How to Win Home Inspection Negotiations Without Killing the Deal | Episode 100

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“If you say, ‘We won’t,’ you’ve started a fight. If you say, ‘We can’t,’ you’re telling a completely different story.”

A buyer completes the home inspection and suddenly asks for $10,000, $15,000, or even $20,000 in repairs or concessions. Do you give them what they want, fight every item in the report, or risk putting your house back on the market?

For the 100th episode of Talking Realty, Glen is revealing Ohio Property Group’s biggest negotiating secret: the step-by-step inspection negotiation playbook his team has used to protect home sellers, save them hundreds of thousands of dollars, and keep difficult transactions moving toward closing.

In this episode, you’ll learn:

  • The six questions every seller should answer before responding to an inspection request
  • The 65%–85%–95% counteroffer strategy
  • Why “we can’t” works better than “we won’t”
  • How calibrated questions can make buyers negotiate against themselves
  • When silence is more powerful than another counteroffer
  • How to use furniture, dates, services, repairs, and other non-cash concessions

You’ll also hear real life examples involving buyers who requested $13,000 to $20,000 after their inspections and how those deals were saved without the sellers rolling over and giving the buyers everything they demanded or buyers walking away.

We know an inspection report can feel overwhelming and even offensive, but with a clear plan, emotional discipline, and the right negotiating language, you may be able to protect both your equity and your sale.

And remember: Emotions are expensive. When it’s your home, your hard work, your equity on the line it can be hard to pull back. That’s why having a third party, like our team, invested in your goals without the emotions on your side can be the difference between a successful negotiation or going back on the market. Book a free pre-selling strategy call and learn how we can use our 20+ years of experience and practicied inspoection negotation playbook to save you thousands of dollars and get sold.

Wow, 100 Episodes!? Thank you for listening to Talking Realty. We set out to create a podcast that makes real estate more transparent so we can educate homeowners on how to successfully navigate a home sale. We know 6% of your equity is too much to ask to get professional service and MLS exposure, so this podcast, along with our flat fee listing service OhioMLSFlatFee.com, is our way of giving homeowners an affordable way to sell their home. Thank you to all the guests who have joined us in this mission and took time to share expert advice with home sellers across the nation. We appreciate everyone who has helped us get to this milestone and we’re looking forward to celebrating episode 200!
-Glen & Taysia

Key Moments:

  • 01:30 Inspection Leverage Reality
  • 04:23 Case Study: Repair Demand
  • 06:05 Six Questions You Need To Answer
  • 09:53 Laying Early Negotiation Groundwork
  • 14:18 Emotions Are Expensive
  • 16:16 Ackerman Negotiation Set Up
  • 22:29 Can’t Versus Won’t
  • 24:38 Calibrated Question Scripts
  • 28:22 When To Use Round vs Specific Numbers
  • 30:20 Non-Monetary Chips
  • 32:21 Real Life Win:175K Deal
  • 36:26 Real Life Win: 20K Ask
  • 37:29 How To Use Silence And Rapport
  • 39:00 Final Advice & How We Can Help

Key Resources:

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