If you’re considering selling a property on Cape Cod this season, the difference between a good result and a great one often comes down to the preparation, positioning, and execution behind your listing. At the Guthrie Schofield Group, we’re having daily conversations with both buyers and sellers across the Lower and Outer Cape, and certain trends have become crystal clear.
This isn’t theory—it’s what we’re seeing in the field, deal by deal, week after week. Here’s what you need to know if you want to maximize your return in the current market.
1. Presentation Matters More Than Ever
Sellers are increasingly realizing that what a buyer sees in the first 10 seconds—both online and in person—can make or break the deal.
“We’re encouraging every seller to go further than they think they need to,” says Alfred Schofield. “That means repainting walls, upgrading light fixtures, power washing the exterior, replacing worn carpet, tuning up the landscaping, and removing clutter. Everything contributes to the perception of value.”
Buyers today are juggling interest rates, renovation costs, and timelines. They’re already hesitant to take on projects—and when a home looks like it needs too much, it becomes a mental 'no' before a showing even finishes.
“There’s a tipping point,” notes Chris Lubin. “Buyers are fine taking on one or two tasks, but once it feels like a full project list, their interest drops off sharply. Sellers who invest in pre-listing prep almost always see that investment come back to them—multiple times over.”
2. Photography Isn’t Optional—It’s Foundational
In a digital-first world, your first showing happens online. And yet, we continue to see listings using amateur photography—or no photography at all.
“You wouldn’t trust a friend to manage your investment portfolio,” says Tony Guthrie. “So why approach the marketing of your most valuable asset without a strategy? High-end real estate requires high-end representation, and that starts with visuals.”
We use full-day, professional photo sessions (including aerial drone footage and twilight shoots), because the difference in perception is measurable. Properties with professional photography receive more clicks, more shares, and more showings. It’s not a luxury—it’s a necessity.
3. Open Houses Are Driving Traffic Again
The role of the open house is evolving, and we’re seeing renewed energy and attendance across price points.
“With so many buyers starting their search casually—without a broker—open houses are the moment where they self-identify,” says Wesley Krell. “You need to be visible where buyers are comfortable, and right now, that’s often at weekend showings.”
For sellers, this means insisting on a thoughtful open house schedule and ensuring your listing agent knows how to create the right experience. It’s a key conversion point, and it deserves strategic attention.
4. A Strong Go-to-Market Strategy Is Non-Negotiable
Gone are the days when a listing could quietly “sit and wait.” The most successful listings are building buzz before they hit MLS.
“We’re seeing the best results in the first two weeks,” says Alfred. “If a listing doesn’t land strong, it’s incredibly difficult to recover momentum. That’s why we build anticipation—through whisper campaigns, social media teasers, and coordinated media releases.”
The goal is to go live to a warm audience—not a cold one. And every day that a property sits unsold, it invites a question that’s hard to undo: Why hasn’t it sold yet?
5. Pricing Strategy Defines Success
“You can never underprice a home,” Tony reminds us. “If you’re even slightly under, the market will self-correct—and it will reward you with activity, urgency, and competitive offers.”
We’re seeing this play out in real time. Sellers who take an aggressive stance on pricing—especially in the first 30 days—are consistently outperforming those who start high and adjust later. A listing that feels “hot” in week one can quickly turn stale by week six, and by then the price drops are chasing a market that’s moved on.
“Buyers now assume something must be wrong with any home that’s been on the market for 60+ days,” says Chris. “They don’t even ask for context—they just start waiting for the next price drop.”
The takeaway? Get ahead of that narrative. Control the momentum. Price to lead, not to test.
6. Septic and Title V Are Deal-Defining Factors
On the Lower and Outer Cape, septic compliance is more critical than ever.
“In the last six months, we’ve seen multiple systems that were previously considered compliant flagged for upgrades,” says Wesley. “Regulations are evolving, and sellers need to be out ahead of them.”
If you’re planning to sell, we strongly advise having your Title V inspection done early—and understanding where your property stands relative to local sewer expansion plans and nitrogen-sensitive zones. Surprises here can derail transactions.
Conclusion: Sellers Have More Control Than They Realize
While the market is no longer red-hot across the board, well-positioned listings are still moving quickly and profitably. The key is preparation, presentation, and partnership with professionals who know how to create market momentum.
If you’re thinking about selling, here’s our core advice:
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Prep your home with care—inside and out
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Invest in marketing that reflects the value of your asset
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Price with purpose to drive demand
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Know your septic and infrastructure status early
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Partner with experienced professionals who execute, not just list
We're here to help you do all of the above—and more.
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The Guthrie Schofield Group
www.guthrieschofieldgroup.com
Serving Chatham, Orleans, Eastham, Provincetown & Beyond
