Most sellers focus on one number: the sale price.

But the sale price is not the amount that ends up in your bank account.

Before you get to the closing table, several costs are deducted — including commission, transfer taxes, title fees, mortgage payoff, and sometimes repairs or buyer credits.

Understanding these costs ahead of time helps you make better decisions, price strategically, and avoid surprises on closing day.

Here are the expenses every Pittsburgh seller should expect when selling a home.

1. Real Estate Commission

For most sellers, the real estate commission is the largest expense in the transaction.

Commission is negotiated between you and your real estate agent. It is not set by law or based on one required rate — it varies depending on the agent, brokerage, marketing plan, and services included.

Commission is typically structured between the listing side and the buyer’s side of the transaction.

With recent national changes in how commissions are presented and negotiated, sellers now have more transparency and more direct conversations about exactly what they are paying for.

The better question is not:

“What is the lowest commission I can find?”

The better question is:

“What is this agent doing to help me net more money than a cheaper option would?”

A strong pricing strategy, skilled negotiation, professional marketing, and experience handling the transaction often create far more value than simply choosing the lowest fee.

2. Pennsylvania and Local Transfer Taxes

Pennsylvania charges a real estate transfer tax when a property is sold.

In many transactions, this tax is split evenly between the buyer and seller, although the final agreement can vary depending on negotiations and local customs throughout the Pittsburgh area.

The transfer tax includes:

• A state portion
• A local portion that varies by municipality and school district

This means the exact amount depends on where your home is located.

A seller in one Pittsburgh-area community may have a different transfer tax obligation than a seller just a few miles away in another township.

This is one of the most misunderstood closing costs because there is not one flat rate across Pennsylvania.

3. Title Insurance and Settlement Fees

In Pennsylvania, sellers typically pay for the owner’s title insurance policy, which protects the buyer against certain title issues.

Sellers may also pay portions of:

• Settlement fees
• Document preparation fees
• Closing-related administrative costs

These expenses are usually smaller compared to commission or transfer tax, but they still impact your final proceeds and should be included when calculating your expected net.

4. Mortgage Payoff and Existing Liens

If you currently have a mortgage, the remaining loan balance is paid off at closing from your proceeds.

This includes:

• Remaining principal balance
• Accrued interest through the closing date
• Any applicable payoff fees

Other liens must also be resolved before you receive your proceeds, including:

• Home equity lines of credit
• Contractor liens
• Unpaid municipal charges
• Other recorded obligations

This is why requesting a payoff statement early is important — your monthly payment does not tell the full story of what must be paid at closing.

5. Pre-Listing Preparation and Repairs

This is the category where sellers have the most control.

Pre-listing expenses can include:

• Deep cleaning
• Minor repairs
• Fresh paint
• Landscaping
• Staging
• Professional photography
• Small updates

Some sellers spend a few hundred dollars preparing their home. Others invest thousands.

The goal is not to spend money just because you can.

The goal is to spend strategically.

A pre-listing walkthrough with your agent can help determine which improvements are likely to increase buyer interest and which projects may not provide a return.

6. Buyer Concessions and Negotiated Credits

Depending on market conditions, sellers may agree to provide credits or concessions during negotiations.

These can include:

• Buyer closing cost assistance
• Repair credits
• Negotiated adjustments after inspections

They are not guaranteed in every transaction, but they are common enough that sellers should understand they may impact final proceeds.

In a more competitive seller-friendly market, concessions may be smaller. In a market where buyers have more negotiating power, these requests can become a larger factor.

7. Capital Gains Tax (For Certain Sellers)

Many homeowners do not owe capital gains tax when selling their primary residence if they meet IRS ownership and residency requirements.

Generally, eligible sellers may exclude:

• Up to $250,000 of gain for single filers
• Up to $500,000 of gain for married couples filing jointly

However, this may not apply to:

• Investment properties
• Second homes
• Rental properties
• Homes that do not meet residency requirements

If you have a unique situation — such as an inherited property, rental conversion, or recent move — it is smart to discuss your situation with a tax professional before listing.

What Is a Seller Net Sheet?

A net sheet takes your estimated sale price and subtracts all expected costs to show your estimated proceeds.

It answers the question sellers really care about:

“How much money will I actually walk away with?”

A good net sheet should include your specific numbers — not a generic estimate.

Before listing, your agent should be able to walk you through:

• Expected sale price
• Estimated closing costs
• Mortgage payoff
• Potential concessions
• Estimated cash to seller

This allows you to plan your next move with confidence.

The Bottom Line

Selling a Pittsburgh home involves more than just accepting an offer.

Commission, transfer taxes, title costs, mortgage payoff, preparation expenses, and possible concessions all affect your final proceeds.

The good news?

None of these should be a surprise.

With the right preparation and an accurate net sheet, you can know exactly what to expect before you ever put your home on the market.

Want to Know What You Would Actually Walk Away With?

The Matt Durbin Team creates a detailed seller net sheet before listing so homeowners can understand their expected proceeds using their actual numbers — not a rough estimate.

Get your free home valuation and seller net sheet today.