Probate Real Estate
Pricing Strategy: Retail vs. As‑Is for Probate Listings
Jul 15, 2025
• 7 min read
• by Team PLS
Pricing
Strategy
Sellers
How to frame options, set expectations, and net the best outcome per property.
Why Pricing Clarity Wins
- Different conditions and timelines call for different paths—retail or as‑is.
- Transparent tradeoffs build trust and lead to faster yes/no decisions.
Key Pricing Drivers
Condition
Repair scope and photo evidence.
Comps
Retail comps vs. as‑is investor benchmarks.
Carrying costs
Taxes, insurance, utilities, risk.
Equity
Mortgage balance and liens.
Days to close
Timeline sensitivity.
Risk
Buyer type, contingencies, certainty.
Decision Playbook
- Document condition with photos and a simple repair tally.
- Prepare two net sheets: retail and as‑is (fees, timeline, certainty).
- Align with attorney on required approvals and closing mechanics.
- Agree on path and launch: retail marketing or investor offers.
- Review outcomes; update your pricing worksheet for the next case.
Talk Tracks
“Some homes sell near market value; others sell as‑is. I’ll show both so you can choose the simpler path.”
“If time is tight, as‑is may net less but close faster; if condition is good, retail can maximize price.”
Assets
- Pricing worksheet (two‑path net sheets).
- Photo checklist and repair tally.
- Sample investor and retail disclosures.
Targets
- Present both paths within 48 hours of walk‑through.
- Track “decision time” and reduce by 20% over 90 days.
Want help turning this into action?
Use our pricing toolkit—worksheets, comp templates, and offers network—plus courthouse‑sourced leads.