Real estate pros with an eye on maintenance concerns can reduce deal friction, protect their reputation, and safeguard both homeowners and homes, Gina McCort writes.
Inman Events
Inman On Tour Nashville delivers insights and strategies for agents & leaders navigating today’s market.
The dream of homeownership hasn’t changed, but the reality of maintaining a home in today’s market has. Rising repair costs, aging housing stock, and tighter buyer budgets are reshaping what it takes to get deals across the finish line and what happens after closing.
For real estate professionals, deferred maintenance is no longer just a homeowner issue. It’s a transaction risk. It shows up as inspection hurdles, repair disputes, renegotiations and late-stage complications that can damage trust and long-term relationships.
When buyers aren’t prepared for the true cost of maintaining a home, agents often absorb the fallout, from urgent calls about failing systems to blame when expectations don’t match reality.
With pending home sales slowing and many buyers waiting for lower rates, maintenance has become a factor agents must actively manage. And when handled well, it can also become a powerful way to differentiate and strengthen client loyalty.
Why maintenance is now a transaction issue
Across markets, agents are seeing the same pressures converge. Repair and replacement costs for major systems like HVAC, water heaters and electrical components continue to rise, with House Digest reporting that the average cost of a new HVAC system doubled from roughly $6,000 in 2020 to $12,000 in 2025.
Compounding the issue, the planned phase-out of R-410A refrigerant in 2025 is expected to drive up maintenance and replacement costs for older HVAC systems as supply tightens and demand rises, creating another pressure point buyers may not anticipate.
At the same time, many buyers are stretching financially just to close, leaving little cushion for unexpected repairs. That pressure is especially acute among younger buyers. Fortune reports that many Gen Z and millennial buyers are delaying major life milestones due to affordability constraints, making them far less willing to absorb surprise repair costs once under contract.
Add in older housing stock in many regions, and more homes are entering transactions with systems nearing the end of their useful life. In competitive markets, some buyers still forgo inspections or underestimate system age, increasing the likelihood that issues surface late in the process.
Buyer fatigue is also real. Today’s buyers are more cost-sensitive and less willing to take on surprise repairs once under contract. Sellers, meanwhile, are increasingly resistant to repair credits. That tension often lands squarely on the agent’s shoulders.
The result is more fragile deals and more pressure on agents to anticipate problems before they derail a transaction.
The hidden cost of deferred maintenance
Deferred maintenance rarely announces itself loudly. It starts with small issues that homeowners learn to live with: an aging furnace that still runs, a water heater past its prime and a few electrical quirks that seem manageable. But those small issues have a way of surfacing at the worst possible time.
During inspections, deferred maintenance can quickly turn into negotiation pressure. Buyers push for concessions, sellers push back, closing timelines stretch and in some cases, contracts fall apart when repair costs feel too high or too uncertain.
Even with cosmetic updates, neglected systems can still sour a deal. Buyers aren’t comforted by a renovated kitchen when major repairs loom. System lifespans can be unpredictable and sometimes peak at inspection when deals are most vulnerable. Agents who address maintenance early can keep transactions moving forward and avoid tension late in the process.
When deferred maintenance becomes a deal breaker
A well-priced home moved quickly through showings, and the buyer felt confident heading into inspection. But the report revealed a 15-year-old HVAC system and a water heater well past its expected lifespan. Suddenly, the buyer was facing an estimated $15,000 in near-term replacements.
The seller refused additional credits, negotiations stalled days before closing, and what initially looked like a smooth transaction nearly fell apart. While the deal ultimately closed, the process became more stressful, more contentious and far less predictable than it needed to be.
Turning maintenance conversations into a value add
Maintenance isn’t always an exciting conversation, and many agents avoid it to prevent adding friction. But in today’s market, transparency builds trust.
Proactively discussing system age, likely repair timelines and ownership costs helps buyers feel prepared rather than blindsided. It also helps sellers anticipate where maintenance issues could slow negotiations or weaken buyer confidence.
The best time to discuss maintenance risk is before it becomes a negotiation issue. These conversations do more than protect the transaction. They position agents as professionals who are thinking beyond closing — trusted advisors who stay involved well after the keys change hands.
Where home warranties fit, and why education matters
Planning for maintenance risk has become a smart strategy in today’s transactions. Experienced agents understand that maintenance does not end at closing and can leverage home warranties as a value-added tool to bring structure and reassurance to an unpredictable part of homeownership. The key is ensuring clients understand what the coverage includes and how to use it, which helps set expectations early, reduce post-close friction and protect client relationships.
This is where education becomes a differentiator. Agents who take time to explain what the selected warranty covers, how to file a claim and expected deductibles can boost client confidence. That clarity reduces after-closing call-backs and strengthens the relationship between the agent and homeowner, who will feel well taken care of.
Helping clients understand their protection plan extends an agent’s value well beyond closing. It turns moments of stress into moments of trust and reinforces the agent’s role as a long-term advisor rather than just a transactional partner.
Maintenance as a competitive advantage
Maintaining confidence in homeownership starts with a clear plan, and a home warranty is an essential tool for success. When agents help clients prepare for unexpected repairs, they equip homeowners with practical support they can rely on for years to come.
In 2026, maintenance isn’t just a homeowner’s concern; it’s a professional advantage. Real estate professionals who lead with preservation will be the ones who reduce deal friction, protect their reputation, and safeguard both homeowner confidence and the homes themselves.
Gina McCort is Vice President of Sales at Cinch Home Services, where she leads national strategy and partnerships in the residential real estate space. Connect with her on LinkedIn and Instagram.
Topics: buyer's agent | listing agent Show Comments Hide Comments Sign up for Inman’s Morning Headlines What you need to know to start your day with all the latest industry developments Sign me up By submitting your email address, you agree to receive marketing emails from Inman. Success! Thank you for subscribing to Morning Headlines. Read Next
Clear collaboration in action: What the Compass-Redfin deal gets right
An open letter to NAR members: Be the change you're looking for
Compass, control and the role of the real estate fiduciary
Real estate is one of women's most powerful wealth-building vehicles
More in Agent
Your brand should shout. Your finances should whisper
Existing-home sales post February gain after decade-low 2025 figures
The internet says agents are doomed (again). Here’s what’s actually happening
Getting ghosted? Try these 7 lead-generation strategies
Read next
Read Next
SCOOP: With merger complete, layoffs come for Anywhere and Compass
See which states are looking to limit private real estate listings
Compass, control and the role of the real estate fiduciary
Real estate is one of women's most powerful wealth-building vehicles
