Avoid closing day surprise over contents & fixtures in a home sale

In the world of real estate, most buyers and sellers focus on price, inspections, and closing dates. But one of the most common, and least discussed, pitfalls in a home sale involves something far more personal: furniture, fixtures, and contents. These items can become major sticking points late in the transaction if not addressed clearly and early on.

Here in the Lowcountry, where vacation homes and investment properties are prevalent, the issue is particularly common. Many homes are sold fully furnished, especially villas that are used as short-term rentals. In those cases, it’s often expected that everything stays - from silverware to sofas to bikes and beach gear. Why? Because future bookings often rely on those items being in place, and pricing usually reflects a “turnkey” package.

Problems arise when expectations aren’t clearly communicated. For example, if a buyer assumes everything is transferring with the house but a seller wants to negotiate out the furniture cost, or vice versa, the result can be confusion or frustration at best - or a failed deal at worst.

That’s why it’s so important to be specific. Sellers should take the time to create a “Not Included in Sale” list ahead of listing the home. This list should call out any heirloom furniture, sentimental items, or personal artwork that won’t be staying. Ideally, those items should either be labeled clearly or removed from the home before showings begin. Even if the buyer sees a list, if they fall in love with a painting hanging on the wall, they might still try to negotiate for it—so eliminating temptation can be a smart move.

Another helpful tip: put this list together while you’re actually at the property. Especially for owners who live out of town or use the home seasonally, it’s much easier to remember and document everything in person rather than trying to recall details remotely when a contract is being negotiated.

Some sellers may be downsizing or moving far away and willing to part with certain pieces. In those situations, a simple line in the listing such as “furnishings negotiable” can invite a conversation without complicating the deal itself. If the buyer is interested, a separate bill of sale can be drafted outlining the agreed-upon items and value. This bill of sale should be tied to the real estate contract—but handled separately to keep things clean.

Why is separation important? For one, lenders won’t finance personal property like furniture. They’re only interested in the value of the real estate itself. That means any furnishings need to be valued and transferred outside of the mortgage. Appraisers follow the same logic. If a property sells for $800,000 and includes $50,000 worth of furnishings, the appraiser will likely remove that $50,000 from the valuation of the home to reflect the true real estate value.

Sometimes, sellers and buyers will even agree to attribute little or no value to the furniture—particularly if it’s dated or inconvenient to move. In that case, the furniture becomes more of a convenience factor than a financial one, and a bill of sale for $1 might be drawn up just to document the arrangement.

Another area of confusion can be appliances and wall-mounted TVs. In this market, appliances like refrigerators, washers, and dryers typically stay, though that’s not always the norm in other regions. Mounted TVs, while technically considered personal property, are often expected to remain too - especially when removing them involves patching holes and repainting. Sellers are encouraged to include these in the sale when possible, to keep things simple.

At the end of the day, smooth transactions come down to preparation. The earlier sellers (and buyers) think through what’s staying, what’s going, and what’s negotiable, the fewer surprises there are later. A well-documented plan for contents and furnishings can save time, reduce stress, and keep emotions from getting in the way of a successful closing.

Chip Collins is the Broker-Owner of Collins Group Realty founded in 2002. Find Chip at chip@collinsgrouprealty.com or collinsgrouprealty.com.