The number agents don't show you
The biggest mistake sellers make is comparing the wrong numbers. They see a cash offer of $242,000 and a Zillow estimate of $298,000 and assume there's a $56,000 gap. There isn't. Once you account for every real cost in a traditional sale, that gap collapses — and in many cases, the cash offer comes out ahead on net.
Scenario A — Move-in ready home, $320,000 ARV
Best-case scenario for a traditional listing — minimal repairs, cooperative buyer, market-rate DOM. This is where listing performs best.
| Line Item | Cash Sale | Traditional MLS |
|---|---|---|
| Gross Price | $271,000 | $319,000 |
| Agent Commission (5.5%) | $0 | −$17,545 |
| Pre-Sale Repairs | $0 | −$3,200 |
| Carrying Costs (45 days) | $0 | −$3,800 |
| Inspection Ask | $0 | −$6,200 |
| Closing Costs | −$3,500 | −$5,400 |
| Your Actual Net | $267,500 | $282,855 ✓ |
Scenario B — Property needs $45K in work, $280,000 ARV
Typical inherited or tired-landlord situation. The property is livable but dated and needs $45,000 in updates to sell at ARV.
| Line Item | Cash Sale | Traditional MLS |
|---|---|---|
| Gross Price / ARV | $218,000 | $278,000 |
| Agent Commission (5.5%) | $0 | −$15,290 |
| Pre-Sale Repairs (mandatory) | $0 | −$45,000 |
| Carrying Costs (90+ days) | $0 | −$7,200 |
| Inspection Ask | $0 | −$9,400 |
| Price Reduction (likely) | $0 | −$14,000 |
| Closing Costs | −$3,100 | −$5,000 |
| Your Actual Net | $214,900 ✓ | $182,110 |
Scenario C — Distressed property, 60-day foreclosure timeline, $240,000 ARV
Every week costs money. A traditional listing on a 60-day foreclosure timeline is not viable — here's the math.
| Line Item | Cash Sale | Traditional MLS |
|---|---|---|
| Gross Price | $185,000 | $235,000 |
| Commissions + Fees | $0 | −$13,925 |
| Repairs Required | $0 | −$60,000 |
| Carrying + Penalty Costs | $0 | −$14,400 |
| Foreclosure Auction Risk | Eliminated | Active risk |
| Closing Costs | −$2,800 | −$4,200 |
| Your Actual Net | $182,200 ✓ | $142,475* |
Scenario D — Mid-range, $25K needed, motivated but not urgent
This is the most common scenario we see. The property needs kitchen and bath updates, the HVAC is aging, and the seller is motivated but doesn't have a hard deadline. The right answer here is almost never a straight cash sale or a traditional listing — it's the BKPP Partner Program.
For a property with $25,000 in needed work and 45 days of flexibility, BKPP typically delivers $20,000–$35,000 more than a cash offer with zero out-of-pocket cost. The seller doesn't fund the renovation — we do — and they split the equity gain with us at closing. Read the full BKPP breakdown → here.
The factor nobody talks about: deal fallout risk
Every scenario above assumes the traditional sale closes. Nationally, 5.2% of contracts fail. For distressed or older properties, that rate hits 10–15%. When a deal falls through, you don't just restart — you:
- Pay another 2–4 months of carrying costs
- Re-list at a stigmatized "why is it still on the market?" price
- Often accept a lower offer from a buyer who knows you're motivated
- Risk further property deterioration while vacant
A cash offer has zero financing contingency risk. The buyer closes or loses earnest money. That certainty is what our CoCI (Cost of Certainty Index) quantifies — and it's the number most sellers never see until they ask for it.
Following the 2024 NAR settlement, buyer's agent commission is no longer automatically seller-paid. But in practice, most sellers in 2026 are still offering 2–2.5% to attract buyer's agents. Total commission is now typically 4–5% vs. the historic 5–6% — a real improvement, but it doesn't change the repair, carrying, and fallout dynamics that dominate the math for older or distressed properties.
Five questions to demand in writing before you decide
- What is your estimated ARV and how did you calculate it?
- What are your estimated repair costs — can I see the line-item breakdown?
- What is your margin — what percentage do you make on this deal?
- What is my net at closing — after every deduction?
- Can you provide proof of funds within 24 hours?
At Local Home Buyers USA, every Offer Check™ includes all five — plus a side-by-side traditional sale projection and a BKPP projection if applicable. No hidden math. No pressure. Just your numbers.