Why the best we can do might not be enough to close the sale today

Be your clients' reality check

Future-Proof: Navigate Threats, Seize Opportunities at ICNY 2018 | Jan 22-26 at the Marriott Marquis, Times Square, New York

In comments to a recent post on home inspections, local Realtor peer and Inman voice Hank Miller said, "Agents need to be the reality check, not a bobblehead for the buyer. Safety and code issues along with major obvious deferred maintenance issues are usually appropriate, (but what about) typical deferred maintenance? Account for that in the offer price. An inspection isn't intended to be a second round of price negotiation." I couldn't agree with his statements more. I wanted to share a story regarding a listing that went under contract in about two days recently. On the evening of the last day of due diligence, the buyer's agent came back with a request to replace the entire HVAC system for a total of $7,860. The home inspection (they provided) stated that the unit "was in good working condition," but then went on to say "as it is 18 years old, it has met the end of its useful life and needs to be replaced." I asked the agent by phone late that evening, with a smile of j...