CHICAGO 8-9-21

CHICAGO EDITION

BUYERS AND SELLERS:

UNDERSTANDING HOW HOME INSPECTIONS ARE NEGOTIATION TOOLS

MAKE SOCIAL MEDIA MARKETING Your Calling Card

Playing the Real Estate Matchmaker

FEATURED AGENTS

JULIE BROWN SHARON GILLMAN

COVER STORY

LORI ROWE

CHICAGO EDITION

SHARON GILLMAN

With more than 34 years of experience, estate, Sharo 7 21 BROWN 15 JULIE Sharon Gillman is a knowledgeable and Chicago mark successful luxury broker in Chicago When Julie Brown was from contract uses to herclose deep an selling her own house, who works tirelessly to offer her clients meaningful i she had no idea it would After working a consistently worry-free and enjoyable guide with themJul lead to a new, fulfilling word about their experie transaction experience. She co-leads her career path. “I hired was fabulous decision for t to work w team of 5 with her daughter, Marissa an agent and they were for me throughout lies. “Through this e Schaefer, who has helped the team develop looking for an assis- mend Julie I’mto able anyonetoane agent.them I ha a broader clientele over the last six years. tant,” Julie says. “I liked an amazing provide LORI ROWE JULIE BROWN SHARON GILLMAN what they were doing and I was really interested, so in the past and she far The Gillman’s Group’s motto is “Live Broker,” Shar they hired me.” Julie eventually became licensed and would never use anyone Your Best Life,” prominently displayed the industry m her business grew from there. She’s now been in the wrote, “Julie is amazing.

LORI Park’s on their Lincoln office storefront, duri industry for 16 years and has her own team consisting and skillproblem are incredible. herself and buyer’s agent named Denise Nabat.

2 houses buy anoti and theyROWE put sincereof effort intoone helping is and confident Together they focus on the northwest suburbs of Chicago another agent. hon their clients live by those words through tackleShe’s any ob from as north as Gurnee to as south as Skokie, with homes to turn them quic comprehensive service that removes the of real estateheavyCONTENTS coverage in Buffalo Grove and Vernon Hills. stress and confusion By from a realsuperior estate transaction. through her poiseahead, and profes providing service and putting their clients’ Looking Julie p needs above everything else, Julie’s business is almost

“I’m starting to build o

4) PLAYING THEisREAL 18) TIPSabout TO GETSharon NEW CLIENTS entirely on genuinely repeats and5referrals. putting live videos Sharon a real ESTATE estate agentbuilt who cares and themore Gillman Gro MATCHMAKER— FOLLOW THESE ourselves in front of th the well-being of her clients and her clients, in turn, trust stand-out marketing and, with “We YOU care about our 22) buyers and sellers,” JulieSELLERS: says. everything about her w 8 DATINGSharon RULESimplicitly.

TO ENSURE AND Through a combination BUYERS of personallearned how to most effect “We take them through the whole process and are there any other path. “Making MATCH YOUR CLIENT THE 24/7.” TheyUNDERSTANDING HOW HOME ized service andWITH effective Sharon to has Professional an for themcommunication, listen carefully their buyer’s about photography what I do.”

PERFECT HOME FOR THEM INSPECTIONS ARE NEGOTIATION mastered the art of needs making the transaction process a property importance to Sharon as she and never stop working until their ideal is found.

Once it’s time to submit an offer, they make smooth and easy one for her clients.TOOLS She says, “I am tial of each home. Through th sure they are competitive while also helping them 13) MAKEattentive SOCIAL to MEDIA my clients and truly take a vested interest marketing- including social secure the best deal possible. Meanwhile, her sellers MARKETING YOUR CALLING in their transaction process.

Whether it’s ofholding their and benefit and Compass’ exclusive Com enjoy thorough marketing their property hands or negotiatingfrom the Julie’s best deal, I am always team CARD deep knowledge of theavaillocal market.

Asworks to expand their o

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a certified stager, Julie makes lookfor each listing. The Gi able throughout the selling or home buying process.”

She their also homesure best, ensuring it gets top dollar when listed. notes, “I find a lot ofits personal satisfaction in making my it is in total sales volume last yea Throughout every transaction, Julie is honest and upclients’ journey calm and enjoyable, shouldering a lot expanding their reach well in front about what to expect, which helps her clients Phone 310-734-1440 | Fax 310-734-1440 of the stress for them.”

Throughout the last “I’m 3+ decades, make informed decisions. dedicated and love Sharon has built an extensive networkI may of happy clients In her free time, Sharon mag@topagentmagazine.com | www.topagentmagazine.com providing guidance. not agree with everything they want, but I will tell them why and then I allow Top Agent as well asreproduced relationships withwhatsoever other real estate brokers husband and spending tim No portion of this issue may be in any manner without prior consent of the publisher. them to make the choice on their own.”

Magazine is published

by Feature GA, Inc.network Although precautions are continuous taken to ensure the accuracy of published In the future in the city. Publications With a loyal and their granddaughter. © VHT STUDIOS materials, Top Agent Magazine cannot be held responsible for opinions expressed or facts supplied by its authors. referrals, Sharon is a Top Producer every year and experience to mentor other grown up in the region she serves, she knows To subscribe or change address, send inquiry toHaving mag@topagentmagazine.com. consistently one of the producers at Compass’“It’s toreally add at least one informat more br Published in the U.S. the strongest ins-and-outs of every neighborhood.

For more Kinzie location. you’re looking please for a Rea important to work with someone who knows theIfarea, ca because they know the schools, the demographics, and more or than email juliebrow nothing guiding h the home values of every part.”

She is with her clients Top Agent As a veteran Realtor who has worked and adapted personal real Magazine estate journey through countless changes in the landscape of real Gillman today!

mailto:mag@topagentmagazine.com

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Playing the Real Estate Matchmaker –

Follow These 8 Dating Rules to Ensure You Match Your Client with the Perfect Home for Them When you think a bit more about it, the ultimate goal of a real estate agent serving a client is really to match them up with the perfect house for them, almost the way a matchmaker tries to find two people that will fit well together as a couple. When people are looking for a house, they often treat the process as a quest for “the one” house that will fulfill their dreams of living in the house of their dreams. Don’t be fooled. It is always a search for “the one”, at least when it comes to helping a couple or family find a home.

When you look at your client’s search for a home in this manner, then you might begin to notice some pretty obvious similarities 4

between shopping for a home today and online dating. In this day and age most people live a substantial part entire lives online. People socialize with their friends on Facebook, they meet potential friends in forums and online communities, and we now even search for our perfect mate online. Shopping for a home also happens to usually start online. When they begin this search, make no mistake; they are looking for the “one.” These people then turn to you, the REALTOR® to play matchmaker for them. It is your job to wade through the pool of eligible homes (bachelors) and sort through all the ones that are too expensive, too nerdy, not cute enough, not smart enough, etc. until you find the “one.”

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It makes sense then to consult the tried and true practices in matchmaking that help those professionals find the right people for each other, and see if any of them could also apply for matching your clients with their dream home. You’ll find that these 8 dating rules may just show you the secret to matching your clients with the perfect home.

back to the store if you’re not happy with your new home. It’s best to first help your client get prequalified. This is a tangible step that shows they are ready to move on to a new home. You want to make sure they are completely over their love affair with their previous home. You can even ask them for a sign or proof that they’re ready to move on.

Who Is In and Not In Your Client’s League? Know Your Client’s Price Range:

Be Genuine, Not Superficial

When a person is looking for a mate, it is a waste of time for them to even consider those potential mates that are clearly out of their league. These people won’t even stop to give them the time of day.

In the world of real estate the idea is the same. There is no point showing your clients houses that they can’t afford and will simply lust after without having any real chance of purchasing the house. It is your job to keep your client ground in reality, and help them be realistic in terms of price when choosing their next home.

Never Let Your Client’s First Impression of a Home Rule Their Decisions

Make Sure Your Client is Ready to Move On From Their Last Dream Home You’re job is also to make sure that your client is truly ready to move on from their previous home. This is a long term commitment, and they need to be absolutely sure they actually want to buy a new house. You can’t simply take the receipt Top Agent Magazine

When trying to manage the many pitfalls of online dating, on inevitably goes on a date where the other person looks nothing like their picture online. That can be just as big of a problem when looking for a house. When clients show you a particular house they want to visit, ask them to name something about the house that they like other than the aesthetics. This way you can see if they are simply infatuated with the way the house looks in those pictures, or if there is a deeper interest in the home that could become a deeper connection between your client and the house.

When your client first sees a house they have already been lusting after in their mind, they’re often so excited to finally be looking at it, especially if it does in fact look as good as it did in the pictures.

Make sure to encourage them to take some time before making such a big com-

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mitment, and don’t let their excitement push them into making a rash decision. It is your job to keep them grounded in reality. Push for your clients to do an inspection to make sure the house isn’t hiding any dark secrets. Sometimes the most charming facade can hide tons of slime and deadly mold.

Follow Your Heart (or Gut) People often laugh at and ridicule the idea of love at first sight, but when it comes to homes, the phenomenon can certainly happen. Your client may just find their perfect dream home at the very first place you take them. If you have a client that does insist this is the case, then you don’t want to try and rationalize with them or talk them out of their decision. You do, however, want to make sure you are watching out for their interest and make sure your clients take all the necessary precautions before they jump in headfirst.

See What Other People See in The Home – Do They See What Your Client Sees?

Have you come to the conclusion that your clients are being blinded by all of the twinkling windows and crystal clear water glistening in the backyard pool, and can’t see that the house they’ve fallen in love with is really just a dirty animal (maybe a pig) dressed up in nice clothes and lipstick. Ask your client if they would be willing to look at the house again with 6

their close friends, family, and anyone else they trust for a second opinion there to see it with them. If the house really is a dud, they’ll be able to see past any personal bias your client might have to the truth. They will be able to help your client see through the shining facade

Celebrate the Happy Union!

When a couple gets married they tend to throw a big party and celebrate their union. The same goes for the closing.

Your clients have just essentially married the house of their dreams, and now it’s time to rejoice. Congratulate them on their new union. Show your support for their new homeowner status by going to their housewarming party.

Help Your Clients Maintain Their Dream Home & Ensure a Lifetime of Happiness You can’t just disappear after the transaction is finished. Become their realtor for life by showing your clients how to maintain their dream home. Act as their resource for other professionals they may need to maintain the house such as handymen, plumbers, electricians, etc. Show them how to keep up with home maintenance so they don’t ignore problems that surface and end up with a much larger issue than they started with. Help them make sure their dream home lasts so they can live happily ever after in their home for a lifetime.

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LORI ROWE

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LORI ROWE A certified VIP Relocation Specialist, Top Agent Lori Rowe has established a hands-on process to help buyers and sellers of all kinds.

Prior to her career as one of Chicago’s premier agents, Lori Rowe took a winding road to real estate. After starting out as an elementary school teacher, she would later accept a managerial position for a major insurance company in California.

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There, she developed an acute knowledge of negotiations and project management, all skills she would take to her career in real estate. After moving back to Illinois, she pursued her license and found fast success in the industry, Top Agent Magazine

becoming a top producer in the region.

Today, Lori is an agent for Coldwell Banker Realty where she assists clients throughout Lake County and the Northwest Suburbs of Chicago. A certified VIP Relocation Specialist, she has established a hands-on process to help buyers and sellers of all kinds, serving Top Agent Magazine

her clients with a winning blend of open communication, market expertise, and compassion.

When assisting her sellers, Lori utilizes an abundance of resources offered through Coldwell Banker’s Listing Concierge program to ensure pervasive and powerful marketing through a blend of digital, 9

print, and social media campaigns, as well as brochures, targeted mailers, television ads, and email blasts—all to generate as much buzz around a property as possible. Prior to listing, she assists her sellers to prepare their home for the market with professional staging and enlisting the services of her top-notch contractors. Along the way, she shares her listings with those in her extensive sphere of influence, giving her sellers a leg up in the marketplace.

experience to carefully guide them to the right home for their best interests. Through the years, she has earned a fantastic reputation throughout the Chicagoland area, with most of her volume coming from repeat clients and referrals. The key to her success? “At all times, high integrity is my Number 1 Goal,” she says. “Even if it means losing a deal, you need to be honest with your clients and your colleagues.

This form of loyalty is the greatest gift you can give them.”

Elsewhere, Lori is just as helpful when serving her buyers, leaning on decades of

Outside her career, Lori is active in her community. She has served as

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the Entertainment Chairman for the Barrington Relay for Life and is currently on the Board of Directors for the Coldwell Banker Charitable Foundation and Parker Players Community Theater in Barrington. Lori contributes to numerous causes throughout the area that support individuals and families in need including Special Spaces, Blessings in a Backpack, Compassion International, and several food pantries. When she is not with Top Agent Magazine

clients or giving back, she can be found spending quality time with her husband, who is a licensed agent and member of Team Rowe, their family, and their new granddaughter, Poppy.

Going forward, Lori has strong plans for the future of her business. Having handled $37 million in volume in 2020, she looks forward to bringing new agents into the business and mentoring the 11

up-and-coming members of her team.

But most of all, she is always looking for new opportunities and clients in the community she loves. “I genuinely love being part of someone’s life story. In real

estate, no two days are the same, and I’ve encountered many twists and turns in my career. But through it all, I strive to take the pressure off my clients so they can focus on what matters most.”

To learn more about Lori Rowe, email Rowe@cbrealty.com visit LoriRowe.com or call (847) 774-7464. www.

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Make Social Media Marketing Your Calling Card These days, it’s no secret that buyers begin their home search online. As the industry continues to take a digital turn, Realtors in the know must learn to utilize a whole new range of tools available to them—and for good reason. Social media is a dynamic hybrid of personal contact and targeted marketing. To make the most of this new medium, agents can’t settle for the occasional post and expect results.

Instead, let’s consider a few techniques that will make your social media presence Top Agent Magazine

interactive, unmissable, and effective in generating business.

Your Profile is a Portal Ideally, you’ll have profiles across Facebook, Instagram, LinkedIn and otherwise—but no matter what portal you’re utilizing, make sure your profile page is up-todate, well-curated, and easily navigated.

Consider your profile a landing page.

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Your photo, location, contact information, homepage, and a brief bio should all be readily visible so that potential clients can get an immediate sense for who you are and what your voice is. If a client wants to connect with you, it should be obvious how to do so. You might also incorporate a few savvier tools that make your profile more engaging—like hashtags. These searchable tags can help you lure potential clientele and give your audience a chance to explore deeper. #DreamHome #JustListed and #HomeInspiration are popular, existing tags to choose from, but you can cultivate your own hashtag by consistently tagging posts, which gives clients an extensive thread to comb through.

Interacting with Your Audience Posting regularly is great way to appear in feeds, but engaging with your audience is just as important—and it helps you reach a new audience in the process. It’s a positive start to like your audience’s posts, pictures, and statuses, but commenting takes your engagement a step further and separates you from typical respondents. It’s also important that you diversify your engagements. In other words, don’t center every communication around your business, propositioning your services, or trying to sell. If applicable, present your value-add, but otherwise steer your engagement towards the personal. Let your clients know that you’re there, you’re human, and 14

ready to work at their pace. Which leads us to our next point...

Blending the Professional with the Personal Engaging with your audience is one thing, but what about generating original content?

How do you strike the right balance between a Call to Action, industry updates, and a personal touch? Think of it this way: any post you create should provide a point of connection for your audience.

Sometimes, you might be sharing a family photo, or commenting on some unifying current event—like the Super Bowl! Other times, you may be sharing a Coming Soon listing, or providing tips to spruce up a home for spring. Regardless, you should focus on quality. Is your copywriting engaging? Does it express your unique voice and personality, while maintaining clarity? Are you giving your audience something to connect with, even if you are sharing property photos or advertising an open house? Instill some fun and some personalization to every piece of content you make, so that clients can picture the voice and person behind the post.

Things are always changing on the social media frontier, but some rules never shift.

Adding clarity, consistency, and personality to your online presence are three surefire ways to grow your business and make social media second nature.

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JULIE BROWN When Julie Brown was selling her own house, she had no idea it would lead to a new, fulfilling career path. “I hired an agent and they were looking for an assistant,” Julie says. “I liked what they were doing and I was really interested, so they hired me.” Julie eventually became licensed and her business grew from there. She’s now been in the industry for 16 years and has her own team consisting of herself and one buyer’s agent named Denise Nabat.

Together they focus on the northwest suburbs of Chicago from as north as Gurnee to as south as Skokie, with heavy coverage in Buffalo Grove and Vernon Hills.

By providing superior service and putting their clients’ needs above everything else, Julie’s business is almost entirely built on repeats and referrals.

“We care about our buyers and sellers,” Julie says.

“We take them through the whole process and are there for them 24/7.” They listen carefully to their buyer’s needs and never stop working until their ideal property is found. Once it’s time to submit an offer, they make sure they are competitive while also helping them secure the best deal possible. Meanwhile, her sellers enjoy thorough marketing of their property and benefit from Julie’s deep knowledge of the local market. As a certified home stager, Julie makes their home look its best, ensuring it gets top dollar when it is listed.

Throughout every transaction, Julie is honest and upfront about what to expect, which helps her clients make informed decisions. “I’m dedicated and love providing guidance. I may not agree with everything they want, but I will tell them why and then I allow them to make the choice on their own.”

Having grown up in the region she serves, she knows the ins-and-outs of every neighborhood. “It’s really important to work with someone who knows the area, because they know the schools, the demographics, and the home values of every part.” She is with her clients Top Agent Magazine

from contract to close and all the steps in between.

After working with Julie, clients love spreading the word about their experience. One recently said, “Julie was fabulous to work with. She was always available for me throughout this entire process. I would recommend Julie to anyone and everyone who is looking for an amazing agent. I have worked with other agents in the past and she far surpassed my expectations. I would never use anyone but Julie ever again.” Another wrote, “Julie is amazing. Her knowledge of the market and skill are incredible. She has now helped me sell 2 houses and buy another. I’d never even consider another agent. She’s honest and very smart at pricing homes to turn them quickly. A+ service every time.”

Looking ahead, Julie plans on continuing to grow.

“I’m starting to build our presence in social media, putting more live videos on Instagram so we can keep ourselves in front of the right audience.” She loves everything about her work, and can’t see herself in any other path. “Making people happy is the best part about what I do.”

© VHT STUDIOS

For more information about Julie Brown, please call 847-975-2957 or email juliebrown@atproperties.com 15

Laughs!

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5 Tips to Get New Clients If you’ve been in the industry for a while, you’ve probably built up a healthy percentage of repeat and referral business.

Although it can be tempting to just maintain those relationships rather than generating new business, there’s something to be said for staying on top of 18

your game by never resting on your laurels. Actively pursuing new clients is not only a way to generate more business, but depending on how you do it, it could even lead to a profitable new niche. Here are just a few ways to build up your new client base.

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Become a referral partner with industry peers

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Cold Call Expired and FSBO Listings

Everyone from mortgage lenders, to financial planners, to insurance agents, can be potentially lucrative referral partners for a Realtor®. You may already have great relationships with some that just need to be more formalized. But, you don’t just want to partner with anyone, make sure these are people you also feel completely comfortable referring your clients to - people who share your values and work ethic.

Another avenue to consider is divorce attorneys – yes, you heard that correctly. Helping people go through this difficult period actually requires a very specific skill set.

You need to be able to handle the legal aspects, as well as the emotional ones. There are numerous training courses you can take if you decide to take this route, which could end up being a lucrative and much-needed specialty.

This is a route a lot of agents take when they are just starting out, that usually leads to great success. You probably haven’t cold called since you started out, and this is a great skill to build up again.

It will not only sharpen your sales skills, but could generate a lot more business.

People with For Sale By Owners (FSBOs) and expired listings, are usually very motivated to sell. This is a great chance for you to really hone in on why they need to hire you. Do you offer innovative marketing plans? Access to a large sphere of influence? Expired listing clients are looking for ways to sell a property that seems impossible to move. With FSBOs, you need to show them how you can get them more money in their pocket, even

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with paying you a commission. Pursuing both will really engage your mind to think outside of the box, which will not only get you more business, but make you better at what you do.

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Partner up with a Relocation Company

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Become a Builder’s Realtor® of choice

This is another niche market that you can really capitalize on if you want to pursue a new specialty. But, it is a specialty, so getting educated on the process will help you generate the business you want. It’s a complicated area of real estate, you’ll often

times be helping to facilitate dual transactions, as you try and secure a property at the same time you are helping your relocation client sell their previous home. This specialty is becoming an in-demand skill in areas that have major corporate headquarters.

This can be a real score for any Realtor®.

The competition might be fierce to land a client like this, but there are numerous ways to make yourself stand out from the rest.

Gain certifications and become knowledgeable about the construction process. Be wellversed on what trendy materials, features, and finishes will add value to a property.

Get the builder on board with you by offering to take just a segment of the subdivision then wow them with your marketing skills.

Take on properties they haven’t been able to sell. You can even offer to throw an open

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Create a Website that Offers Real Value to Potential Clients

Perhaps the most useful way of getting contact information for people looking to sell is by adding a home valuation feature to your website. When people are first considering selling their home, finding out how much 20

house for them. This is another way to show them the level of service they can expect from you. These clients might be harder to land, but the payoff will be enormous.

it is worth is one of the first questions they want answered. By becoming a resource to potential clients (and current clients!), you just might be the first person that comes to mind when they’re actually looking to sell.

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SHARON GILLMAN With more than 34 years of experience, Sharon Gillman is a knowledgeable and successful luxury broker in Chicago who works tirelessly to offer her clients a consistently worry-free and enjoyable transaction experience. She co-leads her team of 5 with her daughter, Marissa Schaefer, who has helped the team develop a broader clientele over the last six years.

The Gillman’s Group’s motto is “Live Your Best Life,” prominently displayed on their Lincoln Park’s office storefront, and they put sincere effort into helping their clients live by those words through comprehensive service that removes the stress and confusion from a real estate transaction.

estate, Sharon’s knowledge of the Chicago market is second to none. She uses her deep understanding to provide meaningful insight to her clients and guide them towards making the best decision for themselves and their families. “Through my informed perspective, I’m able to earn my clients’ trust and provide them with good value as their Broker,” Sharon says. “My experience in the industry makes me able to solve any problem during a transaction.” Sharon is confident in her ability to seamlessly tackle any obstacle- a rarity in the world of real estate- putting her clients at ease through her poise and professionalism.

Sharon is a real estate agent who genuinely cares about the well-being of her clients and her clients, in turn, trust Sharon implicitly. Through a combination of personalized service and effective communication, Sharon has mastered the art of making the transaction process a smooth and easy one for her clients. She says, “I am attentive to my clients and truly take a vested interest in their transaction process. Whether it’s holding their hands or negotiating the best deal, I am always available throughout the selling or buying process.” She also notes, “I find a lot of personal satisfaction in making my clients’ journey calm and enjoyable, shouldering a lot of the stress for them.” Throughout the last 3+ decades, Sharon has built an extensive network of happy clients as well as relationships with other real estate brokers in the city. With a loyal network and their continuous referrals, Sharon is a Top Producer every year and consistently one of the strongest producers at Compass’ Kinzie location.

Sharon and the Gillman Group emphasize the need for stand-out marketing and, with Compass technology, have learned how to most effectively market their listings.

Professional photography and staging is of the utmost importance to Sharon as she aims to bring out the potential of each home. Through the power of digital and print marketing- including social media, various websites, and Compass’ exclusive Coming Soon- Sharon and her team works to expand their outreach to maximize exposure for each listing. The Gillman Group closed $20M in total sales volume last year, and they look forward to expanding their reach well into the future.

As a veteran Realtor who has worked and adapted through countless changes in the landscape of real

In her free time, Sharon enjoys traveling with her husband and spending time with her one-year-old granddaughter. In the future, Sharon hopes to use her experience to mentor other agents in her group, and to add at least one more broker to her growing team.

If you’re looking for a Realtor in Chicago who loves nothing more than guiding her clients through their own personal real estate journey, get in touch with Sharon Gillman today!

Contact Sharon at (312) 925-2700 or at sharon.gillman@compass.com.

You can also visit her website at gillmangroupchicago.com for more information. www.

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Buyers and Sellers: Understanding How Home Inspections are Negotiation Tools That stunning home or vacation property may seem perfect. But Top Agents advise anyone buying or selling to prioritize the importance of professional home inspections.

For sellers, many agents recommend preparing for two separate inspections, one for your own information before listing and the second at the buyer’s obligation. For buyers, know that the listing agent is required to disclose certain major issues discovered on professional inspection. But every buyer should also order a thorough home inspection. For both buyers and sellers, inspection provides knowledge and knowledge may translate to power, time saved or money.

THE SELLER’S INSPECTION You’ll save time before closing if you find potential “sticking points” before listing your home. Even those repairs that a seller isn’t required to fix may be worth the upfront investment. Replacing or repairing leaky faucets, wornbut-not-compromised sections of roofing or cosmetic masonry work will go a long way to build trust between you and buyers in your market. In addition, the last thing a seller wants right before closing is a major surprise.

If your inspection uncovers a significant issue requiring disclosure, you’ll have an opportunity either to make repairs or to get professional estimates on cost, which you then can present to buyers either as a credit or reduction in sale price.

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THE BUYER’S INSPECTION Selecting your Inspector: Before hiring an inspector, your agent may ask if the seller conducted an inspection and who conducted it. With this knowledge, you’ll hire a different inspector. Consider some important factors when choosing your home inspector: First, remember the adage that “you get what you pay for.” This property is one of your biggest investments it’s the place you’re going to cherish as your home or vacation destination for years to come. Entrust it to a highly rated and properly licensed inspector with the appropriate professional affiliations and credentials. Your Top Agent is your best referral source, but read online reviews or ask for recommendations to learn more about inspectors and the inspection process.

As a buyer, know that a home inspection report gives you opportunities to request repairs, a lower sale price or credit for work to be done. Talk to your agent about how to make the most of your inspection report. Your agent will likely have contacts with local professionals you can consult with for fair estimates on the cost of the repairs you would like made. In extremely competitive markets however, your negotiating power may be limited to major issues requiring disclosure. Heed the advice of your agent in making necessary requests without risk of losing your dream home.

Be sure to attend the inspection or assign a proxy if you’re out of the area.

Then, go above and beyond and give a luxury property the attention it deserves. Your inspector should help you find concealed issues that can help you negotiate. Honest oversights on the part of the seller, for instance can only be rectified if discovered before closing. For example, clogged exterior drainage inadvertently concealed by hardscape may become a flooding issue down the road. On the flip side, recent partial-room painting may indicate something more than the seller’s beautification efforts.

HOW SERIOUS IS IT? Remember that a home inspection is one of the most useful items in the buyer’s toolkit, but be careful not to get overwhelmed by the results.

Prioritize issues by immediacy (safety) and break down each category by cost to repair to determine how the issues may impact negotiations.

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