How to answer buyer questions when you sell your house yourself
Without an agent, buyers ask you directly. That's an advantage: nobody knows the house better than you. The trick is to answer the same way every time, in writing, with proof.
Three rules for every answer
- Answer what you know, and say what you don't. "I don't know when the windows were replaced; they were here when we bought in 2014" is a good answer. A guess that turns out wrong is not.
- Give a date and a name. "The roof was replaced in 2017 by a local roofer, and here's the invoice" beats "the roof is pretty new."
- Write it down once. Put your answers in one document and send the same one to every buyer. It keeps your story consistent and saves you from repeating yourself.
Your written answers must match your seller disclosure. If something you disclosed changes, update both.
The questions buyers ask most
"How old is the roof?"
Give the year it was replaced, who did it, and the warranty if there is one. If you don't know, say when you bought the house and whether it has leaked since.
Proof: the roofing invoice, the shingle warranty, any repair receipts.
"How old are the furnace, AC and water heater?"
Give the install year for each and when each was last serviced. If you don't know the year, the label on the unit usually shows the model and serial number, and often a manufacture date. For many water heaters, furnaces and air conditioners, the appliance age lookup reads the year from the serial number.
Proof: install invoices, service receipts, a photo of each label.
"Has the basement ever had water?"
Answer plainly and say what was done about it: a sump pump, regrading, waterproofing, gutter work. Buyers worry less about water that was fixed than about water nobody mentions.
Proof: the waterproofing contract, the sump pump receipt, any warranty.
"What work have you done to the house?"
List the major projects by year. Note which ones had permits.
Proof: invoices and permit records. Your city or county building office can look up past permits by address.
"Why are you selling?"
You don't owe a reason. A short, true answer is fine: "We're moving for work," "We need more room." Avoid anything that hints you're desperate to sell, since buyers may read it as room to push on price.
"What are the utility bills like?"
Give a 12-month range for electricity, gas and water if you have it. Your utility accounts usually show past bills.
"Is there anything I should know?"
This is the question to be most careful with. Point the buyer to your seller disclosure and stick to it. If you know about a problem, it belongs in the disclosure, not in a conversation. Disclosure rules vary by state; see Nolo's state-by-state guide.
"Can I see the receipts?"
This one is easy if you've gathered them first. See what records buyers want for what to collect and where to find it.
Answer before they ask
Most of these questions come up at every showing. Send buyers a short written summary with your listing: the age of each big item, the major work done, and the proof behind it. Questions you answer up front don't come back as surprises after the inspection.