Pricing a house being sold as-is requires a different mindset than pricing a traditional listing. An as-is sale means you’re offering the home in its current condition, without making any repairs or improvements. This approach attracts a different kind of buyer—usually a cash home buyer. Cash home buyers are often investors, flippers, or bargain hunters—so your pricing strategy must reflect the property’s condition and market demand. It’s essential to be realistic and objective so that your home doesn’t sit on the market too long or sell for far less than it’s worth.
Figure out the After Repair Value (ARV)
The first step is understanding the true market value of your home if it were in good condition. This is often called the After Repair Value (ARV). You can research recently sold homes in your area that are similar in size, layout, and location but are in good or excellent condition. These “comps” serve as a baseline for what your home could be worth with updates. From there, you’ll subtract the cost of needed repairs and updates, along with a discount to account for the buyer’s risk and hassle. The cash home buyer is taking on risk. If your home were in what we call marketable condition, then you would get top dollar. But the cash home buyer is taking on the risk of repairing any defects and deferred maintenance, both known and unknown. For more information on determining what your home is worth, check out Unlocking Your Home’s Value: A Guide to Determining Cash Offer Worth
Determine the Repairs Needed
Next, determine the actual condition of the house. Consider getting a pre-listing inspection or walking through the property with a contractor to estimate the cost of repairs. Issues like a leaky roof, outdated plumbing, foundation cracks, or mold can significantly impact your price. Buyers who are willing to take on an as-is home will expect a steep discount if the repairs are major. The more accurate your repair cost estimate, the more confident you’ll be when pricing the home. Especially in 2025, the housing market is not a great one. Higher mortgage interest rates have caused a major slowdown in home sales. This increases the risk for a cash home buyer for either what they can turn around and sell it for after the repairs, or what they can rent it for after the repairs. There are many situations where the rent doesn’t cover the mortgage payment because of the high mortgage rates.
How Good is the Location?
Location also plays a big role. An as-is property in a hot market or desirable neighborhood may still fetch strong offers, even with issues. On the other hand, if your house is in a less active or lower-demand area, you may need to price it even more competitively. Some sellers even reach out to local investors or real estate agents who specialize in distressed properties to get a sense of the price range buyers would realistically pay.
Be Transparent
Transparency is key when selling as-is. Clearly disclose what you’re aware of, so buyers can factor that into their offer. Pricing too high can scare away serious buyers who expect a deal, while pricing too low can leave money on the table. A well-priced as-is home should reflect both its potential and its current shortcomings. Some sellers even get multiple offers if the price hits that sweet spot between value and opportunity. The major repairs that will cost you the most are roofs, HVAC units, flooring, kitchens, windows, and any structural items. If you would like more information on what to disclose, here is an article titled Do I Have to Disclose Issues With My House If I Sell It “As-Is”?
Finally, consult with a local real estate professional experienced in as-is sales. They can help you interpret market data, connect with cash buyers, and fine-tune your pricing strategy. Selling a home as-is doesn’t mean giving it away—it means pricing it honestly and strategically based on facts, not emotion. With the right approach, you can attract the right buyer and move on to your next chapter.
