If you're still using the same underwriting formula no matter what the market is doing… You're flying blind.

Market momentum, up or down, changes everything. It affects what buyers are willing to pay, how quickly properties move, how you price the flip, and how conservative your margins should be.

But most flippers use the same inputs, whether it’s 2021 or 2025. They don’t adjust for reality, and they get burned.

This guide will show you how to:

• Recognize the signals of a rising vs. falling market

• Adjust your ARV assumptions based on market direction

• Modify your timelines, margins, and contingency buffers accordingly

• Underwrite smarter so your deals survive and thrive, in any market

Let’s break it down.

First: What Counts as a “Rising” or “Falling” Market?

We’re not talking about the news or headlines.

We’re talking about what your local buyers are doing.

A rising market has:

• Increasing sales volume

• Days on market (DOM) are going down

• Prices trending upward

• Buyers competing and waiving contingencies

• Appraisals consistently coming in at or above the offer

A falling market has:

• Declining sales volume

• DOM increasing

• Price drops are becoming common

• Appraisals coming in below asking

• Buyers are negotiating harder or backing out

Watch for these indicators, zip code by zip code.
A city can be stable overall, while one neighborhood is softening fast.

The Problem with “Set It and Forget It” Underwriting

Most flippers rely on static numbers:

• 70% of ARV minus repairs

• 6-month hold

• 10% buffer

• 6% agent fees

These work… until they don’t.

In a falling market, they leave you exposed.
In a rising market, they leave you on the sidelines, missing deals others are capitalizing on.

Market conditions change risk tolerance. Your underwriting should too.

Let’s Break Down What Changes, and How

We’ll compare each key part of a flip underwriting model and show you how to adjust in a rising vs. falling market.

1. After-Repair Value (ARV)

In a rising market:

• You can use the highest comps with some confidence

• You may project slight price appreciation if holding for 3–6 months

• Consider active listings as part of your comp set

In a falling market:

• Use the lowest comps and adjust down 2–5% for forecasted depreciation

• Rely only on closed sales, not actives or pendings

• Be wary of stale listings with price reductions; those are your future comps

Practical example:

• Rising: $300K comp → project ARV of $305K

• Falling: $300K comp → underwrite ARV at $285–290K

2. Rehab Budget and Scope

In a rising market:

• Cosmetic flips sell fast, even with minor imperfections

• Buyers forgive more, less pressure to hit “HGTV” level

• You can sometimes cut $5–15K from your finishes budget

In a falling market:

• Buyers get picky; your finishes matter more

• Homes that “need work” after rehab won’t move

• Pad 10–15% for scope creep, delays, or price drops from contractors chasing fewer jobs

Pro tip: Always inspect for permit-sensitive items (electrical, structural), those delays hurt worse in falling markets.

3. Hold Time and Carry Costs

In a rising market:

• Days on market (DOM) often shrinks

• Faster resale = lower interest, taxes, insurance, and utilities

• You may underwrite 60–90 days total from acquisition to close

In a falling market:

• DOM extends, even great houses can sit

• Underwrite 5–6 months minimum

• Expect buyers to take longer with inspections, appraisals, and second thoughts

Example adjustment:

• Rising: 3 months @ $2,000/mo = $6,000

• Falling: 6 months @ $2,000/mo = $12,000

4. Buyer Psychology

Rising market buyers:

• Fear of missing out (FOMO)

• Often waive inspections or contingencies

• Lock in deals quickly, sometimes over asking

• Make offers faster on clean, turnkey homes

Falling market buyers:

• Are cautious and wait for better deals

• Request repairs, credits, and second showings

• Don’t stretch their budgets

• Often need an incentive (price cut, warranty, closing credit)

This affects your listing strategy, days to contract, and pricing model.

5. Exit Strategy Flexibility

Rising market: you may be able to pivot to:

• Retail resale (as planned)

• Wholetail for a quick win

• Rent for short-term appreciation before selling

Falling market: you need stronger backup plans:

• Convert to rental with cash flow

• Lease-option or seller financing

• Sell at break-even or assign to hedge downside risk

Always underwrite a Plan B.

Adjusting the 70% Rule for Today’s Market

The old 70% rule is a blunt tool: 70% of ARV - repairs = max purchase price.

But that rule assumes:

• Flat or rising market

• 6-month hold

• Conventional funding

Here’s how to modify it:

In a rising market:

• You might go up to 75–77% of ARV if:
  
  
  

  • You have a strong buyer list

  • You know the area well

  • Rehab is light and predictable

  • DOM is trending down

In a falling market:

• Drop to 65–68% of ARV if:
  
  
  

  • Comps are dropping or stale

  • DOM is rising fast

  • The buyer pool is shrinking

  • You need an extra safety margin

Buffers and Contingencies: Your Safety Net

In a rising market:

• You can get away with 5–10% total buffer

In a falling market:

• Build a 15–20% buffer into your underwriting
  
  
  

• Include extra:
  
  
  

  • Rehab cushion

  • Holding cost extension

  • Price adjustment

  • Buyer negotiation wiggle room

The worse the comps, the bigger the buffer.

Underwriting Cheat Sheet by Market Type

Red Flags to Watch in Each Market

In a rising market:

• Comps that are “too good”, appraisers might not keep up

• Buying into a bubble, rising doesn’t mean forever

• Bidding wars are pushing you out of your comfort zone

In a falling market:

• Price drops every 7 days in your target zip
  
  
  

• Extended DOM over 90 days

• Investor-owned properties sitting unsold

• Interest rate spikes are killing buyer demand

When to Pass on a Deal, No Matter the Market

Skip the deal if:

• ARV cannot be verified with confidence

• The rehab scope is fuzzy or relies on best-case scenarios

• Hold time will exceed 6–9 months, no matter what

• Your exit strategy has no Plan B

• The seller is inflexible, and there’s no margin of safety

Bonus: How to Stress-Test the Deal for a Falling Market

Even if you’re buying in a stable or rising zone, prepare for a shift.

Ask yourself:

• What happens if I have to sell for 5–10% less than expected?

• What happens if my hold time doubles?

• What if a buyer asks for $10K in credits?

If the deal survives those three hits, it’s worth strong consideration.

If not, walk away.

The Market Is Not the Enemy, Your Model Is

You can flip successfully in a rising market.
You can flip successfully in a falling market.
But you can’t flip successfully using the wrong assumptions.

The best flippers don’t predict the market.
They prepare for every version of it, and underwrite accordingly.

So before you lock in your next offer, ask:

• What is the market telling me right now?

• Have I adjusted every part of this deal to reflect reality?

• Am I padding my numbers where they need padding?

If yes, you're not just flipping smart. You're flipping like a pro.