What Happens When Homebuyer and Seller Expectations Don’t Match

By Greg Smith

Greg Smith has called Colorado home since 1986, when he came to attend the University of Colorado. After selling a successful marketing company and earning a graduate degree in information systems, Greg joined RE/MAX Alliance in 1998, where he quickly became Managing Broker and later co-owner of the Boulder Valley office.

There’s a growing disconnect between buyers and sellers in today’s housing market, and it’s causing unnecessary tension in real estate deals. Many sellers are still expecting the fast and clean offers they saw a few years ago. But the market has changed. Buyers today are looking for concessions, rate buy-downs, and safety-related repairs. If sellers are not ready for that, deals can fall apart quickly.

Most of the conflict right now comes from mismatched expectations. As agents, this is where our experience matters. We have seen these market cycles before. We know what’s coming, and it is our job to prepare both sides before offers come in.

Sellers need to understand what today’s buyers are asking for. Buyers expect homes to be priced appropriately, and they are bringing more conditions with their offers. Contingencies are back. Inspections are common. Concession requests are part of the conversation. That does not mean the home has lost value. It means buyers are looking for ways to make their purchase affordable in today’s conditions.

Inspections are another area where deals can fall apart. I always explain to both sides what to expect. The inspection is not for carpet color or old paint. It is for safety and hazard items. We’re talking about issues like damaged roofs, furnace problems, or electrical risks because those need to be addressed.

One smart move for sellers is to order a pre-listing inspection. This helps them understand the condition of their home before buyers point out things. It gives them time to fix what matters or be ready to negotiate.

Buyers also need to know what the inspection is really for. It is not a tool to renegotiate the deal based on minor preferences. It is about protecting their health and safety.

Our role as professionals is to keep everyone focused on the goal. Clear communication helps reduce stress and avoid last-minute surprises. The more we guide both sides with facts and preparation, the smoother the process will be.

Understanding how to manage expectations is the first step to a smoother real estate transaction. If you’re planning to buy or sell in today’s market, you can call or text me at (303) 543-5720 or email me at mclean@boulderhomesource.com. I’d be happy to help you navigate the process and make informed decisions every step of the way.