https://youtu.be/r6H1VzYCxsY “If you say, ‘We won’t,’ you’ve started a fight. If you say, ‘We can’t,’ you’re telling a completely different story.” A buyer completes the home inspection and suddenly asks for $10,000, $15,000, or even $20,000 in repairs or concessions. Do you give them what they want, fight every item in the report, or risk putting your house back on the market? For the 100th episode of Talking Realty, Glen is revealing Ohio Property Group’s biggest negotiating secret: the step-by-step inspection negotiation playbook his team has used to protect home sellers, save them hundreds of thousands of dollars, and keep difficult transactions moving toward closing. In this episode, you’ll learn: The six questions every seller should answer before responding to an inspection request The 65%–85%–95% counteroffer strategy Why “we can’t” works better than “we won’t” How calibrated questions can make buyers negotiate against themselves When silence is more powerful than another counteroffer How to use furniture, dates, services, repairs, and other non-cash concessions You’ll also hear real life examples involving buyers who requested $13,000 to $20,000 after their inspections and how those deals were saved without the sellers rolling over and giving the buyers everything they demanded or buyers walking away. We know an inspection report can feel overwhelming and even offensive, but with a clear plan, emotional discipline, and the right negotiating language, you may be able to protect both your equity and your sale. And remember: Emotions are expensive. When it’s your home, your hard work, your equity on the line it can be hard to pull back. That’s why having a third party, like our team, invested in your goals without the emotions on your side can be the difference between a successful negotiation or going back on the market. Book a free pre-selling strategy call and learn how we can use our 20+ years of experience and practicied inspoection negotation playbook to save you thousands of dollars and get sold. Wow, 100 Episodes!? Thank you for listening to Talking Realty. We set out to create a podcast that makes real estate more transparent so we can educate homeowners on how to successfully navigate a home sale. We know 6% of your equity is too much to ask to get professional service and MLS exposure, so this podcast, along with our flat fee listing service OhioMLSFlatFee.com, is our way of giving homeowners an affordable way to sell their home. Thank you to all the guests who have joined us in this mission and took time to share expert advice with home sellers across the nation. We appreciate everyone who has helped us get to this milestone and we’re looking forward to celebrating episode 200! -Glen & Taysia Key Moments: 01:30 Inspection Leverage Reality 04:23 Case Study: Repair Demand 06:05 Six Questions You Need To Answer 09:53 Laying Early Negotiation Groundwork 14:18 Emotions Are Expensive 16:16 Ackerman Negotiation Set Up 22:29 Can’t Versus Won’t 24:38 Calibrated Question Scripts 28:22 When To Use Round vs Specific Numbers 30:20 Non-Monetary Chips 32:21 Real Life Win:175K Deal 36:26 Real Life Win: 20K Ask 37:29 How To Use Silence And Rapport 39:00 Final Advice & How We Can Help Key Resources: Book Your Free Pre-Selling Strategy Call Download the Ultimate Home Selling Toolkit (Free negotiation checklists, scripts, and more) Never Split The Difference: Negotiating As If Your Life Depended On It by Chris Voss Radon, Mold, Wiring, HVAC: How to Negotiate a Nightmare Inspection Report | Episode 69 Real Estate Rant: Why “No Remedy” Clauses Are Fake | Episode 84 The Rebound Playbook: Selling After a Deal Falls Through | Throwback Episode with New Seller Tools | Episode 55 The Hidden Profit in Full Disclosure: How to Turn Inspection Reports into Selling Points | Episode 58 How to Trigger a Buyer Feeding Frenzy: The Power of Multiple Offers | Throwback Episode with New Playbook | Episode 97 Contact Information: Podcast Website: TalkingRealty.com Ohio Property Group: OhioMLSFlatFee.com Email: Glen@OhioMLSFlatFee.com Book Your Free Pre-Selling Strategy Call Associates Title Website Ryan Phillips / Associates Title: 614 419 2418 Download the Ultimate Home Selling Toolkit Glen’s Blog Book: “You Can Sell It” by Glen Whitten Course: “Living To Listing” Complete Listing Prep @OhioMLSFlatFee @ohmlsflatfee Ohio MLS Flat Fee OhioMLSFlatFee @ohiomlsflatfee
