Selling a House ‘As Is’ in Florida

Looking to sell a house “as is” in Florida? Whether you’ve got a fixer-upper or recently inherited a relative’s home, sometimes the goal is to skip repairs, get a fair offer, and move on.

In Florida, the concept of selling a property without negotiating repairs is so alluring, that “the percentage of as-is sellers is probably 99%,” reports top real estate agent JoAnn Jacobs.

“Because the market is competitive and it’s so common, it’s just assumed most properties are being sold “as is,’” she says. “Most buyers enter the market and expect to make an as-is offer anyway.”

JoAnn and her business partner and husband, Thomas “Tom” Jacobs, have sold real estate in Tallahassee, Florida, for more than 24 years and have completed the sale of 100% of their listings.

“Sellers are interested in listing their home ‘as is’ because they want a sale with an easy transaction and a lot less hassle,” says Tom.

There are typically two types of as-is sellers. “Some sellers know the house is a fixer-upper, and they want to price and sell it accordingly,” he says.

Other sellers have taken care of their home, the house is clean, livable, and functional with no major repairs necessary. “Especially in the seller’s market, they list ‘as is’ because they don’t want to discount their house or be liable for repairs later on,” he explains.

Frequently, the inspection serves as the buyers’ safety net. “If the inspection shows some damage that nobody was aware of,”  Tom explains, “it usually results in renegotiation of the deal — either the price or the repair gets fixed.”

However, selling a house “as is” usually means accepting a lower offer and it doesn’t always prevent buyers from trying to negotiate savings. Let’s take a closer look at how to sell a house “as is” in Florida, your options for getting an offer, and what to expect from the process.

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Fast facts about selling a house ‘as is’ in Florida

What is ‘as is’ condition in real estate?

“As is” is a type of home sale where it’s understood that no improvements will be made to the property. When selling a house, “as is,” the seller is choosing not to entertain requests from buyers to complete repairs or provide a credit for fixes.

An as-is sale may also indicate that the functionality and longevity of certain components of the home, such as a stove on its last legs or an older roof, is not guaranteed.

When selling a house “as is,” the general condition of the property should already be accounted for in the purchase price of the home to the best of the seller’s knowledge.

“If there’s a major repair or component of the home that you know is not brand new or in tip-top shape,” says JoAnn, “simply disclose it and you’re good.”

Which types of homes are sold ‘as is’?

Homes sold “as is” often need some work or may be cosmetically outdated. It’s not a label you’re likely to put on a listing in pristine, move-in-ready condition.

“As is” sales often attract investors searching for their next flip or buyers seeking a bargain, perhaps on a home in a great location with lots of potential.

For example, the Jacobs recently showed an as-is property in a desirable neighborhood to a newly married couple. The HVAC and appliances were relatively new. The home needed just cosmetic updates such as new flooring and paint to bring its design aesthetic out of the 1980s.

“It’s going to be their first home,” says JoAnn, “They’re OK with some sweat equity, so it’s a good opportunity for them.”

What problems do you have to disclose in Florida?

Selling a house “as is” in Florida doesn’t mean sweeping known problems about the house under the rug.

While filling out a disclosure form per se is not contractually mandated, Florida law does require sellers and their agents to disclose any significant property material defects that may not be easily visible to the buyer. Buyers still have the responsibility to have the property inspected.

“Buyers don’t like the fact that the form is not required,” says Tom, “and Realtors® hate it.”

That’s why top-notch Realtors® such as the Jacobs still encourage their sellers to proactively fill out the form.

A good time to fill out the Florida Realtors’ Sellers Property Disclosure-Residential is prior to listing your home or requesting an offer so that you know it’s taken care of.

According to the document, Florida law requires the seller to disclose all known facts “that materially affect the property’s value and are not readily observable or known to the buyer.”

Furthermore, the seller represents the information provided on the form and any attachments are “accurate and complete to the best of the seller’s knowledge.”

The form will walk you through documenting what you know about:

• Current occupants of the property (tenant, owner, unoccupied)
• Structures, systems, and appliances
• Termites, other wood-destroying organisms and pests
• Water intrusion, drainage, flooding
• Plumbing, roof and roof-related items
• Pools, hot tubs, spas
• Sinkholes
• Homeowners association restrictions, boundaries, and access roads
• Environmental concerns
• Governmental, claims and litigation and
• Foreign Investment in Real Property Tax Act (FIRPTA)

The seller is also prompted to fill out information about whether homeowner’s association membership is mandatory and the HOA has any restrictions or covenants that affect the property.

If the seller installed a hot tub, pool, or spa after October 2000, you must indicate what kind of safety feature it has to comply with Florida statutes.

As the seller works through the form, “‘Don’t know’ is a perfectly fine answer,” says Tom. The Jacobs typically supplement that with an explanation such as the owners never occupied the house because it’s inherited or they moved out five years ago.

That way, Tom says, “Buyers and their agents understand the perspective of the seller, where they’re coming from, what they know, and what they should know.”

Review your options to sell ‘as is’ in Florida

The main options to sell a house ‘as is’ include:

List ‘as is’ with the help of a real estate agent

A great real estate agent will provide assistance throughout the process of listing and selling a home “as is.” An agent gives simple presentation tips to improve marketing, helps to set an appropriate price that reflects the home’s condition, and works to find a buyer willing and eager to purchase your home in its current state.

One of the greatest advantages the Jacobs bring to a sale is their experience and knowledge. “We just try to arm our sellers with information,” says Tom.

That process usually begins with a thorough examination of the home.

“We do a home inspection to find out exactly what’s wrong with the property and get repair estimates for the potential buyer,” says Tom. “Buyers always seem to assume the worst. If you have estimates showing how much the repair is going to cost — maybe, in reality, the repair estimate is $5,000, but a buyer might assume $10,000 — that gives the buyer peace of mind.”

Using the punch list and repair estimates, the Jacobs also help the homeowners set realistic expectations about selling an as-is property that needs work.

“People interested in buying a distressed house are looking to get a return for the work they do,” Tom explains.

For example, if a house is worth $300,000 and needs $30,000 of repairs, “No buyers want to do $30,000 of work just to break even,” he says. “If they did, they would just go buy a $300,000 house.

With that in mind, Tom advises pricing that home at $260,000. “That way, if the buyers offer $265,000, the sellers feel comfortable and confident that’s a good offer,” says Tom. “They’re not insulted by it.”

Sell directly to a cash buyer

Someone needing to sell their home “as is” can also work directly with a property investor or house-buying company rather than list, where it may be difficult to get an offer from a limited buyer pool.

We Buy Houses operations buy “as is” at a discounted rate and generally seek out homes in need of significant repairs. These companies can help sellers cash out quickly and many will cover a seller’s closing costs.

The level of integrity and customer service you experience can vary, even within an established house-buying company that strives to maintain consistent business standards. This is because many We Buy Houses companies are franchises and often use independent investors or local wholesaling outfits. Your experience greatly depends on the character of the person or group making the offer.

If you are considering a cash offer, vet the company thoroughly. Check reviews, read testimonials, and research its presence and performance in the market. And, of course, read the buying agreement carefully before signing.

Steps to list ‘as is’ with the help of a real estate agent

Find an agent willing to list the home ‘as is’

Your choice of real estate agent always matters, but especially when selling a property “as is.” It’s important to find the right match. You’re looking for an agent who doesn’t shy away from listings that need a little TLC and maybe has a strong network of investor connections.

Your agent should also be willing to go the extra mile on marketing. Considering 80% of Americans say they would prefer to buy a move-in ready home, an “as is” sale likely has a reduced buyer pool from the start.

“You need a highly ethical, knowledgeable agent who will guide you through the process and work with you to disclose everything now, so problems don’t arise later, ” says JoAnn. “It’s best to look for an agent with five to 10 years of experience, who’s experienced changes in the market over time.”

Consider a pre-listing inspection

A pre-listing home inspection is the same as a standard home inspection except that the seller pays for it before listing their home on the market. It may sound like a counterintuitive step for an as-is sale, but getting the inspection results upfront can illuminate any issues that could impact the value of the home and inform an accurate pricing strategy. If a buyer requests further deductions to the price based on their own inspection, you may be able to point to how the estimated cost of certain repairs was already baked into the list price.

Because the Jacobs want a professional assessment of each home’s crawl space and attic, they routinely recommend pre-listing inspections.

While a pre-listing inspection may expose previously unknown defects that are expensive to repair and now must be disclosed, “it’s better to learn about a problem upfront because it was going to come up eventually,” says JoAnn. “How bad would it be to have your property under contract and then everything fall apart? It’s more heart-wrenching to find out after the contract.”

On the flip side, sometimes inspections reveal that some properties don’t need as much work or updating as the owner originally thought.

Even though buyers are likely to pay another professional to conduct their own final evaluation, “A pre-listing inspection gives you a clear picture,” says JoAnn. “It helps in pricing and in marketing by communicating the condition of the property to buyers.”

Price to reflect ‘as is’ condition

The median sale price for homes in Florida hit $420,000 in May 2022, a 21.8% increase over the year prior.

The Jacobs say homes sold ‘as is’ in the area typically sell for 25% less than regular listings. Some of the top factors that impact the value of an “as is” listing in Florida include the:

• Condition of kitchens and baths. “Whether kitchens and baths are updated seems to have the biggest impact on value,” says Tom, “because they’re the most expensive to renovate.”
• The age of the roof. Many insurance companies require at least 10 years of life left on a roof in Florida. Having a new roof can save the buyer the $10,000 or more in replacement costs. “If the buyers aren’t paying cash, they aren’t even eligible for financing until an old roof is replaced,” says JoAnn.
• The soundness of the foundation. With Florida’s humidity, high water table and other rainwater runoff problems, “we have a lot of problems with off-grade foundations and damage underneath the home that result in uneven floors and even fungus and rot,” says Tom.Fortunately, companies that perform encapsulations can mitigate the damage and make sure the problems don’t recur. “You can spend $20,000 to $30,000 underneath the house on something no one sees or enjoys,” Tom says. “But without spending the money on those essential repairs, the floor could cave in.”

You can start with a free estimate from HomeLight’s Home Value Estimator (HVE).

Our HVE combs public data including tax records and assessments and pulls recent sales records for other properties in your neighborhood. Using a short questionnaire, we also factor in specifics about your home such as the property type and described condition. Input your address, and we’ll provide you with a preliminary home value estimate in under two minutes.

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Do ever-so-light preparations

Even for as-is home listings in Florida, the Jacobs typically recommend sellers complete tasks they can do themselves and/or without spending a lot of money including:

• Improve the landscaping. “It’s sweat equity,” says Tom. “You can cut down overgrown plants, remove debris, mow the yard and replace the front steps to improve curb appeal.”
• Utilities turned on/accessible. “Many times in distressed properties, the electric has been turned off for a while,” says JoAnn.”We want the power turned on and the air conditioner running.” Plus, turning on the AC, lights, and water also helps make cleaning easier and faster.
• Clean up the interior. Dust, vacuum, and mop to make sure even a distressed space looks its best. “You don’t want spider webs or dead bugs lying on the floor,” says JoAnn.
• Get rid of health hazards. Textiles can hang on to old odors, stains, mold, mildew, and insects. Toss old furniture, blankets, and planters gathering water that may have been left behind by the previous occupant that could be harboring a health hazard. For example, “If the carpet is disgusting, we might not replace it; but, we definitely rip it out,” says Tom.

• Address simple things that involve the senses. While most buyers begin their property search online, their in-person experience can seal the deal or break it. So, any cost-effective improvements to heighten the way the property looks, smells, or feels are a good investment.

Photograph to show potential

Your home listing warrants professional photography no matter what type of condition the property is in. A professional photographer will take steps to shoot each room from the best angle, ensure optimal interior and natural lighting, and edit for the ideal brightness and exposure.

A high-quality camera with a wide-angle lens is also essential to showcasing entire rooms rather than half or three-quarters of what’s there. For these reasons and more, professionally photographed homes can sell up to three weeks faster and bring in up to $11,000 more than their houses marketed without professional photos.

Your real estate agent will almost always arrange for professional photos as part of the listing process.

Highlight the surrounding area

A home’s location will be important to buyers seeking out a home with potential. Mention in your as-is listing if your home is close to any of the following:

• A-rated school districts
• Lakes/waterfront recreational areas
• Beaches
• Downtown
• Medical centers
• Shops and restaurants
• Parks
• Safe and quiet streets
• Convenient public transportation
• Easy freeway access
• Golf courses

Include ‘as is’ in the listing

Unless you explicitly mention that your house is being sold “as is,” buyers will have no idea of your intentions with the listing. Other common descriptors mentioned in as-is listings in Florida include priced to sell, fixer-upper sold “as is” or handyman’s special sold “as is.”

To balance the focus on as-is condition, work with your agent to craft a property description that highlights the best features of the home, such as the:

• Price: By this point, the Jacobs have collaborated with the owners to set a price that will attract the right buyers.
• Potential: Because the Jacobs have flipped homes themselves, when they walk into a distressed, as-is house, they immediately start calculating. “If we were buying the home for our kids, what would we do?” says JoAnn. Once they identify items that would make the biggest impact, they price out repairs — everything from appliances and HVAC to foundation repair and painting — with their network of contractors. So, before the buyers invest any of their own time and money in an inspection, they have a rough estimate of the cost of repairs.
• Value of sweat equity:  “We show the buyer a home book,” she says. “It has the current comps (comparable home prices) for this property fixed up, the listing price and estimates for the items that need to be fixed.” For example, in a home they list for  $225,000, the Jacobs might identify comps showing the renovated property is worth $300,000 with estimated repair costs of $25,000. “So the buyers start seeing they’ve potentially got $50,000-worth of built-in equity here.”

Understand buyers may still negotiate

Listing “as is” provides no guarantee that buyers won’t try to negotiate savings on their purchase, even on an asking price you felt was already reduced to reflect the home’s condition. One of the best defenses you can have is an agent who takes a hard stance to prevent a deal from going south for the seller.

“We educate our clients by explaining the whole process — what buyers are trying to achieve, what sellers to achieve, and how we can put the two together and make it work for everybody,” says Tom.

In addition, the Jacobs try to head off an issue that frequently occurs in the negotiation of as-is property. “We try to prevent the buyer from trying to double dip the seller,” Tom says.

For example, buyers or their agents might assert the sellers to pay $5,000 in closing costs, so the buyer can make $5,000 in repairs. The buyers might also say they need a $5,000 price reduction to offset the same repairs. “So we have firm numbers and verbiage about what we’re willing to do,” he says.

Be aware of minimum property standards for certain loans

When you place your home on the market, it’s hard to predict if your top offer will come from a cash buyer or a buyer pre-qualified for a home loan.

But if you do end up working with a financed buyer, be aware that different mortgage types (such as conventional loans or government-backed FHA, USDA, or VA loans) have different minimum property standards. These are standards related to the overall condition of a property which will play a role in the willingness and/or ability of a lender to finance a buyer’s loan.

Before properties can be financed, their value and condition are typically examined by a state-licensed, independent appraiser contracted by the buyer’s mortgage company.

If you’re unsure whether your home will meet appraisal requirements, you can start by taking a look at the FHA minimum property standards. If your house complies with FHA, then it complies with most other lenders’ requirements.

Prioritize a cash offer if you receive one

On occasion, conventional lenders may even finance a fixer-upper property sold “as is,” and it’s not impossible to finance a fixer-upper with an FHA loan. However, if you’re selling a house “as is” — especially one that needs heftier repairs — you may want to consider accepting a cash offer if you receive one. Cash eliminates the lender-ordered appraisal as well as the time it takes to close on the buyer’s loan, creating a faster and clearer path to settlement.

“A cash sale is good for everybody,” says Tom. “It streamlines the transaction and involves fewer people.”

Typically, a cash sale doesn’t involve an appraisal, which might generate a value contingency or an additional list of property defects that might set off a new round of negotiations. In Florida, “a cash sale also allows the repairs required by the insurance company to be completed after closing rather than before,” he says.

In that way, a cash sale can keep a closing on track rather than having it derailed by unexpected issues.

Pros of listing a home ‘as is’: 

• Save time and money on prep work
• Possibility of reducing negotiations from the inspection
• Solution for out-of-state owners and inherited homes

Cons of listing a home ‘as is’:

• Limited buyer pool
• Expect lower offers
• Negotiations and repairs aren’t always off the table

Steps to sell directly to a cash buyer

Now that we’ve covered the general process of listing a home “as is,” let’s discuss the alternative of working with an investor. While the process varies from business to business, the steps to selling your home to a house buying company typically go something like this:

1. Decision: A homeowner decides a traditional listing isn’t for them. Perhaps their house needs a lot of work or they do not want to host any showings or open houses. They’re concerned about finding a buyer willing to purchase their home “as is” in its current state.
2. Contact: A seller contacts a company that buys homes in their area and provides some basic information about their home.
3. Preliminary offer: At this stage, some house-buying companies will provide a preliminary offer that is subject to change after a house assessment.
4. Assessment: The company schedules a walkthrough of the property to evaluate its condition, usually within 24 to 48 hours.
5. Firm offer: The company makes a firm offer (usually within 24 hours, sometimes on-site after the walkthrough) which you can accept or decline. Most of these companies will not negotiate on price, so the offer is a take-it-or-leave-it scenario.
6. Closing: If you accept the offer, you and the company will each sign the contract, and closing will begin. Some companies offer a large deposit or moving cost assistance, and a few may even pay for the home upfront.
7. Payment: The seller receives payment quickly, typically within seven days to a few weeks. This can vary by company, and sellers who work with a house-buying company often enjoy flexibility in selecting a move-out date that works for them.

If you aren’t sure where to get a cash offer, consider Simple Sale, a solution from HomeLight. With Simple Sale, you tell us a bit about your home, such as whether it’s a single-family or condo and how much work it needs. From there we’ll provide you with a no-obligation full cash offer to buy your home in as few as 48 hours.

Skip repairs

No need to call the roof inspector or drain your savings to replace the HVAC. HomeLight will provide an offer for homes in almost any condition.

Sell when it’s convenient

Want to get out right away? Or need a little more time to pack? Either way, we’re flexible. Pick a move date that works for your schedule within 30 days of closing.

Close with certainty

Cash buyers don’t need a lender’s involvement to purchase a home, meaning they can move nimbly and quickly compared to someone who needs financing. With Simple Sale, you can close in as little as 10 days, compared to the 30-60 days it typically takes to close with a financed buyer.
Curious to know more about the Simple Sale experience? Hear it first hand from one of our valued clients in the video below.

Additional We Buy Houses companies in Florida

Below we’ve compiled a list of some of the leading companies that purchase homes “as is” for cash in Florida and information about each.

Florida Cash Home Buyers, LLC

Website: floridacashhomebuyers.com
Phone: (954) 519-7040
Locations: throughout Florida

Formed in 2011, Florida Cash Home Buyers, LLC has completed over 800 real estate transactions. The company says its closing process typically takes two to four weeks but that it can be flexible depending on the seller’s level of urgency and preferred timeline.

Along with providing full cash offers to purchase homes in “as is” condition, Florida Cash Home Buyers also offers another sale option which they refer to as “Novation.” With this method, the company completes necessary repairs on the property and helps you find a third-party buyer. Due to the improved state of your home, the company says that you may receive 10%-15% more than you would with a regular cash offer.

Closing costs: You pay no closing costs; Florida Cash Home Buyers covers them.

Reviews: Florida Cash Home Buyers has 81 reviews on Google for an average rating of 4.7 out of 5 stars. Past customers speak highly of the employees’ attentiveness, responsiveness, and ability to answer questions. Most people report that the closing process was fast and simple, even when customers were dealing with difficult circumstances.

Freedom Cash Home Buyers

Website: freedomcashhomebuyers.com
Phone number: (855) 491-2352
Locations: throughout Florida

Founded in 2017, Freedom Cash Home Buyers prides itself on having no hidden fees or closing deductions as well as an A+ rating from the Better Business Bureau. In addition, Freedom doesn’t shy away from properties that have title issues, code violations, low equity, and late mortgage payments.

To work with Freedom Cash Home Buyers, you’ll first speak with a representative over the phone and provide information about your home and needs. After analyzing your home, an employee will provide you with an offer over the phone. If you accept the offer, you’ll complete a contract, and typically receive your cash 10 to 20 business days after signing.

Closing costs: Freedom Cash Home Buyers covers closing costs with exception of property taxes.

Reviews: Freedom Cash Home Buyers has 69 Google reviews for a 4.9 out of 5 rating. Many reviews speak of the employees’ quick responses to calls and emails as well as their ability to truthfully answer questions. Sellers also report a simple closing process, even if a home was in poor condition.

All About Real Estate

Website: allaboutrealestate.com
Phone number: (786) 847-7605
Locations: throughout Florida

All About Real Estate has been in operation since 2014 and accredited with the Better Business Bureau since 2018. The company is currently buying houses in more than 200 Florida cities ranging from Miami, Fort Lauderdale, West Palm Beach, Jacksonville, Orlando, Tampa Bay, and Naples.

All About Real Estate LLC can close on homes in as little as seven days but is also happy to accommodate longer closings. First, you’ll speak with a company representative over the phone and then walk the property with an employee. After the property walkthrough is completed, you’ll receive an offer and can set a closing date of your choosing.

Closing costs: You pay no closing costs; All About Real Estate covers them.

Reviews: Although All About Real Estate has only eight reviews on Google, they have a perfect rating. Past customers praise the team’s honesty, professional service, and communication. Reviews also speak of a fast and seamless closing process.

The Friendly Home Buyer

Website: thefriendlyhomebuyer.com
Phone number: (813) 538-1518
Locations: South Florida, Florida Panhandle, Miami, Panama City, Sarasota, and Tampa

The Friendly Home Buyer has an A+ rating from the Better Business Bureau and works with homeowners to close on their homes in as little as three days.

If you want to work with the company, you’ll talk with an employee in person or over the phone. Then, you’ll receive an offer immediately or shortly after, depending on the situation. When it’s time, you can complete the closing from your home, another state, an attorney’s office, or anywhere else you choose.

Closing costs: You pay no closing costs; The Friendly Home Buyer covers them.

Reviews: The Friendly Home Buyer has 21 5-star reviews on Google for a perfect rating. Reviewers rave about owner Jared Sandel’s professional and friendly service as well as his patience, honesty, and knowledge of real estate. Customers report that this service leads to a worry-free sales process.

Pros of selling ‘as is’ to an investor:

• Save money on home preparations.
• Sell fast — receive an offer in as little as a few days, and close as quickly as one to two weeks later.
• Skip repairs. Most house-buying companies purchase properties in “as is” condition, even those that need major repairs.
• No staging. No repeated showings. No open houses.
• Arrange for a flexible move-out date.

Cons of selling ‘as is’ to an investor:

• Offers are likely to be much lower. Investors typically pay 70% of what they estimate to be the home’s after-repair value.
• Sellers will have little room to negotiate. Most cash buyer offers are going to be “take it or leave it.”
• Although many home-buying companies are legitimate, some are not. It’s always a good idea to be vigilant about possible scams.

How much will you make from an as-is home sale?

There is no simple equation for calculating how much you’ll net from an “as is” sale. If you list on the market with an agent, you’ll need to account for the cost of agent commissions (around 5.8% on average) and other closing costs such as title fees and taxes, but are likely to field higher offers from buyers and see more competition for the home.

It’s hard to predict how much profit a seller stands to make on an as-is sale versus a traditional sale. “It depends on what the sellers owe and other variables,” says JoAnn. “Each situation is so different.”

Different types of investors and house-buying companies also offer varying amounts for homes, largely dependent on their exit strategy. While fix ‘n’ flip investors usually pay around 70% of the home’s after-repair value, buy-and-hold investors who plan to rent out your property may be able to pay more. In addition, investors are often willing to cover a seller’s closing costs which can add up to around 1%-3% of the sale price. HomeLight’s net proceeds calculator can be helpful for running through some possible selling scenarios and estimating your take-home pay.

Ready to sell your house in Florida?

While every home sale is different, you should now be familiar with the general process of selling a house “as is” in Florida. Now, you can begin to weigh which method will work best for you.

“Buyers are scared of the unknown,” says Tom. “So if you can make the unknown known, be concise and upfront, and explain the home’s condition to them confidently, it makes buyers feel more comfortable investing in your property..”

Before they enter the market with an as-is property, it’s important for sellers to realize, “Knowledge is power, so don’t hide from what needs to be done,” says JoAnn. “Find an experienced Realtor®, identify what needs to be fixed, get estimates, work with your agent to decide the best course of action and create a plan about how to proceed.”

Whether you choose to list “as is” with a real estate agent or work with a direct home buyer, a home doesn’t have to be in perfect condition to sell — so long as you provide disclosures as necessary, set the right price, and know what to expect going in. Whenever you’re ready to take the next step, HomeLight would be happy to assist with your real estate needs. Connect with a top agent near you or get started with a cash offer from Simple Sale.

Header Image Source: (Roger Starnes Sr / Unsplash)