By: KeyCrew Media
Buyers have a lot of questions before they put an offer on a home. Some of them are practical. Some of them are emotional. And according to Kristin Egmont, at least one of them is almost always looking for a reason to hesitate.
Egmont, a Connecticut real estate agent who has worked in Fairfield and New Haven County for more than 20 years, says the question she hears most consistently from buyers at open houses isn’t about the roof age or the school district. It’s simpler than that.
“They always want to know why the seller is moving,” she said. “It’s almost like they’re looking for something concrete, the reason why. It could just be relocation or downsizing, but they want to understand why the seller is leaving their home.”
Sellers who understand what’s going through a buyer’s mind before an offer lands are in a better position to shape the narrative and the outcome.
The Questions Buyers Are Always Asking
Beyond the ” why are you moving ” question, Egmont has a clear picture of what buyers want to know before they commit. How old is the roof? How old are the mechanicals, the furnace, the water heater, the HVAC? When were they last serviced? Are there any known issues or repairs the seller is aware of?
These aren’t idle questions. A buyer who learns at the open house that the roof is 22 years old is already mentally budgeting for a replacement. That affects what they’re willing to offer. A seller who can hand a buyer a documented improvement list, new oil tank, new hot water heater, furnace serviced last year, roof replaced five years ago, removes that uncertainty and makes the decision to offer easier and faster.
“All of these things help in bringing in an offer sooner rather than later,” Egmont said.
She also recommends that sellers in older homes consider a pre-inspection before listing, having an inspector come through to identify what’s likely to surface in a buyer’s inspection, so repairs can be made in advance rather than negotiated as credits after the fact.
“At inspection, if things are wrong, the seller is either going to have to make the repairs or credit the buyer,” she said. “On average, that can be a significant amount depending on what comes up, and it’s money most sellers would rather keep in their pocket by dealing with it upfront.”
What Prepared Sellers Get in Return
The return on preparation isn’t abstract. Sellers who come to market with documented maintenance records, a clear improvement list, and a home that’s been pre-inspected give buyers fewer reasons to hesitate, and fewer leverage points in negotiations.
Egmont describes it as changing the entire dynamic of the offer conversation. A buyer who feels informed and confident about what they’re purchasing is more likely to come in strong, waive minor contingencies, and move quickly. A buyer who’s uncertain about what they’re walking into tends to lowball, ask for more credits, or walk away after inspection.
“The goal is to get buyers excited and confident at the same time,” she said. “When you remove the uncertainty, you change the quality of the offers you receive.”
That preparation also extends to understanding what sellers care about beyond price, closing timeline, contingency terms, and how quickly the buyer can commit. Egmont makes a point of surfacing those preferences early, so the right offer has the best possible chance of actually making it to the closing table.
For Connecticut homeowners thinking about listing, more detail on Egmont’s process is available on her website.
About The Expert: Kristin Egmont is a Connecticut real estate agent specializing in Fairfield and New Haven County. She has been helping buyers and sellers navigate the local market for more than 20 years. Learn more at kristinegmont.com.
Disclaimer: This article is based on information provided by the expert source cited above. It is intended for general informational purposes only and does not constitute legal, financial, or real estate advice. Readers should conduct their own research and consult qualified professionals before making any real estate or financial decisions.
