Buyers may wonder why they should pay for a home inspection when they can get specialists to point out trouble spots for free. As a real estate professional, your duty is to educate.

Make sure your buyers understand that inspectors are unbiased, licensed professionals. Their scope of work should cover the entire home, and is not based on receiving a future profit from repair work. The specialists are a biased party and no matter how honest they are, they have a vested interest in the home requiring repairs — the more, the better.

Of course, your buyers may think, “A specialist sounds great! I want someone to tear apart the home in a report so the sellers will either have to give me a huge repair allowance or hand over a like-new home! I’m going to skip the costly inspector and go straight to the specialists!”

Ask them how many times they’ve had repair work done to their home, or have known someone who has, and were unhappy with the how the repairs turned out. Ever had more issues as a result of repair work being done? The specialist’s goal is get your business. This could mean they want to sell you on anupgraded system when the current one is sufficient. If your buyers want to upgrade the home later, great! But remind them that the purpose of an inspection is not to see how much they can spend on a home. They need to learn if there are any deficiencies in the home so they can feel more confident in their purchase.

Help your buyers understand that the few hundred dollars they’ll spend on an inspection is one of the most important investments in their new home. Even if the inspection reveals issues with the home that cause your buyers to walk away from the purchase, they should see the money spent as a wise investment that saved them from buying a money pit. Only the paid-for, unbiased opinion will result in the buyers accurately learning about the home.

More importantly, remind your buyers that inspectors and specialists alike are simply human beings and not one is exempt from mistakes. Inspector A may find something that Inspector B missed, and Inspector B may write up something that Inspector A did not think was a structural issue. They are human and all humans have different ways of looking at things and analyzing them.

You will also need to remind your buyers, especially first-time home buyers, that regardless of the inspection, homes will break. There will be quirks that only reveal themselves after living in the home for a few months. Prepare them so they are not shocked when something that passed inspection breaks after closing. As their real estate professional, you may need to be their “reality check.”

Do you see a theme in this post? Educate, educate, educate. The more you educate your buyers about the inspection process, the better they will feel about the entire purchase. The better they feel, the more referrals they will send you!