The inspection report arrives, and suddenly you're holding a 40-page document full of things you've never thought about: GFCI outlets, grading around the foundation, a water heater from 2009. Here's what I tell buyers: the inspection is an information tool first and a negotiation tool second — and the difference matters.

The biggest mistake buyers make is treating every finding like a dealbreaker or a demand. Inspections surface two kinds of issues: maintenance items (caulk the windows, service the HVAC) and material defects (roof at end of life, foundation movement, active leaks). Sellers — and their agents — expect negotiation around the second category, not the first. Asking for a credit on every line item reads as nickel-and-diming, and it can cost you the goodwill you'll need later in the transaction.

Second: repairs versus credits. A credit at closing sounds simple, but many buyers underestimate what work actually costs — get contractor estimates before you counter. Sometimes having the seller complete repairs before closing is cleaner, especially for safety or lender-required items. Just verify the work was actually done well, not just done.

Third: know your leverage. In a soft market where a home has sat for weeks, you have room to negotiate. In a multiple-offer situation where you waived contingencies to win the bid, you don't — be honest with yourself about that.

The inspection period is where transactions most often fall apart, and it's almost never the findings that kill them — it's the tone of the ask. Be specific, be reasonable, and focus on what actually matters.

What's the most surprising thing you've ever found on an inspection — and how did the negotiation play out?