The call

How to get a seller to open up about property repairs on the phone

Sellers often downplay or outright omit details about property repairs, either unintentionally or to present their home in a better light. Your job on the call is to create an environment where he or she feels comfortable sharing the full picture, without making him or her feel interrogated.

October 14, 2026 · 4 min read

Build rapport before diving into details

Before you start drilling down on specific repairs, spend some time building rapport. Ask about his or her situation, how long he or she has lived in the house, and what he or she likes about the neighborhood. People are more likely to be open with someone they feel comfortable with and who seems genuinely interested in their situation, not just the property.

A relaxed, conversational tone from the start helps lower his or her guard. This initial connection sets the stage for a more honest discussion about the property's condition later in the call. It's about earning his or her trust, even if it's just for a few minutes.

Ask open-ended questions about maintenance history

Instead of direct, yes/no questions like "Does the roof leak?", try open-ended prompts. Ask, "How has the maintenance been on the home over the years?" or "What are some of the bigger projects you've undertaken on the house?" This invites him or her to tell a story, rather than just provide a factual answer.

You can also ask, "If you were to stay, what would be the first few things you'd fix or update?" This re-frames the question from a potential problem into a hypothetical improvement, making it easier for him or her to disclose issues he or she might otherwise hide. Listen for tone of voice and any hesitation, which can be as telling as the words themselves.

Normalize the need for repairs

Many sellers are embarrassed about the condition of their home, especially if it's older or has deferred maintenance. Reassure him or her that every house, regardless of age, has some needs. You might say, "Every home requires upkeep, and older homes often have unique needs. What are some of those for your property?"

This approach removes the stigma and makes him or her feel less judged. When he or she understands that you're not expecting a perfect house, he or she is more likely to be honest about what needs attention. You are a professional, so act like you've seen it all, because you probably have.

Use specific examples to prompt disclosure

Sometimes sellers need a little prompting. If you know the house is older, you might ask about common issues for that age of home. "Given the age of the house, have you ever had any issues with the plumbing, like galvanized pipes, or with the electrical system?" This isn't leading him or her, but rather guiding him or her to think about specific areas.

You can also mention general maintenance areas like the roof, HVAC, or foundation. "How old is the roof, and have you ever had any leaks?" or "What's the status of the heating and cooling systems?" These questions are specific enough to get real answers, but broad enough not to feel like an interrogation.

Listen for clues and inconsistencies

Pay close attention to what the seller says, but also how he or she says it. Hesitations, changes in tone, or quick topic changes can indicate an area he or she is reluctant to discuss. Make a mental note to gently circle back to these areas if you feel there's more to uncover. Sometimes, a short period of silence after a question can also encourage him or her to fill the void with more information.

Compare what he or she tells you with any public records you might have accessed or information from the Speed to Seller lead. If something doesn't quite add up, you can probe further, for example, by saying, "I saw on public records it was built in 1965; have the major systems like electrical or plumbing been updated since then?" Always be respectful, even when you're probing.

Handle resistance or defensiveness professionally

If a seller becomes resistant or defensive, back off slightly. Don't push too hard. You can say, "I understand it's a lot of questions, but I just want to make sure I have a clear picture so I can give you an accurate offer that reflects the property's true condition." Reassure him or her that you buy houses in all conditions.

Sometimes, he or she might genuinely not know the answer to a specific repair question. Accept that. Your goal is to gather as much information as possible, but you'll still do your own due diligence with an inspection. The conversation is about getting a preliminary understanding, not a complete repair report.

Questions people ask

What if the seller says "it's fine" for everything?

If a seller claims everything is "fine," you can acknowledge that and then ask about routine maintenance. For example, "That's great to hear! What kind of regular maintenance have you performed on the roof or HVAC over the last few years?" This often elicits more specific details.

Should I mention specific common issues like roof or HVAC?

Yes, it's often helpful to mention common big-ticket items like the roof, HVAC, electrical, or plumbing. Frame it as general questions about the age and last service of these systems, rather than assuming there's a problem.

Is it okay to ask about past insurance claims?

Asking about past insurance claims related to property damage (like water leaks or storm damage) can be a good way to uncover significant repair history. Phrase it as, "Have you ever had any claims on the property that might indicate a past issue?"