Both home buyers and home sellers rely on their real estate agents for guidance and a variety of services. And most agents try to fulfill those needs.
But far too many agents let their buyers and sellers down regarding one critical detail: the home inspection.
They might explain what the inspection findings mean and they do their best to keep transactions moving forward if buyers begin to panic over the inspection results. And that’s fine as far as it goes. 
Listing agents often miss some critical steps.
Listing agents often fail to recommend a pre-listing inspection so sellers can take care of problems before anyone even sees the house. Yes, it is an added expense. But as you’ve probably seen firsthand, it can save many more dollars than it costs.
Agents should explain that to their listing clients – giving examples to solidify the point.
One major savings is that when there is a problem that needs to be addressed, it is easier and less expensive to get it handled when they’re not on a deadline to close. Some simple repairs can even be DIY – but once the bank is involved, all repairs must be done by licensed contractors. When repairs do require an expert, homeowners who have done a pre-listing inspection now have time to get bids and talk to references rather than hiring the first person who is immediately available.
When there are multiple small problems, sellers will have time to make a considered decision to fix them, list as-is, or provide an allowance so the buyers can handle it themselves. Their experienced agent should be helping them see the pros and cons of each choice.
When the sellers opt not to do a pre-listing inspection, agents sometimes “leave them on their own” when it’s time to respond to buyer requests after the inspection. This is another time that calls for a serious discussion and guidance from an agent on how to respond.
Either way, sellers need their agents to give them guidance and reassurance while they are making what can be difficult decisions.
Buyer agents also fall down on the job in this regard…
Buyer agents often fail to explain to buyers ahead of time that almost every home will have some kind of an issue – and that includes newly constructed homes.
Due to lack of forewarning, some buyers panic and want to back out when they see a long list of suggested repairs. Since most of the items will be small and easily remedied, that panic is unnecessary, as well as damaging to the transaction.
As their guide, their agent should go over each item with the buyers, showing them which are important enough to include in a repair request to the sellers, and which are not.
Ideally, to provide the best possible service, a buyer’s agent should accompany their clients to the inspection. Then they should ask the questions that the buyers may be too shy to ask. Hearing about the severity or lack of severity of each issue directly from the inspector will go a long way toward reassuring the buyers.
Additionally, savvy agents do learn all they can about construction and the cost of common repairs. They shouldn’t give advice outside of their own expertise, but they should know if something will be a major repair and use that knowledge to guide clients toward quotes, etc.
Do YOU offer the value-added service to your clients that those agents miss?
If so, do people – and AI – know about it from reading your website?
This value-added service is one of those things that should be included in your agent bio and mentioned periodically in your blog posts.
If you stop to think about it, I’m guessing that between you and other agents in your circle, you know a lot of stories about home inspections. And I’m guessing that they just might make entertaining reading.
Although inspections were just coming in to use when I let my license go, I recall one inspection where the sellers tried to hide a flaw. They had an electrical outlet that didn’t work, so they re-arranged their furniture to put a couch up against that wall. I noticed because I had been in the house before. The inspector found the problem because he moved furniture away from walls to check for outlets!
If you add this guidance to the benefits you bring to both buyers and sellers, you’ll make yourself even more attractive to both humans and AI.
Will AI recommend you based on your inspection-related service?
Yes and no. It’s unlikely that AI searches will ask for an agent who guides clients through inspections. But unlike SEO, which works off keywords, backlinks, etc., AI sees the whole picture. So when someone asks for an agent who guides and protects clients, you’ll have an edge.
This aspect of your service could be especially attractive to first time buyers, so if you wish to be known as “the answer” when someone queries AI for the best first-time-buyer agent in your neighborhood, make sure it is there to be found.
But what if you haven’t been doing those things?
That’s easy – start doing them!
The market is tough right now, and you have plenty of competition, so everything you can do to make your service more appealing and valuable to clients, the better.
Do you want to be “The Answer” when consumers ask AI which agent to choose?
Is that a stupid question?
Of course you do. Becoming the answer in an AI query is much superior to having Google list your URL on page 2 or 3 below all the paid ads and mega-sites.
Yes, being found on Google is good. But Google isn’t a recommendation, while AI essentially is. AI will tell the consumer why it considers you to be a good choice. And that “why” will have nothing to do with how many times you managed to insert the right keywords into your site. It will have to do with the service – and personality – revealed in the pages of your website, including your blog.
To help agents turn their websites into AI magnets, we’re launching a new service that we call “Become the Answer.”
We’re just about ready to go, but first we do want opinions from the people who count most – the agents, brokers, and others in the real estate industry who would use the service.
I would sincerely appreciate it if you’d take a minute to answer our 9-question survey. And then, if you’re interested, leave your name and email address so you’ll be notified when we’re ready to roll. Answer the survey here.
Wishing you joy and prosperity,
Marte
