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Why You Should Never Ever Say 'Selling As Is' in Real Estate

Wednesday, October 30, 2024   /   by Vanessa Saunders

Why You Should Never Ever Say 'Selling As Is' in Real Estate

When it comes to listing a home, the term “as is” often pops up. It might seem like a way to simplify the sale or signal that you're unwilling to invest in repairs, but the reality is far more complex. Here’s why saying “as is” could ultimately do more harm than good—and what you should consider doing instead to appeal to more buyers, maintain transparency, and secure the best possible sale price.

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1. The Stigma of 'As Is'


Using “as is” can create a sense of caution for buyers. The term implies there may be underlying issues that you're not willing to address or even disclose. Even if your property is in decent shape, the words alone can spark concerns and cause prospective buyers to assume the worst, potentially driving them away before they’ve even seen the house.


2. Limited Buyer Pool


Today’s buyers want a home they can trust—not a potential money pit. When you say “as is,” you’re immediately shrinking your pool of interested buyers. Only the most bargain-hunting or risk-tolerant buyers may remain, which typically translates to offers well below the fair market value. Instead of appealing to a wider audience of motivated buyers, you’re setting yourself up to attract only those hoping for a significant discount.


3. Lowered Perceived Value


The “as is” designation can influence buyers’ perception of your home’s value, often to the detriment of your bottom line. Homes listed with “as is” can appear neglected or inferior, prompting potential buyers to factor in exaggerated repair costs. If buyers feel like they’re taking on hidden liabilities, they’re more likely to discount their offers drastically—or pass on the property altogether.


4. Missed Opportunity for Transparency and Trust


In today’s real estate market, trust is paramount. Buyers are increasingly cautious about making informed choices, especially when purchasing something as significant as a home. Saying “as is” may come across as if you’re attempting to hide something, even if that’s not your intent. Transparency is a powerful selling tool, and being upfront about a property’s condition is far more effective than a blanket “as is” label. It demonstrates that you value the buyer’s right to know, and it can help you build trust, which is essential for a successful transaction.


5. Disclosures Are Non-Negotiable


Here’s an important fact: if your agent is aware of a latent defect, they are legally required to disclose it. The term “as is” doesn’t override this obligation, and it doesn’t mean hidden issues can be swept under the rug. Additionally, when you list a property, you’re required to complete a Property Condition Disclosure, which is available to buyers on the MLS before they even see the property. If what you’re trying to convey is that you won’t be negotiating on repairs post-inspection, that’s a different matter entirely—but be aware that simply listing a home “as is” often raises more red flags than it resolves. If your agent is even willing to put those words in the listing, it could signal a lack of strategic insight; you may need a more informed advocate.


6. Lack of Control in Negotiations


Listing “as is” often puts the power squarely in the hands of the buyer during negotiations. Buyers may feel they’re in a stronger position to make lowball offers, assuming that repairs will be extensive or costly. Without an “as is” label, however, you retain the flexibility to navigate inspection requests and negotiate from a place of control, with the option to accept, reject, or offer credits for repairs.


7. Price it Right From the Start


Instead of worrying about the “as is” designation, focus on pricing the property accurately from the get-go. An informed pricing strategy that reflects the true condition of the property will ultimately yield a better outcome than labeling it “as is.” Buyers appreciate transparency, but they also recognize value—and when a property is priced appropriately for its condition, it appeals to a wider audience without creating undue concern.


How to Handle Minor Repairs Without Saying 'As Is'


A better approach might be to invest in a pre-inspection and make minor, high-impact improvements. Simple fixes like a fresh coat of paint, updating fixtures, or improving curb appeal can make a significant difference. If more substantial repairs are needed but you’re unable to complete them, consider disclosing these proactively. By pricing the property fairly and showing that you’re transparent about its condition, you’ll earn the confidence of buyers who see the value in what you’re offering.


Key Takeaway: Transparency and Marketing Matter More


Ultimately, selling a home is about presentation, transparency, and positioning. By avoiding the term “as is” and instead focusing on an honest, market-savvy strategy, you’re likely to attract more interest, earn buyer trust, and negotiate a fairer deal. Emphasizing the property’s potential—and pricing it accurately for its condition—will yield a far more positive outcome than relying on a term that often does more harm than good.


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Vanessa Saunders at Keeler Family Realtors
Vanessa Saunders
845-598-5083
Barry Goldenberg
NMLS# 86847
Cell: (516) 398-9511

Elaine Teeters
NMLS# 1146209
Cell: (203) 912-1778

35 Center Street, Office #18
Wolfeboro, NH 03894

Vanessa Saunders

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