By Jessica Schwartz, REALTOR® & Loan Originator · October 24, 2026
Selling a $1 million-plus home in Port St. Lucie, Stuart, Palm City or Jupiter follows the same basic steps as any other sale. A few of those steps just carry more weight. Here’s what I focus on with luxury sellers, and what to have ready before the sign goes up.
Why a luxury sale works differently
At the top of the market there are simply fewer buyers and fewer sales. On the Treasure Coast, $1 million-plus homes are concentrated in a handful of places: private golf communities, gated estate enclaves and waterfront streets along the St. Lucie and Indian Rivers. I walk through those areas on my luxury homes in Port St. Lucie page.
That smaller pool changes the math. A home priced right can still sell steadily, but one priced too high can sit, and a long time on the market tends to invite lower offers. Many luxury buyers are also relocating from out of the area, so they often narrow their list online before they ever fly in. Your listing has to answer their questions before they ask.
Pricing when there are only a few comparable sales
In a typical subdivision there may be a dozen recent sales of similar homes. In a luxury enclave there might be two or three in the past year, and none of them exactly like yours. That’s why I build luxury pricing from the ground up:
- Closed sales first. What homes actually sold for, not what neighbors are asking.
- Adjust for what buyers pay for here. Lot size and privacy, water frontage and dock access, golf or preserve views, roof age, impact windows and doors, and the age of major systems.
- Look at what didn’t sell. Expired and withdrawn listings show where buyers pushed back on price.
- Check the club and community details. In golf and club communities, how membership works can affect what a buyer is willing to pay, so I review the community documents early.
If you want a starting point, you can request a home value estimate, and my market reports show how the broader area is moving. For a luxury home, I always follow up with an in-person walkthrough, because the details that set the price rarely show up in public records.
Have the paperwork ready before you list
Luxury buyers and their insurers ask a lot of questions, and the answers can make or break a deal during the inspection period. Gathering these up front saves time and avoids surprises:
| Item | Why buyers ask for it |
|---|---|
| Wind mitigation report | Documents roof shape, roof-to-wall connections and opening protection, which insurers use when pricing a policy |
| Roof age and permits | Roof age is one of the first things insurers and buyers look at in Florida |
| Flood disclosure | Florida law requires sellers of residential property to complete a flood disclosure at or before the time the contract is signed |
| Elevation certificate (if you have one) | Helps a buyer get flood insurance quotes quickly, especially on waterfront homes |
| Permits for additions, pools, docks and seawalls | Open or missing permits can delay a closing |
| HOA, club or condo documents | Buyers want rules, fees and any planned assessments in writing |
The Florida flood disclosure asks whether you know of flooding that damaged the property while you owned it, whether you filed a flood insurance claim, and whether you received federal flood assistance, such as from FEMA. It’s a short form, but it’s worth gathering the facts before you list.
Selling a luxury condo on the island or the river? Florida law now requires milestone inspections and structural integrity reserve studies for condominium buildings three stories or taller, and buyers will ask about both. Ask your association for copies early.
Presentation, privacy and showings
For a luxury home, the online presentation is the first showing. I plan professional photography, video, a floor plan and, where it fits the home, twilight and aerial images that show the lot, the water or the view.
Privacy and security matter too. Showings at this level are by appointment, and I confirm that buyers have proof of funds or a pre-approval before they walk through. Before photos and showings, put away valuables, documents and personal items. In gated communities, I coordinate gate access ahead of time so buyers aren’t left waiting at the entrance.
Waterfront homes: answer the boating questions up front
If your home is on the water, buyers will ask about water depth at the dock, bridge clearances on the way to the inlet, the condition and age of the seawall, and the dock and lift. Having that information, plus any recent seawall or dock work and permits, keeps waterfront buyers moving forward. My Port St. Lucie waterfront homes page covers how the different waterways compare.
How luxury buyers pay, and why it matters to you
Many luxury buyers pay cash. Others use jumbo financing, which covers loan amounts above the conforming loan limit set each year by the Federal Housing Finance Agency. Jumbo loans often come with more documentation, larger cash reserve requirements and a full appraisal.
The appraisal is where thin comparable sales can come back into play. I give the appraiser a clear list of upgrades and improvements, with dates and costs where you have them, so the value of the home is documented. Because I’m also a licensed loan originator, I read buyers’ pre-approval letters closely and can tell you which questions to ask before you accept an offer.
Know your Florida seller costs
Every sale is different, but these are the items I go over with sellers before we list:
- Documentary stamp tax on the deed. Florida charges 70 cents per $100 of the sale price outside Miami-Dade County. On a $1,500,000 sale, that’s $10,500. In our area it’s customarily paid by the seller, though it can be negotiated.
- Title insurance and closing fees. Who pays for the owner’s title policy varies by county and by contract, so we confirm it up front.
- Property tax proration. Florida property taxes are paid in arrears, so sellers usually credit the buyer for their share of the year at closing.
- HOA or condo estoppel fees and any mortgage payoff.
On the tax side, the IRS lets many owners exclude up to $250,000 of gain on the sale of a main home ($500,000 for most married couples filing jointly) if they meet the ownership and use tests. A higher-priced home can bring larger gains, so it’s worth talking with your tax professional before you list. If you’re buying another Florida home, ask your county property appraiser about homestead portability; my Florida homestead exemption guide explains the basics.
Where to start
If you’re thinking about selling in the next year, the most useful first step is a quiet conversation about pricing and preparation, not a rush to list. My guide to selling your home in Port St. Lucie covers the full process, and I’m happy to walk your home with you and put together a plan, whether you list this season or later.
What’s your home worth?
Tell me a little about your home and I’ll send a pricing estimate based on recent comparable sales, plus a few notes on what buyers in your area are looking for.
Thinking about selling a luxury home?
I’ll walk your home with you, review the recent sales in your community and put together a pricing and preparation plan, with no pressure to list until you’re ready.
Thinking about financing? Start a secure loan application or book a call.
General information, not legal, tax, insurance or financial advice. Not a commitment to lend; all loans subject to credit approval and underwriting. Jessica Schwartz, REALTOR® & Broker Associate, RE/MAX Gold. Each RE/MAX office is independently owned and operated. Loan Originator NMLS #2704014, RMI Brokers, Inc. dba One Brokerage, NMLS #2142653. Equal Housing Opportunity.