Selling your home involves more than just accepting an offer and signing paperwork. There are two critical negotiation phases that every seller must navigate before closing the deal. Understanding these negotiations can help you maximize your sale price and avoid costly last-minute concessions.
Negotiation #1: Price & Terms of the Offer
The first major negotiation happens when you receive an offer from a buyer.
If your home is well-priced and desirable, you may receive multiple offers, leading to a Seller Multiple Counter Offer (SMCO) scenario.
With an SMCO, you can counter multiple buyers at the same time, often asking them to submit their "best and final offer."
This can drive up the sale price, shorten contingency periods, increase the buyer’s earnest money deposit, or even lead to buyers waiving contingencies altogether.
At this stage, having strong buyer demand gives you leverage, but the negotiations don’t end once the offer is accepted.
Negotiation #2: The Request for Repairs
Once an offer is accepted, the second negotiation begins—the Request for Repairs.
Most buyers include an inspection contingency period in their offer, typically lasting 5-10 days.
During this period, buyers will hire professionals to conduct home inspections, including general, termite, sewer, fireplace, foundation, roof, plumbing, and electrical assessments.
A skilled buyer’s agent will strategically drag out this period, leveraging time to pressure the seller into agreeing to repair requests.
The longer this negotiation lasts, the more nervous the seller becomes about losing the deal. Meanwhile, any potential backup buyers may move on to other homes, reducing the seller’s leverage.
What is a Request for Repairs?
After inspections, buyers can submit a Request for Repairs, asking the seller to:
✅ Make repairs before closing
✅ Provide a credit toward closing costs
✅ Reduce the sale price to account for repair costs
Even though most California home sales are technically “as-is,” buyers often feel entitled to some form of compensation—especially if they offered well over the asking price.
How to Avoid a Request for Repairs: The Power of Pre-Inspections
The best way to avoid a stressful repair negotiation is to provide pre-inspections before listing your home.
Benefits of Pre-Inspections for Sellers
✔ Transparency Upfront: Buyers see the inspection reports before they make an offer, reducing the likelihood of surprises.
✔ Fewer Contingencies: Buyers are less likely to ask for an inspection contingency if the reports are already provided.
✔ Stronger Offers: Pre-inspections can lead to non-contingent offers, where buyers agree to take the home as-is.
✔ Prevents Last-Minute Renegotiations: With all inspection details available upfront, buyers have fewer reasons to request repairs or demand credits.
How Pre-Inspections Can Lead to a Non-Contingent Offer
Serious buyers appreciate transparency. If they receive thorough inspection reports before making an offer, they may feel comfortable enough to waive their inspection contingency. This means:
✅ A cleaner, more secure offer
✅ Faster closing with fewer delays
✅ Less stress for sellers since the buyer won’t back out over repair concerns
Thinking About Selling in Pasadena, Silver Lake, or Los Feliz? Let’s Talk.
If you’re planning to sell your home in Pasadena, Silver Lake, or anywhere in Los Angeles, having a strong negotiation strategy can make all the difference. I specialize in helping sellers maximize their home’s value while avoiding unnecessary complications.
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