How My Buyers Saved $71,500 — And What I Would Have Done Differently for the Sellers

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, my buyers had received $71,500 in negotiated value between a $28,250 reduction in the purchase price and $43,250 in seller-paid 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 walking through thousands of homes over the years, I’ve learned to pay attention when something doesn’t feel quite right.

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.

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.

Depending on what we learn, we might repair it, price the home with the issue in mind, or simply have the estimate and documentation available so buyers understand what they’re dealing with.

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 a home does not need 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 before you begin spending money. Let me see the house, talk through what I notice, and look at what buyers and inspectors are likely to notice too.

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?

I’ll walk through the property with you, talk through what I would and wouldn’t address before selling, and help you understand the options so you can decide what makes the most 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. Her approach is straightforward: understand the property, understand the options, and help clients make informed decisions based on their goals.

Tricia Jacobs | Managing Broker / REALTOR®
RE/MAX Gateway
360-223-1100
triciajacobs@remax.net