How do you deal with picky buyers right before closing?

[Chris T.]

How do you deal with picky buyers who will nick pick everything all the way till the final walk through, before closing?

I understand the home inspection negotiations back/forth after getting the property under contract. But it seems my last 2 closings, buyers are adding on to their list in the final walk though that is not agreed on. 2 different houses in different parts of town, with 2 different contractors. 

How can I manage the buyer's perception better for my next closing, to make it smoother for everyone ? I insist everything is on writing after negotiation, but everyone's expectations are a little different. 

Should I just offer 1 credit for any and ALL requests buyers have on the inspection report? That way, they can fix it themselves, after closing, to their satisfaction. 

[Jeff B.]

The contract has a list of contingencies; manage these first.

On the walkthru, you will get a list of items; these are ALL negotiable.  Find those that are unreasonable and deny them;  

• I had an inspector argue about a rehab which was permitted and signed off by the City Code inspector.  I told the buyer, his inspector was NOT a licensed electrical contractor and I had the completed permit - - request denied.  The buyer had no further reply on this subject.  

Just because they ASK, does not mean they GET.  At this time, you're playing hardball so stand tall and object.

It is helpful if your agent has instructions from you to take backup offers.  When the current offer stalls like this, your reply can then be:

• I have backup offers that are superior to yours, so if you walk, I will do better.  I'm in no rush and not offering a fire-sale, so it's your call.