When a Seller Brings Up a Friend's Minor Repair Estimate

Acknowledge the seller's estimate, but gently reframe its weight

When a seller mentions a repair estimate from a friend, the first step is to acknowledge what he or she has said. Dismissing it outright will shut down the conversation and build distrust. You can say something like, "I understand your friend looked at the XYZ issue, and I appreciate you sharing that perspective."

After acknowledging, you need to gently reframe the estimate's weight. Explain that your process involves a comprehensive assessment to determine the full scope of any work needed. A friend's estimate, while well-intentioned, often doesn't account for all potential hidden costs or the specific requirements of a cash buyer.

Your goal is to convey that while you've heard them, your offer is based on a different, more rigorous standard. This sets the stage for introducing your own evaluation without directly invalidating their friend's advice.

Introduce your own assessment process and contractors

Explain that your offers are based on your own contractors' assessments and experience. You can clarify that your team looks for specific things that affect your holding costs and repair budgets. This isn't about disputing the seller's friend directly, but about stating your company's standard operating procedure.

Suggest that you need to have your team look at the property to give the most accurate offer. This ensures you're comparing apples to apples, as your offer will reflect your cost to fix and resell. Frame this as a necessary step for you to be able to make a solid commitment.

If the seller pushes back, emphasize that your offer is for the property as-is, and your price factors in all anticipated repairs, big or small. This includes the minor issues he or she mentioned. Your offer is a single number that covers everything.

Use a hypothetical scenario for repair scope

Sometimes a seller is fixated on a specific, minor repair cost, like a leaky faucet or a broken window. Suppose a seller brings up a hypothetical $200 repair estimate for a leaky faucet. You can respond by illustrating how that minor repair fits into a larger picture.

Explain that while a single repair might seem small, you are evaluating the entire plumbing system, or the overall condition of the windows. A leaky faucet might indicate older pipes throughout the house, or a broken window might be part of several windows needing replacement. Your budget has to account for the whole picture, not just one isolated spot.

This approach helps the seller understand that your offer is holistic. It prevents you from getting bogged down negotiating individual small items that add up to a greater burden than initially perceived.

Pivot back to the seller's motivation, not the repair detail

Once you've addressed the repair estimate, pivot the conversation back to the seller's core motivation. The minor repair is a distraction if you let it be. Remind the seller why he or she initially reached out.

Ask questions that re-center the discussion on his or her needs: "Beyond this specific repair, what is your main goal for selling?" or "Is getting this house sold quickly still your priority?" You want to get him or her thinking about the bigger picture again.

This helps diffuse the tension around the repair estimate and brings the focus back to what you can truly help him or her with: a fast, hassle-free sale. You want him or her to remember that you are there to solve his or her problem, not just haggle over a minor detail.

For more on guiding these conversations, read "The first call with a motivated seller." You can also learn about various strategies for working your leads here: /how-to-work-your-leads.

Be prepared to walk away if the repair becomes a sticking point

If the seller remains fixated on the minor repair estimate and insists you cover it separately, be prepared to walk away. This doesn't mean you're rude; it means you stick to your valuation methods. You've explained your process, and if he or she can't accept it, then it's not a fit.

Walking away, or the credible threat of it, can sometimes reset the negotiation. It communicates that you are serious and consistent in your approach. This isn't a tactic for every situation, but it's an option when a minor issue derails the entire conversation.

Sometimes, a seller will call you back once he or she realizes his or her friend's estimate isn't what cash buyers base their offers on. Your willingness to move on shows you value your time and your process.