Ever walk into a listing appointment and the seller proudly announces:
“We just spent $20,000 on new tile and a wine fridge — that should add at least $30,000 to the value, right?”

Cue the awkward silence.

Most homeowners have no idea which improvements help them get more money — and which are just expensive ways to feel productive.

As their agent, that’s YOUR job to know.
And if you want to become the trusted authority in your market, it’s time to stop nodding along and start leading with real advice.

The Myth of ROI

Let’s start with the hard truth:

• Not every improvement increases value.
• Not every dollar spent comes back.
• Some upgrades actually hurt your sale.

What most agents never learn is the difference between:

• Functional repairs
• Cosmetic upgrades
• And value-add improvements

If you treat them all the same, you’re misleading your seller — and you’re killing your credibility.

Repairs vs. Value Adds — Know the Difference

Here’s the rule of thumb:

Repairs = expected. Not rewarded.
You don’t get a bonus for replacing a broken HVAC system or installing a new roof. Buyers expect that stuff to work.

Upgrades = case-by-case.
A new kitchen? Maybe. A custom tile mosaic in the bathroom? Not so much.
A fresh coat of neutral paint? Absolutely. $10K in high-end wallpaper? Nope.

Value-add = strategic.
Think curb appeal, flooring, decluttering, staging. These are the things that change perception, photos, and showings.

The smartest agents separate these clearly — and explain the why behind it.

The Easy Wins Every Agent Should Recommend

Here’s where agents can shine — showing sellers how to get the most bang for their buck.

• Paint: Light, neutral colors make everything look newer and bigger.
• Flooring: Replacing worn-out carpet is a no-brainer.
• Lighting: Brighter rooms = better photos = more showings.
• Landscaping: Fresh mulch, trimmed bushes, and flowers increase curb appeal fast.
• Decluttering: Costs nothing, adds thousands.
• Staging (or pre-staging tips): Minor changes in layout can majorly boost perceived value.

These are the go-to strategies that help listings stand out and get offers faster — and higher.

What to Skip (Or Shut Down Fast)

Now here’s what doesn’t usually help:

• Luxury customizations: Steam showers, built-in espresso bars, imported backsplash tile — great for living, terrible for selling.
• Overpersonalization: Bright colors, murals, unique flooring — they reduce buyer interest.
• Pool installations: Can actually lower value in many markets.
• Garage conversions: Most buyers want their garage back.
• Anything too taste-specific or style-heavy.

If your seller starts listing these “features” like selling points, it’s your job to gently — or not-so-gently — bring them back to earth.

Your Role as the Advisor, Not the Cheerleader

Here’s where most agents fail: They’re afraid to tell the truth.

They smile, nod, and hope the house sells itself — and when it doesn’t, they blame the market.

Not you.

You’re the pro. You’re the strategist. You’re the one with the experience and backbone to say what needs to be said.

When you do that, sellers listen.
They respect you.
They refer you.

And you stop wasting time listing overpriced, over-“improved” homes that sit.

If you’re ready to become the kind of agent who advises with confidence — and gets hired again and again because you actually tell the truth…

Subscribe to My YouTube Channel

My videos break down exactly how to:

• Lead sellers with confidence
• Avoid costly listing mistakes
• And become the agent whose advice actually moves the needle

No B.S.  No sales pitch. Just the tools and training to help you dominate your market — and your listing appointments.

Hit subscribe and stop guessing. Start winning.

To your unstoppable success,

Greg Luther