Will a High Condo Fee Make My Condo Harder to Sell?
Buyers shop by monthly payment, and the condo fee is part of it. How a high fee changes who can buy, how to price around it, and how to show buyers what it covers.
Yes, a high condo fee can slow a sale, but it rarely stops one on its own. Buyers shop by monthly payment, and the condo fee is part of that payment. A higher fee means a buyer qualifies for less, and it can make your condo look more expensive than a similar unit down the street. The fix is to price for it and explain it, not to hope buyers won't notice.
This came up on a call I was on this week: a condo that sat on the market for months, where the main buyer feedback was simply "the condo fee is too high."
Why does the condo fee matter so much?
- It's part of the monthly payment. A buyer comparing two condos at the same price will see a real difference in what they pay each month.
- Lenders count it. The fee goes into the buyer's debt-to-income calculation, so a higher fee can lower how much they're approved to borrow.
- It changes the comparison. Buyers don't just compare your unit to other condos. They compare your total monthly cost to a single family home or a rental.
How do you price a condo with a high fee?
- Compare total monthly cost, not just price. Look at what buyers would pay each month for your unit and for the ones they'd choose instead, fee included.
- Use sales from your own building first. They carry the same fee, so they're the best evidence of what buyers will pay.
- Set a bottom line before you list. Know the lowest number that still works for you, so you can price with confidence instead of chasing the market down.
How do you show buyers what the fee covers?
A high fee is easier to accept when buyers can see what they get for it. Put it in writing, in the listing and at showings:
- What's included: heat, hot water, insurance, landscaping, snow removal, trash, amenities.
- Recent and planned projects: a new roof or boiler the association already paid for is worth pointing out.
- The reserves: a healthy reserve fund means fewer surprise special assessments later.
- A side by side: what the same costs would run for a buyer who owned a single family home.
Your condo documents and 6(d) certificate should be ready before you list, so buyers and lenders get answers fast.
What if it's already been sitting?
If your condo sat for months, the fee is probably only part of the story. Look at the price, the photos, and whether you got real feedback and updates along the way. A relaunch with a clear price, better presentation and the fee explained up front tells a different story. Here's the relaunch checklist I use.
Questions people actually ask.
What is considered a high condo fee?
It depends on the building, what the fee covers, and what similar condos nearby charge. The question buyers really ask is whether the total monthly cost makes sense next to their other options.
Can I lower my condo fee to help my sale?
Not on your own. The association sets the fee through its budget. What you can do is explain what it covers and price your unit with the fee in mind.
Do buyers' lenders care about the condo fee?
Yes. The fee is included in the buyer's monthly debt when the lender calculates what they qualify for. Lenders may also review the association's finances before approving the loan.
Should I offer a concession because of the fee?
Sometimes. A credit toward closing costs or a year of fees can help a buyer who's stretching on the monthly payment. Talk it through with your agent and confirm with the buyer's lender what's allowed.
This article is general information about Massachusetts real estate, not legal, tax, or financial advice. Every property and transaction is different. For advice on your situation, talk with me and, where appropriate, an attorney, lender, or tax professional.