Should You Renovate Before Selling, Or Price Strategically Instead?

According to St. Louis Real Estate News, a significant share of active listings across the region have been on the market for more than 60 days. The cause? Well, it’s complicated. It’s not that we are in a slow market. Rather, it’s a selective market. With more inventory becoming available, buyers are hesitant to purchase something they’re not sure is worth the mortgage payment.

When a listing in St. Louis doesn’t sell within the first few weeks, there’s usually one of two things going on: Something is undesirable about the home itself—such as being outdated or a strange size—or it’s priced wrong. If you’re planning to sell soon, it’s worth it to do everything possible to attract buyers right away. That might mean renovating before selling, but it also might make more sense to lower the price and let buyers make the updates. 

We’ll tell you what makes sense in your situation.

In a recent Bright MLS survey, more than half of buyers said they will only buy a home that’s move-in ready. And according to a report by Zillow, many buyers are willing to pay up to 4% more for a home that doesn’t require repairs or renovations. This means that, if your home requires a lot of elbow grease and you leave it as is when listing, it could sit unsold for an extended period. 

However, renovating a home just to make a quicker sale at a higher price is not worth it if you don’t actually make a profit. Before putting in the work, you should strategically think about how to make the best return on your investment.

Some repairs are a must just to get your home up to code. To pass a home inspection, major systems like HVAC, plumbing, electrical, and roof must be in safe working condition, and there can be no broken windows or other dangerous flaws. Not only will buyers be leery of a home that doesn’t pass inspection, they may not be able to secure financing from a lender if they are seeking a government-backed loan. 

So, even if you don’t plan to completely renovate your home, it’s worth it to consider pertinent repairs or replacements. It’s probably not worth it to put in new HVAC just to impress buyers (that costs about $10,000 and only boosts home value by $3,000), but if the system is so old it won’t pass code, it’s worth the investment. The same goes for a new roof, which usually only returns 70% of its value: Replacing one that’s 30 years old is probably better than losing a sale altogether if it fails inspection. 

And it’s always worth the investment to eliminate stains and smells, simply to keep buyers from turning away. Replacing carpets with pet stains or hiring an odor removal company in a home that’s been smoked in are not cheap, but it will give you a better chance of a quick sale at a better price. 

If you’re wondering “Should I remodel before selling my house?” The answer is that you certainly can, but it pays to be smart about it. We see many homeowners who want to see their personal design choices come to life just before moving, when the goal should only be to enhance the property’s resale value. The point of choosing a project that gives you a good ROI is that you don’t put in more than you’ll ever get out of it. 

The National Association of Realtors® and National Association of the Remodeling Industry's 2025 Remodeling Impact Report shows that remodeling projects with the best ROI include painting the entire home in neutral colors and installing a new roof, if needed. Kitchen upgrades also see a good return as long as the right changes are made.

According to the Journal of Light Construction, a minor kitchen remodel costs $28,000, but most homeowners only recoup about $20,000 when they sell. To experience a better ROI, it’s best to steer clear of replacing cabinets and countertops all together. By simply painting cabinets, replacing drawer pulls, and adding modern lighting, it gives the fresh new look that homeowners love — without hitting your bank account too hard.  

Other projects with the highest ROI include:

• New steel front door: 100%
• Closet renovation: 83%
• New fiberglass front door: 80%
• New vinyl windows: 74%
• New wood windows: 71%
• Basement conversion to living area: 71%

While many buyers only want turnkey homes, the story is a little different in highly sought-after St. Louis neighborhoods. Hot areas like Kirkwood and Webster Groves have high-quality schools and many parks, so many parents are willing to pay top dollar to land a home there—even if it is outdated. 

The same goes for walkable neighborhoods like Central West End and The Hill. In these places, many buyers don’t mind older homes that need work, seeing value in their charm. The people drawn to these older neighborhoods frequently want to do their own renovations to preserve that charm, and may turn their noses up if you modernize too much. 

Finally, distance from work is a huge factor in what buyers are willing to pay for an outdated home. Someone who works in Clayton might pay the same price for an older home in Brentwood vs. a fully renovated home in St. Peters, just to avoid sitting hours in traffic.

The best strategy for getting the most for your home is to talk to a realtor before renovating. An agent who is familiar with St. Louis neighborhoods will be able to tell you what buyers are willing to pay in certain areas for homes that are not updated vs. those that are. They will also be able to tell you if lowering the price is the best way to draw target buyers. 

To contact one of our expert realtors at Berkshire Hathaway HomeServices Select Properties, simply find an office near you or wherever you are thinking of buying a home.