If you’re wholesaling, flipping, or moving discounted properties, you’ve probably had a conversation like this:

You: “Hey, I’ve got a solid deal in 78745, needs some work, but great bones.”
Buyer: “What’s the ARV?”

It’s the first question out of their mouth. Before repairs. Before price. Before neighborhood specifics.

And while it may seem like a basic inquiry, that one word, ARV, tells you everything you need to know about who you’re talking to.

In this article, we’ll break down:

• What it actually means when a buyer leads with “ARV”

• The psychology behind it (and what it reveals)

• Which buyer types fixate on ARV (and which don’t)

• How to respond based on their intent

• When to lean in, and when to walk away

• How to structure your pitch to buyers who ask about ARV

Let’s dive in.

What Is ARV (After Repair Value), Really?

Let’s quickly define it, in case you're new to real estate sales.

ARV stands for After Repair Value, the estimated market value of a property after renovations or upgrades have been completed.

It’s a foundational metric for flippers and value-add investors. It drives how much they’re willing to offer, how much work they’re willing to do, and whether a deal is even worth looking at.

But here’s the truth:

ARV isn’t just a number. It’s a mindset.

When a buyer leads with ARV, they’re telling you what game they’re playing, and how they make decisions.

What a Buyer Means When They Ask “What’s the ARV?”

This simple question isn’t about curiosity. It’s a filter.

It means:

• “I evaluate deals based on margins.”

• “I flip or BRRRR properties and need to exit strong.”

• “I don’t want to talk until I know there’s enough upside.”

• “I want to see if you understand investor math.”

So when someone leads with ARV, you’re not just talking to any buyer, you’re talking to a numbers-first, margin-sensitive operator.

The next step is identifying which type.

Buyer Types Who Lead With ARV

The Fix-and-Flip Buyer

Mindset: Speed + Spread
Why ARV matters: Their entire model is built on buying low, renovating fast, and reselling at a higher value. ARV is step one in their underwriting process.

Clues:

• “What’s the ARV?” is followed by “What’s the rehab?”

• Wants to be all-in at 65–75% of ARV

• Asks about comp properties, not just the property itself

• Focused on resale demand and timelines

The BRRRR Buyer

Mindset: Equity + Cash Flow
Why ARV matters: They want to refinance based on post-rehab value. Their entire success depends on appraised ARV post-reno.

Clues:

• “What’s the ARV?” followed by “What does it rent for?”

• Wants deals with value-add potential

• Often interested in duplexes, quads, or small multis

• May talk about cash-out timelines or refinance schedules

The Math-Only “Cherry Picker”

Mindset: No emotion. Only numbers.
Why ARV matters: They don’t care about stories, motivations, or seller drama. They want a spreadsheet-friendly deal.

Clues:

• Emails you with formulas

• Often silent unless the numbers are great

• Will ghost you if it doesn’t pencil instantly

• May ask: “How did you get that ARV?”

Buyer Types Who Rarely Ask About ARV First

Understanding contrast helps you refine your pitch. Here are the buyers who don’t care as much about ARV:

Buy-and-Hold Landlords

They’re more interested in cap rate, rents, tenant quality, and neighborhood stability.

Turnkey Investors

They’re buying fully renovated or rent-ready properties. ARV is already baked in.

Creative Buyers

They care more about terms, flexibility, or seller finance structures than resale value.

So when someone leads with ARV, it’s a signal: this is not a long-term, slow-money buyer. This is an active, equity-seeking deal-maker.

How to Respond When a Buyer Asks “What’s the ARV?”

Step 1: Answer, But With Data

Don’t just toss out a number. Back it up.

“The ARV is around $285,000 based on 3 comps:

• 123 Maple: Sold for $282k, same sqft, fully updated

• 455 Oak: Sold for $290k, bigger lot but dated

• 678 Birch: Sold for $279k, smaller but nice finish”

Show them you did your homework. That builds credibility fast.

Step 2: Immediately Link ARV to the Deal’s Upside

“At $285k ARV, this leaves $80k in margin after repairs and close, assuming a $25k rehab budget. That puts you under 72% all-in.”

Let them see your math, not just your words.

Step 3: Ask a Return Question to Qualify Them

Once they have ARV, flip the script:

“Is that the kind of margin you usually look for on a deal like this?”

This tells you:

• What kind of spreads they need

• Whether they’re serious

• If they’re just kicking tires

How to Structure Your Deal Presentation for ARV-Focused Buyers

If you’re texting, emailing, or pitching a buyer who you know leads with ARV, here’s the structure that works best:

Subject: 🔨 Flip Opportunity | $195k Purchase | $285k ARV | Austin 78745

Body:

• Address: [Property Address]

• ARV: $285,000 (3 comps attached)

• Purchase Price: $195,000

• Estimated Rehab: $25,000

• All-In: $220,000

• Projected Spread: ~$65,000

• Close: 7-day cash, clean title

• Access: Vacant, lockbox code 1234

• Exit Potential: Flips in this zip sell fast, avg DOM is 14

CTA:

Want to walk it today or make an offer?

Red Flags to Watch For When a Buyer Fixates on ARV

“Can You Guarantee the ARV?”

Nobody can guarantee anything in real estate. If they ask this, they might be inexperienced or trying to pass risk back to you.

“Zillow says the ARV is higher...”

If they’re citing Zestimate over real comps, they might not be worth the time.

“I’ll buy at 50% of ARV.”

Not unless it’s fire-damaged in a war zone. This is a lowballer in disguise.

How to Preempt the ARV Obsession in Your Marketing

If your buyers always ask “What’s the ARV?”, beat them to it.

Use marketing that includes:

• A realistic ARV with comp summary

• A range, not a hard number: “$280–290k ARV based on finishes”

• Photos of comps for visual comparison

• A reminder of your role: “Do your own due diligence”

Example:

ARV: $280–290k
Based on 3 active flips nearby with modern finishes.
Comps included, do your own numbers, but this one pencils at $60–70k spread easily.

That tells the buyer: I understand your language. I’m not fluffing the numbers. Let’s talk business.

Conclusion

When a buyer leads with “What’s the ARV?”...

• They’re telling you they’re equity-driven

• They’re probably a flipper, BRRRR investor, or math-based operator

• They’ll ignore your deal if the numbers don’t immediately make sense

So beat them to the punch.

Show comps. Show margins. Show math.

And then flip it back to them:

“Is that the kind of spread you normally work with?”

If they say yes, you’ve got a live one.

If they say no or ghost, you’ve saved yourself hours.

And that’s what good deal flow is really about.