I recently represented buyers on a home in Arlington that was pretty much everything they had been looking for. It had room for their horse, space for the kids and dogs, a shop, and a setting they loved.
By the time we closed, I had negotiated a total of $71,500 in savings for my buyers between the price reduction and seller concessions.
Of course I was thrilled for my buyers. I represented them, and my job was to negotiate the best possible outcome for them.
But this one stuck with me because I couldn’t help thinking about the sellers.
What would I have done differently if they had been my clients?
That’s really why I wanted to share this story.
It Started When I Walked Through the House
I previewed the home before taking my buyers through it, and almost immediately I noticed something. The floor didn’t feel right.
After being in real estate as long as I have, there are things you notice when you’re walking through a house. I could feel that the floor wasn’t level, and it was something I knew we needed to pay attention to.
My buyers noticed it too when they toured the home.
They still loved the property, so we wrote an offer and moved forward with a home inspection. The inspector recommended that the foundation be evaluated further, and we brought in a professional to take a closer look.
The estimated repair came back at approximately $50,000.
That obviously changed the conversation.
By the time negotiations were finished, I had negotiated $71,500 in total savings for my buyers between the price and seller concessions.
Again, that was a fantastic result for my buyers.
But if I had been sitting on the other side of that transaction representing the sellers, I would have wanted to know about that foundation issue before we ever put the house on the market.
This Is Why I Walk Through a Home Before We List
When I meet with a seller, I’m looking at more than what the house is worth.
I’m looking at it the way I know a buyer is going to look at it.
What are they going to notice? What is their inspector likely to notice? Is there deferred maintenance we should talk about? Is there something that could become a much bigger negotiating issue once we’re under contract?
If I had felt that uneven floor during a pre-listing walkthrough, I would have brought it up.
That doesn’t mean my first recommendation would have been, “You need to spend $50,000 and fix this.”
Absolutely not.
My recommendation would have been: let’s find out what we’re dealing with.
Get the right professional out there. Find out what’s causing it. Get an estimate. Then let’s sit down and decide what makes the most sense.
Maybe we repair it.
Maybe we don’t.
Maybe we price accordingly.
Maybe we have an estimate available so a buyer isn’t left wondering whether they’re looking at a $20,000 problem or a $100,000 problem.
But now we’re making that decision with information.
I Want My Sellers in the Driver’s Seat
I say this all the time: I want my sellers in the driver’s seat, not the passenger seat.
That’s really what this comes down to.
Once you’re under contract and the buyer discovers a significant issue during their inspection, the conversation changes. You’re now dealing with a buyer who has new information and has decisions of their own to make.
I’d rather know as much as we reasonably can before we list.
It gives us the opportunity to talk through the options and decide together what makes financial sense. And sometimes my advice is going to be don’t spend the money.
Not every repair gives you a return.
Not every update needs to be made.
And not every house needs to be perfect before it goes on the market.
My job is to help you figure out where your money is worth spending and where it isn’t.
Before You Put the Sign in the Yard
If you’re thinking about selling, don’t start by making a giant list of everything you think you need to fix.
Start with a walkthrough.
Let me see the house before you start spending money.
We’ll talk about what I see, what buyers are going to see, what the current competition looks like, and what I think is actually worth addressing.
Sometimes there are things sellers have been worried about that I tell them not to touch. Other times there are relatively simple things we can address before listing that could make a real difference.
And occasionally, we find something that needs a little more homework before we’re ready to put the house on the market.
That’s okay.
I’d rather have that conversation with you before we list than after we’re under contract.
Thinking About Selling?
If you’re considering selling your home, acreage or equestrian property in Stanwood, Arlington, Camano Island or the surrounding North Sound, let’s start with a conversation.
I’ll walk through the property with you, we’ll talk about what I would and wouldn’t do before selling, and we’ll put together a plan that makes sense for you.
Because when that For Sale sign goes in the yard, I want you in the driver’s seat.
About Tricia Jacobs
Tricia Jacobs is a Managing Broker and REALTOR® with RE/MAX Gateway, serving buyers and sellers throughout Snohomish, Skagit, Island and Whatcom Counties. With decades of real estate experience and deep roots in the North Sound, Tricia works with residential homes, acreage and equestrian properties and believes good representation starts with honest conversations and a strategy tailored to each seller.
Tricia Jacobs | Managing Broker / REALTOR®
RE/MAX Gateway
360-223-1100
triciajacobs@remax.net