Setting expectations right from the start is one of the most important things your real estate agent can do with you. A frank discussion early on about what could happen during the process will reduce stress and help you get over potential bumps in the road. There are very few good surprises in real estate.

Here are four suggestions for sellers to keep in mind as they start their home sale journey:

Expect the unexpected

Real estate transactions involve many moving parts that frequently change simultaneously. A promising start, such as a high offer with qualified buyers, can quickly turn. For example, a routine home inspection can result in further negotiations, changing the price or obligations of the seller. It can also push back important dates, such as the signing of the purchase and sale agreement or even the closing. Know that this is normal and can be easily navigated with proper guidance.

Always put in a counteroffer

If you receive a “low-ball’’ offer, you must counter. It is not uncommon for buyers to feel they need to start low. Please do not be insulted, and do not reject it. This is a business transaction. If a buyer thinks enough of your home to write up an offer, he or she is serious. A low offer may have nothing to do with the worth of your home but reflect the mind-set of the buyer. Counter as you normally would, at the place you feel comfortable, without consideration of the gap.

I recently had a home listed at $500,000. Prospective buyers offered $435,000. My client got upset and wanted to reject the offer. I counseled him to counter where he was comfortable. He did, at $485,000. The buyer immediately came up, and we ultimately agreed on a price of $480,000. When you have a live one on the hook, you need to reel it in.

All home updates are not equal

You may have just spent thousands installing a new heating system, roof, or windows, but that does not mean a buyer will pay more for your home. Buyers expect mechanical, structural, electrical, and weather-proofing systems to be in working condition. Whether new or not, they will not add an appreciable amount to the price of your home the way that an updated kitchen or bath would. Conversely, if these systems are outdated, you can expect buyers to deduct them from their offer as they consider the cost to replace or improve them. Document older systems on your listing sheet so buyers will understand that your price reflects them.

Pricing is not a science

Your first listing price is not always the right one. Statistics, market history, and agent experience may point to a certain listing price, but there are times when buyers do not agree. An experienced agent will tell you that in today’s market if you do not receive any offers the first week, you are probably priced too high. Have a contingency strategy and be prepared to react quickly with a price adjustment. The longer your home sits without activity, the more likely it will drive down the price.

Marjorie Youngren is a broker at Century 21 Commonwealth in Lynnfield. Send your real estate questions to marjorie.youngren@commonmoves.com. Follow her on Twitter @MarjorieTeamC21.