Inspections & Expectations

The inspection phase is one of the most emotionally charged and operationally fragile stages of a real estate transaction. It’s also one of the most critical opportunities to deliver five-star service, build trust, and keep deals intact. This guide outlines a repeatable, client-first approach to the inspection process—from setting expectations early, to attending the walkthrough, to advising on strategic negotiations. It’s designed to help agents operate as calm, informed advocates rather than passive messengers or deal defenders. When done right, this process creates better client experiences, fewer surprises, and significantly higher contract-to-close rates.

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🎯 Why This Matters

• Reduces inspection-related fallouts
• Builds trust and credibility
• Sets the foundation for strategic negotiation
• Positions you as a calm, educated advisor (not a salesperson)

🧠 Key Principles

1. Start Early: Set Inspection Expectations While Showing Homes

• Use undesirable properties as a chance to initiate the conversation.
• Ask: “What do you know about the inspection process?”
• Educate in context: If a home is from the 1950s, talk about cast iron plumbing and foundation issues.
• Know the local market or lean on agents who do. Learn neighborhood-specific red flags.

2. Understand the Life Cycle of Major Systems

• Teach clients what’s normal for a house’s age.
• Don’t try to be an expert—just be a curious learner.

3. Use Visual Clues and Basic Tools

• Take photos of serial numbers (HVAC, water heater) and look them up via ChatGPT or online.
• Flag obvious issues without diagnosing. You're not the inspector.
• Say: “Here’s something we’ll ask an expert to review.”

🔍 Inspection Strategy

4. Clients Must Attend the Inspector Walkthrough

• Full stop. In person if possible; video call if not.
• This is arguably more important than closing day.
• You must attend too. It saves hours of back-end damage control.

5. Ask the Right 3 Questions During the Walkthrough

1. “Do you see any deal killers?”

   Foundation issues, major safety concerns, etc.

2. “How does this compare to others in the area?”

   Gain relative context.

3. “If this were your home, what would you fix?”

   This distills priorities fast.

Pro tip: Record answers using Otter.ai or take notes. Use these to inform your repair request later.

6. Recap with Clients Immediately After

• Before the written report arrives, talk through what was learned.
• This gives you emotional leverage if the report spooks them later.
• Reinforce that nothing is a surprise—we’ve already discussed this.

🤝 Negotiation Tactics

7. Understand Seller Psychology

• Reasonable sellers will work to keep a deal together.
• But a request to make a 1990s house meet 2025 standards will often backfire.
• Teach clients to think like a seller—without aligning with the seller.

8. Prioritize Repair Categories

1. Safety (fire hazards, mold, gas)
2. Structural (foundation, roof)
3. Functional (AC not working)
4. Cosmetic (scratches, paint)

Tip: “If you want new-home standards, buy a new home.”

9. Repair Credit > Seller Repairs

• Buyers care about quality. Sellers care about cost.
• Credit = control. Buyers choose the vendor and standard.
• You must be able to give rough estimates for costs.
• This adds short-term work but prevents last-minute chaos at closing.

🏁 Deal Integrity & Client Confidence

10. Remind Clients They Can Walk

• Sometimes it’s the best move (e.g., unreasonable seller, major issues).
• Support their emotional state. Even if it costs you a deal—it builds trust.
• Ironically, no-pressure advocacy keeps more deals together long term.

🧰 Resources & Tools

• Use Seller’s Disclosures to set expectations before making an offer.

• Review disclosures in detail with clients. If unavailable, use that as leverage post-inspection.

  Provide:

  • Home Maintenance Guides
  • Local Contractor Lists
  • Your own inspection notes & estimates

🧭 Final Reminders

• Early Education = Smoother Process

  If you skip this, you'll pay for it in time and stress later.

• Be Present at Walkthroughs

  Agents who "phone it in" here are dropping the ball.

• Every Inspection is a Learning Opportunity

  HVACs, FedPac panels, roofs—learn as you go.

• Use the Facebook Group & Peer Support

  Every deal has edge cases. Don’t go it alone.

• Client First. Always.

  Balance logic with empathy. You are their advocate and their steady hand.