Dave,
We decided to rent out one of our homes a few years ago. Now that the market is strong and home values are up, we’re ready to sell. The tenant doesn’t want to buy the home, but also doesn’t seem too eager to move out. We’re worried he may make the selling process more difficult than it needs to be. What advice do you have for selling a home with tenants?
– Rob, Orchard Mesa
Rob,
Great question—and one that comes up a lot. Selling a home with a renter in place can absolutely be a challenge, especially if they aren’t thrilled about the idea. The key to a successful sale in this situation is cooperation—and that starts with understanding their position and working with them instead of around them.
First things first: check your lease. That document will guide how you navigate the sales process. If the lease is still active, you’ll need to honor its terms. In that case, the new buyer will inherit the tenant until the lease expires. If it’s a month-to-month agreement, things are more flexible—just be sure to give proper written notice, usually 30 days, if the buyer doesn’t want to continue renting it out.
Regardless of the lease, most tenants aren’t excited about helping their landlord sell. From their point of view, strangers will be walking through their home, and they may be forced to move. That’s not a great deal for them. And let’s be honest—the showing process is tough even when you’re the one selling. Now imagine that stress, but with no financial upside.
So how do you get their cooperation? Start with respect. Treat the tenant like a homeowner: work around their schedule when possible, communicate clearly, and be upfront about the process. Gratitude and empathy go a long way, too. Acknowledge that this isn’t easy, and thank them for their help. These small gestures can help build trust and goodwill.
Still not working? That’s where incentives come in. For example, if rent is $1,500/month, offer a $300–$400 reduction during the listing period. That’s meaningful money—about the size of a car payment—and it often leads to better cooperation. Just be clear that this discount is tied to keeping the home clean, show-ready, and available for showings. Let them know you’ll be checking in with your agent regularly to ensure it’s working.
Other creative incentives might include:
- Offering to hire a house cleaner or yard crew
- Paying for short-term daycare during showings
- Providing a move-out bonus (like a full month’s rent)
- Covering moving expenses or waiving early termination fees
Whatever you offer, the goal is the same: create a win/win. If the tenant sees how they benefit, they’re more likely to support the process. If it feels like they’re losing and you’re gaining, resistance is almost guaranteed.
At the end of the day, cooperation is key—and it’s often worth investing a little to keep the process running smoothly.
Hope that helps!
—Dave Kimbrough
The Kimbrough Team
Have a Question? Ask Dave!
