The inspection report just came back. The buyer is panicking. The seller is defensive. You’re in the middle trying to keep a deal alive that everyone’s about to blow up over deferred maintenance.
Reframing the Report for Buyers
Most home inspections on Long Island find something. Older housing stock means older systems, and older systems have issues. Your first job is separating safety issues from maintenance items from cosmetic concerns. Walk your buyer through each category. “Safety issues we address in negotiation. Maintenance items are typical for a home this age. These cosmetic items are yours to decide on.”
Scripts That De-Escalate
For the buyer who wants to walk: “Let me share what we found in similar homes in this price range. What we’re seeing here is very typical. Let’s focus on what’s actually material before we make any decisions.”
For the seller who doesn’t want to fix anything: “Your buyer isn’t trying to renegotiate the price. They need to know the roof has 3 years left before their lender will fund. Let’s keep this focused on what the deal requires.”
Strong agent communication skills are the difference between closings and fallen-through deals. Build yours at Main St Success — mainstsuccess.com.