The method
How We Sell a Home: The White Glove Home Sale Method™
Six steps, from the first walk-through to moving day: Assess, Prepare, Position, Launch, Negotiate, Move. The prep work is on us, at no additional cost.
The short version
Most agents put a sign in the yard and market the home the way it is. Then the seller gets a list: paint this, fix that, clear out the basement, find a stager. Figuring out how to get all of it done is left to you.
We do it differently. The Mike Webb Team gets your home ready to win before it ever hits the market, and the preparation is on us, at no additional cost to you. That is true for every seller we work with, whether the home is a house, a condo, a duplex or a townhouse.
The way we do it has a name, The White Glove Home Sale Method™, and it runs in six steps: Assess, Prepare, Position, Launch, Negotiate and Move. Each one is below, in plain words, with what we do and what you can expect.
Mike and Claudia have been in real estate for more than 34 years and have helped more than 2,500 families. Improve what matters. Skip what doesn't.
Tell Us About Your Home
Assess: We start with your house and what it is up against
Everything starts with a walk through your home together. We look at it the way a buyer will: what they will notice first, what will worry them, and what they will love. We also look at your timeline and what you need from the sale.
Then we look at the competition. Buyers never see your home alone. They see it next to every other home they toured that weekend and every home that recently sold nearby. We look at what is for sale and what has sold close to you, in your price range and of your type.
Property type matters more than people expect. In September 2026, NVAR reported condo and townhouse listings across its Northern Virginia region up 49.7% from a year earlier, while detached listings rose only 5.7%. A detached house and a condo can be in very different markets on the same street.
Claudia is the one asking the most important question at this stage: do you really need to spend money on this? Sometimes the answer is yes. A lot of times, it is no.
For Nadeen S., it started with about a one-hour property assessment and recommended upgrades. You leave the walk-through with a plan and no pressure to act on it before you are ready.
Prepare: Keep, fix, improve or skip
Every item in your home goes into one of four groups. Keep what already works for buyers. Fix what will hurt the sale if it stays. Improve what will pay you back. Skip what will not. Strategy comes before spending, and we never assume a seller needs renovations.
We are not going to recommend an expensive renovation because somebody on the internet says every house needs a new kitchen before it can sell. If your money is better left in your pocket, we will tell you that.
Then we do the work. The White Glove Home Sale Method™ covers it for every seller, at no additional cost:
- Painting, inside and out
- Handyman repairs and caulking
- Professional staging
- Deep cleaning, carpet cleaning and window cleaning
- Power washing and landscaping
- Removal of unwanted items and furniture
- Taking donations to the charity of your choice
Claudia runs it all: the timeline, the contractors, the crews and the details. You do not have to find a handyman or book a stager.
One family we helped had about 33 years of belongings in their home. We handled trash removal, storage, donations, painting, caulking, deep cleaning, floor refinishing, bathroom improvements and staging. Another seller, Jamie B., had friends ask, “They did all of that at no additional cost?”
Some homes need more than a refresh. For bigger items, our Concierge Services™ can help eligible sellers complete approved renovations, such as new flooring, refinished hardwoods or new carpet, new appliances, new light fixtures, new bathrooms or kitchens, or a new roof. There is no upfront cost, interest or fees, and you pay for that work at closing. Concierge Services are separate from The White Glove Home Sale Method™, and even then the first question is whether the renovation makes sense for your house. See how Concierge Services work.
Position: Ready for the homes buyers will compare it to
Positioning means making your home the one that stands out in the group a buyer is choosing from. That comes down to three things: its condition, its price and how it is presented.
Condition is what Prepare took care of. Price is a conversation we have together. We show you what similar homes near you have sold for and what you are competing with right now, and we tell you what we really think. The price is always your decision.
The market helps explain why this matters. In September 2026, Arlington County had about 3.9 months of supply, according to Bright MLS, up from 3.0 a year earlier. Buyers have more homes to choose from than they did a year ago, and a well-prepared, well-priced home is the one they keep coming back to.
Presentation is the last piece. Staging, clean rooms, good light and a home that looks cared for set the first impression that photos carry to every buyer online. Want to start with a number? Ask us for what your home is worth.
Launch: Professional marketing from the first day
When your home goes live, it goes live ready. Every listing gets:
- Professional photography
- A 3D tour and floor plans
- Paid social media advertising
- Open houses
- A walkthrough video
Depending on the home, the launch can also include a Zillow Showcase listing, a broker's open for other agents, a custom cinematic video, aerial photography, and placement in a relevant magazine or newsletter. We will go over which of these fit your home when we sit down together.
Here is one example. Ted K. interviewed several agents and chose us after comparing services. We handled landscaping, interior and exterior painting, cabinet painting, deep cleaning, staging in every room and professional photography. The house listed on a Friday, held open houses that weekend, had six solid offers by Monday evening, and went under contract above the list price. Every home and every market is different, and we never promise a result, but that is the kind of launch every seller gets.
See everything that comes with selling your home with us.
Negotiate: The whole offer, not only the price
The highest number is not always the best offer. When offers come in, we look at all of it with you: the price, the terms, the timing, and how likely each buyer is to make it to closing.
Mike and Claudia both negotiate for you. Mike loves working through a difficult situation with the agent on the other side, and Claudia knows every detail of your home and everything that went into getting it ready. Real estate is a relationship business, not a hard-sell business, and that applies to the other side of the deal too.
Our rule is simple. We make decisions based on what is best for you, not for us. There are plenty of times during a sale when one of us looks at the other and says, “No. That's not what's best for our client.” And that settles it.
You will always know where things stand, what your options are, and what we recommend. The final call is yours.
Move: Through closing and on to what's next
An accepted offer is not the finish line. We stay with you through closing, keep track of what needs to happen next, and tell you plainly where things stand.
We also help with the move itself when you need it. For one seller, Margot B., that meant packing, decluttering, donations, flooring, painting, yard work, coordinating a PODS container and staging. Her home sold above asking in less than a week.
Micheal Lowney summed up how it felt: “We only had to focus on packing and they handled the rest.”
If you are buying your next home too, we can help with that side as well, so the sale and the purchase fit together.
This page describes our general process. It is not legal, tax or lending advice, and the details of every sale depend on your contract and your situation.
Where to start
You don't have to have everything figured out before you call. Whether you are ready to list now or a few years away, we will sit down with you, look at where you are, and tell you what makes sense, even if the answer is that you are not ready yet.
Tell us about your home or call or text 703-350-3884. We get your home ready to win at no cost to you.
Frequently Asked Questions
What does Keep, Fix, Improve or Skip mean?
It is how we decide what to do before your home lists. Keep what already works for buyers, fix what would hurt the sale, improve what will pay you back, and skip what will not. Strategy comes before spending.
Is The White Glove Home Sale Method™ only for certain homes?
No. Every seller gets The White Glove Home Sale Method™ at no additional cost, whether the home is a house, a condo, a duplex or a townhouse.
What is the difference between The White Glove Home Sale Method™ and Concierge Services?
The White Glove Home Sale Method™, which covers painting, repairs, staging, cleaning and landscaping, is included at no additional cost. Concierge Services cover bigger items like new flooring, appliances, bathrooms, kitchens or a roof for eligible sellers, with no upfront cost, interest or fees, and the seller pays for that work at closing.
Do you guarantee a sale price or a sale date?
No. No one can promise a price or a date. What we promise is the work: a prepared home, a clear plan, real marketing and someone looking out for you through closing.
Keep exploring
Ready to make your move with The Mike Webb Team?