By Scott Gaertner
You can always tell when the market tips in the buyer’s favor — like it has now. One of the first things we notice? Inspection requests get a whole lot longer. The days of buyers waiving inspections are long gone, and now they’re asking for things that will leave you scratching your head — or maybe clenching your fists.
This shift can be frustrating for agents, but for homeowners, it can feel downright offensive. That’s where I come in. My job is to keep the emotion out and the perspective in. Knowing when to stand firm and when to bend a little. There’s no checklist for this — it’s gut and experience. And during times like these, it’s more important than ever to get inspections right.
Start Strong: Fix Before They Find It
One of the best things you can do before putting your home on the market is to get a pre-listing home inspection. It’ll cost you about $500, but I can’t think of a better investment. We’ve had clients save thousands of dollars — and a few million gray hairs — by heading off issues before a buyer sees them.
Why does it work so well? Because buyers tend to assume the worst. What looks like a $75 fix to you might look like a $3,000 problem to them — especially if their last DIY project ended with a flooded kitchen and an angry wife! Even a handful of small fixes can give the impression you’ve neglected the home — whether it’s true or not. And in this market, buyers are emboldened. Many have been on the losing end of bidding wars for years, and now that the market has cooled, they’re asking for everything they can get. You can take some of the air out of that balloon by fixing the obvious things up front. This doesn’t have to cost a lot, but it can make a big difference in the buyer’s impression of your home.
That’s especially true if your home has never been sold. Back in the day — 30 years ago — inspections weren’t standard on new builds, and builders weren’t always held to today’s standards. If you’ve been in the same home since then, a lot can go unnoticed. We think this is such a no-brainer that we now pay for the pre-inspection for our listing clients.
Don’t Be Surprised — or Offended
Here’s something I tell every seller: the inspector will find problems. That’s their job. Even if you’ve taken perfect care of your home, they’ll find something to write down. It might be a crooked outlet cover, but it’ll be on the report like it’s a federal offense. That’s not a personal attack — it’s just the process. Just expect it, deal with it, and keep things moving.
That goes for the requests that follow, too. Sometimes they’re reasonable. Sometimes they’re not. Either way, keep emotion out of it. I know that’s easier said than done, especially when it’s your personal home. Remember, the process can be emotional for the buyer too. They’re about to write a very large check, and they want to feel safe doing it.
Choose an Agent Who Knows How to Navigate
The inspection response is one of the trickiest parts of any deal — and it’s where a great agent really earns their keep. A great agent has a team behind them to help price, interpret, strategize, and negotiate. They make sure someone picks up the phone to discuss what matters — and what doesn’t. With the right support, they know when to push back and when to let a few small things slide.
Importantly, they also shield you from unnecessary drama. Some agents pass along buyer comments that are flat-out insulting. A good agent filters that noise and keeps the tone professional. That can be the difference between a sale that falls apart and one that closes smoothly.
Want Top Dollar? It Starts Here
We’re also keeping a close eye on what buyers actually want. There are some surprising trends showing up that, when applied correctly, can help sellers make upgrades that pay off — often doubling their money. I always say, “I’ll spend a dollar to make two every day of the week.”
Want to Know More?
If you want to get a better feel for how inspections work these days — and how to keep the process smooth — just visit scottggroup.com/home-inspection to fill out the form to request our short guide: “Home Inspections: What Every Scottsdale North Buyer and Seller Needs to Know.”
Let’s make your next home sale smoother, smarter — and more profitable.
