The Buyer’s Due Diligence Phase: How Sellers and Buyers Can Keep a Deal Alive

It’s one of the most stressful points in any real estate transaction: the home inspection and due diligence phase. As a REALTOR® representing mostly sellers here in the Coachella Valley, I’ve seen many deals teeter — and even collapse — over inspection requests that could have been resolved with a little preparation, perspective, and patience.

Whether you’re selling a mid-century gem in Palm Springs or buying a newer home in La Quinta, this phase requires both sides to keep their cool. Here's what sellers and buyers should know to successfully navigate the due diligence period without losing the deal — or their sanity.

What Is the Due Diligence Phase?

In California, once an offer is accepted, the buyer typically has 17 days (or whatever is negotiated in the contract) to conduct investigations — home inspections, sewer scopes, roof evaluations, etc. — to determine the condition of the property.

Once those inspections are complete, the buyer may submit a Request for Repairs. This might include:

• Asking the seller to fix specific items,
• Requesting a credit in lieu of repairs, or
• Asking for a price reduction.

This is when emotions can flare up. Buyers feel justified in asking for repairs. Sellers feel like they already gave the buyer a fair price. And both worry that the other side might walk.

3 Key Tips for Sellers

1. Get a Pre-Listing Home Inspection

This one move can prevent major surprises. A pre-listing inspection helps sellers:

• Understand the condition of their home up front.
• Decide which repairs to make and which to disclose.
• Price the home more accurately, knowing what concessions might be expected.

Being proactive also signals to buyers that you’re serious, transparent, and prepared — which can build trust early in the process.

2. Focus on What’s “Reasonable”

Not every creaky cabinet hinge needs to be replaced. Focus on health, safety, and system functionality — roof leaks, HVAC issues, plumbing concerns, etc. — the things that matter to most buyers and appraisers. Cosmetic requests can usually be negotiated or denied without derailing the deal.

3. Detach Emotionally (as Much as You Can)

Yes, you’ve maintained your home with love — but buyers won’t see every repair request as a personal critique. Keeping a business mindset will help you respond with clarity and flexibility.

3 Key Tips for Buyers

1. Remember: No Home Is Perfect

Especially in the Coachella Valley, where many homes were built in the ‘70s, ‘80s, and ‘90s, some wear and tear is normal. Use your inspection report to identify deal-breakers, not nitpickers.

2. Ask for Repairs That Matter

Focus on:

• Safety issues (e.g., faulty wiring),
• Major system problems (e.g., HVAC failure),
• Expensive structural concerns (e.g., roof damage).

Avoid overwhelming the seller with a laundry list. The cleaner and more focused your request, the more likely you are to get a positive response.

3. Be Open to Credits Instead of Fixes

Sometimes a credit at closing is a better solution for both parties. It allows buyers to handle repairs their way, post-close, and lets sellers avoid coordinating contractors under a time crunch.

Final Thoughts: Keep the Big Picture in Mind

Here in the Coachella Valley, homes are selling at modest discounts (average of 2.5–2.9%) and median selling times are still historically short (around 48 days). Deals are still getting done — but only when both sides stay focused on solutions, not drama.

Don’t let a $500 repair cost a $700,000 deal.

If you’re thinking of buying or selling and want to go into the process fully informed — and emotionally prepared — I’d love to help.