Sellers remember the sale price. They live with the net. The difference between the two is a list of fees, credits and repairs that can reach 8 to 12 percent of the contract price, and most of it is negotiable before signatures, not after.
We built a 2026 seller net sheet from closing disclosures, title rate cards and real transaction costs in several markets. The aim is a single page you can update each time an offer arrives, so you compare cash rather than headlines.
Start with the gross, then subtract in order
List the contract price at the top, then subtract the payoff on every mortgage and lien, the commission, title and escrow charges, transfer taxes, prorated property tax and any agreed credits. Add back the earnest money you already hold, and the result is the wire you receive at closing.
Build the sheet in a spreadsheet, one column per offer. A higher price with a large repair credit can net less than a clean offer at a lower number. The sheet makes that visible in seconds, which is exactly when you need it.
The commission line
Commission is negotiated, not fixed by law. A common total in 2026 is 5 to 6 percent of the sale price, split between the listing side and the buyer's agent, though some listings use a flat fee or a lower rate. On a $450,000 sale, 5.5 percent is $24,750. That single line is usually the largest deduction after the mortgage.
Ask for the marketing plan and the exact services behind the number. A lower rate with weak photography and no negotiation support may cost more in the final price than it saves. Get the agreement in writing and check how long it runs.
Title, escrow and transfer costs
Title insurance, escrow or attorney fees, recording charges and courier fees usually total 1 to 2 percent of the price. Transfer taxes vary enormously by state and county, from a few hundred dollars to more than 1 percent of the sale. Ask the title company for a seller's estimate in writing before the listing goes live.
In some states the seller customarily pays for the owner's title policy; in others the buyer does. Custom is not law, and it is negotiable. The same is true for the survey, the well test and the septic inspection in rural areas.
Repairs and buyer concessions
After the inspection, buyers commonly ask for repairs or a credit. Budget 1 to 2 percent of the price for small fixes, and more if the roof, HVAC or foundation has a real problem. A credit is often cleaner than a rushed repair, because the buyer controls the contractor and the seller avoids scheduling risk.
Concessions can also cover the buyer's closing costs. That money comes out of your net, but it can keep a deal alive when the buyer is short on cash. Compare the concession against the cost of waiting another three months for a new buyer, including taxes, insurance and utilities.
A clean offer at a fair price usually beats a high offer with a long repair list. The net sheet is where that becomes obvious.
Prorations and the final reconciliation
Property tax, homeowner association dues, rent and utility deposits are prorated at closing. If you have already paid the year's tax, you get a credit for the buyer's share. If the buyer takes over mid-year, you owe your share. These amounts are small individually and can add up to a thousand dollars or more.
Keep receipts for capital improvements, because they may reduce capital gains tax. Talk to a tax professional about the exclusion rules for a primary residence and about any depreciation recapture on a rental. The net sheet is a cash document, not a tax return.
Key facts
- Typical total selling costs: 8 to 12 percent.
- Commission: commonly 5 to 6 percent, always negotiable.
- Title and escrow: 1 to 2 percent.
- Repair or concession reserve: 1 to 2 percent.
- Build one net sheet per offer, not one per listing.
A worked example
Take a $450,000 sale with a $260,000 mortgage payoff. Commission at 5.5 percent is $24,750. Title and escrow come to $5,400, transfer tax $1,800, prorated tax $1,200 and a repair credit $4,000. Subtract those from the price and the gross proceeds are about $152,850. That is the number to compare with your next offer, not the $450,000 on the sign.
If the seller had accepted a $465,000 offer with a $15,000 concession and a $9,000 repair demand, the net would be roughly $155,000, only slightly better and with more risk. The arithmetic is not glamorous, but it is decisive.
Before you list
Order the payoff statements, gather the deed and survey, and ask the title company for a seller estimate. Fix the small items a buyer will notice, but do not remodel on a guess. If you are also buying, read our fixer-upper renovation math guide before you commit to two transactions at once.
More buying and selling guides are on the Real Estate desk. For ownership and fair-housing questions, the U.S. Department of Housing and Urban Development publishes the rules that apply in most transactions.
