Setting Homebuyer and Seller Expectations for Home Inspections

Are more buyers backing out of deals? If you’re working in the current Clark County real estate market, you’ve probably noticed an increase in failed sales.

More buyers are backing out at the last minute, and it’s a trend we can’t ignore. Let’s talk about how agents can set the right expectations to homebuyers and sellers to keep deals together and get more people to the closing table.

Why Are More Deals Falling Apart in Southwest Washington?

In Southwest Washington, including Vancouver, Camas, and Ridgefield, more buyers are walking away before closing. One factor is mostly due to unclear expectations, especially around home inspections, which can cause unnecessary panic and derail deals that could (and should) close.

The best agents know how to set expectations from the start, especially when working with buyers.

How To Set the Right Expectations for Homebuyer Clients

With new laws requiring buyer agency agreements as of August 2024, some agents are tempted to rush out and show homes before a real consultation. But skipping that step is a disservice to your buyers.

A buyer consultation is a good way to talk about realistic expectations when buying a home. A consultation ensures:

● buyers are educated about every step of the home-buying process and different negotiation points, including the purpose of a home inspection.

● Prepares buyers for the realities of today’s market because every home, even new construction, has some issues.

The point of an inspection is to identify major safety, structural, systems issues or things that could impact financing. It’s not for nitpicking minor flaws. Lastly, encourage your homebuyers to work together to solve problems and keep the deal alive rather than jumping ship because something pops up in the inspection.

How To Set the Right Expectations for Home Seller Clients

Today’s buyers are more cautious than ever. With higher payments and tighter budgets, even small inspection findings can push buyers to back out.

Some key points to share with your home seller clients are as follows:

● Explain up front that buyers may be more sensitive than they were a few years ago.

● Consider a pre-inspection in today’s market. It wasn’t always common, but it can help prevent surprises and smooth out negotiations.

It’s also important to position your listing as turnkey. Homes that are move-in ready sell faster and for a higher price in Clark County right now. Proactively addressing repairs, before listing or during the process, makes a difference.

If you wait until the inspection negotiations to discuss repairs, it’s too late. Make sure to talk through the market realities and inspection process when you list the home. Your goal as a Realtor is to keep your sellers from feeling defensive or blindsided during negotiations.

If you want to learn more? I’m hosting a class with Brian Combs on setting better expectations for agents and clients entitled: Talk the Talk. Win the Deal on August 7, 2025, from 12:00 p.m. to 1:30 p.m., at the Keller Williams Vancouver. This event is open to all brokerages.

Click this link to register for this free event: Talk the Talk. Win the Deal.

If you’re looking for actionable real estate advice in Vancouver, Camas, Ridgefield, or throughout Clark County, Evergreen Real Estate Partners has the strategies top agents use every day. Feel free to call us at (360) 560-1156, (360) 800-1334, or email me at jacqueline@evergreenrealestatepartners.com. I’d love to hear from you.

It’s frustrating to see home deals fall through especially if you’re about to close the deal. To avoid this scenario, I’m sharing three tips to keep deals together and win referrals along the way. To learn more, check out my post: 3 Ways Top Agents Keep More Deals Together in Clark County.

By Evergreen Real Estate Partners – Trusted real estate experts in Clark County and Southwest Washington