Coach Var Workman advises addressing these three topics with real estate clients to set expectations properly and ensure a smooth transaction.
On paper, the deal looked solid. The buyer was qualified, the seller was motivated, and the inspection was scheduled. Everyone expected things to go well until the store closed.
And then it fell apart.
Over the years, I’ve realized that most deals don’t fall apart because of one big problem. They end up falling apart because of some conversations that either didn’t happen or happened too late.
This is a scenario I’ve seen play out more times than I can count.
situation
A young couple found a house they love. The price feels fair, you’re pre-approved, and the seller accepts your offer right away.
everything looks perfect. You will then receive an inspection report.
Nothing out of the ordinary, just an aging roof, an HVAC system nearing the end of its lifespan, and some minor electrical issues. The reality of normal home ownership.
But buyers panic. They are asking for significant concessions. The seller feels blindsided and offended. Tensions rise, the atmosphere changes, and within days the contract is broken.
Most people point to testing as a problem. It wasn’t.
The real problem was three conversations that never happened early enough.
Conversation 1: Reality of family environment
Before an offer was made, buyers should have understood one simple truth. That means there is no such thing as a perfect resale home.
In my experience, buyers who expect a perfect inspection almost always suffer emotionally when reality sets in.
What I’ve seen is that agents who handle this issue well educate their buyers without waiting for an inspection. They have already set expectations about what tests typically reveal, what is normal and what actually matters.
It’s usually a simple conversation.
“Most homes are going to need some level of repair. Now let’s discuss what you’re comfortable with and what’s a real concern.”
That one discussion often turns shock into understanding later on.
Conversation 2: Cost tolerance
The second missed moment was financial transparency.
Buyers had not defined what level of unexpected expense they felt was manageable. So seeing the numbers on the inspection summary felt overwhelming with each repair.
Agents who stay ahead of the game tend to see these numbers early on.
“If the total repair cost was $5,000…how would you feel? What if it was $10,000? At what point would you change your decision?”
By clarifying these scopes early on, the repair request becomes a rational conversation rather than an emotional reaction. Without that clarity, every dollar feels like a threat.
Conversation 3: The reality of negotiation
Sellers also had implicit expectations. They thought the house would sell pretty much as-is. They believed that the agreed price already reflected the terms. No one explored what level of concessions they were really prepared to make.
Agents who avoid this situation usually ask simple questions upfront.
“If testing items come up, what are you prepared to tackle? Also, what are you resolute about?”
That conversation will protect everyone. If the seller is prepared to negotiate, the request won’t feel like a personal attack.
There was nothing unusual about this transaction. The cause was not the roof, the HVAC system, or the electrical panel. That was a surprise. Surprise breeds fear, fear breeds resistance, and resistance kills momentum. If expectations aren’t clearly aligned early on, a normal part of the process can feel like a crisis.
What I learned is that deals are won or lost long before the contract is signed.
Agents who consistently close more deals aren’t avoiding problems. They are the ones who take away the element of surprise.
When expectations are clear, most of what happens during a transaction will feel less problematic and more expected. Once expectations are clear, most problems won’t feel like problems. They simply become part of the journey.
Most failed deals aren’t about the market or real estate. They’re about conversations that should have happened sooner.
When your agent clearly guides you instead of reacting to surprises, it changes the entire deal. That’s because deals rarely break down from what was discovered. It falls apart from something no one prepared for.
