Selling a home "as-is" doesn't mean you have to settle for less. The right messaging can attract investors and buyers looking to build equity.

How do you sell a home that needs work without sinking money into repairs you may never get back? This is one of the most common questions I hear, especially from homeowners selling inherited properties or homes that have not been updated in years.

Many sellers assume they have only two options: fix everything or sell at a deep discount. In reality, there is a smarter middle ground. Selling a home that needs work is less about perfection and more about strategy.

1. You do not need to fix everything. Your goal should be to handle major deferred maintenance rather than a total cosmetic overhaul. Think about what would be so distracting that it would pull a buyer away from being excited. 

If there is something glaring or major, we should either address it now or have a clear plan for how to handle it during the sale.

“The right buyer for a property has a mindset of opportunity and potential.”

This is especially important if there have been insurance claims. A new buyer cannot get insurance money or relief for damage that happened before they owned the home. If there is storm damage that could be covered by insurance, we may need to file that claim ahead of time so it falls under your current policy.

2. Highlight the home’s potential. Buyers do not always need a perfect house. Not everyone expects every project to be finished for them. The right buyer for your property will have a mindset focused on opportunity. These buyers are often investors, handy individuals, or people with the right connections to get work done.

In our marketing, we use specific language to set the right expectations. We use taglines like "TLC," "needs some work," or "great opportunity to build equity." This ensures that when a buyer walks through the door, they aren't disappointed. Instead, they see the potential and get excited about the future of the home.

3. Price it right. You cannot separate the price from the condition of the home. They are permanently connected. The price must always be a direct reflection of the property’s current state. While you do not have to do all the work before listing, we must ensure the price accounts for the repairs the next owner will have to make.

If you have a property that needs work and you are thinking about selling this year, let’s talk strategy. You can reach us at (651) 998-9829 or info@holzgroup.com and I’ll help you determine which projects you can skip and which ones are worth your time.