Price Re-Negotiation Call

The rule before the script

A price change after signing is only fair when all four are true:

1. New: the problem was not known, and could not reasonably have been known, when the offer was made.
2. Real: there is evidence: an inspection report, photos, a contractor bid, a title report.
3. Proportional: the change matches the cost of the problem, not more.
4. Approved: your client or acquisitions manager approved the request in writing.

Common honest reasons

Finding	Example	What to prepare
Hidden structural damage	Foundation movement found by the inspector, not mentioned before	Inspection report section, photos, foundation contractor bid
Failed system not disclosed	Seller said the roof was 10 years old; it is 25 and leaking	Inspection photos, roofer estimate
Larger repair than described	Sewer line collapse found by camera inspection	Video or report, plumber bid
Title issue with a cost	Unpaid municipal lien or judgment found by the title company	Title commitment page, payoff amount
Title issue with a delay	Missing heir, probate needed	Title company note on what is needed and how long

Before you dial

• Written approval from your client or acquisitions manager, with the new number and the reason.
• Evidence ready to send: report pages, photos, bids. Remove any private information about other people.
• Original offer notes reread. Confirm the problem was not disclosed before the offer.
• Your math written out: original price, cost of the new problem, proposed new price.
• Your options ready (see stage 4), and what the agreement says about the inspection period and cancellation.
• Inspection period end date known. Do this call well before it ends, so the seller has time to decide.
• Every person on title will be on the call.

The flow

1. Open with honesty

You: Hi (SELLER FIRST NAME), it's (YOUR NAME) with (COMPANY NAME). This call is recorded for quality. Do you have 15 minutes? I have an update from the inspection, and I want to go through it with you properly.

You: I'll be straight with you. The inspection found something we didn't know about, and it affects our numbers. I want to show you exactly what it is, and talk about options together.

Why it works: Saying the hard part early is respectful. Sellers feel tricked when bad news is hidden behind small talk.

If they say "I knew this would happen. You people always do this."

You: I understand why you'd feel that way. Some buyers do that, and it isn't fair. I'm going to show you the actual report and the numbers, so you can judge for yourself. If you think it isn't fair, tell me.

If they say "I'm busy, just tell me what you want"

You: The inspector found (SHORT DESCRIPTION OF FINDING). It costs about (REPAIR COST) to fix. I'd like to go through options with you when you have 15 minutes. When is good today or tomorrow?

Book the time. Never press for a decision on a rushed call.

If a co-owner is not on the call

You: Since (CO-OWNER NAME) is on the agreement too, it's best we all talk together. Can they join, or should we find a time when you're both free?

2. Show the finding

You: Here's what the inspector found. (FINDING IN PLAIN WORDS)

You: I'm sending you the page from the report and the photos now, so you can see it yourself. Let me know when you have them.

You: When we made our offer, we were going by (WHAT WAS KNOWN AT THE OFFER). This is different from what either of us knew.

You: Did you know about this?

Example: "When we made our offer, we were going by a roof about 10 years old."

Why it works: Evidence turns a claim into a fact. Asking "did you know?" without blame gives the seller a chance to share context, and sometimes reveals a misunderstanding.

If they say "Yes, I told your team about that"

Stop and check your notes. If they did tell the team before the offer:

You: You're right, and thank you for reminding me. If it was already known, it was already in our price. I'm sorry for the confusion. We'll keep the original price.

Tell your manager immediately. Never re-trade a disclosed problem.

If they say "That's not true. The roof is fine."

You: I understand. Let's look at the photos together. Do you see the area marked on page (PAGE NUMBER)?

If they have their own evidence (a recent roof receipt, a warranty), ask for it and pause the conversation until your manager reviews it.

If they say "I didn't know. Is it serious?"

You: It's a real repair, but I don't want to scare you. It's common in older houses. It just costs money to fix properly.

3. Show the math

You: Here's how it affects the numbers. The contractor's estimate to fix it is about (REPAIR COST). I'm sending you the estimate too.

You: Our original price was (ORIGINAL PRICE). With this repair, the most our numbers allow is (NEW PRICE). That's the cost of the repair, and nothing extra.

You: I know that's not what you want to hear.

Then pause.

Why it works: A change equal to the real cost is fair and easy to explain. Anything more looks like you used the finding as an excuse.

If they say "That estimate is too high"

You: It might be. If you have a contractor who can quote it, we're happy to look at their number. We want it to be accurate.

Set a deadline that fits the inspection period, and tell them the deadline.

If they say "Why should I pay for it? You bought it as-is."

You: That's a fair point. As-is means you don't do repairs. But our price was based on what we knew about the condition. The agreement gives us an inspection period for exactly this reason: to check for things nobody knew. That's why I'm calling now, during that period, and not at closing.

If they ask "Will you find something else next week?"

You: I understand the worry. The inspection is complete. This is the only finding that changes the numbers. I'll put that in writing in the email I send you today.

Only say this if it is true. Confirm with your manager first.

4. Offer choices

You: So there are a few ways we can handle this, and you choose what works for you.

You: Option one: we adjust the price to (NEW PRICE), and we handle the repair ourselves after closing. Everything else stays the same.

You: Option two: we meet in the middle at (MIDDLE PRICE), if that helps. (Only if approved.)

You: Option three: you fix it yourself before closing with your own contractor, and the price stays at (ORIGINAL PRICE). (Only if practical and approved.)

You: Option four: if none of these work for you, the agreement allows us to cancel during the inspection period, and you'd be free to sell to someone else. We'd rather find a way to make it work, but it's your choice.

Why it works: Real choices respect the seller. Mentioning cancellation openly is honest and removes any feeling of being trapped.

If they choose an option

You: Thank you. I'll send you an amendment to the agreement that shows the change. It's one page. Let's go through it together, like we did with the agreement.

Walk through the amendment line by line, then guide the e-signature as in the Contract Walkthrough Call script.

If they say "I need to think about it"

You: Of course. The inspection period ends on (INSPECTION END DATE), so we'd need to decide before then. Can we talk again (DAY AND TIME)?

State the deadline and book the next call before you hang up.

If they want to cancel

You: I understand, and I respect that. I'll make sure the cancellation is done properly through the title company, and that any deposit goes where the agreement says. I'm sorry this didn't work out. If anything changes, we'd still be glad to help.

Follow your client's cancellation process exactly.

If they counter with a smaller reduction

You: Thank you. Let me take that to (MANAGER NAME) and come back to you by (TIME).

Check for real, and come back on time with a straight answer.

5. Title issue version

Use this when the change comes from the title report, not the inspection.

You: Hi (SELLER FIRST NAME), it's (YOUR NAME) with (COMPANY NAME). This call is recorded for quality. The title company found something we need to talk about.

Example lien types: a city water lien, an unpaid contractor's lien, a court judgment.

You: There's a (LIEN TYPE) of about (LIEN AMOUNT) recorded against the house. Did you know about it?

You: These are normally paid from your sale money at closing, like the mortgage. It doesn't change our price, but it does change what you take home, to about (NEW ESTIMATED NET). I wanted you to know now, not at closing.

If the issue causes a delay, not a cost:

You: The title company needs (DOCUMENT OR STEP NEEDED) before we can close. That may move closing to about (NEW DATE). (TC NAME) will help you get what's needed.

Example: a death certificate and letters from the probate court.

Why it works: Many title issues reduce the seller's net, not the price. Explaining the difference honestly prevents the seller from feeling the buyer took the money.

If they say "That lien isn't mine"

You: That happens sometimes, for example with someone with a similar name. The title company can check. Do you have anything showing it was paid, or that it's not yours?

Connect them to the title company through the TC.

If the lien is larger than their equity

You: I want to be honest with you. With this lien, the amount owed is more than the sale price. We need to talk about options, and it may help to speak with an attorney.

Escalate to your manager. Do not suggest lien negotiation unless your client has a proper process for it.

If they ask "Can you just pay it?"

You: Let me ask (MANAGER NAME). Sometimes a buyer can help with part of it, but I can't promise that.

Objections

For full handling, see the Objection Handbook in the Script Library.

If you hear	Short answer
"This is a bait and switch."	"I understand why it feels that way. Here's the report and the bid. If you think it's not fair, tell me."
"I'll find another buyer."	"That's your right. Another buyer's inspection would likely find the same thing, but the choice is yours."
"You should have seen this before."	"You're right that we couldn't see inside before. That's why the agreement has an inspection period."

After the call

Next step: Upload the evidence and the signed amendment to the CRM. Update the transaction coordinator and title company the same day. If the seller canceled, follow your client's cancellation process and code the reason.

Check yourself

1. What four things must be true before you ask for a price change?
2. A seller says, "I told your lead manager about the roof." What do you do first?
3. A lien reduces the seller's net but not the price. How do you explain it?
4. Why do you offer choices instead of one demand?
5. The inspection period ends Friday. The seller wants until next Wednesday. What do you say?

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