the bank. While realtors charge 2.5–3% to sell your home, a flat fee MLS company can list your home for a few hundred dollars.Sell to an iBuyer. Another way to sell your home is to an iBuyer, who are online real estate investors who make instant offers on homes, without the involvement of real estate agents. Then they resell it on the market for a higher price. Fun fact: the “i” in iBuyer stands for “instant,” and not “internet.”.To sell your home without the help of a realtor, you’ll need to: Determine a price. A realtor would normally perform a competitive market analysis (CMA) to find the best price for …Here’s how to sell a house without a realtor. Selling your home isn’t cheap. According to one new study, the costs to sell your home via a traditional real estate agent could be anywhere from $20,000 to $30,000. So it’s no wonder the prospect of paying that kind of money inspires many people to try selling their house themselves!You’ll need the deed to show that the house is yours to sell. 4 Once the sale is complete, you’ll have to transfer the title over to the new owner. You may also wish to seek what’s known as “title reports,” which can validate the status of your title. The document will include the: History of the property. Rights as title owner.If you’re looking for a no-nonsense way to sell your home quickly, without hiring a real estate agent, selling to an iBuyer may be worth considering. Generally, here’s how it …Selling your home without a realtor means you won’t have to pay a listing commission, which in Florida averages 2.7% of the sale price. Considering a typical Florida house is worth about $378,000, that’s a savings of $10,206. However, trying to sell a home For Sale by Owner (FSBO) can be tough. It will cost you a lot of time and energy ...2. Price your home accurately. The number one mistake people make when selling their home without an Alaska realtor is mispricing their home. Research suggests that FSBO sellers get 5–26% less for their homes compared to realtor-sold homes. For the average Alaskan home, this could cost you $16,950–$88,000.Realtors don’t sell houses out of the kindness of their hearts. They work on commission – and every penny in their pocket is pinched out of yours. Nationwide, average realtor commissions amount to 5-6% of the value of a …If you are planning to sell or rent your house, it is essential to be aware of the role of an Energy Performance Certificate (EPC) in the process. An EPC certificate provides poten...Nov 26, 2019 ... But if you want to sell your home without an agent, you'll need to run your own comps. Public records, the Recently Sold filter on Zillow, and ...Next, let’s review the FSBO process step by step. 1. Prepare your house for sale. Whether you’re selling with an agent or FSBO, at a minimum you’ll want to get your Ohio home into respectable shape before any showings to increase your chances of receiving a fair price. Here are a few standard tasks to add to the list.Selling without a real estate agent, known as listing For Sale By Owner (FSBO), is a viable option for experienced home sellers who are willing to put in the ...1. Get a cash offer from an investor. If you need to sell fast without a realtor, you can usually get the quickest offers from investors. Investors include national brands like We Buy Houses and local house flippers. They can usually make offers on the spot and close in …Feb 10, 2021 · 3. Set the Price. You could do your homework on homes sold in your area, get a comparative market analysis (CMA) from an agent and consult real estate websites for estimates. You might also want ... You’ll need to do this step with or without an agent, but it’s an important one that bears repeating. Deep cleaning and decluttering get you off to a good start. You may also want to paint and make minor repairs. If you hire a cleaner, be prepared to pay $100 to $200, or $25 to $90 per hour. Add curb appeal.How to Sell a House Fast without a Realtor: Guide for 202 2. When selling property, the goal is to maximize profit and get the most money for your home possible. To do this, most people assume they need to hire a realtor. That choice alone can substantially cut into your earnings. High commission costs, and the strange practice of needing to ...Selling a home for profit can sometimes create a complicated tax situation. We discuss the rules surrounding capital gains taxes on selling a house. Calculators Helpful Guides Comp...3. Hire a flat fee MLS listing service. If you list your home without a realtor, a flat fee MLS listing service can help you increase your listing’s visibility without breaking the bank. While realtors charge 2.5–3% to sell your home, a flat fee MLS company can list your home for a few hundred dollars.Read more. Selling a Home without a Realtor: 1. Prepare your Home for Selling, 2. Set an Accurate Price, 3. Do Home Listing and Marketing, 4. Show home.Find Out How It Works Now! Here are ten tips you need to master in order to sell your house in Delaware without a Realtor and sell it like a total professional so you can get the best return on your investment. 1. Scope Out the Competition (Be A Nosey Neighbor) You know what they say about knowing your enemy.How to Sell a House Without a Realtor. Leanring how to sell your house without a realtor has become one of the most empowering trends that tech-savvy people have been steering toward. Not just for the penny pinchers, even Elon Musk harnesses technology to have a successful home sale without a Realtor. Homeowners realize that as long as they can do a bit of research, use … A REALTOR® knows this paperwork like the back of their hand because they deal with it daily. Those who decide to sell a home without a REALTOR® must do a lot of legwork to complete their paperwork accurately and promptly. Sellers who don’t have their paperwork in order appear disorganized and can cause delays, which can discourage buyers. Survey results released by Fannie Mae show that both homebuyers and sellers agree: The housing market is pretty rough right now. By clicking "TRY IT", I agree to receive newsletter...Mar 30, 2022 ... As a buyer, you won't have to pay commissions whether you are representing yourself or not. Normally the selling agent gives a percentage of ...Learn how to sell your house yourself without a real estate agent and save on commissions. Find out the legal paperwork, marketing tips, and benefits and drawbacks …Learn more about us and our mission to simplify every step of the real estate journey. Selling your home without a realtor means you won’t have to pay a listing commission, which in Louisiana averages 2.7% of the sale price. Considering a typical Louisiana house is worth about $187,000, that’s a savings of $5,086.May 3, 2020 ... A: The reason most people sell their homes without a Realtor, is to save money on commission. However, there are many reasons why this may not ...May 17, 2023 · Learn more about us and our mission to simplify every step of the real estate journey. Selling your home without a realtor means you won’t have to pay a listing commission, which in Virginia averages 2.6% of the sale price. Considering a typical Virginia house is worth about $352,000, that’s a savings of $9,011. You’ll need to do this step with or without an agent, but it’s an important one that bears repeating. Deep cleaning and decluttering get you off to a good start. You may also want to paint and make minor repairs. If you hire a cleaner, be prepared to pay $100 to $200, or $25 to $90 per hour. Add curb appeal.Selling jewelry doesn’t have to be a hassle. Whether you’re trying to make a little extra cash or you’re just cleaning house, these are the best places where to sell jewelry. There...Home sellers in Ohio typically pay 5.81% of the home sale price in total realtor commissions. For the typical home in Ohio ($212,539 on average), the seller would pay around $11,137. Selling without an agent means you’ll only pay the buyer’s agent commission — typically 2.62%, or $5,569. So, selling a house by owner in Ohio could …Aug 3, 2021 · 3. View homes for sale. Once you find a home online, you should see it in person either by attending an open house or scheduling a tour to view the listing. You should also be clear with the listing agent that you’re buying a house without a real estate agent. Aug 22, 2023 · 7. Attract Offers from Local Nevada Buyers. 8. Be a Shrewd Negotiator. 9. Don’t Let the Deal Fall Through in Escrow. 10. Turn Over the Keys at Closing. When you are a Nevada homeowner, you’re in a unique position when it comes to selling your property. May 4, 2023 · Selling your home without a realtor means you won’t have to pay a listing commission, which in Florida averages 2.7% of the sale price. Considering a typical Florida house is worth about $378,000, that’s a savings of $10,206. However, trying to sell a home For Sale by Owner (FSBO) can be tough. It will cost you a lot of time and energy ... 3. View homes for sale. Once you find a home online, you should see it in person either by attending an open house or scheduling a tour to view the listing. You should also be clear with the listing agent that you’re buying a house without a real estate agent.1 day ago · Commission savings: The real estate commissions on a home sale, which are paid by the seller, typically total somewhere between 5 and 6 percent of the purchase price. So not using a listing agent ... Pro: You Can Save Money. The average real estate commission is 6 percent, which can be fairly significant. A 6 percent commission on a $300,000 home, for example, is $18,000. Granted, some will argue that you won’t save money with an FSBO. “Whenever I’ve sold a house, and I’ve looked at comparables in my area and come up with a price ...In Rhode Island, the average realtor commission rate is 5.50% to 5.50%. If you sell a house worth $432,700 — the median home value in Rhode Island — that’s over $13,000, which is a huge chunk of your potential profits. Selling without a real estate agent, known as listing For Sale By Owner (FSBO), is a viable option for experienced home ...For one, if you aren't familiar with the home's flaws and what is in need of renovating/repairs, you can ask your Realtor for his take or even hire a home ...Learn more about us and our mission to simplify every step of the real estate journey. Selling your home without a realtor means you won’t have to pay a listing commission, which in Arizona averages 2.8% of the sale price. Considering a typical Arizona house is worth about $409,000, that’s a savings of $11,452.For one, if you aren't familiar with the home's flaws and what is in need of renovating/repairs, you can ask your Realtor for his take or even hire a home ...On average, a realtor earns 6% off the final purchase price of your home as commission, which is then split with the buyer’s agent. But, if you forego using an agent to sell your house, you can save 3%. For example, if you sell a property for $400,000, you can save $12,000 just by doing the heavy lifting on your own.A real estate agent vs broker vs Realtor differs by their education, responsibilities, and NAR membership. Learn more about each role here. Real Estate | Versus REVIEWED BY: Gina B...If you are planning to sell or rent your house, it is essential to be aware of the role of an Energy Performance Certificate (EPC) in the process. An EPC certificate provides poten...Jun 21, 2018 ... In this episode, we discuss how to buy a house without a realtor as a first time home buyer and tops tips to help. Remember to get your ...Aug 22, 2023 · 7. Attract Offers from Local Nevada Buyers. 8. Be a Shrewd Negotiator. 9. Don’t Let the Deal Fall Through in Escrow. 10. Turn Over the Keys at Closing. When you are a Nevada homeowner, you’re in a unique position when it comes to selling your property. If you’re looking to buy or sell a property in Bird Island, MN, finding the right realtor is crucial. A knowledgeable and experienced real estate agent can help you navigate throug...Selling your home without a realtor means you won’t have to pay a listing commission, which in North Dakota averages 3.0% of the sale price. Considering a typical North Dakota house is worth about $239,000, that’s a savings of $7,074. However, trying to sell a home For Sale by Owner (FSBO) can be tough. It will cost you a lot of time and ...Realtors don’t sell houses out of the kindness of their hearts. They work on commission – and every penny in their pocket is pinched out of yours. Nationwide, average realtor commissions amount to 5-6% of the value of a …Learn how to sell your home without an agent and save money on commissions, but be prepared for more work and legal and financial paperwork. Find out how to set a realistic price, list your home online, show it to potential buyers, and hire a …A Real Property Report, often abbreviated to “RPR”, is a legal document completed by a land surveyor. An up to date RPR is required in order to sell your ...Dec 2, 2022 · You could net less money: Selling a house without a Realtor typically leads to a lower sale price, according to NAR data. The median sale price of a FSBO home was $225,000 in 2022, a whopping ... Selling your home without a realtor means you won’t have to pay a listing commission, which in New York averages 2.6% of the sale price. Considering a typical house is worth about $411,000, that’s a savings of $10,727. However, trying to sell a home For Sale by Owner (FSBO) can be tough. It will cost you a lot of time and energy.You’ll save money on REALTOR® commission fees. One of the biggest perks of selling your house without the help of a REALTOR® is that you don’t have to pay to hire a REALTOR®. This could result in savings of up to 6% in commission. For example, if your home sold for $500,000 and you hired a REALTOR®, they would get to keep the …Find Out How It Works Now! Here are ten tips you need to master in order to sell your house in Maine without a Realtor and sell it like a total professional so you can get the best return on your investment. 1. Scope Out the Competition (Be A Nosey Neighbor) You know what they say about knowing your enemy.Selling your home without a realtor means you won’t have to pay a listing commission, which in Nebraska averages 3.0% of the sale price. Considering a typical Nebraska house is worth about $234,000, that’s a savings of $6,926. However, trying to sell a home For Sale by Owner (FSBO) isn’t entirely free. It will cost you a lot of time and ...There’s more than one way to sell a house. In addition to FSBO, below we list out a few of the methods available to Florida sellers. Option 1: Request a cash offer for your home at any time. Another option for selling a house without a real estate agent is to work with an investor or house buying company purchasing homes for cash in your area. Learn the steps to sell your home by owner, from pricing and marketing to closing and legal issues. Find out if it's right for you, how to save money, and what to expect. See tips and resources from Redfin experts. 9. Don’t Let the Deal Fall Through in Escrow. 10. Turn Over the Keys at Closing. When you are an Montana homeowner, you’re in a unique position when it comes to selling your property. You’ve lived in your home. You’re privy to the property’s perks and unique details that a real estate agent might miss.Jan 16, 2024 ... How to Sell a Home in Florida (Without a Realtor). DIY Realty | beycome.Attract Offers from Local Hawaii Buyers. 8. Be a Shrewd Negotiator. 9. Don’t Let the Deal Fall Through in Escrow. 10. Turn Over the Keys at Closing. When you are a Hawaii homeowner, you’re in a unique position when it comes to …Selling without a real estate agent in Texas . Listing your home without a real estate agent will save you on listing agent commission, which averages 2.89% of a home’s final sale price in Texas (that’d save you $8,670 on a $300,000 home.) Key drawbacks to FSBO in Texas. The process of selling a house can be super-challenging.Mar 28, 2019 ... Without a real estate agent, you'll need to do the calculating on your own, and if your numbers are off, which isn't uncommon, you could ...Learn how to sell your home without an agent and save money on commissions, but be prepared for more work and legal and financial paperwork. Find out how to set a realistic price, list your home online, show it to potential buyers, and hire a …Selling a home for profit can sometimes create a complicated tax situation. We discuss the rules surrounding capital gains taxes on selling a house. 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