Here’s probably my favorite chapter from my book that is about this EXACT subject:
Chapter Forty-Three: Buyers Listen but Don’t Hear Us
Kids aren’t raised like they used to be. Let me pile on with all the other old cranky bastards and complain about how the world is going to hell, kids have no respect, and things are terrible today.
Actually, I don’t have nearly that dim of a view—but there is no denying that we raise our kids differently today than we used to. I heard stories of my grandpa getting taken behind the woodshed before finally running away at fourteen, and my dad has alluded to getting smacked around by his parents on several occasions. I know I definitely got whacked a few times when I was a kid (they were well-deserved, I’m sure).
My kids? Much more than a firm grip on the arm and you are labeled a “child abuser” and will be hauled off to jail. I’m not going to debate whether I think all of this is for better or worse, but I’m sure we can all at least agree that it’s different. The result of raising kids with less force and fear is that often consequences are learned much later in life—if at all. Falling off your bike? No problem. Nowadays kids are covered head to toe in pads and safety gear. Talk too much crap to a kid two years older than you? No after-school fight in the alley—the worst you can expect is to be forced into a sit-down to discuss your feelings as a group. Don’t do your homework and fail a test? No problem. You will get a chance at taking it again.
Then you grow up and don’t read your home inspection contract or report. What’s the consequence? Well, there are a lot—but it’s no surprise people are surprised. After all, today’s generation of first-time buyers were raised under a different set of circumstances than I was. If I didn’t read something and proceeded anyway, it was on me. I understood that is the way the world works. Nowadays, everyone expects a safety net. Everyone has had one their whole life. Why would anyone expect the great gravy train to end?
Many times as a home inspector you will find yourself needing to communicate a little reality to some nice kids who just weren’t raised to understand the way the world works. Buying a house is a big-kid game. Everyone wants to be a homeowner for five years, double what they paid for the house, and then repeat the cycle until they are living in a million-dollar house. The problem comes when these buyers are hit with the reality that they actually have to spend some of their speculative profits on inconvenient things like roofs, sewer lines, and electric panels. By far, the easiest way to deal with unfavorable information is to just ignore it. Many people do that their whole life and it actually works out okay for them. The rest of us don’t have trust funds, and must deal with things, eventually.
As a home inspector, be prepared to grab your buyers by the shoulders (figuratively, of course—we don’t have time for sit-downs to talk about feelings) and make them hear you. In between them hanging swatches of paint on the wall and measuring to be sure the eighty-five-inch TV will fit, try to grab your buyers’ attention and really communicate some of your larger findings. Also, try to express some of the limitations of your inspection. Remember, many buyers are working under the belief that their trusty old safety net is still with them. I’m comfortable going out on a limb saying that 95 percent of home buyers think someone else would be responsible if, when the seller moves their bookcase on the basement wall, a failed foundation is discovered. They don’t particularly care who that someone is—just not them. As far as buyers are concerned, they only signed up for the annual-appreciation-of-value, sell-in-five-years program. They can’t afford any repairs. And, of course, they gave you $400 to pick up their safety net and throw it over the house.
To be a successful home inspector, realize what your buyers don’t realize. Realize what they are going through, and how fast things are moving. They aren’t really hearing you.
And, of course, I’ll conclude this chapter with a good story. I was at the beach with my family on a nice Saturday afternoon. About 3 p.m. I looked down at my phone and saw the following email: “Hi Matt—you missed something HUGE on my inspection. Call me ASAP, Steve.” Well, this sounded great. I just love friendly emails. This guy didn’t even have the decency to leave me an address or the date of the inspection. I was able to pull up the report based on his last name. The house was only about ten years old, and was the type you rarely hear back on—clean inspection, nice neighborhood, well cared for, etc.
So I called to see what was going on. It turned out there was a “huge” lump in one of the bedroom floors. But all the buyer was really interested in was learning about my insurance and where he could pick up his check (of course, he’d already had a contractor look at it and was told that it was going to be at least 10K). As I was talking, I remembered the inspection, and remembered that the house was furnished. As I asked him about the problem, he readily admitted there was a “huge bunkbed” right over the lump spot. Hmm. Okay. Why the hell are you calling me? That’s what I was really thinking, but I suppose I had to play along.
After getting home from the beach on Sunday I went over to the house, and saw that there was indeed a huge lump in the floor. Honestly, it was so bad it was essentially a trip hazard. There was no way a person could walk in the room and not notice this—unless there was a huge bunkbed over it, of course. The severity actually favored me in this case. I also started remembering the buyer—he was a super-nice, clean-cut, “techie” industry guy from the San Francisco Bay area, probably in his late twenties. Apparently after I did the inspection he had renters move in for a year, and was now selling the house. Someone came over to stage it with furniture and discovered the lump.
I told him he had no case against me. I’m not sure what happened after that. The house sold a couple months after I spoke to him, so it’s someone else’s problem now. The thing that really stuck with me was the buyer’s original questions when he found something wrong. I felt like I could read his mind, and the fact that there was no “safety net” didn’t even enter it. It was never a question of whether someone else was responsible. He just needed to be directed to that person.
Wow, kids these days.