You’ve locked up a novation deal with a motivated seller. You’ve worked out favorable terms. You’ve even secured the seller’s agreement to list the property retail.

But there’s one big problem: you haven’t done any repairs.

Now you’re trying to create demand for a property that looks… well, “lived in.”

Can you still attract a strong buyer? Can you justify full price without lipstick on the pig?

Absolutely, if you understand what creates perceived value, how to write a listing that sets expectations, and how to guide both buyer and buyer agent through the process.

This guide will show you exactly how to do that.

Section 1: Why No Repairs Doesn’t Mean No Demand

Let’s bust a myth right away: buyers do buy imperfect homes. They do it all the time.

But you need three things to create demand without repairs:

• A compelling narrative

• A price-to-value match

• A buyer avatar that fits the situation

Let’s break those down.

The Narrative: Why Is the House Worth It Anyway?

Buyers don’t buy homes just because they’re pretty. They buy homes that make sense.

Your job is to write a story that makes the property feel like an opportunity, not a risk.

That might sound like:

“This one just needs paint and flooring to be the best deal in the neighborhood.”

Or:

“Priced accordingly for a buyer who wants instant equity and is handy.”

Or even:

“Seller priced this to move fast, don't miss out on a clean title and quick close.”

Don’t hide the flaws. Frame them.

The Price-to-Value Match

You don’t have to list a house cheap, but the price must match the condition.

That means:

• Compare to true comps (not flipped ones)

• Subtract for visible cosmetic repairs

• Adjust based on neighborhood norms

If every comp is fully renovated and staged, and yours isn’t, you can’t ask the same price, unless your square footage or lot size adds exceptional value.

You need to signal that there’s “room to improve” or “equity to capture.”

The Buyer Avatar

You’re not selling this to a picky FHA buyer.

You're selling to:

• First-time buyers who want sweat equity

• Landlords looking for clean bones and fast closings

• Flippers looking for low-effort inventory in good areas

• Owner-occupants who care about layout and bones over polish

You only need one good buyer. Make sure your listing speaks directly to them.

Section 2: The Perfect Listing for an Unrepaired Novation

Writing the right listing is 80% of the battle. Here’s how to structure yours.

Headline: Lead With Opportunity

Bad: “Fixer-upper in need of TLC”
Better: “Instant equity: Priced for updates, not hype”

Opening Hook: Set Expectations

Let buyers know what they’re walking into, but keep the tone opportunistic:

• “This home isn’t a flip, it’s your chance to make it yours and save.”

• “The seller isn’t a flipper, and it shows. But neither is the price.”

• “Photos show the story, solid bones, livable as-is, priced accordingly.”

The Details: Sell the Strengths

Don’t waste time on repairs. Highlight what is working:

• Roof age and condition

• HVAC / plumbing / electrical details

• Layout, lot size, or storage

• School district or walkability

• Garage, backyard, or quiet cul-de-sac

You’re selling peace of mind, not perfection.

The Disclosures (Without Discouraging)

You must be honest. But you don’t have to apologize.

• “Kitchen is dated but fully functional.”

• “Needs interior paint and flooring, price reflects this.”

• “No major repairs needed per recent inspection, cosmetic updates only.”

Section 3: Positioning the Property Strategically

If you list a novation deal like a retail-ready flip, buyers will ghost you. Instead:

Use the Right Pricing Psychology

• Price just below comps, not above

• Avoid psychological “stop points” ($299K instead of $305K)

• Mention potential rent or resale comps for ROI-minded buyers

Use “Below Market” Language Carefully

Don’t claim “ARV” or “instant equity” without clear justification. Instead, try:

• “Priced under market to reflect cosmetic updates needed”

• “Opportunity to build value with minimal investment”

Don’t Use Words That Trigger Fear

Avoid:

• “As-is” (unless legally required)

• “Needs work”

• “Handyman special”

Use:

• “Update to your taste”

• “Bring your design ideas”

• “Priced for quick close”

Section 4: Buyer Psychology and Friction Reduction

Most people aren’t scared of unrepaired homes. They’re scared of:

• Overpaying

• Surprise repairs

• Difficult transactions

Here’s how to calm those fears.

Offer a Pre-Inspection (if possible)

A $300–$400 home inspection gives buyers confidence:

• No major issues hiding

• What they see is what they get

• Makes listing “feel honest”

Be Proactive About Title and Timeline

Have your title company ready. Make sure all paperwork is in order.

In your listing or when showing:

• Mention title is clean and ready

• Note your preferred closing window

• Be available for agent questions quickly

Buyers want deals that feel simple, even if the house isn’t perfect.

Allow Flexibility for Buyer Showings

Make access easy, even though it’s not your house.

• Use combo lockboxes

• Provide showing instructions that don’t involve seller coordination

• Offer fast responses to showing requests

In novation deals, friction kills. Make access and communication fast and friendly.

Section 5: What to Say to Buyer Agents (and Why It Works)

Most retail buyers work with agents. So you’re not just selling to the buyer, you’re selling to the agent.

Here’s how to do it without raising red flags.

Call It a Standard Listing, Because It Is

Avoid using the word novation.

Instead, say:

“The seller isn’t living there but authorized us to market and sell on their behalf. We’re handling the paperwork and closing with the title company.”

“The seller is investor-friendly and flexible on terms, clean title, ready to close, priced to reflect condition.”

Agents want easy. Don’t overcomplicate it.

Provide Talking Points for Their Buyer

Many agents don't know how to position an “ugly-but-good” house.

Feed them lines like:

“You’re getting into this neighborhood $30K under average price.”
“Cosmetic-only updates needed, which is rare at this price point.”
“Seller is flexible and can close on your timeline.”

The easier you make their job, the faster they push the offer.

Section 6: Back-End Work That Creates Demand

Marketing isn’t just listings. If you’re not doing repairs, you need to double down on demand-generation.

Here’s how.

Professional Photos, No Excuses

Even if the property isn’t repaired, show it clearly and honestly.

• Use wide-angle lens

• Brighten lighting

• Include all rooms, even ugly ones (transparency builds trust)

• Capture the yard, the lot, and exterior, not just the flaws

You’re not trying to hide, you’re trying to inform while keeping curiosity alive.

Send to Your Investor Buyers Too

This may seem counterintuitive, but send the listing to:

• BRRRR buyers

• Buy-and-hold landlords

• Light rehab flippers

They often prefer light cosmetic projects over full guts, and if you price it right, they will buy.

Let them know:

“It’s already listed retail, but the seller will take cash or quick close offers.”

You might get backup offers before a retail buyer even walks in.

Section 7: When You Should Consider Light Touch-Ups

If you’re struggling to generate interest, even with the right price and marketing, it may be time for one of two options:

A Light Cleaning and Trash-Out

For $300–$500, you can:

• Haul away junk

• Mop floors

• Wipe down bathrooms

• Make the house smell fresh

This dramatically changes how buyers feel walking in.

Strategic Low-Cost Improvements

Still not selling? Consider:

• Fresh coat of paint in neutral tones

• Replacing old carpet with budget LVP

• Updating light fixtures

Don’t do a full rehab. Just spend $1,000–$2,500 to bridge the visual gap.

Often, a perception shift is all it takes.

Novation Success Doesn’t Require Perfection

You don’t need granite counters, new cabinets, or gleaming floors to sell a novation deal.

You just need:

• A listing that tells the right story

• A price that reflects reality without undercutting value

• A buyer (or buyer’s agent) who understands the opportunity

• Professional marketing that removes friction

If you execute the above, you can move even unrepaired novation properties at strong prices, and do it confidently.