What to Do When a Buyer Tries to Nickel and Dime You
Recently, someone reached out to me with a scenario that I think a lot of sellers might find themselves in today. They had accepted an offer on their home, were moving smoothly toward the finish line, and then got hit with a post-inspection request that was… let’s say, longer than expected. The buyer wanted money off for issues that had already been disclosed. And not only that, the buyer’s agent was starting to pressure them, saying this was “standard” and that they had better accept or risk losing the deal. The sellers were trying to figure out if this is normal or were these buyers getting out of hand.
Sound familiar?
Let’s walk through what happened and how I advised them.
The Backstory
The seller had been transparent from day one. They had disclosed a few minor issues with the house, things like a dishwasher that sometimes didn’t drain right and a ceiling fan that wobbled. None of these were serious defects, and they had priced the home fairly to reflect its condition.
But after the inspection, the buyer came back with a laundry list of demands. They wanted thousands of dollars off the price or for the seller to fix every single item, even the ones already disclosed.
To make matters worse, the buyer’s agent was pushing hard. They claimed that this was just “how things go” and that the seller should agree if they wanted to close on time.
Let’s Get Something Clear
No, this is not how things always go.
While inspection negotiations are part of nearly every real estate transaction, they’re meant to cover unforeseen issues not to rehash things already disclosed or negotiate for cosmetic preferences. What this buyer was doing was trying to renegotiate the deal entirely.
This kind of behavior is often referred to as “nickel and diming,” and it puts sellers in a tough position. Do you agree just to move the deal forward? Or do you stand your ground and risk the deal falling through?
My Advice
Here’s what I told the seller, and here’s what I tell all my clients:
1. Stick to What Was Disclosed
If you were upfront from the beginning and your disclosure form reflects that then there is no reason to give concessions for issues already noted. Buyers are not entitled to credits just because they are nervous or want a better deal after the fact.
2. Be Strategic About Concessions
If the buyer’s inspection uncovered something major that you genuinely did not know about, then yes, it might make sense to address it. But a wobbly ceiling fan or a dishwasher that sometimes acts up? That’s normal wear and tear. You are not selling a brand-new house.
3. Know When to Say No
You have every right to decline unreasonable repair or credit requests. And if the buyer walks? That might be a blessing in disguise. A buyer trying to milk every penny out of you now is probably going to be a pain all the way through closing.
4. Work With a Strong Agent
A great listing agent knows how to manage these conversations. They’ll remind the buyer’s agent of what was disclosed and help you negotiate firmly but professionally. Sometimes the buyer is getting bad advice or doesn’t understand how negotiations are supposed to work.
5. Keep Emotions in Check
It’s easy to get frustrated. You feel like you’ve done the right thing, and someone is trying to take advantage. Take a deep breath. Review the facts. And don’t make decisions out of fear or annoyance. You’ve got more leverage than you think.
A Word on Inspection Reports
Buyers need to understand that inspections are not “fix-it lists.” They are reports that help you understand the home’s condition. If everything noted is normal aging or was disclosed ahead of time, that’s not grounds for reopening the deal.
Final Thoughts
The seller in this situation stood their ground. They offered to fix one or two small items but rejected the large credit demand. And guess what? The buyer still closed. Because the house was priced right and in good condition. The buyer was never going to walk, they were just testing the waters to see what they could get.
If You’re Facing This Situation…
Do not panic. Stand firm if you’re in the right. Ask your agent for advice. And above all else, remember that negotiations are a two-way street.
Need Advice About Selling or Buying?
Whether you’re buying, selling, or just need someone to help you think through the strategy, I’m here to help. If you’d like to be connected with a trusted real estate agent in your area, reach out and I’ll make an introduction.
