Inspection Strategies and Expectations

See this Video for Response to Inspections training

RTI Training

Remember the 3-D's in the inspection process:

Damaged, Defective, Not Disclosed

These are clear cut items that can be asked for as part of the inspection process and response to inspections.

Pre-Inspections

Be Aware of pre-inspections as a buyers agent.  If there is a pre-inspection attached to the disclosures, everything on there is now disclosed and must be negotiated as part of the initial offer/ negotiations.   Any items that resurface from the pre-inspection, during the inspection window, are not grounds for request OR termination.   They can be asked for- but a seller is not obligated to fix or offer credit for these items.

Pre-inspections are a great strategy as a seller/ seller's agent. It discloses any known issues up-front and also gives the seller the opportunity to make repairs to common issues.  In the event of a multiple offer situation, it puts the seller in an advantageous situation because many buyers may waive a home inspection given the desire to want the home, and forgo requesting repairs in an effort to secure the winning bid.

Setting Expectations..... Why This Matters

• Reduces inspection-related fallouts
• Builds trust and credibility
• Prepares the buyer for what the process will be (prior to inspections)
• 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?”
• 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
• Remind them that this is a 're-sale' house.  It's not brand new.  There are going to be items damaged and not in perfect condition.  This is all about prioritizing what NEEDS to be fixed in order to move forward
• 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 Can (and should) Attend the Inspector Walkthrough (after the inspection happens). This can provide peace of mind for the client and get answers to items on the report which can speed up the process.

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

5. Ask the Right 3 Questions During the Inspection Walkthrough

1. Are there any MAJOR issues?

   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?” Prioritize repairs...

   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.
• You must give sellers the option to fix first- and ask for a credit second.
• Credit = control. Buyers choose the vendor and standard.
• You must be able to give rough or actual 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 If Major Safety Issues

• 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 AND pre-inspection (if available) 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 creating more work later down the road

• Every Inspection is a Learning Opportunity

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

• Use the Facebook Group & Peer Support

  Every deal has nuances— There is no such thing as a stress free deal. Don’t go it alone.

• Client First. Always.

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