While the dream of homeownership hasn’t changed, the reality of maintaining a home in today’s market has. Rising repair costs, an aging housing stock, and tightening buyer budgets are reshaping what it takes to get a deal across the finish line and what happens after it closes.
For real estate professionals, deferred maintenance is no longer just a problem for homeowners. That’s trading risk. It manifests itself in inspection failures, repair disputes, renegotiations, and last-minute complications that can undermine trust and long-term relationships.
If a buyer is not prepared for the actual cost of maintaining a home, agents often absorb the fallout from emergency calls where system failures occur and liability arises when expectations and reality do not match.
As pending home sales slow down and many buyers wait for price reductions, maintenance has become a factor that agents must actively manage. If handled well, it can also be a powerful way to differentiate and strengthen customer loyalty.
Why maintenance is now a transactional issue
Across markets, agents are seeing the same concentration of pressures. The cost of repairing and replacing major systems like HVAC, water heaters, and electrical components continues to rise, with House Digest reporting that the average cost of a new HVAC system has doubled from about $6,000 in 2020 to $12,000 in 2025.
Compounding the problem is that the planned phase-out of R-410A refrigerant in 2025 is expected to increase the cost of maintaining and replacing older HVAC systems as supply tightens and demand increases, creating new pressure points that buyers may not have anticipated.
At the same time, many buyers are cash-strapped by closing time, leaving little room for unexpected repairs. This pressure is especially acute among young buyers. Fortune reports that many Gen Z and Millennial buyers are delaying major life milestones due to affordability constraints and are far less willing to absorb surprise post-purchase repair costs.
Many areas have older housing inventory and more homes are starting to trade with systems that are nearing the end of their useful life. In a competitive market, some buyers still skip inspections or underestimate the age of their systems, making problems more likely to surface later in the process.
Buyer fatigue is also real. Today’s buyers are more cost-conscious and less willing to make surprise post-contract repairs. Meanwhile, sellers are becoming increasingly resistant to repair credits. That tension often hits agents directly on their shoulders.
The result is more volatile deals and more pressure on agents to anticipate problems before they derail deals.
The hidden costs of deferred maintenance
Maintenance postponements are rarely announced with great fanfare. It starts with small problems that homeowners learn to deal with. An aging furnace that is still running, a water heater that is past its prime, and some electrical issues that seem manageable. But these small problems can surface at the worst possible time.
During inspections, deferred maintenance can quickly turn into bargaining pressure. Buyers ask for concessions, sellers push back, closing schedules are extended, and in some cases, deals fall apart because repairs are perceived to be too expensive or uncertain.
Even with cosmetic updates, trading can suffer if the system is ignored. A renovated kitchen doesn’t give buyers peace of mind when a major renovation is on the horizon. The lifespan of a system can be unpredictable and may peak during inspections when transactions are most vulnerable. When agents address maintenance early, they can keep transactions moving forward and avoid tensions later in the process.
When postponed maintenance is a deal breaker
The affordable homes went quickly to viewings, giving buyers confidence. However, the report found that the 15-year-old HVAC system and water heater had far exceeded their expected lifespan. Suddenly, the buyer was left with an estimated $15,000 in replacement costs in the near future.
The seller refused additional credit, negotiations stalled days before closing, and what had initially seemed like a good deal nearly fell apart. In the end, a deal was struck, but the process was more stressful, contentious, and unpredictable than it needed to be.
Turn maintenance conversations into added value
Maintenance isn’t always a pleasant conversation, and many agents avoid it to avoid friction. But in today’s market, transparency builds trust.
Being proactive about discussing things like the age of the system, repair schedule, and cost of ownership can help buyers feel prepared rather than blindsided. It also helps sellers anticipate maintenance issues that could delay negotiations or undermine buyer confidence.
The best time to discuss maintenance risks is before it becomes a matter of negotiation. These conversations do more than just secure transactions. They position their agents as experts who think beyond the closing – trusted advisors who stay involved long after the keys change hands.
Where home warranties apply and why education is important
Planning for maintenance risks has become a wise strategy in today’s trading. Experienced agents understand that maintenance doesn’t end at closing, and can leverage home warranties as a value-added tool to bring structure and peace of mind to an unpredictable part of homeownership. The key is to make sure your customers understand what their coverage is and how to use it. This helps you set expectations early, reduces post-closing friction, and protects your relationship with your customers.
This is where education becomes a differentiator. A representative who takes the time to explain the coverage selected, how to file a claim, and expected deductibles can increase customer confidence. This clarity reduces post-closing phone calls, strengthens the agent-homeowner relationship, and helps them feel well taken care of.
By helping clients understand their protection plans, an agent’s value goes far beyond the closing. This transforms moments of stress into moments of trust and strengthens the agent’s role as a long-term advisor rather than just a trading partner.
Maintenance as a competitive advantage
Maintaining confidence in homeownership starts with a clear plan, and a home warranty is an essential tool for success. When agents help customers prepare for unexpected repairs, homeowners get hands-on support they can rely on for years to come.
In 2026, maintenance will no longer be just a concern for homeowners. That’s a professional advantage. A real estate professional who leads with preservation will be the one who reduces friction in transactions, protects reputations, and protects both the homeowner’s trust and the home itself.
Gina McCort is Vice President of Sales for Cinch Home Services, where she leads national strategy and partnerships in residential real estate. Connect with her on LinkedIn and Instagram.
