June 11, 2026

Why Buyers Are Getting Pickier About Systems And Repairs

As we reflect on last month’s market, I’m seeing a clear shift in how buyers approach negotiations—especially when it comes to older systems and big-ticket items. If you’re planning to sell in the next 6–12 months, knowing what today’s buyers are looking for can save you money, stress, and time once you’re under contract.

Closing costs and the “second negotiation”

One of the most interesting metrics right now is average closing costs and how much sellers are being asked to contribute. As inventory rises and more homes hit the market, buyers have the luxury of comparison.

They’re looking closely at:

Aging HVAC systems
Roof age and condition
Overall deferred maintenance
Even when buyers have the funds to replace systems on their own timeline, they are still using inspections to negotiate concessions at closing. In other words, the “real” negotiation often happens after the inspection report comes back.

What this means for sellers

If you’re a seller, a few key mindset and preparation shifts can help:

Expect repair requests and concession asks, especially on older systems
Have records of regular HVAC maintenance (bi-annual tune-ups are a big plus)
Understand that roofs over 20 years old may not be insurable under a buyer’s new policy

That last point is critical. If the roof is too old for the buyer’s insurance carrier, you may have to address it before closing—sometimes by replacing the roof entirely. The good news: some roofing companies will allow you to pay from your sale proceeds at closing, which can ease the upfront cost.

List-to-sale price: why your home may not match the median

You may hear that the median list-to-sale price ratio is above 95%, but that doesn’t guarantee your home will sell near asking. Older homes in particular are seeing larger gaps between list price and final sales price. The main drivers:

Inspection findings on big-ticket items
The cost of necessary updates and repairs
Buyers comparing your home directly to newer or more updated options

If you own an older home, it’s worth having a realistic conversation upfront about pricing and condition so you’re not caught off guard later during negotiations.