Use incentives to sell house with defects

Price cut, buyer credit can work wonders

Buyers who purchased during the bubble market often paid too much in competition for a home that needed a lot of work, and then they did few or none of the repairs. In a rising market, buyers were willing to ignore defects and buy "as is" rather than miss out on rapid appreciation.

The opposite is the case today. Home prices have declined an average of 30 percent nationally from the peak. Buyers usually don’t overlook defects, even though the house is still standing and the defects have been there for years.