How to sell a flat without renovating it

Many owners decide to sell their flat without carrying out any renovation work, as this is both time-consuming and costly. However, it is important to realise that this involves a trade-off: a flat that has not been renovated sells for less, meaning the owner loses out on potential profit.

According to market analysts, the price difference between a refurbished flat and one that is not can be as much as 20–40 per cent, and in some cities even up to 50–55 per cent. For example, in Kyiv, unfurnished one-bedroom flats cost on average around $53,000, whereas similar refurbished flats cost over $80,000.

It is also important to understand that buyers are not so much paying for new wallpaper and tiles as for the ability to move in and start living there straight away. An unfurnished flat automatically appeals to a narrower segment of buyers—those who are prepared to spend time and money on decorating. This reduces demand and leads to tougher haggling.

And yet, even without any renovation work, it is possible to sell a flat quickly and at a good price. The key is to present the property effectively and develop a sound sales strategy. In this article, we’ll look at five tips to help owners sell their homes without renovating them.

1. Set a fair and competitive price with room for negotiation

One of the most common mistakes when selling an unfurnished flat is to base the price on that of furnished properties and simply offer a small discount. Buyers compare not only the size and location, but also future costs, such as demolition, building materials, tradesmen’s fees, and the time required for renovation. They often perceive this as costing tens of thousands of dollars or several months of waiting.

It is best to factor in the price difference from the outset and leave room for negotiation. An unfurnished flat should be significantly cheaper than similar properties that are already furnished, otherwise it will remain on the market for too long. You should also allow for a 5–10% margin for negotiation, so that the buyer feels they have got a good deal.

So, here’s what you need to do to set a price:

• compare properties that haven't been renovated in your area, rather than every single one;

• take into account the condition of the building, the floor and the layout — these factors may partially make up for the lack of renovation;

• Don’t inflate the price ‘just in case’ — the first 2–3 weeks are crucial for generating interest.

If you set the price right, you’re halfway there. It immediately filters out unwanted viewings and attracts your target audience—those who are ready to buy a flat in need of renovation.

2. Get your flat ready for viewings without carrying out any repairs

Many people believe that if a flat hasn’t been renovated, there’s no need to get it ready for viewings. This is the most common mistake, and it reduces potential buyers’ interest. Even minimal preparation can significantly influence perception and reduce the impression of neglect. There is no need to carry out a full refurbishment, but you should remove anything that puts buyers off when viewing the property.

How to prepare an unfurnished flat for viewings:

• give the place a thorough clean — the windows, floors, bathroom and kitchen must be clean;

• repair obvious defects, such as leaks, broken sockets and doors that are not properly secured;

• clear away clutter and old furniture — this will make the room look more spacious;

• neutralise unpleasant odours, particularly those of damp or mustiness.

When viewing the property, the buyer should see not a ‘problem’ flat, but a clean canvas for future renovation. Even simply whitewashing the ceiling or painting the walls in a neutral colour can pay off in the form of a higher asking price or a quicker decision to buy.

3. Highlight the flat’s potential, not its current condition

If people are buying a property for the first time—meaning they have no experience of how to turn an unrenovated flat into a beautiful space—they will find it difficult to picture ‘their’ future home behind the old wallpaper and worn-out fittings. It is important to help them visualise this; otherwise, you will have to significantly reduce the price or spend a long time looking for buyers.

How to showcase an apartment’s potential:

• include examples of possible repairs in the advertisement;

• if possible, draw up a simple layout plan or furniture arrangement;

• describe the advantages in the text, for example, ‘you can create an open-plan kitchen and living room’, ‘there’s space for a walk-in wardrobe’, ‘it’s easy to divide into zones’, and so on.

This will shift the buyer’s focus from the question ‘how much will I need to invest in this flat?’ to ‘what can I do with it?’. As a result, the pressure on the price will be significantly reduced.

4. Take high-quality photos and provide an honest description

Even an unrenovated flat can look appealing in an advert. The key is to present it in the right way. If the photos of the property are poor quality or too dark, this automatically reduces the number of views and gives the impression that there are issues with the property. Few people are keen to buy such a flat.

What to do to make your property look its best in adverts:

• shoot in daylight with the curtains open;

• choose flattering angles that highlight the space rather than any problem areas;

• add photos of the entrance, the building and the view from the window to build trust;

• Don’t hide the fact that the property needs renovating in the description; instead, present it as an advantage – you can tailor it to your own tastes.

If you present your property honestly and accurately in the advert, this will set the right expectations. As a result, you’ll attract genuinely interested buyers who are already aware of all the property’s details.

5. Seek professional help

Selling an unrenovated flat involves more than just placing an advert on the relevant online platforms. It is also important to value the flat correctly, highlight its advantages, and negotiate with buyers, who will generally try to drive the price down significantly.

A professional estate agent can help you tackle several tasks at once:

• to objectively determine the market value of an unfurnished flat;

• present the property effectively — take attractive photos, write a description, and position it well;

• filter out 'empty' views and focus on target customers;

• negotiate effectively and stand your ground on price;

• to support the transaction and mitigate legal risks.

It is particularly worth considering the services of an estate agent for those who need to sell their property quickly, or who do not have the time or inclination to navigate all the intricacies of the market themselves. The agent’s commission often pays for itself through a better sale price and the time saved.

Contact Mayak Estate Agency if you want to sell your flat quickly and profitably without carrying out any repairs. The agency employs experienced estate agents, solicitors and a notary, so your transaction will be handled professionally and in full compliance with the law.