What do you fix and what do you sell around? As real estate agents, we all know that the fewer problems a house presents, the better the chances it goes under contract faster and closes for more money. But you also know that not every seller is willing or in a position to make the repairs.

Based on recent coaching sessions, more agents are finding themselves guiding sellers through these decisions right now. What to fix, what to leave as is, and what a seller can realistically commit to even when everyone agrees the work would help.

Matt and Garrett break down a framework for separating the deal breakers from the flaws buyers will overlook, a way to frame repairs around risk instead of a laundry list of demands, and a listing prep strategy that guides buyers toward what makes the home worth buying.

Selling around something is not hiding it. It's knowing which story the house should tell first.

What's the biggest thing you've ever sold around? Drop it in the comments. And what's on your absolutely-must-fix list?

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Hosted by Matt Bonelli and Garrett Frey, dedicated to helping real estate agents build a business that fuels their life, doesn't consume it.